Are you protecting your sales team from failure or disappointment so they won't get discouraged…
How often do we hear the words “take action”? We read it in motivational books and we hear it in seminars. The reality is, we too often don’t “take action” or at least not seriously and purposefully and especially not in a timely manner. Nike really does say it best—Just Do It! Maybe instead of the words “take action” we think of it differently and more intentionally—Make Action. ‘Make’ is a more positive action word. Stop excusing away. Stop wishing the problem would disappear. Stop putting your efforts into only what you like to do instead of what you need to do. Now is the time to do that something you’ve been avoiding.
Our days in sales or sales management are filled with decision-making opportunities that can bring our business forward in a positive way. But we are often so bogged down by busy work that we remain stagnant instead of moving forward. And, we can suffer from it as a business, as a sales team or as an individual.
Maybe we aren’t making action in providing the correct compensation plan. Maybe we aren’t making action around specific training that is needed. Maybe we aren’t making action by providing valuable performance reviews on a regular basis. Maybe we aren’t making action by providing a specific job description for a team member. Maybe we aren’t making action by spending time with a new salesperson. You get the point.
People are Most Important
For this short blog, let’s focus on our most valuable resource in business—the human resource. No, not HR, but our people themselves. We know our people are vitally important to our success but are we properly or with intent addressing them as a priority?
As an example, we may have a top salesperson that is disruptive, yet we let it go because the sales just keep coming. What we miss or avoid is how that person is impacting everyone around them. To make action entails a conversation—now, not later. As another example, the entire team continues to bring questions around a specific product issue, yet we avoid addressing the concern. We need to make action. It may be a simple need for training.
Issues or problems can be complicated and there may be sensitivity surrounding a unique situation or person. But, if you admit that the issue exists and you know much of the facts surrounding the issue, then it is time to make action.