What are some of the things a sales leader could do to have a fast impact on their sales team? I get asked this question a lot. Could they be coaching or teaching their sales team better to get faster results?
I tell them to think like and behave like a great journalist or a detective to accelerate their results. One of the areas you can focus on is really developing a deep level of discovery. We have to get our salespeople in that mindset to have a positive impact as a leader.
Having An Impact On Your Sales Team
Your team will look to you for guidance. Guide them to investigate and analyze their customer base and go looking for facts about your prospects and their business. Their life. Be insightful and curious. Find the story behind what they are doing.
Encourage your sales group to ask a lot of questions. One of them being… why? Why are they in the place they are in today? Why do they need a change? Why do they want to stay where they are or why do they want to grow or get better? Of course, asking a lot of questions and behaving like a journalist or detective can include how, what, where, and when to get the concept moving. The important thing is to have a fast impact on your sales staff. You need to encourage them to be inquisitive and interested in their prospects and clientele.
Making A Positive Impact Fast As A Sales Leader
What does a great detective or a great journalist not do? They don’t prejudge any situation or sales meetings they go into. They do not want to judge a book by its cover. Tell them to find the story behind what appears to be going on and what is really happening. Guide your sales team to go look for the facts.
This type of mindset can help change the level your team is working at. It can change the questions they are asking and the interest they show for their prospects. It will also increase their awareness of what their customers are going through and they can be helped.
“I believe there’s a landscape that exists underneath everything that we can see in present-day stuff. And I think that makes life kind of a detective story.” – Stephen Hopkins, motion picture director.
Things That Can Make An Impact
Things that you can make an impact with your sales team are things that help them understand they are trying to get the comprehension of the customer’s future state. They want to realize the place their customers are in today and where they want to go for the future. Many customers don’t even know where they are going or where they could be going to create success for their business. Your sales team needs to know it is their job to help their prospects and customers by guiding them in the right direction. The direction toward great results or relief from their problems.
With the discovery they have developed, your sales team can explain and help their customers properly. As a team leader, you are making an impact on their arrival of thinking like a detective or a journalist on their sales mission. They want to find the facts and assure them with their prospects to turn them into a customer. By doing so, your sales force will position themselves as having a strong opportunity to understand their actual needs and desires. From here, they will be able to formulate and collaborate with them to find the perfect solution.
Ready To Up Your Sales Game?!
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