Why caring for your sales people is crucial...


As a Sales Leader it's vital to care about each of your sales people as individuals and is principle No.1 of my 7 Principles that underpin a high performing sales team.

The days when we Sales Leaders focused only on KPI's is gone. Research tells us that people who feel good on the inside, perform well on the outside. Happier sales people generate 37% more sales according to Harvard Business Review!

So how do you do that?
 
Firstly, you have to calibrate each of your team.

How do they behave when in a good state...and how do they behave when in a negative state? Observe them over time and get clear about the clues. The quicker you identify they are moving towards a negative mindset you can spring into action to support them.
 
Secondly, develop your softer skills.

Coaching, mentoring, social worker, counsellor, agony aunt/uncle, whatever it takes but most of all listening without trying to fix things. When one of your team isn't in a great place, telling them what you would do to put it right simply makes them feel worse. It just confirms that they are not as good as you in managing their lives! You cannot fix or save the individuals in your team. You can however support them through their challenges...and the best way to do that is by coaching. If you haven't had any coaching training...make it a priority at your earliest opportunity.
 
Thirdly, caring doesn't mean being nice all the time...or making it easy.

Sometimes tough love is the kindest and most caring thing you can do. When you really care about your sales people you will want them to be the very best version of themselves. Your sales people can't improve if you don't have those challenging conversations...and coaching comes in here. Challenging them with kindness and support, allowing them to make mistakes and learn from them is a much more effective route to high performance. If you don't address ineffective strategies or behaviours in your team, you're not giving them the opportunity to put things right and by default you're telling them it's OK to continue!
 
If you develop these areas of care you will have a positive impact on how your sales team feel and increase the sales they generate. Interestingly...you'll feel so much better too!

Until next time,

Leigh :)
Leigh Ashton
ABOUT THE AUTHOR
Leigh Ashton> website | all articles
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
  • /data/userPictures/6F8ED6D7-3EFE-442F-9118-10E406C08A9F.jpgBobby Philip3/11/2019 8:06:22 PM
    Team is a reflection of what you are and caring for them is also important to ensure we achieve our goals. Very good article

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton3/12/2019 6:12:50 AM
    Thanks Bobby :)

  • /data/userPictures/F246D126-4F48-4FDE-9B1E-369F4478250B.jpgErin Vergara6/4/2019 9:16:40 PM
    Well said. I too believe that you have to care about the people that you're managing particularly when it comes to sales. If you care about what is keeping them from being their best then they will care about being their best selves.

  • /data/userPictures/3243AF74-6C14-4A30-9F93-4A87DE5AAC5A.jpgLeigh Ashton6/7/2019 10:45:24 AM
    So true Erin. Sales Leadership covers so many more people/mindset skills than ever before. The numbers are still important but not the only thing to focus on.