Sales Leadership Behavior: Know your People
In addition to knowing your business, the authors of Execution: The Discipline of Getting Things Done also suggest that the CEO, President and VP of Sales need to know their people. What are some practical ways that you can begin to really learn about your people?
In my most recent tips booklet, Yes You Can: 67 Tips to Raise Sales Results in a Recession, I’ve included a couple of ideas to get leaders started:
Tip 29: Identify Dreams. Salespeople work primarily for themselves. I know it’s disheartening for us to realize, but the company’s profits are not the prime motivator in their lives. Their own dreams, goals, and aspirations are what inspire them to do the extra effort needed to exceed quotas. So, what can you do? Help them develop a game plan to achieve their goals and aspirations. Link their personal goals to their professional goals. Create alignment.
Tip 41: Help your people overcome the high Need for Approval. In fact, help them identify their selling mindsets that support their sales effort. Then, take the next step and help them identify those mindsets that are sabotaging their selling effectiveness. Then, with both of you grounded with objective data, you can create an action plan to start Making It Happen! In my 18 years of sales management leadership, I’ve found the data provided by Objective Management Group to be the most helpful in really knowing my people and knowing how I can help them.
Tip 37: Understand your salespeople’s Workplace Motivators. Workplace Motivators help explain why your salespeople behave as they do. When you understand their Motivators, you can more easily come alongside them and help them execute at a higher, more intentional level.
I invite you download the entire complimentary tips booklet. And, I’d love to hear your feedback on what other Know-Your-People tips that you’d recommend adding to future additions.
So, what steps are you taking to really know your people?