As parents, our overarching ambition is for our children to be happy as they grow up. We support, guide and teach our children in a number of ways so they grow more confident in doing the activities that make them happy.
The best sales leaders are as diligent as parents in learning what makes their salespeople happy., says Joe Micallef, a sales strategist and coach (growupsales.com). Even though what makes your salespeople happy will vary from person to person, gathering this vital bit of information will underpin your sales success for the next year.
“Many sales leaders wrongly assume that the primary driver of their salepeople’s happiness is greater commission and income. Sure, financial rewards enable us to afford a better quality of life that contributes to our happiness. But income, like greater sales results, is simply an output from being happy,” Micallef says. “For salespeople to grow within an organization and to grow results (i.e. grow up) what they are seeking to make them truly happy is support, guidance and teachings through the sales process.”
Happiness begets confidence, and Micallef says you can improve your salespeople’s confidence by creating defined and focused sales plans and by consistently developing their behaviors, skills and beliefs. “Help them positively overcome any concerns and anxiety so that they can confidently – and more happily – pursue sales opportunities and convert deals. Of course, as they happily achieve more sales by confidently executing the right activities with greater skills and confidence, you will soon discover the other outputs that contribute to their happiness – promotion, autonomy, customer satisfaction, ease of job, goal achievement and yes…financial rewards.”
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