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How can you create a culture of constant growth in your sales team?

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Creating a culture of constant growth in your sales team is not only beneficial for your business results, but also for your team's motivation, engagement, and retention. However, it's not something that happens overnight or by accident. It requires a deliberate and consistent effort from both sales leaders and sales reps. In this article, you'll learn some practical tips on how to foster a growth mindset, set smart goals, provide feedback and coaching, and celebrate wins in your sales team.

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Martin Davidson
Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid

1 Growth mindset

A growth mindset is the belief that abilities and skills can be improved through effort, learning, and feedback. It's the opposite of a fixed mindset, which assumes that talents and intelligence are innate and unchangeable. This is especially important for salespeople, who face constant challenges, rejections, and changes in the market. To cultivate a growth mindset in your sales team, you should encourage curiosity and learning by providing them with resources and opportunities to learn new skills. Praise their effort and progress rather than their natural abilities or comparing them to others. Moreover, embrace challenges and failures as opportunities to learn and grow instead of viewing them as threats or setbacks. Help them analyze what went wrong, what they can do better, and what they can learn from the experience. Show them how to bounce back from adversity and overcome obstacles.

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Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid
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Why do we need Growth Mindset? Some may question on the importance of Growth Mindset, especially when they are already doing so well. The answer lies in the market volatility and uncertainty. As the world is rapidly changing, same goes to the customer behaviour. When the customer behaviour changes, their needs would change as well. So, our product would have to adapt to these changes. Our salespeople should also adapt in order to future proof ourselves.

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Martin Davidson
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Sales people are normally competitive, they need a challenge and like to win, however all need to be able to win against their set goals, not just sales figures. If the individual wins the team wins. This needs: trust, respect, accountability and a positive attitude. Not everything is in the control of the sales person for business growth. The whole company needs to perform, delivery, marketing support, products the customer wants and can be delivered in a timely manner. Its a total sale.

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2 Smart goals

Setting smart goals is an essential part of establishing a culture of continuous growth in your sales team. These goals should be specific, measurable, achievable, relevant, and time-bound. They help your team stay focused on what matters, track their progress, and evaluate their results. To set smart goals for your sales team, you must align them with your vision and strategy. Explain the purpose and value of their goals and how they relate to the company's objectives and values. Additionally, involve your team in the process. Don't impose goals on them; instead, collaborate with them to create realistic and meaningful goals. Ask for input, feedback, and suggestions from your team so they can take ownership of their goals. Lastly, review and adjust your goals regularly. Monitor and review them using data and metrics to measure performance and progress. Provide feedback and guidance along the way; celebrate milestones and achievements; and adjust your goals as needed.

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Martin Davidson
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Ownership of the goals once agreed and set. Its part of the accountability factor. Can I do it, Do I believe I can do it, am I making progress on my route to achieving my goal. Managing the sales person, monitoring on a one to one, on a regular basis is part of the sales mangers job. How often to we see the HR plan with the goals set out that is looked again once a year just the week before they are due in. The goals have to be set and worked on within a 3 month period. Once achieved up date and move onto new goals and objectives.

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Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid
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Check out Consistency by Cialdini. People are more likely to commit based on their prior words or actions. In order to tap on the power of goal, it is best to leverage on autonomy. Let them co-create the goals. Get them think of their action plan. Review regularly.

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3 Feedback and coaching

Feedback and coaching are essential for developing a culture of constant growth in your sales team. Feedback is the information you give or receive about the quality and effectiveness of your actions and behaviors, while coaching is the process of helping someone improve their skills, performance, and potential. To provide effective feedback and coaching to your sales team, it's important to be timely and specific. Give concrete examples and evidence to support your feedback, and avoid vague or general comments. Additionally, make sure to be positive and constructive by focusing on their strengths and opportunities, not their weaknesses and problems. Lastly, be supportive and collaborative by asking open-ended questions, listening actively, empathizing with their perspective, helping them find solutions and resources, and encouraging them to take action and follow up.

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Martin Davidson
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You cannot avoid a weakness or problem, shuffling it under the carpet is not a solution. Identify the weakness and through training and support make it a strength. Problems become situations that with a skilled manager can be identified agreed as a situation and then once agreed with the sales person, a plan can be set out to resolve the problem/ situation. Once sorted it can become an achievement.

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Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid
举报内容
The environment plays a crucial role in shaping a safe atmosphere for learning and feedback. Reframe mistakes into learning opportunities. Get the team to be clear of the goals and they would have no time to be distracted. The goal should be motivating enough and all they see and relate is towards their goal.

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4 Celebrate wins

Celebrating wins is an effective way to cultivate a culture of ongoing growth in your sales team. Wins are the positive outcomes and results that your team accomplishes through their efforts and actions, which can be big or small, individual or collective, expected or unexpected. Recognizing and rewarding your team for their wins boosts their morale and confidence, making them feel valued and appreciated. Celebrating wins as a team strengthens their teamwork and culture, creating a positive atmosphere where they can share successes and learn from each other. It also helps to build momentum and resilience, reminding them of their progress and potential, particularly in difficult or uncertain times.

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Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid
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Recognize effort as much as achievement. In the world of business, some systems are designed to only have a limited number of "winners"- just like podium finishers, top achievers and record breakers. I believe so long as we are being better than we used to be- that's already worth celebrating.

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5 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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Wesley Chan, CSP ? Sales Breakthrough Coach, 5x TEDx Keynote Speaker

I help salespeople and working professionals sell their ideas better without being "salesy" and rigid
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Learn from other people's mistake, experience and journey. It's good to also look beyond our organization. Learn from industry peers or even other industries too.

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How can you create a culture of constant growth in your sales team?

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1 Growth mindset

2 Smart goals

3 Feedback and coaching

4 Celebrate wins

5 Here’s what else to consider

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