SALES - FEATURE
How does the reduced effort/reward continuum shape your sales team’s discipline for high standards?
The second driving force is a deeply empowering belief set, one that lifts you up out of anxiety, filling you with inner strength, ensuring you don’t lose faith in your own abilities, and feeling genuinely drawn to positive potential whilst others freeze.
Again, as you think about your sales team, how has their relationship with anxiety impacted their beliefs and their self-confidence?
Has their perception of potential for success changed? Do they believe they have what it takes to deliver the targets in a post Covid-19 world?
The third powerful force is high functioning emotional intelligence. High performers know how to read the play. They understand their own thought processes, just as they understand their customers anxieties, fears, concerns and aspirations.
What we are seeing with sales teams over the last 10 months is that they are feeling pressure coming at them from all directions. At a time like now, it is understandable how sales reps can lose themselves in a sea of mixed-emotions. However, with their mental toughness fully switched on, sales teams can use emotional intelligence to more accurately read the play, rise above complexity and inspire those around them, including their customers, to see positives and opportunities despite the present circumstances.
The fourth driving force is an elite level of strategic focus. As the path back to doing business unfolds, sales teams need to be able to adjust their focus week by week, and sometimes day by day. It is important they have the competency to rapidly develop strategy, adjust strategy and execute strategy Despite the many ongoing forks and u-turns in the road ahead, rapid re-focus is central to being a high performer.
Let me be clear, I absolutely get it and I understand the mix of emotion, confusion and disarray being felt by many sales teams and their clients. I completely understand their invisible wounds, inflicted by the many unexpected changes forced upon us through COVID-19. Yet, as we repair those invisible wounds, there is clearly an opportunity for businesses to make the smart play to get ahead in their market. Through disruption there is opportunity.
By word and example, your mindset and behaviours are shaping the future of your business today and into the future.
If you are thinking you need resilience, go one better! Activate the four dominant forces of mental toughness and watch as your team lift into their best performance state, confidently leading in a time of uncertainty.
Shaun Harper is the CEO of People-Centric. He has more than 25 years’ HR experience, including over 15 years leading organizational and people transformations, disruptive people strategies, empowering c ultures and winning competency development programs.
Shaun delivers accelerated growth for organisations b y simplifying direction and transforming capabilities. One particular strength Shaun brings to his customers is the real-time, real-scenarios approach. That is, your leaders and teams will always see their learning from where they stand today, thus developing immensely inspiring solutions that are put into practice with exceptional impact.
People-Centric is a team of training consultants who are passionate a nd committed t o make a difference through powerful people-focused programs.