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May 2010 |
Engage the Heart to Heighten Commitment
Too often sales leadership appeals to "the head" only. Here are two ideas to engage the heart to harness motivation levels on your team:
1. Tap the Power of Vision
We can learn so much from professional athletes and how they visualize. Downhill ski racers are among the best at this discipline. They create a series of desirable pictures in their mind's eye. They see and feel themselves being successful in advance of their run. They focus on the right line and what they need to anticipate in order to be successful. For your next sales planning session, have each of your team members write out 1-2 pages of what they would like to "see, feel, hear" differently in the upcoming month or quarter. Encourage them to share highlights with the group.
2. Set and Share Personal Goals
As sales professionals, most of us are pretty good at setting professional goals, but what about personal goals? Many of our clients struggle with understanding the value (and crafting) of personal goals in planning sessions. A personal goal is one that’s meaningful to you and non-work related! For example, it could relate to fitness, developing a hobby, doing something unique with vacation time or personal development. There is tremendous motivation power in causing each team member to set and share a personal goal. Take the next step and help hold each other accountable for it. It will enhance "sense of team" and heighten engagement levels.
So, create commitment vs. compliance on your sales team and work hard at engaging the heart!
| COACH'S CORNER | |
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| POLL OF THE MONTH |
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What is the biggest "enabler" to successful implementation of a sales strategy? |
| FUSION UPDATE |
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We're growing! Introducing a valuable addition to the Fusion Team:
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Craig McMullan, Vice President, Sales Effectiveness