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.

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.

Over the last couple of weeks, I've noticed heightened emotions and an increase in judgemental opinions from the sales teams I'm talking with.

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.

We all have a superpower...something we are really good at. Even if you're new to Sales Leadership you will have it. Something you may not even realise you do simply because it's deep within you and so natural. It could be that you put people at ease, or you have great empathy skills, or you make people feel able to take the next challenge. It could be anything...and you may not be utilising it to its full impact simply because it doesn't feel like you're doing anything or that you normally use it in another context.

You will be finding that many of your sales team are not firing on all cylinders as they navigate the post lockdown landscape. Welcome to the human race...this is a perfectly normal reaction after such a massive disruption. This event has impacted not only their work life but all aspects of their life and it will therefore take time and your full support to get their mindset in the best possible place to navigate your customers' new map of the world.

Every good Sales Leader strives to be their best for their team...to support them, to develop them, to grow their sales success but have you considered what each person actually needs from you to be their best selves? Someone starting their sales career needs something quite different from you than your top achievers. The question is what's the foundation of your leadership?

This week has been a roller coaster of emotions for me. News of many inspiring and talented people I know being made redundant with no job opportunities to go for...and news of growth in sectors that are recruiting because they are so busy.