I recently caught a clip of Chris Rock riffing on relationships. His message? “It’s about serving each other.” That got me thinking: isn’t sales really just a (hilarious and sometimes complicated) relationship, too?
In sales, we all know it’s rarely about who has the best product or the slickest pitch; it’s about building relationships and showing up for each other. Here’s how great sales mirrors great relationships:
Be a Great Listener: Just like in relationships, it’s not about what you say—it’s about what you hear. If your client says, “We’re looking for solutions,” don’t respond with “Here’s the Ferrari of features.” Understand their needs, or as Rock might say, “Read the room!”
Show Up Consistently: Relationships don’t work if you’re only attentive when you want something. Check in without an agenda. Sometimes, a quick call to say “Hey, how’s business?” goes a long way in showing you’re in it for the long haul—not just this month’s quota.
Find the Win-Win: Serving each other isn’t just a relationship rule; it’s how you make real partnerships in sales. It’s not just about the sale; it’s about crafting solutions that genuinely help them succeed. Make it mutually beneficial, and you’ve got a client for life.
Have a Little Humor: Chris Rock knows it, and so do we: humor can make tough conversations easier. When a deal’s stalled or a prospect’s hesitant, a well-timed laugh can be the reset button you need.
At the end of the day, great salespeople know their role isn’t just to sell but to serve. Build the trust, understand their goals, and—yes—make them laugh. That’s how relationships last, and we could all use a good laugh right now.
Avoiding tasks, situations, or even people can be more common in sales than many realize. For sales professionals and managers alike, understanding the root cause of avoidance can be the first step to creating a sales culture that takes action. Avoidance can take many forms, often rooted in different mental or emotional responses, and can prevent you from reaching your goals or performing at your best. Here, I’ll explore three types of avoidance, breaking down why each happens and how you, as a sales professional, can address it effectively.
1. Emotional or Cognitive Avoidance
In sales, emotional or cognitive avoidance happens internally. It’s often invisible to others but has a real impact on your performance and mindset. When you emotionally or cognitively avoid something, you’re choosing to avoid thinking about it altogether. This might look like pushing aside the thought of following up on a challenging prospect, blocking out stressful client interactions, or not addressing feelings of burnout.
Common triggers in sales that can lead to emotional avoidance include:
Fear of rejection or past experiences of unsuccessful pitches
Self-doubt in your ability to close a high-stakes deal
Anxiety about hitting monthly or quarterly targets
This type of avoidance can often lead to procrastination or disengagement. If it persists, consider identifying specific thought patterns that are holding you back. A sales manager might find it helpful to provide coaching support, focusing on building resilience against these stressors. Seeking professional help can also be valuable if emotional avoidance becomes overwhelming or stems from deeper issues.
2. Situational Avoidance
Situational avoidance is when you consciously avoid specific people, places, or tasks. In the sales environment, this could mean avoiding meetings, skipping networking events, or avoiding interactions with certain clients or colleagues. This type of avoidance is often a response to past negative experiences, where sales professionals steer clear of situations they associate with discomfort or conflict.
Here are a few examples of situational avoidance in sales:
Avoiding difficult clients or prospects after a negative call or meeting
Sidestepping certain tasks, like cold calling, that may feel uncomfortable
Opting out of sales team meetings to avoid a specific colleague or manager
The risk here is that situational avoidance limits your growth and narrows your opportunities. If you recognize this pattern, try gradually confronting the avoided situations with small steps. Sales managers can also help by creating an open environment where team members feel supported, even in uncomfortable situations. Encouraging honest discussions can often alleviate some of the tension that causes situational avoidance.
3. Protective Avoidance
Protective avoidance is when you go out of your way to shield yourself from perceived risks, often by creating patterns or behaviors that feel “safe.” This type of avoidance can become particularly tricky in sales, as it can lead to habits that hinder growth and productivity. Protective avoidance often manifests as overly cautious behavior, where fear of failure or rejection leads to over-preparing or avoiding risks altogether.
Some signs of protective avoidance in sales might include:
Over-researching prospects and never actually making contact
Constantly re-checking email drafts before sending, to avoid possible mistakes
Avoiding larger deals or pitches for fear of potential rejection
While these protective actions may feel safe, they often lead to missed opportunities. Sales professionals need to find a balance between preparation and action, and sometimes that means taking calculated risks. Sales managers can play a pivotal role here by encouraging risk-taking in a structured way, offering feedback and reassurance to prevent protective behaviors from holding back growth.
Avoidance can be a significant barrier to success in sales. By recognizing the type of avoidance that’s impacting your behavior—whether it’s emotional, situational, or protective—you can take targeted steps to address it. Sales professionals who confront their avoidance tendencies head-on often experience personal growth, better client relationships, and increased sales outcomes. Sales managers, too, can use this understanding to provide supportive, growth-oriented environments for their teams.
By identifying and addressing avoidance patterns, you can break free from self-imposed limitations and open the door to new sales opportunities. When avoidance becomes persistent or too difficult to manage alone, consider seeking support through professional development programs or coaching. Remember, the first step to overcoming any type of avoidance is awareness—only then can you take steps toward meaningful change in your sales journey.
Below is a helpful exercise to use in your personal development journey or 1:1 sessions.
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Duckworth’s acclaimed book dives into the science of grit, a key driver for long-term success. In sales, where persistence often separates top performers from the rest, Duckworth’s insights offer actionable steps for developing resilience. This book is packed with case studies and research that reinforces why passion and perseverance can elevate one’s career trajectory, making it an indispensable read for sales professionals who want to push past challenges and consistently close deals.
Success in sales hinges on adaptability and a positive mindset. Dweck’s “Mindset” explains how shifting from a fixed mindset to a growth mindset can be transformational, especially when handling rejection or navigating challenging quotas. Her approach empowers salespeople to see setbacks as opportunities for growth, fostering an outlook that drives performance under pressure.
3. Navigating Through the Valleys of Success: A Perspective in Perseverance
Sales professionals often encounter obstacles that test their perseverance. Cleon Joseph’s book provides strategies for managing setbacks and maintaining focus during tough times. It’s a guide for any salesperson striving to develop mental resilience and maintain their drive, regardless of external challenges. Joseph’s perspective is a valuable resource for those aiming to maintain momentum in high-stakes environments.
4. Mind Over Matter: The Self-Discipline to Execute Without Excuses
Self-discipline is at the heart of sales success. Hollins’ concise book on building self-discipline equips sales professionals with the tools to stay focused, control impulses, and push forward even when the pressure is high. With practical exercises and clear strategies, this book is a quick yet powerful read for anyone who wants to enhance their productivity and close deals consistently.
Chris Hadfield’s experience as an astronaut offers unique insights into the importance of preparation and determination. Sales managers and team leaders will appreciate Hadfield’s lessons on staying calm under pressure, a skill as relevant in space as it is in the sales field. His book encourages sales professionals to adopt a meticulous approach to planning and to stay resilient when the stakes are high.
Videos
1. Grit: The Power of Passion and Perseverance | Angela Lee Duckworth
Angela Duckworth’s TED Talk breaks down the importance of grit in achieving long-term goals. For sales teams, this talk offers an inspiring reminder that sustained effort and resilience are often more critical than natural talent. It’s an excellent motivational tool for those facing demanding sales cycles.
2. Leadership – When It Matters Most: Courage Up! | John C. Maxwell
In this talk, leadership expert John C. Maxwell discusses the role of courage in high-pressure situations. Sales managers can use this to inspire their teams to tackle challenging quotas and pursue ambitious targets without fear, instilling a culture of resilience and boldness.
This motivational video is designed to help viewers find their inner resolve. Sales professionals facing burnt-out or difficult market conditions can find encouragement here to persist and overcome, making it a valuable resource for anyone who needs a motivational boost.
4. Digging Deeper: How a Few Extra Moments Can Change Lives | Cody Coleman
Cody Coleman’s TEDx talk encourages taking that “extra moment” to make a difference, a principle highly relevant to sales. This talk is ideal for sales professionals who want to deepen their impact, build stronger relationships, and achieve lasting success through small, consistent efforts.
5. Pushing Through | Ruben Daniels
Ruben Daniels shares insights on perseverance, ideal for sales teams working in a high-pressure environment. This short talk is an excellent addition to any sales team meeting, reminding everyone that determination and a positive outlook are keys to success.
Articles and Blogs
1. The Power of Resolve
This article on resolve offers insights into how mental toughness can drive personal and professional success. Sales professionals can apply these principles to navigate competitive markets and stay focused on goals despite challenges.
