Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
I have a few points I’d like to share on how to show your sales people you care about them. When people know that you care about them, then they will care about what you ask and expect of them.
Check In With Them
First, show your sales people that you care about them by being genuinely interested in them. Many years ago, as an example, I had a manager that showed me he cared about me and he had such an impact in my life. What’d he do? Simple. He worked from a different office from me, so he would call me when I was driving home from work. It was always a pleasant conversation so I never felt concerned when he called. He would say things like, “Hi, Rene, how did your day go? Do you have plans with your wife this evening?”
In addition, he would also visit our offices and when he did, he wouldn’t just have a business meeting. He would hang out with all of us, visiting everyone’s desk. He’d get to know everyone and share the good things that he had heard about them. He showed us he cared about all of us and we wanted to work hard for him and we did.
Secondly, to show your sales people you care about them, have quality conversations by giving time to the person you are conversing with. If you don’t have the time to really listen, schedule for a time that you can. Make it important by demonstrating care for what they are saying.
Third, be interested in your team’s long-term goals as well as their personal goals. Check in with them to see how their progress is going.
Be Willing to Challenge
Fourth, be willing to challenge people because this shows that you really care about their goals, personal and business. Correct poor performance and anything you see working against what they are trying to achieve. Point it out and don’t be bashful.
Last point that I want to bring up is to show appreciation. I had a manager at one time that would religiously stop us before we left for the evening and tell us how much he appreciated us being there and putting in the effort that we did. Consequently, we wanted to live up to his appreciation.
In conclusion, show your sales people that you care about them and the results will follow. It does pay off if you are consistent and most importantly, if it comes from the heart.
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