Posted by Susan A. Enns under Sales Management Skills
Sometimes as managers, we get so caught up in the day to day drive for sales that we forget the human side of our jobs. We forget that our sales teams are made up of human beings with their own mortgage payments, kids’ soccer games, and “not enough time in the day” stresses.
In other words, we forget that our sales people don’t work just to reach the quotas we assign them; they work to earn the incomes they need to live the lifestyles they want to live.
I was reminded of this recently when a good friend sent me an email about a speech given by Shawn Achor, CEO of Good Think Inc. Anchor researches and teaches about positive psychology, and believes that when we are more positive, we work harder, and therefore are more productive. In fact, his research shows that with a conscious effort from management using specific techniques, after only a short period of time, everyone is more positive and as a result, the team will work harder, faster, and more intelligently. You can view the video of Anchor’s speech here.
As Spencer Johnson and Larry Wilson wrote in their book, The One Minute Sales Person, “I have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people get what they want.” In other words, maybe we should spend more time helping our sales people achieve their own personal goals as opposed to concentrating on them achieving our quotas. The happier you keep your sales team, the better able they are to do their jobs and the more they will sell. After all, isn’t that what you wanted in the first place?
To help your sales team start each and every day in a positive state of mind, check out Daily Motivational Quotes – If misery loves company, than motivation breeds success!
For proven sales management techiniques that will increase your team’s results, check out my book Action Plan for Sales Management Success. It is available in every eReader format and now, by popular demand, is also available in a print version. You can also purchase it at these fine retailers: Amazon.com, Amazon.ca, Amazon International, Barnes & Noble, Apple iStore, Kobo, Diesel, Sony, and Smashwords.com.