Belief-Building Leadership Initiatives

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Believe To Achieve
In working with our clients, where sales are lost or the sales team is faltering due to fatigue, the underlying problem is usually an emotional one: a lack of passion. Individual team members or the entire sales organization (or both) simply don’t have the combination of enthusiasm and belief that’s essential for success. They either don’t believe in the products, or they don’t believe in the ability of the organization to successfully deliver quality services.

Emotional Investment
Salespeople have to be emotionally invested in their work with a burning desire to achieve. They must also believe that the company they represent is the best and the solutions or services they sell are of the highest quality. That belief must be genuine. It’s not just a marketing message, and it’s not something that they can fake. It must be real.

Many sales leaders forget this emotional side of leadership austria telegram data is critical and they don’t integrate belief-building activities into sales training programs. Or if they do, they only do so occasionally. Our experience shows that the most successful sales teams constantly undertake on-going belief-building initiatives.

Storytelling
People from different cultures and generations pass along stories about their ancestries, traditions, and lore. Companies need to take a similar approach to capture and preserve their histories. To do so, write down customer success stories when they occur. Put together detailed descriptions of your company’s role in helping customers implement new technologies, launch or salvage important projects or earn recognition from your vendors. Then share these stories at sales meetings and other employee events. You can also use the best stories to recruit top performers and help orient new employees. We recommend that you record these stories and play them during your monthly company meetings.

Customer Visits
Each quarter, have your entire sales team visit a client’s company that has successfully implemented your solutions. Ask the customer’s executive to describe the impact your company has had on their business, their competitive position or to review the savings they’ve gained from your products and services. You might also invite customers to share their experiences at some of your monthly meetings.