There’s no doubt that the business of sales is a numbers game. No matter your role, someone is driving you to sell more, do more, be more. And while we’d like to think we can handle any amount of pressure it can wear down even the most seasoned professional.
That’s why as leaders, it’s so important we look at the big picture, which often includes a lot more than just dollar signs. Speaking of dollar signs, it’s estimated to cost up to $100,000 to replace a lost sales rep, providing all the more reason to cultivate a solid team.
Here are five ways to strengthen your team beyond their quotas:
1. Remember, They’re People First- In a leadership role, it’s easy to get so caught up in our own responsibilities that we lose out on making connections with our employees. Taking stock of their likes/dislikes, personal tidbits, or anything else relevant will remind them that you’re vested in them as an employee and a human being. Need more proof? The findings from a recent Gallop Poll reveal that companies with highly engaged employees are 21% more productive and 22% more profitable than those with “disengaged” workers.
And don’t feel you need to store all this information in your head. We recommend keeping a live document that can be easily updated as needed.
2. Foster a Desire to Learn- Remember that incredible teacher you had growing up who always inspired you to do your best? Be that kind of leader for your team. Successful executives must be willing to learn and grow, so encourage others to do the same. By setting a positive example, they’ll want to emulate your work ethic and habits while strengthening their own.
3. Offer Timely Feedback- To cultivate success and growth, your team needs timely, relevant feedback and direction. Don’t be afraid to offer constructive criticism. A strong employee will anticipate and appreciate your advice. The more you effectively communicate what you want, the more likely you'll receive it.
4. Avoid Micromanagement- No one wants to feel like Big Brother is watching over them at all times. And while you may bring the most experience and knowledge to the table, make sure your staff knows you trust their decision-making skills, too. Show them how to track progress, and ask them to report back from time to time.
5. Celebrate Small Victories- We all love celebrating a big deal or hitting monthly goal, but each day in the office (or virtually) presents an opportunity to recognize success. Highlight team strengths and small wins to boost morale and improve productivity. After all, it’s been a rough couple of years, and we could all use some extra positivity!
In an industry driven by numbers, sometimes it’s the things we can’t measure that are the biggest contributors to success. Supporting your team through multiple facets will only make them stronger and you a better leader.
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