How to Guarantee a Permanent Improvement in Sales Results – Part 5
Hello again. In the last 4 parts to this collection we have looked at issues Sales Leaders are experiencing today and how to address the issues, beginning with the importance of Planning and Direction, Lack of Essential Skills and Sales People’s Activities.
In this blog we cover a key issue:
Limited Beliefs – Limited beliefs constrain performance and restrains sales results. The challenge or opportunity for an organisation is to create a highly resourceful and confident state of being within their sales people. This is extremely important because when sales people lack belief in themselves, their product or service, they unconsciously transmit their attitude onto their prospects or clients in a variety of subtle and sometimes overt ways.
Whatever you believe you can do – you will
Whatever you believe you can’t – you won’t
Like everyone else does, sales people have stubborn private thoughts and beliefs about themselves, clients, products, markets etc. Beliefs can have an enormous impact – positive or negative – on their sales performance.
Research shows that when these limiting beliefs are eliminated, sales will increase by 25%.
Most sales leaders grasp the concept of activity management, skills and knowledge development and so intuitively understand the vital importance of the right mindset. Yet far too many feel powerless to help their sales people turn their negative beliefs into positive beliefs.
A few solutions:
Beliefs do change! Throughout a person’s life their beliefs will continually change. Take the 4 minute mile for example – Roger Bannister broke the 4 minute mile in 1957. Prior to this it was considered impossible. The same year 16 other athletes ran a mile in less than 4 minutes. Their belief was changed, and your sales team’s beliefs can change too. Apply positive thinking, it creates a mindset that allows the intersection of superior planning and execution. See this eLearning module Beliefs in Excellence, short and very impactful.
Peer groups can exert positive pressure – within every sales team there are individuals who hold a number of empowering beliefs. Give them the opportunity to share their outlook and beliefs with their team, have them provide evidence that supports their views – this can be transformational for the entire team.
Challenge limiting beliefs – sales leaders who challenge with good questions can help shift mindset. While challenging questions may not instantly create a change in belief, these will enable them to shift perception recognising there are other possibilities open to them.
Building self worth – companies / sales leaders who recognise the importance of helping their sales people develop a strong sense of self worth, are much more likely to produce high performers, especially as they might hear ‘no’ more than ‘yes’ from customers.
If they think they can ‘they can’ !
Thanks for reading Part 5 of How to Guarantee a Permanent Improvement in Sales Results. Part 6 will focus on ‘Sales Leadership Capability’ which without development is guaranteed to limit success in sales results. Thank you for following.
To download a summary of the research click here.
Thank you for your time, if you wish to get in touch, please contact me at email@example.com