4. SET UP A STRUCTURED COACHING PROGRAM Once your people know what’s ex- pected of them and how to make it happen, you need to step in to moni- tor and assess their performance and provide feedback. Establish a structured coaching
program that includes both role playing and actual on-the-job situ- ations. Set deadlines for attaining behaviors, and create a schedule for measuring progress that includes weekly reviews. When establishing deadlines and providing feedback, take into account your team’s indi- vidual strengths and weaknesses. A new salesperson with a bad case of call reluctance, for example, might need a little more time to improve his prospecting skills than an outgo- ing veteran who’s just been spend- ing too much time on his current accounts.
5. ACKNOWLEDGE AND REWARD SUCCESS
As much as your salespeople might want to achieve their personal goals, studies show that recognition can also be incredibly motivating.
SELLING TIP
Can an Introvert Be a Successful Salesperson? Introverts get a bad rap. They might be considered snobbish, uninterested, or even not that bright. “Many companies require you to be self-promotional,” says Jennifer Kahnweiler, author of The Introverted Leader: Building on Your Quiet Strength (Berrett-Koehler, 2009). “But introverts – even if they’re reluctant to toot their own horns – have qualities that can make them well suited to sales success. They listen more than they talk, they tend to have good writing and researching skills, they know how to stay calm and focused, and they’re better than extroverts at picking up on nonverbal cues.” If you’re an introvert, Kahnweiler offers these success tips: 1. Build in time to recharge. “Time management is especially important for introverts, since they often need to disappear and recharge,” says Kahnweiler. “If you have back-to-back meetings, try to work a little downtime in between.”
2. Use (but don’t overly rely on) technology. “Introverts tend to use email and network online,” says Kahnwei- ler. “That’s fine, but understand that virtual communication is just a doorway. At some point you have to walk through that door with your hand out.”
3. Push yourself, but be yourself. “Press out of your comfort zone a little, but don’t feel like you have to assume a whole new personality,” advises Kahnweiler. “Introverts are often great at one-on-one interaction but not so good at working the room. It can be effective to focus your attention, but don’t spend the whole evening talk- ing to just one person. After a while, move on and introduce yourself to someone else.”
– KIM WRIGHT WILEY SELLING POWER APRIL 2020 | 13 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
VIDEO: CREATE YOUR PEAK PERFORMANCE MINDSET
Be quick to praise your team when- ever you see them making an effort to improve, and remember to make the praise personal, specific, and timely. Consider offering prizes to the two or three individuals who reach their performance goals furthest ahead of schedule or to those who show the most improvement over their old hab- its. The more ways you find to make performance improvement fun and rewarding, the more effort your team is likely to put into it.
As a coach, your game plan is
simple: If you want expert perfor- mance, you must uncover and teach expert behavior patterns that work for your organization. Power coach- ing creates a learning environment that not only educates, but moti- vates and guides individuals on a successful journey to personal excel- lence. It capitalizes on the expert performance of your top people and effectively spreads their success across your entire organization. That’s a winning strategy guaran- teed to score increased sales.
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