Kingsley Grant is focused on helping leaders get better results by using a framework of emotional intelligence and leadership. He helps sales leaders create environments that support positive output.
The research group, Aussie Tanner, interviewed people who left their companies. Based on that research, it showed that people leave because they felt unacknowledged, under-valued, and unimportant. The best way to address these problems is to create an environment that supports employees and allows them to feel they are part of the team. This engagement can be a challenge for many leaders.
Another reason why salespeople fail to thrive is they don’t feel safe to share their ideas. There is a fear that sales leaders will use those ideas against them. Sales leaders need to create an environment where their team can share ideas they know will at least be considered. When employees feel they’re in an environment that offers room to experiment and make mistakes, these salespeople grow and thrive.
A salesperson who is allowed to unleash their talents is a person who thrives. For example, L’Oreal is a huge cosmetics company that wanted its people to thrive with their company. They had some of their salespeople trained in the area of emotional intelligence. The rest of their sales team weren’t given the training. What they found was that their trained personnel and sales staff were able to sell more. Their value increased and their net revenue rose to $2.5 million in just a month.
Helping salespeople acquire emotional intelligence can greatly impact the company. Allowing your sales team to learn self-awareness is a powerful tool to build their confidence and increase revenue.
Emotional intelligence is the ability to recognize, understand, and regulate your emotions. It is the ability to have a level of awareness of how you feel and manage your relationships around you. Every salesperson is building relationships around them, whether it’s with their team or their customers. Having emotional intelligence provides the ability to manage a variety of relationships.
A sales leader plays a huge part in building their sales teams’ emotional intelligence. The leader must be sensitive to the needs of the members of their sales team. This includes an awareness of what their team is going through, what the sales reps need to learn in order to make better sales decisions, and more. When the sales leader is tuned in to the feelings of their sales team it helps them have a feeling of belonging. This helps the sales reps stay motivated, thrive, and bring in more sales.
The sales team should be encouraged to share suggestions they think will help the company. Kingsley shares an experience he had at a previous company when he wasn’t supported. He wanted to help the company by sharing an idea he had and brought the idea to his coordinator. When his coordinator didn’t agree, instead of talking to Kingsley, the coordinator went to the vice president of the company. As a result, Kingsley could no longer trust his coordinator. After his idea was received so badly, he didn’t share other ideas he wanted to offer and quit the company six months later. He could no longer work for someone who would shut down his ideas and talk to the executives behind his back.
Sales leaders are often focused on the bottom line, only seeing the end results, and they fail to acknowledge the people who are delivering those results. They fail to see their most important resources, the sales team. The way teams are treated can determine whether or not goals are met. Salespeople have to feel safe. They need to know if they don’t make a sale, they won’t be reprimanded but instead, be mentored about how to be more effective next time. It doesn’t mean a sales leader ignores a sales rep who can’t or refuses to learn but unfortunately, salespeople leave a company long before the company realizes their true skill set. People don’t leave organizations. They leave bad bosses.
Sales leaders are effective when they praise publicly and reprimand privately. A sales rep should never be embarrassed in front of the team. Tough love isn’t going to work.
As a mentor, build an environment where you can watch your sales team interact and help them modify any actions that aren’t working. Help them to overcome and face a variety of situations that may be keeping them from success. You are learning with them and will see some skill sets you didn’t know they had. It’s these very skills that will prove to be useful in the sales process. You may even be able to reposition them to areas they are even more effective for the company.
Be the thermostat and the thermometer of your organization. You are not only setting the temperature in the environment but also making note of the temperature so you can adjust your team accordingly.
Kingsley Grant is also a published author of the book, The Emotilligent Leader: The Story Where Others Failed. You can check it out on Amazon. You can also check out his website, kingsleygrant.com.
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This is the last of the three-part series of Sales Healthy in getting started with this upcoming new year, 2015, as we talk about things we can do to get started and to see some success, goals and visions we can implement.
Just a quick recap, in our first episode, we talked about just getting started. The second episode talked about FOCUS and setting incremental goals.
Now the third part is all about:
Results will come over time after doing the proper thing over and over and over again.
But before anything else, I want you to know that this marks our 100th episode. We’ve been around for one full year. Woohoo! We’ve had awesome guests on the show and we’ve gained a lot of great connection with you so THANK YOU!
Now going back to the third part of the Sales Healthy series…
Full disclosure here >> Once when I started running, I was looking for results the minute I got done. Sounds stupid, I know. But a lot of us actually do that, don’t we?
We try to find instant results or instant gratification immediately. We want to see immediate results. We want to see changes at that very instant. Duh! Of course not. You won’t see any difference right away.
Generally, you won’t see big results after running just one day. Results come over time after doing the activity over and over and over again.
