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Do You Have A Practice Sales Culture?
Blog / Motivating Sales Teams / Feb 23, 2019 / Posted by Colleen Stanley / 3450

Do You Have A Practice Sales Culture?


When you observe a successful sales organization or salesperson, it’s easy to assume they’ve always operated at a high level of sales mastery. They open up sales conversations with ease and grace. Thoughtful and provocative sales conversations seem to happen without effort. Asking for the business is easy and, in many cases, the prospect takes the lead in ‘closing the deal’ because of the salesperson’s mastery.

These sales organizations make sales look easy. What we don’t see behind every successful sales organization or salesperson are the hours and hours of practice that helped them become masterful at emotional intelligence, sales and influence skills.

Build a practice sales culture and you will build consistent sales results.

Now, everyone knows practice is essential to improve habits and skills. This isn’t a new revelation. So why aren’t more sales organizations and salespeople achieving mastery?

Sales managers, take a close look at your weekly/monthly sales meetings. How effective are they in improving sales skills? Look in the mirror. Are you modeling successful sales habits and behaviors?

In an interview with SUCCESS magazine, John Addison, former co-CEO of Primerica, discussed the importance of the leader modeling the behavior expected from the sales team. He talked about the importance of focus and how it is becoming even more important in this time of multiple distractions.

“I honestly believe if people would spend 75 percent less of their time staring at their phones, it would be amazing how much more effective everybody could be,” he said. “You’re supposed to be meeting about something, and all anybody is doing is tapping on their phones.” His suggestion is to ask everyone to leave their phones outside the door.

Sales managers, be prepared for pushback and excuses because the fear of missing out (FOMO) is alive and growing fast. You are a sales leader, so take the lead in helping your sales team practice and improve thinking, selling and emotional intelligence skills by teaching them the power of focus.
Here’s the hard reality about learning new skills: It requires changing your brain and developing new neural pathways. It’s not easy and requires repetition gained only through practice.

Tara Swart, a senior lecturer at MIT and author of “Neuroscience for Leadership,” said it’s energy-intensive to learn new skills. It’s conscious processing of inputs, problem-solving, memorizing complex concepts, self-control, and self-reflection.

Learning doesn’t happen without focus. Mastery doesn’t happen without deliberate practice—which requires focus.

Sales managers, take the lead and model the behaviors you desire from your sales team. Get unplugged, get focused and create a practice sales culture. It’s a lot more fun to lead a masterful group of salespeople than a mediocre one.
Good Selling!

About Author

Colleen Stanley is the author of Emotional Intelligence For Sales Success, and Growing Great Sales Teams. She is an international sales keynote speaker and has been recognized as one of the Top 50 Sales Bloggers in the world for the last 3 years. She is also the creator of the Ei Selling® System.

Author's Publications on Amazon

Emotional intelligence plays a vital role in every stage of the sales process. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Those are examples of the fight-or-flight response--something salespeople learn to…
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Finally, a business tool that sales managers don't have to plug in, recharge, or invest in software - the dynamics of old-fashioned principles that build high-performance sales teams. Using powerful lessons learned growing up on an Iowa farm, Stanley weaves "heartland" principles with tactics and…
Buy on Amazon

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