I thought today would be a good day to rev up your sales staff with some positive words to get deals closed. Now, before you say “Look, my team is professional and don’t need some kind of pep talk”, please note that I said positive words to get deals closed, not so we can all feel good and sing a verse of “Kumbaya, my Lord” while we all hold hands.
This economy is tough and the daily travails of the salesperson today are not what they were. CEO’s and Sales Directors sometimes lose sight of what the feeling can be like when your team is out there fighting for those sales. Now is the time for those in charge to monitor, mentor and reassure your team.
When a salespersons livelihood at stake, they want to be heard. It’s important to not brush off their concerns. Sometimes they have great perspective about what is going on out there. After all, they are on the front lines. And whether their opinion is valid, is enlightening or is just them complaining about the problems of getting deals done – how you react has a greater effect on your team than you think. Remember, when you speak to a struggling sales rep, they often go back to their peers and relate what you’ve said. The ripple effect is dependent on how you handle your individual team players.
Monitor your sales team’s individual concerns and ideas. When you find them to be off the mark or inconsistent with the company’s goals, guide them back on track as a team player. Assure them that all companies go through this, but that you like to look for solutions, not dwell in the problem and invite ideas to combat the obstacles facing your team.
Let your team know that this is a time to use the skills that has made your company great. That they can come to you to let you know what is happening out there. That you’ll look into their observations, access the current situation with their shared information and then do what is best to help them and your company generating more sales.
A positive word for your team is sometimes NOT having a cheering session at the water cooler, it’s letting your team feel and know that they AND you are smart enough to assess the landscape of their territory together, and as a joint effort use your combined skills to grow your company’s profits.
This economy is tough and the daily travails of the salesperson today are not what they were. CEO’s and Sales Directors sometimes lose sight of what the feeling can be like when your team is out there fighting for those sales. Now is the time for those in charge to monitor, mentor and reassure your team.
When a salespersons livelihood at stake, they want to be heard. It’s important to not brush off their concerns. Sometimes they have great perspective about what is going on out there. After all, they are on the front lines. And whether their opinion is valid, is enlightening or is just them complaining about the problems of getting deals done – how you react has a greater effect on your team than you think. Remember, when you speak to a struggling sales rep, they often go back to their peers and relate what you’ve said. The ripple effect is dependent on how you handle your individual team players.
Monitor your sales team’s individual concerns and ideas. When you find them to be off the mark or inconsistent with the company’s goals, guide them back on track as a team player. Assure them that all companies go through this, but that you like to look for solutions, not dwell in the problem and invite ideas to combat the obstacles facing your team.
Let your team know that this is a time to use the skills that has made your company great. That they can come to you to let you know what is happening out there. That you’ll look into their observations, access the current situation with their shared information and then do what is best to help them and your company generating more sales.
A positive word for your team is sometimes NOT having a cheering session at the water cooler, it’s letting your team feel and know that they AND you are smart enough to assess the landscape of their territory together, and as a joint effort use your combined skills to grow your company’s profits.
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