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.
Confident leaders recognize the value of their teams’ ideas. They listen carefully to what their people say, and just as important, act on what they hear.
Many leaders give the individuals on their teams the opportunity to weigh in on certain topics but won’t act on their suggestions. Confident leaders seek out team member’s opinions. They recognize and appreciate bold ideas and put them into action. In other words, they let their salespeople know they’re being heard.
3. Say thank you.
Sales leaders should recognize people by simply saying “thank you.” If a team member has done an exceptional job, follow up with a handwritten note and perhaps a gift card to show gratitude for a job well done.
Recognition and appreciation will instill loyalty and confidence in your leadership ability. If you want your team to have unrivaled confidence in their leader, make them feel like the rock stars they are — or could be. You don’t have to lavish them with fancy gifts. A heartfelt thank-you note or a public shout-out can be just effective.
Selling is a difficult job. Give your team the confidence they need to reach their highest heights.
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