Consider the following three ways that the attitude of sales team members can be gently re-directed without drastic changes to your business.
The prevailing attitude of sales team members has a quantifiable impact on your sales team’s numbers. If that attitude is not where you would like it to be, it’s best to act quickly to change course before negativity becomes a permanent feature in your sales team’s environment. Consider the following three ways that the attitude of sales team members can be gently re-directed without drastic changes to your business.
If the attitude of sales team members reporting to you needs an update, many times all that is needed is a better understanding of the business environment and the sales team’s role in it. Sales people who are solely focused on getting contracts signed can lose sight of your organization’s place in the industry and overarching goals, and how the behavior and results of the sales team impacts those frameworks. The resulting misunderstandings can damage morale and provide a platform for negative attitudes. Open up the lines of communication so that your sales people can understand the “hows and whys” of what needs to be accomplished by:
Despite how it is often portrayed in popular media, sales is not an “every man for himself” occupation. Divisions within your sales department that prevent sales people from thinking and acting like a team, however, can fuel that perception and gradually shift the attitude of sales team members towards the negative. Put the focus back on the positive by implementing regular team building activities that help the people on your sales team reconnect with their peers. These activities can include:
To generate ideas on activities that your sales team will respond to, it can be helpful to solicit your sales team’s opinions on an individual basis. Many of your sales people have probably had positive experiences with one or more coaching opportunities, and may have completed team building exercises in past roles; these insights based on past success can help you decide what is available and best for your team.
Behavior that is recognized and rewarded is more likely to be repeated than behavior that goes unmarked. For sales people who thrive in the spotlight, recognizing what they do right can make all the difference in prompting an attitude change. When you are trying to steer the attitude of sales team members, remember that your acknowledgment costs you nothing but can be as valuable to a sales person as a financial incentive. Promote regular recognition through:
The solutions available to help change the prevailing attitude in the sales team’s environment are dependent on your organization’s concerns and budget. However, in determining which avenue to take to improve the sales team’s attitude, you should also weigh the costs of doing nothing; frequently, inaction will cost more in the long run than even a seminar that at first appears prohibitively expensive.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.