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Your biggest sales leadership challenge so far!

Your biggest sales leadership challenge so far!

It looks like things are moving in the direction of an exit from where we have been towards the creation of the new way forward.

What does that mean for Sales Leaders? If you haven’t already it’s worth starting with last week’s blog My mindset observations during lockdown! where I share my thoughts on the mindset shifts I’ve witnessed over the last 12 weeks of lockdown.

Unless you’ve been doing lots of personal development and coaching with your sales team, they are not going to be anywhere close to where they were mentally before the pandemic started creating chaos.

What you may notice in your team going forward…

There are a number of behaviours that are easy to spot…and some that are so well hidden you may have to increase your observation skills to see them.

1. Lower levels of motivation, confidence and proactivity

2. Lots of reasons and excuses for not achieving agreed outcomes

3. More negative language like “I can’t…”

4. Greater degrees of resignation

5. Sticking within comfort zones

6. Increased levels of lethargy

This is a perfectly normal reaction

Remember the 10 80 10 rule because right now the 80% people in your team need you more than ever. They want to be good…even great but lack the mindset to pull off all the processes and actions that they have been trained to do. It will feel like a part of them has vacated their body…you may even feel like that yourself.

After what we have been through it is sensible to expect some challenges over the next few months.

Now is not the time to leave them to sort it out for themselves. Now is the time to spring into leadership action and create a timeline that focuses on boosting their sales mindset through personal development.

If you are skilled at doing this yourself then that is your focus right now.

If you are not…you need to bring in some help that will give you and your team the development they need to get through the next few months.

BUT there’s a budget freeze

Of course there is…in times of challenge, training budgets are often the first to go but the sales teams that get the personal development they need to stay resourceful, confident and motivated will be the ones leading the field in the next 6 months.

It’s not about getting them to do what they did before because the world has changed…and each person in your team has changed. Let’s be honest…you have changed.

You’ll get some ideas from my past blogs that focus on all the mindset challenges you’ll be experiencing within your team…that a starting point.

You will also need to create a bulletproof business case to get approval for what your team really need right now.

Now that’s really something worth working towards!

Until next time,

Leigh 🙂

PS If you’re interested in a Zoom Mindset Booster Session for your team please contact me on 07932 164873 or

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