This week I went to the National Sales Conference. I love a gathering of like-minded souls where you can share and discuss all aspects of our wonderful profession. Even when someone has a totally different approach or way of thinking you can still relate and connect in a meaningful way.

When I work with Sales Leaders, I always share that it's important to treat your sales team the same way you treat your clients. One size doesn't fit all...if you have 20 sales people in your team you will need 20 different approaches to nurture and develop them...and their sales success.

This week I went back to the gym after a break of over 2 weeks. You've probably guessed that after my weight training session on Monday my muscles were a bit sore. I was back in the gym for another weight training session on Wednesday and whilst I was still sore my session actually improved the muscle ache. This got me thinking...when you don't use muscles, they become less capable of lifting heavy weights. This is true not only for physical muscles but for mental muscles too.

Well are you? If I'm totally honest I think the standard of sales coaching by Sales Leaders is generally quite poor. That doesn't mean there aren't some amazing Sales Leaders out there using coaching to develop their teams and grow their sales...it's just that they are quite rare in my experience.

The language you use with others and to yourself has a massive impact on your results. If you keep saying things are challenging...guess what, it will be challenging! You're instructing your mind to expect challenging...so that's the experience it delivers.

When I work with Sales Leaders the conversation ultimately turns to what they don't get around to doing with their sales team. Most of the activities are really important and the Sales Leader knows that. Is it not enough time? Is it procrastination? Or is it simply avoidance? Mostly it's avoidance because the activity generates negative feelings...and with negative mindset comes avoidance.

Thinking like an elephant is more common than you realise. Last week I shared my thoughts on your automatic patterns as a Sales Leader. Today I want to share how these patterns are created...and how that relates to thinking like an elephant.

Your psychological patterns as a Sales Leader are automatic. They spring into action whenever a specific trigger occurs. They will vary dependant on the specific situation you are in...for example, your automatic patterns when with your top performers could be very different when with your under-performers.

What would your dream sales month be like? You'll have your own version of this but if you're after something interesting to do with your Sales Team then here's an easy exercise you can take them through to get them aligned with their goals and aspirations.

It's easy to consider your most challenging sales person a thorn in your side but these people often give us the biggest opportunity to develop your leadership skills.