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How well do you understand your sales under-performers?
As a sales leader…how well do you understand your under-performers?
When you focus on the numbers it’s too easy to miss the most important clues…the human being behind the numbers.
I can’t tell you how many times I start a sales mindset programme with a new client and am told…he/she is not doing very well so don’t expect to see them on the next month for the next module.
In practically every case I come back the following month and they are doing better…and once they start performing, they just keep getting better. It’s not unusual for the person that was labelled ‘on their way out’ getting a promotion a few months later.
So what does that mean?
Do I have magical powers? Of course 😉
Do I cast a spell on them that turns their performance around? A little maybe.
Or is it simply that they get something from me that they aren’t getting from you. Definitely!
Now before you start spitting nails or firing arrows at me, let me explain.
You have to explore what’s going on for the whole person in your sales team. Not just the numbers!
– How is their life going?
– What positively impacts on their performance?
– What has a negative impact on their performance?
You can only know these answers if you have conversations with them…and observe them in action to calibrate what positively drives their performance and what gets in the way.
What they get from me when they attend the sales mindset programme is a person that’s interested in how they think and feel…and this has a massive impact on them being able to release the negative emotions that get in the way of their success.
No sales person deliberately comes to work to do a poor job
Every sales person wants to be a success.
Being interested in them as people, caring about the other areas of their lives not just what they do at work and supporting them to be a better version of themselves each and every day is how you build a team of top performers.
I’ll close with one of the 7 Habits of Highly Effective People from Stephen Covey…
Seek first to understand…then to be understood!
Until you fully understand the inner sales barriers (thoughts and feelings) that your underperformers are holding on to…it’s impossible to support them in the best way to achieving sales success!
Until next time,
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking