I once had a customer who was a bit of a maverick in his marketplace and in the industry. He has since passed away, but Chuck Forcey was a character. When he was in the military, he flew planes and was on an elite fighter team…and he brought his irreverent ways with him.
Fortunately, he had a commander who was tougher and more focused than Chuck was and while he respected and appreciated what Chuck brought to the team, he refused to let the team be defined by one of its members. To address a particularly aberrant behavior, the commander pulled Chuck aside and told him: “You are a valued member of this team…and you will have a place on this team as long as your contribution exceeds your aggravation…and not a moment longer.” I LOVE that measure of relationships … and don’t we all use something like that, even if it’s not as clearly stated? Think about it as you evaluate design project clients, hire new associates, work for rogue employers…and maybe closer to home, too.
Yes. Jump in. (And jump into this blog…and for the next paragraph or two, resist your temptation to react and disagree…just read….and think about it).
Jump in and get out on the sales floor with your antennae up, looking and listening for opportunities. Those opportunities may or may not be currently being assisted by someone on your sales team. If they are not being helped, jump in and introduce yourself and start asking questions about them and what they’re here to accomplish…what they want, what they think will solve what they want, etc. If they are being helped, then listen and find out what’s happening between the sales associate and the customer. Are they on track to do something today? Is the salesperson struggling with some aspect of the sale – the sales process, product or procedure? If they are, you need to jump in and introduce yourself and find out how things are going and how you can help. Use the opportunity to Be the Example of what you want the sales associate to do. Ask for the sale for them if you need to. Show them how it’s done.
I recommend talking through this approach with your team, but I swear, we do NOT do this enough. In my work coaching and observing on my clients’ sales floors , I watch and listen to sales walk out the door every day, and watch and listen to sales managers TALKING about selling and TELLING salespeople what to do. Instead, JUMP IN and SHOW THEM what to do. Be the Example that they can follow. You will do you more to not only build sales revenue but also to build credibility with your team!
If you get stuck, feel uncomfortable or don’t want to jump in and Be the Example, it’s indicative of something you need to do something about …NOW…before the year, and your goals get away from you.. Reach out! I am here to help you and your team bust down walls and reach new heights! Remember, every player and every team needs a coach to succeed.