Description: Sales success often requires overcoming significant obstacles. This article discusses strategies to harness inner strength, making it a useful read for sales teams looking to build resilience and face high-pressure environments with confidence.
In this comprehensive guide, James Clear outlines the essentials of mental toughness. Sales professionals will find this article especially relevant, as it covers grit’s role in achieving long-term goals and provides actionable strategies for building resilience.
Description: This article reframes challenges as opportunities, an essential mindset shift for sales professionals. By adopting this perspective, salespeople can approach obstacles as chances to grow, making them better equipped to thrive in competitive environments.
Description: For those facing a rough sales quarter, this article provides practical advice on overcoming tough periods. It’s an empowering read for any sales professional seeking to recharge and bounce back from difficult situations.
Do you have strategies for “digging deep” when it counts?
Share a time when you overcame a challenging sales target. What kept you motivated, and what lessons did you learn?
What are your strategies for staying positive in the face of rejection?
Reflect on a past sales experience where preparation made a significant difference. What would you do differently today?
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📩 Stay up-to-date with the latest blog posts, packed with practical advice and real-world examples that will help you close more deals and inspire your sales team. 💪
🔗 Want more valuable content? Check out the library of articles for a treasure trove of sales wisdom just waiting to be discovered. From prospecting techniques to negotiation tactics, I’ve got you covered!
👍 If you found this article helpful, give it a thumbs up and share it with your network. Help spread the word and empower others to achieve sales excellence!
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As a sales manager or leader, one of the most crucial roles you play is helping your team navigate “The Dip”—that tough period where progress stalls, motivation wanes, and the path to success feels steep. Seth Godin’s The Diphighlights how essential it is to recognize these moments in ourselves and others, making the choice to either persevere or pivot. For your team members, the Dip can often feel isolating, leading them to question their abilities. This is where leadership can make all the difference.
Encourage individuals by acknowledging their struggles and reinforcing their potential. Sometimes, simply knowing they’re heard and supported can help them renew their willingness to push through. But it’s equally important to recognize when a challenge has become a “cul-de-sac”—a dead end that leads nowhere. In these cases, guide team members to re-evaluate their path. If their efforts aren’t yielding meaningful progress or if the market or strategy has shifted significantly, it might be time to redirect their focus.
The key is to distinguish temporary obstacles from enduring roadblocks. For challenges that promise growth and learning, encourage grit and perseverance. But for those that offer little return on investment, be willing to support a graceful exit. Ultimately, your role is to help them identify worthwhile pursuits and see them through, turning any Dip into an opportunity for growth rather than frustration. Leading with clarity and empathy creates a resilient, focused team ready to achieve lasting success.
Personally, I love this story from John Krasinski. It illustrates the impact of encouragement and how success, luck, and opportunities lie on the other side of the dip.
Ready to take your sales game to the next level? 🚀
Don’t miss out on more tips, insights, and strategies to boost your sales and sales leadership skills! Subscribe and join a community of sales enthusiasts like yourself!
📩 Stay up-to-date with the latest blog posts, packed with practical advice and real-world examples that will help you close more deals and inspire your sales team. 💪
🔗 Want more valuable content? Check out the library of articles for a treasure trove of sales wisdom just waiting to be discovered. From prospecting techniques to negotiation tactics, I’ve got you covered!
👍 If you found this article helpful, give it a thumbs up and share it with your network. Help spread the word and empower others to achieve sales excellence!
Remember, success in sales starts with knowledge and continuous learning. Don’t miss out—subscribe, explore, and share today!
📢 Come along the journey! Subscribe, explore, and share the knowledge! 🌟
Sales is fast-paced, particularly within the building materials industry; clarity, resilience, and goal alignment are essential. Whether you’re a sales professional or manager, decision-making and goal-setting shape your day-to-day success. A framework that I’ve personally found to be useful and have leveraged for personal coaching, goal achievement, and decision-making is the Cartesian Questions model. This framework helps to explore the depth of any decision or goal, helping me uncover insights that might otherwise go unnoticed.
What Are Cartesian Questions?
The Cartesian Questions model is based on a philosophical approach by René Descartes, who suggested evaluating any theory from multiple perspectives. For sales professionals, these questions are used to challenge and validate your thoughts around a specific decision or goal. By answering each question, you gain a clearer view of the potential outcomes and can confront self-imposed limitations. Here’s a breakdown of the four Cartesian Questions:
What will happen if I do this?
