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 a recent blog I started a series of explorations focused on the human patterns that influence everything you do.
Today you're going to dive into the third pattern...Options and Procedures.
If you haven't read the background to these human patterns...you can find it here before diving into this week's blog.
Last week my blog focused on the first of the human patterns that influence everything you do. I shared how Towards and Away From influences your focus and levels of motivation.
Today you're going to dive into the next pattern...Internal and External.
We all have patterns that influence the way we think and act...you and your team. These patterns adapt and change to the situation we are in.
Over 20 years ago I discovered Meta Programmes...the patterns that influence everything we do. Since then I've noticed them every single day in myself and others.
I'm a huge fan of one to one sessions because they create a space for all kinds of conversations to emerge.
Having spoken with a number of clients in the last couple of weeks I know that business changes have resulted in additional time pressures for sales leadership teams and one to one's have been a casualty...with fewer and in some cases none taking place.