We’ve gone through profound changes in selling the last few years… selling has changed dramatically, what gives you a competitive advantage has changed significantly. Join me as I share how you, as the leader of your sales team, can adjust your leadership style and learn what your buyers are really wanting today as well as what your sales reps most want from you as their manager. Everything the last few years are upside down and have changed. The more you learn as a leader about what motivates your buyers and sales team today, the more your team is likely to sell!
Hi, Jim Pancero, helping you become a stronger leader of your sales team. And as the leader of your sales team, can you still trust your instincts? I'm hoping the answer is, I don't know. The reality is we've gone through profound changes in the last three to five years in business. Selling has changed dramatically. What works and what gives you a competitive advantage, especially in this swarm mentality where customers can do all the research and find anything they want about any competitor before they talk to them. We're seeing buying is changing, that buyers don't trust salespeople as much and they're bringing them in later into the process. They're expecting shorter sales calls more to the point. They expect you to bring them ideas, not just ask them what they want and then service and give them what they need. They expect you to be bringing them new ideas, new directions and new insights in how they could lower their risks, how they could make more money, how their life could be easier.
The reality is all this is changing. How our employees are motivated is changing as we see the generational changes that's happening in all sales teams. So can you really trust your instincts? I'm hoping your answer is probably not. Because if it is, like me, then that means we need to increase our research. We need to spend more time talking to customers about what do they like most? What is helping them? What do they see as unique? What is generic that we have that everybody else has as well, and where is our differences? These are the questions you need to be asking customers or our salespeople. We need to be asking what excites them the most about the job right now, what motivates them? What's their goals and what are they trying to achieve? Because the more we understand the motivation of a sales rep, more we can understand how to direct that motivation to help them achieve more than they would have achieved if we as their managers just left them alone.
The reality is everything's turned upside down the day of the COVID. The generational impacts have really dramatically caused a change in selling and buying and in business, just in the last few years. As the leaders of these sales teams, we need to make sure that we are on target, that we are focused and we truly understand what has impact and what doesn't today, because it's all changing. I'm working very hard to increase my research and my understanding of where things are and not just assuming I know because of my experience space. I ask, what are you doing about that as well? We'd love to know what you've done, what you're doing to increase your flexibility and awareness of what people want and how you can be a better leader for them. Would also love to answer any of your questions.
Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.