In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
In this Sales Leadership Quick Tip Video, I’d like to share with you how you can transform your conversations with your sales team. I know that sales people can exaggerate and complain. I know this because I’ve been around a lot of sales teams and sales people. And I’ve been one myself. Salespeople can exaggerate or complain because they feel like they are not being heard.
Do You Listen to Your Sales People?
You will have to look in the mirror and ask yourself the question, “Do I listen to my sales people?” Sales people know they are being heard when their problems are being solved and they are getting the resources they need from management to do their jobs.
How Do You Reduce the Exaggeration?
Commit to It
Commit to listening and understanding what the core issues are for your sales people. When they’re saying things like, “We’re going to lose this customer forever!”, try not to hear the emotion. Help coach them to a better place so you can ask the questions to find out what the real problem is.
As the business owner or sales leader, go to the source of the problem. Is it a process, another department? Is it your sales people, the owner? Address and solve that problem. Solve what you can. Of course you can’t solve everything. Sometimes it is the sales person that needs to solve the problem. Hold sales people accountable for their responsibilities as well as everyone else in the company.
When the problem is identified, tell your sales person what you are going to do, when you’re going to do it and tell them when you have done it. This reinforces that you are hearing them and that you are solving problems.
Listen without listening to the emotion. Fix what you can. Hold them accountable. Communicate what, how and when. Do this on a regular basis and you start to build effective business conversations. Do this in team meetings so others can see what you are doing.
Once your sales people start trusting that you are listening and solving problems, and they come to you exaggerating or complaining, start a dialogue such as this one: “Let’s cut the emotion out. Let’s get down to the problem and have a conversation. You know I will work with you to solve any issues, so tell me what it is and let’s get to work.” Consequently, you will start teaching them to have business conversations.
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