Today’s post is by Jamie Crosbie, an accomplished senior executive with a proven record of sales leadership success. A certified Peak Performance Mindset trainer, Jamie helps companies of all sizes increase their sales productivity by training them to think – and therefore act – differently. Contact her today to learn more – firstname.lastname@example.org or 214/720-9922.
If you are a sales manager, you have probably heard of the 80/20 rule, also known as the Pareto Principle. The 80/20 rule states that as much as 80 percent of positive results are really driven by 20 percent of causes. The idea, then, is to isolate and identify the 20 percent that is working and eliminate the 80 percent of wasted effort that is not producing the desired results.
That rule can be applied to teams as well. Simply put, the bulk of the performance of your team often comes down to a few key players. In many cases, that can mean you have just one sales team member that is a guaranteed, move-the-needle rainmaker you can count in in sales droughts. This is also where another 80/20 rule applies – because 80 percent of all sales activity is mindset driven.
The Value of Mindset Is Hard to Overstate
You read that right. The bedrock of all performance is based on the overall sales mentality and mindset of the individuals within your sales team. That means that, by altering the underlying mindset of each team member and creating a culture of success, you automatically increase the overall productivity of the group.
So, in order to make an effective team, you must focus on helping them create the mental scaffolding that supports the sales process, rather than focusing solely on outcomes.
To increase productivity and profits, you must provide the tools they need to create positive outcomes as a matter of routine. There is a saying in the military: You fight only as well as you train. Top athletes understand this. They focus on creating an ideal mental performance state that works with and enhances their physical abilities and talents.
Their training often includes the formation of crystal-clear goals (and the whys behind them), self-talk, simulation training, mental workouts and performance visualization, as well as internal focus, self-determination, and present-focus awareness. Like high-performance athletes, top sales earners often use the same methods to achieve sales goals as well.
Many successful sales team members do this intuitively, creating a focused inner urge and vision for themselves that allows them to perform at peak levels while avoiding burnout. It is, however, often hit-and-miss for the rest of a given group. Too many companies and sales managers make the mistake of placing more value on the outside factors of sales rather than the inner mental springboards that allow top sellers to go higher.
How Mindset Helps Reps Overcome Sales Obstacles
Once you reset the mental GPS of team members, the sales come almost as a by-product. The mental side of sales is much more critical to sales than almost any other factor. With a proper mindset, team members will adapt and overcome sales obstacles with innovative thinking and determination instead of being stymied by ongoing challenges.
There has always been a debate as to whether sales professionals are born or made. While some sales team members may be more naturally gifted, research has shown that the skillsets accompanying sales success can be learned and replicated.
The key is not only to identify the traits and mindset that create the most benefit, but to immerse the sales culture of your team in it so it becomes the modus operandi of the sales team. Stay tuned for more about creating a peak performance mindset within your sales team.