I don’t know about you but when I’m working and in the zone if something interrupts me, I become annoyed.
Even if it’s good stuff, something I want to know… to see… to hear – I find myself annoyed.
The other day I looked up on a dreary cloudy day and the sun burst through the clouds and magically lit up the snow on the trees. Beautiful! I’m really glad I looked up.
As sales leaders it’s important to remember that leading people, does include interacting with them – as the best you can be in each moment.
That moment may be their only interaction with you that day… are you leaving them with the vibe you want?
I was working with a team and one salesperson said “he’s always to busy with something more important than my stuff” uh oh… that’s not good. The salesperson continued on and ended with “I hate feeling blown off and I’ve started trying to go to him less for help but there are times it’s mandatory and then they don’t hold up their end.” HUGE red flag.
Of course, I asked around; although everyone had a vague feeling of annoying the sales leader when going to him for help, it was nothing like the individual who so significantly articulated it.
I got on his calendar for 15-minutes and we went together to talk to the sales leader.
NOTE: this conversation is about a live deal the salesperson had just uncovered. It will be the BIGGEST deal closed by this individual in an illustrious career with the company; the salesperson is going for assistance early, to ensure they position themselves to earn the business – profitably.
We get there and he is distracted, I tell him to finish up what he is doing – the salesperson and I talk with each other… minutes later he looks up as if surprised we’re still there and says “ok what do you need.”
hmmm – even I’m feeling like he is annoyed we’re there. So I try to change the tone; It’s GREAT news we’re here for strategy assistance – check out this opportunity ______ uncovered!
Without changing expression, without any sunshine coming out from behind the clouds, without any enthusiasm “let’s hear it.”
Now I get that everyone is busy. I understand that there aren’t enough hours in the day. I really do.
IF YOU CAN’T GET EXCITED WHEN YOUR SALESPEOPLE ARE EXCITED FIND A NEW CAREER. I’m not giving you 100% motivation responsibility – I am saying you sure are responsible for NEVER demotivating them!
Three Tips:
1. When you accept a meeting – be there, be present. Put down your devices, close your screens so you aren’t distracted. Your mere physical presence isn’t’ enough – they need your attention too.
2. Smile, take a deep breath. THEN say what ever it is you are thinking.
3. Remember to look UP. You have to remember to look UP see the sunshine and let it light up your day… your face… your conversations.
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