“If we were a little more focused on the individual and the person, which is really the role of the frontline manager to be able to help them develop into the best version of themselves, we’d have different outcomes for a lot of people.” – Andy Paul in today’s Tip 1557
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. May is Mental Health Awareness month and all this month we’re collaborating with our friends at Allego and their EnableMinutes show to talk about Mental Health in Sales. Here’s Andy Paul, Author of “Sell Without Selling Out” and host of the “Sales Enablement Podcast”:
Andy Paul: Everybody’s not the same. Oftentimes I write in my books and the content I create about the dangers of over-relying on process that we’ve fallen into in sales and trying to make everybody a cookie-cutter clone of somebody else. Instead of saying, look, everybody is an individual, and how do we help them become the best version of themselves. And where we see this oftentimes too is when new people are brought on board is this assumption that, yeah, they’re all going to get it within a certain period of time. It should be the same for everybody. But what if it takes somebody twice as long to get it? Do we fire them in the meantime? So there’s these judgments that are made on this assumption that everyone is the same. And this has become a trend I think has become magnified over the last 10-15 years. It’s really the opposite of what we should be doing. And I think that’s hugely damaging for people throughout their career. This label that gets placed onto them. Whereas, again, if we were a little more focused on the individual and the person, which is really the role of the frontline manager to be able to help them develop into the best version of themselves, we’d have different outcomes for a lot of people.
Scott Ingram: For links to connect with Andy and to find more EnableMinutes, just click over to DailySales.Tips/1557. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!