“Because asking questions always means that you either care or more importantly, it means you’re listening.” – Natasha D’Souza in today’s Tip 1149
Are you investing in the future of your sales team?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we close out our weeklong celebration of women in sales with another tip from Natasha D’Souza. Natasha’s career spans almost 8 years in Sales and Sales Training. She believes that appreciating small wins and building teams with passion and compassion go a long way. Over the years, she has grown and groomed multiple sales teams to hone a winning mindset. Here she is:
Natasha D’Souza: My next sales tip is about investing in the future of your sales team early on. This one is important because they actually represent your brand on the field in front of your client. They can only look as intelligent and technically sound as you make them to be. This is apart from personality, of course. So it is absolutely essential for you to invest in upskilling your team, your sales team from time to time. Create an environment that actually harnesses learning, that asks questions that promotes curiosity. Because asking questions always means that you either care or more importantly, it means you’re listening.
The next, focus on the small wins. We tend to highlight big wins and we’re constantly waiting for milestones. But the truth is that these smaller wins are way more important than the larger milestone. A milestone is always an accumulation of these smaller wins and the smaller journeys and hence it is essential for you to celebrate that with the salesperson early on. Smaller wins also give you confidence to chase bigger, steeper, and more challenging clients or revenues and targets.
The next one is that we keep a very open feedback mechanism and that means both ways. Remember, feedback is also about highlighting the positives. It’s very easy for us to highlight where someone has gone wrong, but celebrating where they went right is what will change your approach completely.
Next would be to create an environment to excel. Of course, materialistically will be taken care of, but don’t compromise on the recognition aspect and this would be with peers and management alike. Highlight their story and how they did things differently to achieve a similar outcome amongst their peers or management. Because I actually refuse to believe that salespeople are born. The truth is they’re made.
Scott Ingram: To get your hands on a copy of Heels to Deals, the book that Natasha and over 2 dozen other saleswomen contributed to, just click over to DailySales.Tips/1149 and we’ll have links for you there. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!