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It’s so important that your sales people feel valued by you as their leader and more widely by the organisation.
Because by failing to acknowledge the positives they bring to the table…you are violating one of the most common values a human being holds…to feel significant!
That’s why this principle is No.2 of my 7 Principles that underpin a high performing sales team.
No sales person on the planet starts work each day with the intention of failing. You will have noticed in your own sales team that when a sales person is not bringing in the sales they need, they are not in a good place and need your support more than ever.
It’s important to ensure your sales people feel valued as individuals to keep their mindset strong and in the best possible state to generate sales.
So how do you do that?
Notice what they do well. You can only do this if you make a point of being observant, of finding out what goes on behind the KPI’s and by taking the time to make this a priority.
Acknowledge their contribution
It’s important that you do this in person wherever possible. If you’re not physically in the same place the next best thing is a video conference so they can see your expression…and you can see their reaction. At worst a phone call. Do not resort to an email…it really reduces the impact of your message!!! Share what makes it so positive for you…”Well done, that was great” really isn’t enough.
Do it FAST!
As soon as you’ve either observed it for yourself or have been told of their great contribution…get in touch. The faster you do it the bigger the impact.
Get them to share
Once you’ve acknowledged their positive contribution or behaviour, ask coaching questions to identify their perspective. Listen for other positive aspects that they haven’t even noticed for themselves and feed that back to them to reinforce their confidence even more.
There’s a balancing act between giving positive feedback/acknowledgement and having the conversation around what they need to improve. I’ll be diving into this in my next blog that covers Principle 3.
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