What will happen if I don’t do this?
What won’t happen if I do this?
What won’t happen if I don’t do this?
At first glance, these questions might seem redundant. However, each question serves to engage your mind from a different angle, sparking creative thinking and surfacing hidden beliefs.
Applying Cartesian Questions for Personal Coaching
Using the Cartesian Questions for self-coaching provides clarity in complex decisions and reinforces commitment to your goals. Here’s how to approach it:
Set a Specific Goal: Write down a goal or decision that’s pivotal for you. It could be anything from “increase my monthly sales by 15%” to “improve customer satisfaction ratings.”
Explore Each Question: Reflect deeply on each question. Allow yourself to go beyond surface answers. For example, if you ask, “What will happen if I don’t increase my sales?” you may identify potential impacts on career progression, income, or even team dynamics.
Identify Patterns and Insights: As you work through each question, you’ll begin to notice recurring themes or values, which may point to areas of resistance or motivation. This awareness is essential in helping you make informed choices.
Goal Achievement with Cartesian Questions
To achieve meaningful goals, it’s crucial to understand both your motivations and any potential barriers. Cartesian Questions can help break down these goals into manageable insights:
Clarify Desirable Outcomes: By asking, “What will happen if I achieve this goal?” you articulate the benefits, which reinforces motivation.
Identify Obstacles and Risks: The question, “What won’t happen if I don’t achieve this goal?” may reveal hidden fears or barriers, helping you anticipate and strategize around them.
Evaluate Impact: Questions like “What will happen if I don’t pursue this goal?” enable you to consider the consequences, driving commitment to the path you choose.
Making Confident Decisions
For sales managers and professionals, decision-making can often feel like high-stakes poker. The Cartesian model can empower you to make decisions grounded in comprehensive reasoning. Here’s a step-by-step guide:
Choose a Decision Point: This could be as specific as “Should I adopt a new CRM tool?” or “Should I pursue this big account?”
Answer Each Cartesian Question: Write down honest responses to each question to fully explore the potential benefits, risks, and neutral outcomes.
Review and Reflect: Once you’ve answered each question, review your insights. Often, the clarity that emerges reveals which choice aligns best with your professional goals and personal values.
Incorporating Cartesian Questions into your coaching or management toolkit can enhance not only your own decision-making but also help guide your team members in clarifying their goals. The discipline of systematic questioning can be the difference between achieving superficial goals and making impactful, career-advancing moves. Remember, every decision is a step closer to or further from success. Where are your decisions leading you?
Below is a useful tool to use in one-on-one coaching sessions or for personal use.
Reflecting on the lessons learned from those who have served & how those lessons have served me.
I’m excited to crack open another lesson this weekend with General Stanley McChrystal. Undoubtedly, I’m afforded this luxury due to men & women like him.
Book review coming soon…
What’s on your reading list this Memorial Day weekend?
Over the next 5 weeks, I will be following up on a post that I made here and diving deeper into each weekly and daily objective. My hope is that this helps you on your sales journey to finishing BIG for 2023 and beyond!
Week 2: Developing a Sales Plan
Day 6: Identifying Your Target Audience and Their Pain Points
Task: Define your target audience and understand their pain points and challenges. Develop strategies to address these pain points effectively with your product or service.
Mark, a sales professional that I recently had the opportunity to work with in the tech industry, realized that his target audience was small businesses struggling with outdated software systems. I encouraged him to conduct more targeted research, and he found that these businesses were facing productivity losses due to system crashes. He tailored his sales approach to focus on how his software solution could alleviate this pain point and improve their efficiency. Prior to this exercise, Mark was leading with his product features and capabilities, rather than asking good questions around a defined buyer persona.
Oftentimes, buyer/user personas have been defined by marketing departments, as this guides where investments are made and where to find the appropriate audience. I’ve worked with some companies where there was a disconnect between marketing’s idea of who an ideal customer is, and what sales finds in the field. This is why it is imperative that marketing and sales keep open lines of communication to drive efficiencies in marketing dollars and put sales in a better position to pull the right customers through.
Takeaway: Understanding your target audience’s pain points allows you to position your product or service as a solution to their problems, increasing the likelihood of successful sales interactions.
