Get on with itSep 28, 2023
“Why can’t salespeople just get on with it and sell stuff?
Probably because they have a muddled mindset
🟠 Orange Hat Thinking 🟠
It’s not uncommon to see misalignment in sales
This happens at an organization and management and individual level.
The organization says “We're consultative. We're customer focused. We're buyer-centric. This is how we operate.”
But then at the end of the month, it gets transactional because it changes to “Get out there, sell this, discount, we need the numbers now”
It's a very tough one for people to deal with.
Tough when motivating people
Stick or carrot?
Spreadsheet or conversation?
Am I looking at numbers here, or am I trying to help people get better at what they do?
Stuck between a rock and a hard place.
Tough because it’s confusing
They end up wasting effort because they're trying to work out what it is they're supposed to do
☹️ I've worked with too many people who are just lost
It's a horrible place for salesperson to be
We don't want it to be like this
▶️ The onus is on sales leaders to give clarity to allow coaching and to give confirmation
Being clear about - This is how we sell. This is how we do it. This is our way
And we're going to stick by that
Now, of course, sometimes we need to course correct, to adapt to changes in the market, but be consistent and try not to change things and force sales at the end of the month or end of the quarter
Managers can then focus on how they coach
They can support salespeople
They can help them to get better
As a salesperson being coached or at least getting some support to help you think about doing stuff right makes a big difference
Salespeople want to know they're doing the right thing
Once they start getting confused they can lose confidence in themselves
Should I do this? Or this? Or this?
It becomes a mess
It's amazing how much happier salespeople are when it's dead clear to them what they should be doing
Then we begin to tap into their intrinsic motivation and they are bouncing to get stuff done
The mistake that some organisations make is it's never been communicated how things should be done
Make sure we've got a model that is known and shared
Are you ready to increase your sales?
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