Sandy's workshop was really beneficial in helping me reach clarity on a way that the Chamber could listen to what our members want, and deliver that in a way which would demonstrate value & benefit. And so the DACC123 Member Promise was born - thanks Sandy
Do your bright young salesmen and women struggle to impress their customers? It’s difficult to stand out in the crowd.
Today, we’re all ‘time-poor’. And as customers, we want salespeople who will bring something useful to our businesses. Plus, they need to be easy to communicate with.
Because who’s got time for an awkward sales call?
The question is: are your salespeople becoming the solution to their customer’s problem?
A Note to The Sales Team Leader
As the team leader, you are responsible for hitting your targets and bringing in revenue for your company.
But don’t forget, that this also means you’re responsible for developing each person in the team. Your job is to nurture your salespeople. Not only to feel more confident in their roles but to grow professionally and become the best professional that they can be.
And there are several suitable starting points. However, I believe that there are three areas in particular, which will help salespeople (particularly those young or green salespeople in your team) to become successful and really enjoy their roles.
1. Grow your personal brand
Often described as:
"What people say about you when you’re not in the room."
Word of mouth is a great way to gain new customers. It’s important that salespeople know how they must behave every single day, with everyone they meet.
How you present yourself, how you interact with others, what your attitude is like and how you cope in stressful situations - all these little things add up to develop your personal brand. Your own, unique identity, in the eyes of other people.
This is not easy. As Willie Nelson, the country music legend, said when he was given a lifetime achievement award,
"This award was achieved one day at a time."
Now, you might think that ‘personal branding’ is only for business owners, or those who want to build a company based on their personal brand. But in fact, it’s one of the most useful things a salesperson can do, whether they’re a part of a sales team or selling their own product.
My favourite piece of advice to share with young salespeople is,
"Run your sales territory as if it is your business.”
Further reading: Neil Patel & Aaron Agius’ Guide to Building Your Personal Brand
2. Become commercially aware
The Cambridge Business English Dictionary defines commercial awareness as,
"the knowledge of how businesses make money, what customers want, and what problems there are in a particular area of business."
Some salespeople forget that, at the end of the day, the most important objective the customer has is to end up on the right side of the bottom line.
Successful salespeople win customers when they can show them that they understand the challenges they face in running their business. They know how they can help increase sales and profits, and they can make this clear to their customers.
To become a more effective sales team leader you’ll need to help your teams gain financial knowledge. Teach them how to research their customers and from there, they will learn how and where to pick out insights which can add something to their customer’s business.
3. Get some grit
Last week, I shared a video featuring Angela Lee Duckworth over on LinkedIn. In her TED Talk on Education, she talked about her research on the determinants of success.
Who is successful and why?
Duckworth explains her theory and how she has studied ‘grit’ as a predictor of success. We’re great at measuring children’s IQ, their upbringing, even their parent’s income. But none of these factors will determine how successful we are, at school, in business - or in life.
And if it wasn’t social intelligence, good looks, physical health or IQ - what was the significant characteristic which Angela Lee discovered was a predictor of success?
It was grit.
“Grit is passion and perseverance for very long-term goals.”
Grit is having stamina. Grit is sticking with your plans. Grit is building your future one day at a time. Talent doesn’t make you gritty. Many talented people are successful, yes. But many talented people also experience short-term success, sometimes followed by a disappointing performance in the long term.
We don’t know how to make salespeople gritty (I wish we did!). But the first thing we can do is to help them realise what grit is and how powerful it can be.
Are the young salespeople in your team lacking confidence? Our tailored selling workshops are ideal for sales teams who want to improve their skills set and progress to become top performers in their field.
Get in touch with Sandy to find out how sales coaching could get you on the right side of the bottom line.