Are you getting to the root of the problem?
What leadership will often overlook is the cause of the problem. There is cause, and there is effect. By purely focusing on the surface level issues, the below par performance of your salespeople will just reoccur – it’s a cycle that I have seen over and over again. There are reasons why a salesperson might be struggling; they might be demotivated, they might be having personal issues, or they might just be burnt out. When this is evident, it’s easy to get them in a room and have a coaching session on a core skill, but what does that achieve? You might get a boost in performance for the rest of the day, maybe the rest of the week. Then after the weekend, they’re back to laboured effort in their role.
Salespeople appreciate being listened to and they often will need to vent their frustrations – give them a place to do that. Encouraging honesty from your sales people will allow you to get to the root of the problem, because you can address their issues and facilitate a much needed mindset ‘refresh’.
Papering over cracks will appear to be a quick fix, but really it’s just having more of a negative impact in the long run because both leadership and the sales person grow frustrated at the collective miscommunication.
The root of the problem is their mindset, only by nurturing will you create a foundation for long term change.
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