Application: Create buyer personas that outline your ideal customers’ characteristics, challenges, and goals. Develop messaging that directly addresses their pain points and offers solutions.
Example Buyer & User Persona
Day 7:Crafting Your Unique Selling Proposition (USP)
Task: Define your unique selling proposition (USP) and devise strategies to effectively communicate it to potential customers.
There’s quite a bit of research and work to come up with a viable USP, which takes more time than I’ll cover here. However, defining your target customer and then composing your USP will make a big difference in your results. For example take Laura, a sales representative for a small business services firm located in Kansas City, discovered that her USP was the use of organic cleaning solutions, cruelty-free ingredients. She incorporated this into her sales conversations and marketing materials, highlighting how her products aligned with customers’ values.
Takeaway: A compelling USP sets you apart from competitors and gives customers a reason to choose your product or service.
Here’s a sample sales plan and how identifying your target customers leads to developing a unique selling proposition
Application: Craft a concise and compelling USP that highlights what makes your offering unique and valuable. Incorporate it into your sales pitches, presentations, and marketing materials.
Day 8: Tailoring Your Sales Approach
Task: Develop a flexible sales approach that can be tailored to different types of customers and various situations.
The initial approach is much different than the sales presentation. The latter is always tailored to a prospect’s unique problems and needs. The sales approach is much earlier in the process and is what leads to getting an appointment or at least an agreement to spend more time with the prospect. James, a sales professional selling office furniture, realized that his approach needed to differ when dealing with small businesses (typically less than 50 employees) versus larger businesses (typically businesses with 100–1000 employees). For small businesses, he focused on cost-effectiveness and scalability, while for larger businesses, he emphasized quality and customization.
Takeaway: Adapting your sales approach based on your audience’s preferences and needs enhances your ability to connect and resonate with potential customers.
Application: Create multiple sales scripts or approaches that can be customized for different customer segments or scenarios. This ensures you’re prepared for a variety of interactions.
Day 9: Utilizing Data and Analytics
Task: Incorporate data and analytics into your sales plan. Leverage insights from previous sales performance and customer behavior to inform your strategies.
The opposition to using a CRM system as a sales tool rather than a repositor for useless data still baffles me. Granted, some sales managers do not help with some of the mandates for information to be included, as the problem with this approach is that it often leads to putting garbage in thus getting garbage out. My recommendation to inputting account info into a CRM is to use what I call the W.I.N. method. A simple acronym that helps with putting information in that is useful and actionable.
W. What was discussed in the conversation. Provide as much detail as necessary to be able to pick up in the next conversation immediately where you left off in the last. I have been on many ride-alongs where a rep covers a lot of information that has been covered numerous times before. This is a sure way to getting resistance in the future when asking for another appointment. When you stop wasting a prospects time you’ll notice that you begin to get more of it!
I. Insights covered or insights gained in the conversation. Did you learn about a new way that they could possibly use your service or product? Did you uncover another influencer that could push a potential deal along? Did you learn about a competitor and how their product is being perceived as difficult to use or implement?
N. Next-time will be the plan of conversation during the next visit. Planning this ahead of time with help make the most of the time a prospect has. This approach can lead to becoming a valued resource rather than just another sales annoyance of a prospects day.
Takeaway: Data-driven decision-making allows you to fine-tune your strategies and focus on what works best for your audience.
Application: Regularly review sales data to identify patterns and trends. Use these insights to refine your approach, allocate resources effectively, and identify areas for improvement.
Day 10: Reviewing and Updating Your Sales Plan
Task: Establish a process for consistently reviewing and updating your sales plan to ensure its ongoing relevance and effectiveness.
Takeaway: A sales plan should be dynamic, evolving with changes in the market and your customers’ preferences.
Application: Set up regular checkpoints to evaluate your sales plan’s performance. Consider factors such as market trends, customer feedback, and competitive landscape to determine necessary updates.
Developing a well-defined sales plan is essential for maintaining focus and organization while pursuing your sales goals. By identifying your target audience’s pain points, crafting a compelling USP, tailoring your sales approach, leveraging data and analytics, and regularly reviewing your plan, you can stay adaptable and effective in a dynamic sales environment. Remember that a successful sales plan is not a static document but a living strategy that evolves to meet the needs of your customers and the market.
