Salespeople must have confidence. They must have confidence in their products, the value of their solutions and the reliability of their companies.
Most important, they must have confidence in their own ability to sell. If a salesperson has confidence in all these things, he’s in a great position to establish credibility and gain clients’ trust.
But there’s one more thing salespeople must have confidence in: their leaders. How can you ensure your team has confidence in your ability to help them become stellar performers? What does it take to convince them you’ve got their backs?
1. Do sweat the little things.
Leaders who inspire confidence pay attention to the little things. They don’t just notice when a rep hits their numbers but also recognize team members for making contributions that aren’t part of their job descriptions.
They recognize people for influencing those around them, upholding the values and mission of the company and promoting the vision of the team. They also recognize talent and understand that confidence and loyalty a two-way street. When your team knows you believe in them, they are far more likely to believe in you (and to work their butts off to make you happy).
2. Shut up and listen.