Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
Guessing about others’ attitudes, motivations, or mindset is a waste of time. Listen how to remove guessing, false confidence, or doubts about your sales team.
It’s the same thing you should be telling your salespeople in a sales conversation or sales opportunity. No more guessing. As a result, you’ll find the truth. There’s a book I read called, “Let’s Get Real or Let’s Not Play” This is where these ideas come from.
What does that mean, “No More Guessing”? For example, I’ll hear business owners saying things like, “I don’t think they’re happy with the pricing. I don’t think they’re happy with the products, or they didn’t like that new policy”. In addition, I might hear, “I don’t know if they’re really working that hard. They don’t seem to be motivated. Their morale seems to be down”. Or, “After they close that big deal they might stop working hard. They have already reached their quota. They might be sandbagging”.
In other words, we do all this guessing, or make assumptions about what people might be thinking or doing. Let’s bag that! No more guessing.
For instance, if you have a question, if you think someone’s not motivated because they just closed their big deal and they’re over quota, go ask them. “So Pete, congratulations! You’re a hundred-fifty percent of your goal for this quarter and we still have three weeks left. Where’s your motivation? Are you still jazzed? Do you have a new goal? Are you building a pipeline for your next goal? So, if you are going to stop guessing, go find out with a direct question what the truth of the matter is.
If you want to make sure you influence your team to where you want them to be, they may not tell you the full story. Consequently, you have to be willing to hear them say, “To be honest with you, I’m building my pipeline for next quarter because I want to keep this momentum going”. As long as they keep their activity up, and the overall result is there, then that is what matters.
To summarize, don’t let your feelings and your attitude get down based on your guessing and your assumptions. Go ask the person a direct question. And of course, then you’ll find out the truth.
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