Stay tuned for a follow up post breaking down the strategies and tactics for Week 3: Building Relationships with your Customers. Till then, I hope Week 2 brings a new level of confidence and focus on your path to finishing 2023 BIG!
Company culture plays a major role in job satisfaction and the sense of security that comes along with it. Fortunately, you can have a powerful impact on your workplace, whether you’re a senior manager or a summer intern. Try these suggestions to create an environment where everyone can feel valued and appreciated.
Steps to Take by Yourself
1. Maintain a growth mindset by continually learning. Invest in your education and training. Developing your knowledge and skills will broaden your opportunities at your current company and in all of your future positions. Should your company offer opportunities to lead discussions and/or present in front of other teammembers don’t hesitate to raise your hand to lead a topic. You’ll be a stronger member of any team for it.
2. Think long term. While you may not be an entrepreneur running your own business and taking all the risks associated, but there’s no reason you can’t be an intrapreneur! An intrapreneur runs a business inside of the business. Intrapreneurs take on an ownership mindset where she takes on projects and drives initiatives to conclusion. Owning your role and the results needed to elevate you and the teams success requires a long term focus. Keep your goals in mind. Evaluate how your actions will affect your company’s future and drive your actions towards that future. Going the extra mile could lead to repeat business, glowing reviews, and valuable referrals.
3. Take risks. Creativity in the workplace is seemingly becoming a lost art. It may be because there is not a culture around rewarding resourcefulness, creativity, and taking risks. However, what you see lacking in the workplace culture presents an opportunity to catalyze the team, other departments, and your development. Reward yourself for being innovative, even if some of your efforts fail to pan out. If you’re persistent, you’re bound to come up with some breakthrough ideas. Maybe you’ll find a new tool to help close more deals, or a technology to streamline communication across teams. Or perhaps you’ll work on redesigning a company process or policy.
4. Ask questions. Being able to ask for information and advice is a sign of confidence. There is a balance to questioning the companies way of doing business versus challenging it. Approaching co-workers and/or your managers with a sense of curiosity (intention) will often be reciprocated, however challenging others can be viewed as antagonistic and destructive. For example, approaching others with, “It makes no sense to me the way the company is approaching XYZ issue, how can this ever change if it makes no sense to begin with?” Now you can image the potential defensive reactions that a question like this may solicit. It’s not constructive and the intent of the question sounds more like a disparaging comment than a real question. Compare that to the language of a curious intent; “I’m curious- the team seems to have a wealth of experience around XYZ issue, I’d be interested in learning how the decision came to be with addressing it the current way?” You’ll do your job better and show your colleagues you appreciate their experience and expertise.
5. Be social. While many leave it up to the managers and owners of an organization to shape the culture of an organization, it’s equally the responsibility of individuals to reinforce and build the culture. Culture involves both internal and external factors. Get to know your coworkers as people, not just as coworkers, and help them. Be the person who goes out of their way to make friends with new team members. Many of them may feel out of place when they join your organization or have to adjust to a hybrid environment. Invite them to lunch or to a virtual coffee to talk. You could suggest other people for them to meet, or if you’re in the office, you could go ahead and introduce them.
Steps to Take with Your Co-Workers
1. Build consensus. Think about all the parties whose interests your work will affect. Request feedback and input across multiple departments. Attempt to gain understanding how your work affects their role within the organization. Involve others when you’re making important project decisions. They’ll be more likely to support projects that they helped develop.
2. Welcome new hires. Reach out to new employees. Explaining the corporate culture to them may reinforce your own beliefs and actions. Additionally, during the Pandemic many teams experienced high-turnover, therefore it’s easy for teammembers to fall into the mindset of, “why take the time getting to know them when they’ll likely only be here for a short period of time?” This thinking perpetuates a siloed environment and a negative culture.
3. Give praise. Be generous in acknowledging the talents and achievements of your colleagues. Congratulate a colleague who recently completed an important project. Let the office manager know that you like the way he reorganized the supply cabinet. Thank the warehouse staff for organizing product on time for a tight deadline.
4. Share credit. Recognize teamwork. Thank others individually and in public for how they contribute to group victories. Throw a party or write a letter expressing your gratitude.
5. Communicate openly. Speak directly and respectfully. Thank your coworkers for sharing their viewpoints.
6. Resolve conflicts. Disagreements are unavoidable. Hold yourself accountable for your actions and apologize when needed. Be courteous, even when you find yourself on the opposing side of an issue.
