How to Awaken the Force… Your Sales Force
With the release of the next installment in the Star Wars movie franchise, The Force Awakens, people are getting their inner geek on.
Die hard Star Wars fans are throwing character parties and forcing unwilling family members to re-watch all previous six episodes, including the awful Phantom Menace with Jar Jar Binks.
(If you don’t know who Jar Jar is, you are the envy of all Star Wars fans).
I am one of these geeks.
In fact, my wife Melissa is dreading having to go through the movies with me.
But that is marriage. ☺
With the movie release coming up I got to thinking; it’s great that the proverbial Force has awoken, but what about your Sales ‘Force’?
Are they awake?
Maybe. Maybe not.
If your team is not performing at their highest potential, it is time for you to Awaken the (Sales) Force!
Here are three ideas to do just that.
1. Build Their Belief
Just like Luke Skywalker had to believe he could use the force, your sales team has to believe as well.
Believe in what though?
• The Company – When the team is onboard with the mission of the company, watch out. Make sure your sales force sees the true mission of the company, and it better not just be about making money. People will get fired up about a cause rather than just adding to the bottom line.
• The Product – Get your sales force to look at what is great about your product offering. Remember that we tend to find what we are looking for. As the sales leader, start asking your team to find what is great about your product.
• Your Leadership – You can’t convince anyone you are a great leader. As Yoda said in Empire Strikes Back, “Do or do not. There is no try.” Analyze your leadership skills. Where did you learn them? Perhaps you need to work on this. If the team thinks you are a poor leader, the Sales Force will remain asleep.
2. Spend a Ton More Time on Skill Development
We have a saying at Shore Consulting: The destination called mastery lies on a road called repetition.
In order to become a Jedi in the Star Wars universe, years of discipline and practice is put in to achieve the mastery level of a Jedi.
This is true of sales professionals as well.
Dedicate portions of your sales meetings and one-on-ones to skill development and watch what happens.
3. Focus on the Person Rather than the Company
Do you want your team to remain in a coma and under perform?
Here is the easy formula for that.
Spend every moment focusing on what the company needs.
Ignore them as human beings and be completely in the dark when it comes to their personal lives and personal goals.
I hate to say it, but I will anyway.
Your team isn’t in it for the company.
They are in it for their dreams, goals and family.
Stay focused on what is important to them and help them achieve those things.
Talk about awakening The Force!
Although I love Star Wars, I would rather hear how your sales force is changing peoples’ lives in major ways.
Feel free to comment and share how you are awakening your sales force!
May The Sales Force Be With You.
If you would like to provide mastery level training for your sales team, be sure to check out The 4:2 Formula Academy with Amy O’Connor in Orlando, FL on February 16-18, 2016.
Click here for all the details about this intensive 12-week certification program that includes a live three-day training and coaching workshop with Amy.
