Speak to people these days and the same personal stories emerge... winter is here, lockdown is back, not sleeping very well, can't see friends, can't see family, Brexit looming, and so on.

Sales skills training gives you common knowledge. Sales Mindset development takes that common knowledge and gives you common practice! The way the people in your team think is vital to their wellbeing as well as their success...and for yours too!

Putting yourself out there takes courage...it's an uncertain and vulnerable position. As a Sales Leader, it's essential...especially now with the massive changes that are happening in our landscape. It's time to get creative and you can only do that by allowing yourself to be vulnerable and that's where the courage comes in.

I can feel the immediate resistance to that question...or the total confidence that you absolutely are not! It's an interesting question that gets responses from both ends of the spectrum. Rarely does a sales leader respond from that middle ground. That middle ground that would mean admitting that you might be.

Today I had a conversation with a Sales Leader about Compassionate Leadership, scaling quickly and being in alignment with values that reflect credibility and integrity. These are common topics for me because we focus on sales mindset development. What made this conversation unusual is that the Sales Leader doesn't start his new role till next week...and we had never spoken before.

When you observe repeated behaviours in your sales people that you know get in the way of sales success, what's your immediate inner response? Frustration, irritation, anger, a need to jump in and tell them again how it should be done?

It's so easy to do or say something without realising the negative impact you could be having on the people in your team. Think of a team email that's addressing a negative behaviour that applies to a few people that you're frustrated with. How do you think that impacts on the others that aren't displaying that behaviour? In fact, they could be exhibiting the very behaviour you wished all your team would adopt. Getting a positive outcome in leadership is crucial.

If you were a top-performing sales person before you became a sales leader you may struggle to have empathy with sales people that have mindset issues that get in the way of sales success. It's not easy to understand why your sales people don't do the activities that create sales success when you never had that issue yourself.

This is the final of my dive into human patterns that you and each of your team exhibit on an ongoing basis. Understanding them allows you to recognise what's going on behind the words and to make better decisions to develop your team.

In today's dive into human patterns, you'll discover why some of your team find it easy to ride the wave of change and others really struggle by clinging on to the old ways.