Are you protecting your sales team from failure or disappointment so they won't get discouraged…
H. Dale Burke in his book, “Less is More Leadership” has a great quote. “When your memories are more exciting than your dreams, you’ve begun to die.” If you find yourself talking more about what was, than what can or will be you might need some resuscitation. Growing your business through a sales team requires a clear vision that will motivate them to stretch. They need a compelling reason to move out of the comfortable and stable environment they have.
As the sales manager of your team you need to provide a vision and ask hard questions that knock people out of their comfort zones. Don’t count on money to be your main source of motivating sales people. Studies have proven that money is down on the list of what motivates them. People will work toward excellence, they want to work toward team goals, and most sales people like a good challenge.
As the leader it is your job to set that vision, and communicate it to employees. Where will your company or sales departement be in 1,2 or 3 years? What will it take from the sales group to get there? What will each person need to do to contribute? A great question to ask each sales person is, “What will you need to change or do differently to reach your new goals?” This is a stretch question.
In my consulting work with business owners and managers I find that many have a vision they have not clarified or shared. This leaves their employees willing to follow them to comfort and stability. When the vision is shared, these same employees now have a new journey to be part of.
It is a simple, well known excersise that is neglected by many. If you don’t have your vision documented or shared, do it now. It could be the simplest way to motivate your employees toward helping you get there. Exercising your leadership brings life to a sales team.