7. Focus on strengths. Remember to pay attention to the things you and your co-workers do well. Everyone’s strengths are the essence of your company’s culture and the foundation you can build upon to keep growing.
8. Give back to the community. Your company’s philanthropy and community programs say a lot about its corporate culture. Take part in initiatives you care about, such as holiday food drives or volunteer outings. Does your company not participate in community event? This is a perfect opportunity to coordinate one!
You’ll find your work more meaningful and gratifying when your employer’s culture aligns with your own values. Whatever your job title, you can have a positive influence on the culture in your workplace.
Staying motivated during down sales months can be challenging, but it’s important to remember that every sales professional experiences highs and lows in their career. The key to success is to develop a consistent sales strategy and continuously work to improve your sales techniques. Below, I have outlined a 5-week plan with objectives broken down into daily action items:
Week 1. Set clear and specific goals: Create measurable goals that are achievable and align with your overall sales strategy. This will help you stay focused and motivated even during the downswing months.
Day 1: What are your current sales goals? Are they specific and measurable? If not, how can you refine them to make them more actionable?
Day 2: What are the key performance indicators (KPIs) that will help you track progress towards your sales goals? How can you ensure that you are consistently measuring and analyzing these metrics?
Day 3: How can you break down your sales goals into smaller, achievable targets? What steps can you take each day to work towards these targets?
Day 4: How can you stay accountable for achieving your sales goals? Who can you share them with, and how can you track progress together?
Day 5: How can you celebrate small wins and milestones along the way to achieving your sales goals? How can you use these celebrations as motivation to keep going?
For a deep dive into Week 1 tactics and strategies, visit my post here
Week 2. Develop a sales plan: Create a sales plan that outlines your target audience, sales approach, and key metrics. This will help you stay organized and focused on achieving your sales goals.
Day 6: Who is your target audience? What are their pain points and challenges, and how can you address them with your product or service?
Day 7: What is your unique selling proposition (USP)? How can you communicate this effectively to potential customers?
Day 8: What is your sales approach? How can you tailor it to different types of customers and situations?
Day 9: How can you use data and analytics to inform your sales plan? What insights can you gain from previous sales performance and customer behavior?
Day 10: How can you consistently review and update your sales plan to ensure it remains relevant and effective?
For a deep dive into Week 2 tactics and strategies, visit my post here
Week 3. Build relationships with your customers: Building strong relationships with your customers is essential for long-term success in sales. Focus on understanding their needs and pain points, and offer solutions that address their specific challenges.
Day 11: How can you actively listen to your customers to understand their needs and pain points?
Day 12: What are some effective ways to build rapport with customers? How can you use these techniques in your sales approach?
Day 13: How can you personalize your interactions with customers to make them feel valued and understood?
Day 14: How can you follow up with customers after a sale to ensure their satisfaction and build a long-term relationship?
Day 15: How can you leverage social media and other digital channels to connect with and engage customers?
For a deep dive into Week 3 tactics and strategies, visit my post here
Week 4. Improve your communication skills: Effective communication is key to successful sales. Work on improving your listening and communication skills, and focus on building rapport with your customers.
Day 16: What are some effective techniques for active listening? How can you incorporate these into your sales approach?
Day 17: How can you use storytelling to communicate the value of your product or service to customers?
Day 18: How can you use body language and nonverbal cues to establish trust and build rapport with customers?
Day 19: What are some effective questioning techniques that can help you better understand customer needs and pain points?
Day 20: How can you stay up-to-date with the latest sales trends and techniques? What resources and training programs can you access to continuously improve your sales approach?
For a deep dive into Week 4 tactics and strategies, visit my post here
Week 5: Continuously learn and adapt: The sales industry is always changing, and it’s important to stay up-to-date with the latest trends and techniques. Attend sales training programs, read industry publications, and seek feedback from your colleagues and customers to continuously improve your sales approach.
Day 21: Reflect on your recent sales interactions. What worked well? What could have been improved? Identify specific areas where you can enhance your sales techniques.
Day 22: Review industry publications, blogs, or podcasts to stay updated on the latest trends in your field. Identify one key insight or strategy that you can incorporate into your sales approach.
Day 23: Seek feedback from your colleagues or mentors. Ask them to evaluate your sales techniques and provide suggestions for improvement. Consider their input and determine actionable steps to enhance your approach.
