Sales Manager’s Communication Challenge
Sales Managers must “tune” their communication to each person, especially to help each team member stay engaged during difficult times.
I call Kevin a “D Squared” sales manager. He has a focused, direct, aggressive and bottom-line oriented communication style. This mode of communication helps him in a strategic setting; however, his communication style doesn’t seem to help him when interacting with his star salesperson.
Mark, the star salesperson, believes in the need to connect with a person on an emotional level before actually entering into business issues. When Mark starts a conversation, no matter how insignificant, he has a need to “feel” the level of intensity before he can choose a strategy. Mark and Kevin, each in his own way, want to be in control of the conversation.
Kevin’s been realizing that to best influence Mark, he has to alter his communication style when speaking with him. Instead of directing Mark with a list of “to-dos” that need to be “checked off” by the end of the day, Kevin’s learning to slow down and take on a more collaborative style with Mark. As a result, Kevin and Mark are having much better communications and Kevin has learned an important tool as a manager
Learn to communicate in a way that resonates with each individual on your sales team. Listen and analyze how each person prefers to communicate. There are lots of tools that can help you, whether is DiSC, Meyer’s Briggs, or Strengths Finder. Just knowing the proper way of communicating with each person on your staff improves understanding.
What unique communication styles do your salespeople have? How have you changed your communication style to enhance understanding with others? I look forward to hearing from you.
Keep Pressing Forward!
Danita