You SEE; someone on your team, helping the person in the cube next to them work on call plan.
You HEAR; a salesperson ask a great question on a difficult call.
You OBSERVE; a fantastic coaching moment between one of your front line managers and a salesperson.
You NOTICE; a member of your team staying to make one more call – and reaching a prospect.
That is what typically is going on when I drive past Barnum Pond. I see it’s beauty, hear the birds singing, observe the lone pine on the point, notice the ice receding.
I’ve lived in the Adirondacks for more than 10 years, I’ve never stopped – until last week.
I’m always going somewhere or on my way back – already thinking of the NEXT place, the NEXT thing I need to be doing. I’m going past at 55mph, I notice the pond every time.
I even think to myself, I should stop.
That is what happens with sales leaders and managers. Sometimes it isn’t that you don’t notice… rather its you don’t do anything with what you see.
You are on your way to a meeting and tell yourself “I’ll mention that later.” On your way back from the meeting you’re in your head thinking of all the things you need to get done.
The moment is gone, you’ve zoomed passed at 55mph without stopping.
You don’t have to stop every time, it is important to stop more than once every 10 times.
When you see – complement. When you hear – mention. When you observe – reinforce. When you notice – point it out.
It’s important to share that you’re seeing people’s success moments.