My wife and I went through a beach body workout which is a 21-day fix. Super grueling! We made a plan to get started. (We procrastinated for some time there but we finally got it started.) We focused. (I tried to bite off way more than I could chew and wanted to go overboard on these exercises.) But the most important thing I realized is that results come over time of doing the proper things over and over and over again.
After 21 days, we really saw a difference. I started seeing results. I was getting leaner. I was following the workout plan and the eating plan. And things were just awesome. But it came over time.
The same goes with SALES.
Implement the sales principles you learned over and over and over again.
With sales, you set goals. And you have all these resources in line which you think are going to help you out achieve your goals. And so you think you’re carrying a silver bullet with you. But it’s not the silver bullet that’s going to solve your problem right away, but it’s the practice of those right principles and all the things you learned from this podcast or the books that you read or people you interact with or with other colleagues.
Over time, keep on doing the right thing and you’re going to see the right and amazing results!
The top performers do it over and over and over again.
People I’ve worked with who are top performers, they do something so well and they do it over and over and over again. They are not just winging it. They are practicing things off scene and backstage. They’re prepping up and doing their activities and making their calls, whatever is necessary.
The more you do the right things, the more you see the right results. And the same applies to your business and your pipeline. You must apply things you learn.
My biggest question is: WHAT are you doing to follow through?
Sure you love a certain episode of my podcast, but if I were to follow up that with a question, what are you going to do to apply it?
So, apply it.
Be consistent at doing that.
Go forward and set up those plans.
My biggest key takeaways from this three-part Sales Healthy series:
Get started on whatever you have planned. Whatever goals you have for 2015, just set the plan. Get it written out. Get started. Then, focus.
Focus on that goal, vision, plan or map. Set your incremental goals. Set strategic, realistic ways that you can accomplish those goals.
It takes time. Don’t get down if you don’t see results right away. Keep working at it. It takes that proper activity over and over and over again.
Start this year with a bang! Start going forward. Don’t stop. You got 365 days that you need to push forward through. Work every single day and keep going. Great things can happen for you. Great things will happen for you!
It’s the fundamental and basic principles that generally drive results. People overlook them because they’re too basic. But follow and go through doing the basics and you will see amazing results.
This is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set some resolutions and goals year after year, but the real question is – are you making them happen? Are you accomplishing your goals? Or do you end up pushing yourself too much?
So the second principle that I’ve learned from my little run last week is this:
Focus and setting incremental goals.
When you haven’t run for some time and then you pick up running again, you have to work your way into it. My house is about 2.5 miles away from the ocean. After some time that I’ve put off my running shoes, I decided to get back into running and so I ran. I hit a mile or so just to get started and then pushed myself to go a mile and a half. Then pushed myself further to go all the way to the ocean. And so I did! I did end up at the ocean. But I didn’t see the exhaustion coming. I was too tired to run back home so I ended up walking.
And so looking back from that experience, here are some things I’ve learned that also ties into setting sales goals.
1. Do small amounts.
Sometimes we bite off much more than we can chew. You’ve got all these goals, but sometimes that’s not the best thing to do. You need to push yourself of course, but don’t go out and try to do more than you can handle. Do it in incremental amounts.
In my running experience, when I “failed”, where I got to the beach and I couldn’t make my way back, I learned I needed to pace myself and set those incremental goals.
If you want to have 5 opportunities that week, what are you going to do to get those? Set those goals and once you can accomplish them, then you can increase in small increments and aim for getting 2 opportunities a day.
2. Set realistic goals.
Set goals that you can accomplish. Push yourself but don’t make them unrealistic.
Don’t put yourself up for a failure with unrealistic goals. Set goals that are going to make sense, meaningful, can be measured, and that can drive results to you and your organization.
3.Make a clear path for your goals.
What are you going to do to accomplish that goal?
Whatever it is, set those incremental goals and work towards it.
The last thing you want to do is push yourself further than you can go, get burnt out and then you feel like you failed.
Put plans behind your goals, be it, numbers, names, etc. or whatever path you can draw behind all of that. With running, I know exactly what path I’m going to take and where I’m going to go, so I know I can have the best results.
Set up your path. Lay out your plan so you know where you’re going and how you can accomplish what you’re going after.
4. Focus and apply the 80/20 principle.
Don’t try to go after every industry. Focus on the industries that are best for your business, ones that will give you greater results. Focus on the things you can do 20% of the time to gain 80% of the return. Don’t do time consuming activities that don’t yield the results you are planning to accomplish. You want to gain greater results not greater failures.
Focus. Focus. FOCUS!
Well, tell me more about your goals. Do you have plans to accomplish BIG THINGS in 2015? Share with me you’re winning strategies. I am excited to hear about them! Remember as always, I want you to go out and DO BIG THINGS!