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Last updated on 2024年4月7日

What do you do if your decision making is hindering your client relationships in outside sales?

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As an outside sales professional, you know how important it is to build trust and rapport with your clients. But sometimes, your decision making can get in the way of your client relationships. Maybe you're too impulsive, too hesitant, too rigid, or too biased. Whatever the case, your decisions can affect how your clients perceive you, your product, and your company. In this article, we'll explore some common decision making pitfalls in outside sales and how to avoid them.

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Bilal Zahalan

Founder | Creative Technologist | Techstars Founder Catalyst '23 | Phygital Experiences | Entrepreneur
Jaouid Bourquia

LinkedIn Top Team Leadership Development - Strategy and Technology -Executive in Technology and Perpetual Seeker of…
Richard Higham

Sales performance in a changing world

1 Identify your decision making style

The first step to improve your decision making is to understand your own style and preferences. There are many models and frameworks that can help you assess your decision making style, such as the Vroom-Yetton-Jago model, the Kepner-Tregoe model, or the OODA loop. These models can help you identify your strengths and weaknesses, such as how you gather information, evaluate alternatives, involve others, and implement actions. By knowing your decision making style, you can also recognize how it may differ from your clients' styles and how to adapt accordingly.

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Jaouid Bourquia

LinkedIn Top Team Leadership Development - Strategy and Technology -Executive in Technology and Perpetual Seeker of Wisdom.?? +80 x Top Voice badges
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Continuous learning, emotional intelligence, building rapport, problem-solving skills, and maintaining a feedback loop are all crucial aspects to consider in enhancing decision-making and fostering strong client relationships in outside sales. For instance, actively seeking feedback from clients after completing a project allows for adjustments to be made to better meet their needs in the future.

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Marcos Monterroso Godinho

CEO at Tikedo Spain | Global Executive | Managing Director | Board Member | International Expansion | Change & Transformation | Leadership | Industry | Retail | FMCG | Packaging
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Si la toma de decisiones está obstaculizando las relaciones con los clientes en las ventas externas, es esencial revisar y ajustar los procesos de toma de decisiones para priorizar las necesidades y expectativas de los clientes. Esto puede implicar la revisión de políticas internas, la implementación de canales de retroalimentación más efectivos con los clientes, y la capacitación del equipo en habilidades de resolución de problemas centradas en el cliente. Además, fomentar una cultura organizacional que valore y priorice la satisfacción del cliente sobre otros objetivos puede ayudar a alinear las decisiones con las expectativas del mercado, fortaleciendo así las relaciones y la confianza con los clientes en ventas externas.

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Saqib Shahzad

PMP? | Scrum (SFPC?) | Six Sigma (GB?) | Program | Temenos Transact T24 | Business Technology | Driving Innovation & Business Development | Digital Transformation.
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By reflecting on your decision-making process, prioritizing understanding of client needs, consulting with your team and mentors, and seeking continuous improvement, you can enhance your ability to make effective decisions that resonate with clients and drive positive outcomes. Additionally, cultivating a client-centric mindset, maintaining open communication, and remaining adaptable to changing client dynamics will contribute to stronger client relationships and improved sales performance over time. With a commitment to refining your decision-making skills and prioritizing client satisfaction, you can navigate challenges more effectively and achieve greater success in outside sales.

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Benjamin Austin

Bring the mindset of a champion!
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In outside sales, it's easy to get caught up in the daily grind and let it impact client relationships. But there are steps you can take to turn things around. First, self-awareness is key. Reflect on your decision-making process and seek feedback from clients. Lastly, be open-minded and adaptable, and don't be afraid to pivot if necessary. It's all about continuous improvement and providing real value.

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2 Avoid common decision making biases

The second step to improve your decision making is to be aware of the common biases that can distort your judgment and influence your behavior. Some of the most prevalent biases in outside sales are confirmation bias, anchoring bias, overconfidence bias, and availability bias. These biases can make you seek or interpret information that supports your existing beliefs, rely too much on the first piece of information you receive, overestimate your abilities or chances of success, or base your decisions on recent or memorable events. To avoid these biases, you need to challenge your assumptions, seek diverse perspectives, test your hypotheses, and use data and evidence.

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Bilal Zahalan

Founder | Creative Technologist | Techstars Founder Catalyst '23 | Phygital Experiences | Entrepreneur
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To make better decisions, recognize and counter common biases. 1. Be aware of confirmation bias, seeking information that confirms your beliefs. Instead, seek diverse perspectives. (I'd recommend reading "The Mom Test" by Rob Fitzpatrick.) 2. Avoid anchoring bias by gathering multiple sources, not relying solely on the first piece of information. 3. Counter overconfidence by seeking feedback and staying open to criticism and constructive feedback.

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3 Balance speed and quality

The third step to improve your decision making is to balance the speed and quality of your decisions. In outside sales, you often face time pressure and uncertainty, which can make you rush or delay your decisions. Both scenarios can have negative consequences for your client relationships. For example, if you make a hasty decision without considering your client's needs or preferences, you may lose their trust or satisfaction. On the other hand, if you procrastinate or defer your decision without a good reason, you may lose their interest or respect. To balance speed and quality, you need to prioritize your decisions, set deadlines, communicate clearly, and follow up.

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4 Learn from feedback and outcomes

The fourth step to improve your decision making is to learn from feedback and outcomes. In outside sales, you have many opportunities to receive feedback from your clients, your colleagues, your managers, and yourself. Feedback can help you evaluate your decisions, identify areas of improvement, and adjust your actions. Similarly, outcomes can help you measure your results, analyze your performance, and celebrate your achievements. To learn from feedback and outcomes, you need to solicit feedback, listen actively, reflect critically, and act accordingly.

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5 Develop your decision making skills

The fifth step to improve your decision making is to develop your decision making skills. In outside sales, you need to constantly update your knowledge, sharpen your skills, and expand your network. These factors can enhance your decision making abilities and confidence. To develop your decision making skills, you need to seek learning opportunities, practice your skills, and collaborate with others. You can also use tools and resources, such as books, podcasts, courses, or mentors, that can help you learn new strategies, techniques, or insights.

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6 Apply your decision making skills

The sixth step to improve your decision making is to apply your decision making skills. In outside sales, you need to make decisions every day, from prospecting to closing. These decisions can have a significant impact on your client relationships and your sales results. To apply your decision making skills, you need to use a systematic process, such as the one suggested by this article, that can help you make better decisions faster and easier. You also need to monitor and review your decisions, and be flexible and adaptable to changing situations.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Richard Higham

Sales performance in a changing world
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In my experience one of the keys is to identify compelling events. These are stations which mean the client must take action - the only question is will it be with you? Compelling events can be external (eg regulatory change), corporate (eg strategic restructuring) or personal (eg your contact is under pressure). A compelling event moves everything from "nice to do" to "need to do"

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What do you do if your decision making is hindering your client relationships in outside sales?

1

2

3

4

5

6

7

1 Identify your decision making style

2 Avoid common decision making biases

3 Balance speed and quality

4 Learn from feedback and outcomes

5 Develop your decision making skills

6 Apply your decision making skills

7 Here’s what else to consider

Outside Sales

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What do you do if your decision making is hindering your client relationships in outside sales?

1

2

3

4

5

6

7

1 Identify your decision making style

2 Avoid common decision making biases

3 Balance speed and quality

4 Learn from feedback and outcomes

5 Develop your decision making skills

6 Apply your decision making skills

7 Here’s what else to consider

Outside Sales

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