Impacting Success With Understanding
Many salespeople looking to amplify their success and have more impact with their customers will look towards sales skills and things that they can do in the room or on the phone with their customers. However, in today’s marketplace, leaders are suggesting that this may not be the best area to focus on. Instead, leaders are recommending that salespeople improve their soft skills, like emotional intelligence, empathic listening, demonstrating understanding, and really being able to hear their client’s challenges, and respond to those challenges with appropriate solutions. Because there’s more availability for connectedness in the world, this drives leaders to understand more of how their employees are feeling. Are they connected to the work they do? Are they inspired? Do they enjoy their job? All of these things are influenced by culture.
The Importance of Creating a Winning Culture
A sales organization is made up of many different kinds of people and workers. Most organizations will have a core group of full-time employees, although they may telecommute from different cities. Some workers might work on a part-time basis. Additionally, when a client throws a curveball problem that requires specific, unique expertise, a contractor or employee on retainer might be utilized when needed, but not kept on board when they are not needed. This creates a very dynamic organization, and it can be a challenge for leaders to create a winning culture amongst all the different workers across different time zones and modes of interacting.
Supporting a Diverse Culture
The more diverse and separated we are geographical, the harder it becomes to create that culture. As a leader, you have to create a culture that supports all of these different people in order to have a successful business. This means having routine conversations, using polls, gathering feedback, and taking a look at the responses of the people on their team and taking action based on that in order to create a culture that works for everyone.