Your Roadmap to Sales Success: Act, Don’t React!??

True leadership isn’t about issuing orders—it’s about guiding change with empathy, curiosity, and clarity. As sales leaders, we all face moments when team members resist new strategies. The key difference between reactive and effective leadership lies in our ability to engage in meaningful dialogue and uncover the real issues behind resistance.

?

A Story in Action

Consider Mary, a sales leader who noticed that Andrew, one of her top salespeople, was reluctant to adopt the new prospecting plan. Instead of simply insisting on compliance, Mary took a proactive approach by engaging him in a thoughtful conversation.

?

During their weekly check-in, Mary began, “Andrew, I’d like to understand your hesitation with the new prospect contact plan. I’ve observed that most of the team has started using it—would you say that’s accurate for you?”

?

When Andrew tried to explain himself, Mary gently interrupted, “Let’s pause for a moment. In my experience, there are two common reasons for resistance: either a belief that the new method won’t work or a discomfort with change. Which do you think applies here, or is there something else on your mind?”

?

After a brief silence, Andrew admitted, “Honestly, I don’t believe it will work for me—even though I see others getting more appointments.” With that revelation, Mary continued to ask clarifying questions, patiently waiting as Andrew considered his true feelings about stepping out of his comfort zone. Eventually, Andrew acknowledged his reservations and agreed to give the new plan a fair try.

?

By patiently probing with thoughtful questions and truly listening, Mary transformed a potentially defensive conversation into a constructive one. This proactive approach not only helped Andrew adjust his behavior but also demonstrated a critical leadership skill: addressing the underlying “pain” instead of just reacting to the symptoms.

?

Key Takeaways:

• Frame the Conversation:?Present clear choices to maintain control of the discussion.
• Use Their Own Words:?Ask clarifying questions based on what the salesperson is saying, not what you assume.
• Dig Deeper:?After a few clarifications, the true issue usually emerges.
• Act Proactively:?By taking the initiative, you help your team manage their challenges—and their results.