By Tanya Lacy for Team Intercept
You know how sales people can ebb, flow and wilt in mojo, charisma, skill or will? Let’s face it, sales people need attention to thrive and the problem is sales super stars and sales teams don’t succeed by accident. Design is involved. Truth is, the depth and level of attention differs for every one.
So here’s a short cut for time poor sales managers to mojo boost their sales people.
Want to know what it is? Drum roll…. Focus on the environment first. Yes, set up the sales setting for optimizing sales mojo.
Try these tips to boost sales team mojo
1. Clarify the context for the team
This is where the sales manager sets up a sales focused space and ensures everyone knows the answers to these questions
What are we here to do?
When are we here to do it by?
Whose doing what?
Do we believe we can do it?
How will we review?
How will we celebrate?
2. Create a clear pay off
This is where the sales manager clarifies the positive impact the acheived output will make
What is the impact?
What will it do?
What is the individual payoff? (How will you feel?)
What is the team payoff? (How will we feel?)
What does this mean for the brand / business / organisation?
How will we celebrate our success once we’re done? (yes, more celebration!)
3. Positive Winning Sales Environment
Success breeds success, so this is where the leaders language must be 80% positive and is encouraging. Questions that are asked are short and forward looking.
What will you repeat?
I know you/we can do this!
I believe in you!
4. Support for being our best self / selves
This is where the leader is a model for support and calls forth the best in the team by making allowances for human nature rather than demanding perfection. Let’s face it no-one is perfect! Least of all sales people who are trying to hit their targets for the month!
What do you need to succeed this week?
What tools do you need?
How can we support you right now?
Do you need to debrief?
What have you learned so far?
5. Playing Team (Collaboration vs Competition)
This is where the team members commit to ask for what they need, and talk straight and buddy up. If they are not getting what they need, to ask for it. To not complain, but to focus on what needs to happen and how to make it happen, not focus on the obstacles. To ask their buddy for support. This can also be called establishing the sales team code. There is enough competition in the market place so be supportive and collaborative internally. Pair up with buddy’s.
These mojo boosters may look simple enough. However setting up the environment is what will cultivate the dynamic culture you want for a high performing team. Always keep the balance between humanity and expertise. It is so easy to lose our humanity and focus on stats, screens and numbers. Try these dosages: 20% – 50% focus on human doing and 50% – 80% focus on human being.
Try some of these tips and see what a difference they make to the sales mojo in your sales team. Once you have we’d love to hear from you. Please get in-touch. Sales@interceptexperience.com