Tips to Profitable Restructure Sales-Examine Mindsets
TIP 2: SALES MINDSET
The motto of one of my clients is, “Adversity nurtures creativity.” He knows that leaders set the pace and the tone of a company. You are being observed by your staff all of the time. They take their cues on how to think, feel and act from you. If you are tough-minded, confident, and recession-proof, you will draw like-minded people to you.
In addition, you need salespeople who have a recession proof mindset, who think differently that than the average salesperson. In fact, I was helping a client sift through a stack of Express Screens for a VP of Sales opening. Only 4 out of 52 Screens had a recession-proof mindset that could lead up a growth initiative during these challenging times. To meet the demands of this new economy, they need Objective Management’s 4 Crucial Elements and the 5 Major Performance Factors.
If your existing team has the 4 Crucial Elements (Desire, Commitment, Responsibility, Outlook) than you’ll need to coach your recession-busters to help them develop their “hunter” instincts, their “qualification” mindset, and their “closing” skills. Recession-busters are not afraid to ask tough business questions, talk about money, or navigate the political landscape within companies to find the true emotional decision maker. They understand that their success in intimately tied in with the success of the company.
So, does your sales team have the mindset to be a recession-buster?
Danita