Change is for others, right?

Leading a sales team by example, and thereby influencing the (unconscious) adoption of behaviour is a better driving force for change and achieving targets than a stirring speech.

Anyone who has seen the film, Braveheart, will undoubtedly remember the scene in which Mel Gibson mobilises thousands of Scots with a stirring speech before the fight for their freedom.

"They can take our lives, but they will never take our freedom!"

Would this work in "real life"; can you motivate a group of people to act with words alone?

Unfortunately...

This is one of the most important lessons in sales management training or coaching programmes: “People don't listen to what you say, they look at what you do.” There is something underlying that is older than the rational brain, the Braveheart way, by means of a powerful speech, only works in combination with real action.

Do what you say and say what you do

At Hovingh and Partners we often do integrated sales training programme with our clients. Obviously, the sales management team is also involved in the process. The exemplary behaviour component often causes sales managers to go into withdrawal, when we ask them to attend the Management Coaching programme that precedes the training for their sales professionals.

“I have better things to do with my own time.”

“That makes no sense, does it?”

“They’re the ones that have to learn new behaviour, not me.”

?As sales management, we must invest a lot of hours in this, but it’s well worth it. Doing what you say and saying what you do makes for a very powerful form of behaviour. Once you have mastered this skill, it will save you time and effort, as well as the many beautiful words wasted in motivational speeches. As a sales manager, it pays off to consistently lead by example. If you demonstrate the new behaviour you expect from your people, it becomes easier for your team to adopt that behaviour, and you stimulate social control in the team.

It’s time to do things differently

Leading by example is just one element of a series of powerful tips that you ambitious sales leaders shouldn't miss out on. Our whitepaper on the Permanently Effective Sales Organisation elaborates in detail which elements are necessary to achieve a sustainable change. We have some great tips for you when the time comes to start doing things differently.

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