How often do you have sales meetings and conference calls with your team and you wonder why there is such low level of energy? If you want to amp up the participation and energy, you have to inspire. I have been on calls where there seems to be no signs of life. Here is how to change that. It is your job as the sales leader to LEAD the way! To inspire! And who doesn’t need a little inspiration these days?!!
Salespeople and employees want to know where they are going. They want to feel that they are on the path to success. They want a little nudging along the way that they can get the job done. That they can blow their quota away. They want to know where the ship is heading and they want to like its destination.
Imagine boarding a big ship, starting the engines, and then just letting it go out to sea aimlessly with no guidance or captain at the wheel? How long do you think it will be after the ship leaves its port before the passengers start to wonder, guess, doubt, and eventually feel lost and show negative feelings while their ship flounders? Not long at all. Here is often where the problem lies with lack of enthusiasm and inspiration with sales teams. They not only don’t know where they are going, but they may also lack faith that they would even get there at all!
It is your job as the sales leader to inspire, motivate, lift, and show the team specifically where they are going and most importantly, why, and how they can get there. It is as simple as starting your next sales team meeting with a confident “We are going to kick ass as a team this month. I have all the faith in the world that every one of you is going to kill your number. We are on the right path. We are going to be the #1 sales team in this company and I am determined to see to it that it happens. Each and every one of you is here for a reason and you can all achieve absolutely amazing results!” How about saying something like that when you kick off your next team meeting? When was the last time that happened? That is what we need! That is what salespeople need! A little inspiration that success is ours for the taking and we will take it!
Salespeople want to be encouraged and hear enthusiasm in your voice. You are the captain. You are leading the way. Show them the path and talk about the recent wins and the solid deals that are in the works to get the team over the finish line. You must show confidence and enthusiasm while you are talking about the team’s performance and goals. Say things such as, “We are going to make it! We are going to get there! Nothing is going to stop us! We have the pipeline to do this and I am most confident that we are not only going to hit our goal, but we are going to exceed it and come over the top!”
Say these things with a high level of energy, a heightened tone of voice, and with extreme enthusiasm. GET EXCITED and you will inspire your sales team. If you try this in a monotone, boring voice, it won’t work. You have to use your emotions and words with extreme sincerity and belief in order to inspire and lead. Watch, just watch what will happen and how you might hear from someone on the team (later on) how you really lifted them up, and how they really needed it! That is the inspiration that I am talking about!
Happy Selling!