This week I observed a Regional Trainer named Hyla, swoop in from California to help manage the sales teams during the absence of their Leadership. The tricky part of swooping in during major change is to do so gently yet firmly. The ability to do this without overturning the sales teams ATTITUDE applecart is an important skill — that sadly, for many is not always intuitive.
Hyla initiated an open door needs analysis with each sales person. She then applied focused listening techniques. Considering the needs of each person – Hyla outlined the structure and set expectations. These expectations were another change so based on what Hyla heard in the sales team discussions, she incorporated the Feature Advantage Benefit (FAB) sales technique to encourage early adoption of the changes.
As for the more tactical activities, a contest was developed to make preparation and prospecting fun. The sales teams in this district regained focus, momentum and attitude was on the upswing for most everyone on the team. This month the sales teams laughed, joked and focused while they sold one of the largest months ever. Patience is a Virtue, Gentle Firmness is a Leadership Skill, Encouraging Early Adoption is a Sales Technique, and in sales-like sports – ATTITUDE IS EVERYTHING.
We all like to feel that we are in control of the things around us. It is the lack of control that creates resistance. Sometimes just asking a person what they think about the changes coming and how they think the changes will impact them, helps them feel as though they are respected enough to be included and can therefore plan ahead or can be coached to address the changing tides.
Without some consideration for those affected by change, many may feel as though they are being swept away by a strong current. Or worse yet that they are being swept over by a current because the tiny boat they’re in is insignificant.
Kudos to this Hyla for getting the people involved in the changes in a way that helped them maintain the right attitude and take ownership quickly.
We’d love to hear your thought or success stories.
