Sep 07, 2015

Do These 5 Things to make Sure Your Salespeople Succeed

Would you call this a Up-to-Date?

Would you call this a Up-to-Date?

A few weeks ago I wrote a post titled, Do These 5 Things to make Sure Your Salespeople Fail. So, it makes sense that I offer a solution in the form of ways to ensure the success of your salespeople, right? Before I do, I want to reiterate what I said as I closed the previous post: What so many people and companies are training today is information that was applicable in the 1980’s and 1990’s. Yes, they may add information and verbiage to attempt to bring it up-to-date and verbiage to make it seem to ‘fit’ into the world of today. Think about this; would you find it acceptable to take a corded phone, then tape a calculator, an address book, a laptop computer, and a few other things to it and call it a Smartphone? I didn’t think so…

Here are the 5 things to do to make sure your salespeople succeed:

#5 – Understand the “Why” of each salesperson.
In 2009, Simon Sinek became famous for his TED Talk How Great Leaders Inspire Action and you can follow this link to the video by clicking here. Each person has their own reason for “showing up” each day beyond just physically. They have their reasons for “showing up” mentally, too. A good Sales Manager will understand some reasons her/his sales team has in common. A great Sales Manager will understand each person on her/his team’s reasons. I know of companies that still give Rolex watches as an incentive. That’s good for some, but, what if your people are motivated by other things, such as, a schedule they have more flexibility and control over and altruism for themselves and from their company? Does this make the work of the Sales Manager more difficult? Sure. And, if they want to be great instead of just good, then the extra work is well worth it, not to mention the impact it has on their personal compensation.

#4 – Communication: One size doesn’t fit all
The three primary communication modalities are: Visual (65%), Auditory (25%), and Kinesthetic (10%). (If you would like to learn more about these and how to determine which ones apply to your salespeople, please let me know and I’m happy to share that information with you.) Here’s what’s important for this post; you can think and believe you have communicated what you want to your people and be very wrong. For instance, a person that has Visual as their primary modality talk fast, uses words that communicate “seeing”, and use a lot of gestures. A person whose primary modality is Kinesthetic hesitates before speaking and speaks slowly because they filter their thoughts through their feelings first to how each and every thought “feels” to them. If you, as the Sales Manager, belong to the Visual group and you have a salesperson that belongs to the Kinesthetic group, then you can’t expect them to keep up with your speed of processing. You have to take the high road and slow down for them. Another area of communication is the channel, or medium, people prefer to communicate within. Studies have shown that young African-Americans professionals distrust email and prefer in-person contact. Young Asian professionals prefer email to face-to-face contact. Implementing these two areas of communication will have an immediate and powerful impact upon your communication and your sales!

#3 – Less is more
In their book, The Power of Full Engagement, the authors share the power and impact of taking just a few minutes to totally disengage from work every two hours has on productivity. As a Sales Manager, you want your salespeople to perform at a high level, right? That’s why you have incentive programs, bonuses, trips, etc. What if you had a way to increase productivity that cost you and your company nothing and it paid high dividends? Is that something you would be interested in? Of course! The secret is having your people totally and completely have times of disengagement from work. When they go home total and complete disengagement. When they go to a non-working lunch, total and complete disengagement. And, every two hours, at least five minutes of total and complete disengagement. Your productivity during their times of engagement will soar!

#2 – Different training
I’ve taken many of the most popular sales training programs that have been available all the way from the 80’s through a course I took in 2012. Of all the training I’ve taken only one course was somewhat unique. A gentleman skipped over all the usual “steps” of sales and went to the real essence of sales, but only at a cursory level. He used a little Neuro-Linguistic Programming (NLP) and even a bit of overt hypnosis. If you have ever listened to or watched the people who are considered the “Top” sales gurus, you have experienced the use of hypnosis in sales. I recently watched a couple of minutes of a Brian Tracy video and it amazes me to hear the overt hypnotic rhythm he uses. In fact, Tracy over used the hypnotic rhythm to the point that the ability for it to reach the unconscious was removed. The conscious mind picks up on the variance from normal talking and says, “Hey, what’s this guy doing talking like that?” Tony Robbins uses NLP overtly with audiences and with his one-on-one with clients I’ve been told that Robbins uses Ericksonian hypnosis. Unfortunately, my experience is that the “sales gurus” consistently fall into the trap of the 4-step, 5-step, 8-step, or whatever-step process, rather than teaching the things that are most important to sales; intent, real relationship-building, and deep structure communication. Many are still holding onto the 80’s way of believing, thinking, and behaving.

#1 – Neuropathological Remodeling
Yes, this is the #1 most important and most potent way to catapult your salespeople to success! What is Neuropathological Remodeling? Think about the last time when you remodeled a room, a house, a car, or anything that had become worn-out and you wanted to bring it up-to-date. Think about the software on your computer for which you receive regular updates. What would your software be like if it wasn’t updated regularly? It would run slow. It would have “bugs” in it, maybe even malware. It would be unable to give you the results you want immediately, if at all. Now, imagine being able to remodel your salespeople’s thinking. What would it be like to remove all the old and worn-out negative history they have been accumulating that has been causing call-reluctance and other negative behaviors that keep them from making sales? What would it be like for all of your salespeople to get the latest “updates” to their beliefs, thoughts, and behaviors to match those of the Top 20% and get the same revenue-generating results of the Top 20%? What if they could learn new information at an accelerated rate? What if they could remain calm and focused when sitting with clients and prospects with the ability to recall information quickly and accurately? Do you think Neuropathological Remodeling would be helpful to Sales Managers? I do, too!

If you are a Sales Manager or a Salesperson and you want to increase your sales significantly and succeed beyond what you believe you can, then a brief phone call is what you need to be making to me today to find out more.

Dr. Edward Lewellen is a Master Executive Coach, leadership and sales expert, and keynote speaker for some of the largest global organizations.

Author of The 90-Second Mind Manager