Day 24: Attend a sales training or webinar. Choose a topic that aligns with your development needs, such as negotiation skills or objection handling. Apply the knowledge gained to your sales practice.
Day 25: Analyze customer feedback and testimonials. Identify common themes or areas of improvement mentioned by customers. Use this feedback to refine your sales approach and better address customer needs.
Day 26: Experiment with a new sales technique or approach. Step out of your comfort zone and try something different to see how it resonates with customers. Evaluate the results and determine if it’s worth incorporating into your regular practice.
Day 27: Engage in role-playing exercises with a colleague or mentor. Practice different sales scenarios and receive constructive feedback on your performance. Use this opportunity to refine your communication and persuasion skills.
Day 28: Reflect on your overall progress throughout the month. Celebrate your accomplishments and identify any remaining areas for improvement. Set new learning goals for the upcoming month to continue your professional growth.
Remember that sales success takes time and effort, and it’s important to stay motivated and focused even during the down months. With the right approach and mindset, you can achieve your sales goals and build a successful career.
“Great managers don’t try to help everyone do everything. They pick a few priorities and help everyone see how these priorities relate to their own work.”
Marcus Buckingham
First, Break All the Rules by Marcus Buckingham and Curt Coffman is a refreshing and insightful read that offers valuable lessons for anyone in a sales management role. I have often recommended this book to other managers and have used for management book club(s). The book is based on a study conducted by the authors, in which they analyzed the best practices of successful managers and identified the key traits that set them apart from others.
One of the book’s standout themes is the importance of breaking traditional rules in order to achieve success. The authors argue that the most effective managers don’t conform to conventional wisdom, but instead create their own rules based on their unique circumstances and strengths. This idea is particularly relevant to the sales management, where the ability to think creatively and outside the box is essential for success.
The following are a few conventional wisdoms that the authors encourage managers to rethink:
“Treat everyone the same”: The book argues that effective managers do not treat everyone the same, but instead tailor their management style to the unique needs and strengths of each individual employee.
“Focus on fixing weaknesses”: The book suggests that the traditional approach of focusing on improving weaknesses is not the most effective way to achieve success. Instead, the authors argue that focusing on building and leveraging strengths is a more productive strategy.
“Follow the rules”: The book’s title itself challenges the conventional wisdom of blindly following rules and instead encourages readers to think creatively and break rules when necessary to achieve success. The authors argue that the best managers do not simply follow conventional wisdom, but instead create their own rules based on their unique circumstances and strengths.
Another important takeaway from the book is the emphasis on employee engagement. The authors emphasize the importance of understanding each employee’s unique talents and needs, and tailoring management styles accordingly. This approach can be applied to sales teams by recognizing each team member’s strengths and weaknesses, and leveraging those strengths to optimize team performance.
The writing style is engaging and accessible, making it an easy and enjoyable read. The authors use real-world examples to illustrate their points, and their insights are backed up by solid research. However, one potential criticism of the book is that it can be overly simplistic at times, and may not offer enough practical advice for managers and sales professionals looking to implement the ideas presented.
Personally, I have found First, Break All the Rules to be highly impactful in my sales management career. The book’s emphasis on employee engagement has helped me to better understand my team members and to tailor my management style to their individual needs. Additionally, the concept of breaking traditional rules has encouraged me to think creatively when approaching sales challenges, and has led to some of my most successful sales campaigns.
Overall, I highly recommend First, Break All the Rules to anyone in a management or sales role. While it may not offer all the answers, it provides valuable insights that can help you to think differently and achieve greater success in your career.
Reflection questions
How can I apply the concept of breaking traditional rules to my sales approach?
What are some specific ways I can tailor my management style to better engage and motivate my team members?
How can I identify and leverage the unique strengths of each member of my sales team?
How can I encourage creativity and outside-the-box thinking within my sales team?
In what ways can I measure employee engagement and adjust my approach accordingly?
How can I identify when I am relying too heavily on conventional wisdom and need to break the rules?
What are some specific examples of successful managers who have broken traditional rules to achieve success?
What are some potential drawbacks of breaking traditional rules, and how can I mitigate those risks?
How can I balance the need to break rules with the need for consistency and structure in my sales approach?
What are some key takeaways from the book that I can implement right away to improve my sales results?
Catalyst Consulting 