When it comes to behavior change and new habit creation as a sales leader you have three critical roles:
#1 Tell them WHY
My example here is always ‘phone time’ or ‘talk time’ or whatever you call it in your organization.
Instead of pushing a # or %, begin with talking about:
How that number was derived (one organization I work with studied their top 10 sales reps and then talked about the results to the whole team).
Share WHY a behavior will help the individuals on your team see more success!
#2 Inspect what you EXPECT
Now that the team knows WHY, be sure to hold them accountable.
Talk with them regularly – daily to begin with as the habit change/creation is starting.
Not in an accusatory parent way, instead:
* talk about what is working and what isn’t
* confirm buy-in
* tie it to their personal goals
In your team meetings have people share success stories AND where they’re facing challenges – neither one of those two is more (or less) important than the other.
Give people a chance to get great ideas from their teammates.
#3 Work FOR them
Make the change easier! Yes – ask yourself what YOU can be doing to help your salespeople.
Show them you’re willing to put in as much effort to help them as they’re putting in themselves!