In my extensive experience, sales teams typically deliver the results they deserve. Often constrained by historic conventions and self-limiting beliefs, the self-fulfilling prophecy that what you “think” is what you will get.
Releasing the sales potential relies upon re-calibrating expectations, stretching people and challenging conventions – do customer all really want the lowest priced car? Apparently not, of 18,077 AA members interviewed, reliability and safety (25%) is their most important consideration when shopping around for a used car, price came out only fourth! Armed with this insight how might a sales leader change their approach and coaching to develop their team.
This last point is vital - the starting point for positive change is the sales leader. They can help their team to grown by firstly challenging themselves and their established judgemental views and beliefs to become positive in the coaching and leadership relationship. A failing football team is often blamed upon the coach losing the dressing room – and this is every bit as true in an underperforming sales team.
Greater success in a sales team is based upon seeing people based on their future potential rather than past performance and in by enabling that team to be better at helping customers to get what they really want and that is not always price, an observation made not only based upon the view of over 18,000 AA members but by the success of premium car brands.
To close an update on a favourite quote; “if you do what you have always done, you will no longer get what you always got; in rapidly changing times, you will invariably get less.”
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