Improving Sales by Taking Stock of Sales Attitudes

Yes, the numbers count…the sales activities and the revenues…but so does the attitude of your sales force. A sales rep with the right process and the wrong attitude will not produce results as effectively as a sales rep who combines the right behaviors with the right process.

Value selling training experts recommend that sales team managers enhance the emotional side of their sales reps by:

1. Encouraging the team to set their own belief system or credo. What is it that they are selling and why? What service are they performing for their clients? What differentiates them from the competition?  Who is their target client?  How are they contributing to the overall organization and the greater good?  How do they best align with the overall company strategy and culture?
2.  Recognizing top producers and celebrating successes. Assuming that success metrics are fair, transparent, accurate and consistent, meaningful incentives keep everyone striving to improve and celebrations add fun and reward to the whole venture.
3. Making sure your sales team is well-respected throughout the organization. Their job is difficult and few are able to succeed at it. These are professionals who deserve respect.  Help them make their value visible in alignment with your overall company culture and strategy.

The best sales reps are energetic and optimistic. Do what you can to support their positive attitudes and their essential contributions to the business.