When Your Team is Facing Defeat, What Do You Do?
Sales teams are unique in that they are constantly striving for success. And for many team, when it comes to yearly quota, they start at zero Jan 1 Q1.
As a sales manager, you set the tone for your team. If you show them that you are accepting of defeat, they will be more likely to do the same. On the other hand, if you show them that you are always looking for a way to succeed, they will be more likely to do the same. So, how are you helping your team solve problems?
1. Define the Problem
The first step in solving any problem is to define it. This may seem like a no-brainer, but it’s important to make sure that everyone on your team is on the same page. Trying to solve a problem without fully understanding it is a recipe for disaster. Sit down with your team and make sure that everyone understands what the problem is and why it needs to be solved.
2. Brainstorm Solutions
Once you’ve defined the problem, it’s time to start brainstorming solutions. Encourage your team to think outside the box and come up with as many ideas as possible. The goal at this stage is simply to generate ideas—no idea is too crazy or out-of-the-box. Brain dump everything, after all, you never know which idea might be the one that solves the problem.
3. Evaluate Options and Choose a Solution
Once you’ve got a list of potential solutions, it’s time to evaluate each one and choose the best option. Consider factors such as feasibility, cost, and impact when making your decision. Ask yourself what’s the risk of this of option you’ve chosen, and what is the reward. Once you have chosen a solution, it’s time to put it into action!
4. Implement the Solution and Evaluate Results
Now comes the hard part: actually implementing the solution and seeing if it works. After all, there’s no point in choosing a solution if it’s not going to actually solve the problem! Treat this step as any marketing agency would. You need data, which takes time, commitment, and consistency. The team MUST be your boots on the ground recording the outcomes of your new strategy. Once you’ve implemented the solution, keep an eye on results and adjust course as necessary. Oh, and make sure to celebrate successes along the way—your team has earned it!
Conclusion:
When your team is facing defeat, what do you do? As a sales manager, it’s important to set the tone for your team. Show them that you are always looking for a way to succeed. This not only builds team confidence, but you will find that people will also go into problem solving mode, ultimately making the team stronger and your life easier. Help them solve problems by following these steps: defining the problem, brainstorming solutions, evaluating options and choosing a solution, implementing the solution and evaluating results. With your leadership, your team will be able to overcome any obstacle!
Many people “talk” sales effectiveness, but few have demonstrated the ability to transfer that effectiveness to entire organizations for high impact. For nearly two decades Tony has not only shared his sales strategy to organizations all over the world, but he has consistently created high performing sales cultures that have impacted the bottom line of hundreds of organizations.