My parents taught me a lot of important life lessons. In the top 5 is this: Bravery ISN’T the absence of fear: bravery is what it takes to do the things that scare you.
The way they expressed this was different – my Dad was brash and loud in his bravery, my Mom would quietly go about the doing. It’s funny, my Mom’s quite bravery took me much longer to see as a kid – that she would rather people not know of her struggle and just get on with things.
I wonder if you look at your sales team, can you identify who isn’t afraid vs. who is bravely facing their fears?
Of course the brash loud bravery of my father is probably easy to identify. Actually… perhaps it isn’t – maybe those salespeople you believe to be brash and loud, truly are afraid. Their outward behavior what they need to build up the bravery to do their job.
Those people quietly going about their day may not be plucky but brave. Doing what they know needs to be done – even if it scares them.
As you look at your team; remind yourself that bravery takes encouragement and acknowledgement of the act. Give everyone both.
Hey, if they’re daring and adventuresome rather than brave – your encouragement and acknowledgement will not go to waste. The adventurers on your team like recognition as well!