Yes, you can and should have high expectations for your sales team!

Looking to set expectations for your team, create a positive culture and drive more sales? Here are some tips.

Know and Embrace Your Team's Strengths

Sales teams are no different than sports teams and all winning teams start with talent. Each individual has their own unique strengths and brings these strengths to the table. Asking them to do something else is setting them up for failure. Think of asking Tom Brady to do what Lamar Jackson does, or vice versa, it's not going to work and cause poor performance, frustration, and leaving the team.

Our strengths and weaknesses are hardwired in at a very young age, if you're looking for how to find your team's strengths look no further than Gallup Strengthsfinder assessment and also ask yourself:

• What are this person’s strengths?
• What comes naturally to them?
• What doesn’t come as easily to them?
• How can I set them up for success?

As a sales leader, you are also a coach, if you expect less from your sales team's performance you will get that. Make sure you set expectations high, guide and coach them, and watch the success happen. Here are two areas for you as a leader to grow and build.

Embrace a Culture of Growth

Foster an environment of continuous learning for your sales team. Provide comprehensive information and resources to keep them well-informed and connected.

Incorporate “what if” scenarios in sales meetings, organize brainstorming sessions, and promote the sharing of ideas, opinions, and success stories. Investing in your team encourages them to perform better.

Offer your salespeople progressively challenging assignments. This not only shows your belief in their potential but also motivates them to expand their skills and reach new levels of achievement.

Offer Continuous Feedback on Performance

Yes, celebrating wins and significant accomplishments is important, but regular praise is equally crucial. Consistently acknowledge what your salespeople do well at each stage, not just at the end.

Frequent, specific, and positive check-ins and feedback build the expectation that you believe in their capabilities, recognize their progress, and support their success.

Conclusion

As a leader, the power of expectations is a valuable tool. With consistent focus, you can harness this power to drive significant momentum within your team.

By setting expectations based on strengths, you create a catalyst for remarkable achievements.