Join me as I share my journey in sales, highlighting the importance of communication, understanding, and a growth mindset with Marshelle Barwise, host of the Inclusale podcast. I shared my effective approach to sales training and coaching, focusing on emotional intelligence and the traits of successful sales teams. We also discuss the challenges and triumphs of being a woman in a male-dominated industry, emphasizing equality, authority, and the power of self-belief. I share my insights into maintaining personal power in difficult interactions and the necessity for sales leaders to continuously evolve. This episode is packed with valuable advice for anyone looking to excel in sales, leadership, and beyond.
- How to develop a growth mindset in sales leadership and why it's crucial for your team's success.
- Sales training and coaching techniques that will teach you how to enhance your team's performance and foster growth.
- Strategies to overcome the negative stigma associated with salespeople and why this shift is beneficial for your career.
- The key traits and characteristics of high-performing sales teams
- How to set clear expectations for salespeople and why this clarity can lead to better results.
- Explore the challenges faced by women in the male-dominated sales industry and learn how to navigate and overcome these obstacles.
- How to reframe negative interactions with compassion and maintain your personal power in challenging situations.
SOME KEY MOMENTS:
(00:07:56) Developing a Growth Mindset - Overcoming limiting beliefs to develop a growth mindset in sales.
(00:13:25) Discover why empathy is crucial in leadership for fostering a growth mindset.
(00:17:02) Uncovering Emotional Aspects in Sales - The role of emotional connections in successful sales.
(00:20:04) Creating Conversational Rapport - How to create a safe, trusting environment for sales rapport.
(00:20:40) Building Trust and Authenticity -Ways in building sales trust.
(00:22:30) Changing Sales Approach - The shift from transactional to relationship-based sales and the consultant role.
(00:24:05) Dismantling Negative Stigma in Sales - How to combat the negative stigma of sales by caring and recognizing its value.
(00:26:00) Key Traits of High Performing Sales Teams - Identify traits in top sales teams.
(00:29:12) Importance of Mindset in Sales - Why a positive mindset is vital for enhancing tactical sales skills.
(00:30:13) Identifying Areas of Opportunity in Sales Teams - How to use diagnostic tools to find opportunities and common gaps in sales teams.
(00:31:31) Challenges Faced by Sales Leaders - Challenges of transitioning from salesperson to manager, including coaching and motivation.
(00:35:11) Overcoming Accountability Challenges - Learn about overcoming fear of disapproval and setting clear expectations for accountability.
(00:39:17) Measuring Success in Sales Transformation - Aligning metrics with expectations and focusing on KPIs.
(00:41:10) Optimal Number of KPIs - Find out why five KPIs may be ideal for measuring sales performance and job definition.
(00:41:47) Expectations and Grading - Setting clear expectations and grading criteria for salespeople.
(00:42:44) Challenges for Women in Sales - Explore the challenges and success strategies for women in a male-dominated sales field.
(00:43:28) Mindset and Self-Worth - The role of mindset and self-belief for sales success.
(00:45:37) Handling Different Treatment - Strategies for maintaining personal power when treated differently in sales.
From Humble Beginnings to Industry Leader
My sales journey began in college, advocating for the Massachusetts Epilepsy Society. This experience ignited my passion for helping people understand each other, which naturally led me to sales training. Within that role I climbed the ranks from a receptionist to a management consultant, eventually founding my own company with a modest loan from my mother. I believe that my story is a testament to the power of self-belief and the growth mindset.
Cultivating a Growth Mindset in Sales
Developing a growth mindset is key for all sales leaders. In order to develop a growth mindset it is important to overcome limiting beliefs that often stifle progress. By unpacking these beliefs and fostering empathy and connection, sales leaders can create a culture of positivity and resilience. This approach is crucial in today's business landscape, where emotional intelligence is as important as sales acumen.
The Art of Sales Training and Coaching
Sales training is an ongoing journey. A blended learning approach combined with online modules and coaching sessions over at least six months is the best sales training. The focus begins with mindset training, aiming to forge emotional connections with prospects. Salespeople are encouraged to ask insightful questions, uncovering the emotional drivers behind purchases and establishing trust.
The Shift in Sales Dynamics
There is an evolution of sales from transactional encounters to relationship-building engagements. In order to achieve this evolution I encourage sales professionals to view themselves as consultants rather than traditional salespeople. This mindset shift changes the dialogue, fostering a consultative approach that prioritizes the client's needs.
Dismantling the Negative Stigma in Sales
The best way to tackle the negative stigma that often shadows sales professionals is to set an example. By embodying the values of a consultative, caring, and problem-solving salesperson, we can collectively shift the industry's perception. Every interaction is an opportunity to demonstrate the integrity and importance of the sales profession.
Traits of High-Performing Sales Teams
Drawing from a database of 24 million salespeople, you will find that the key traits of top performers: a burning desire to succeed in sales, a commitment to doing whatever it takes, and high motivation without making excuses. These intangible qualities, coupled with strong tactical skills, distinguish the best in the field.
Gender Equality and Authority in Sales
As a woman in a male- dominated industry I have always approached my role with a mindset of equality and authority, focusing on her value rather than gender. I would encourage others is to adopt a similar stance, reframing negative interactions with compassion and maintaining personal power.
Embracing Technological Change and Continuous Learning
The sales industry is rapidly evolving, and it is important for there to be continuous learning for sales leaders. Staying abreast of technological advancements and seeking peer advice are essential for guiding teams toward success in a dynamic sales environment.
Host and her company SM Links:
https://www.instagram.com/inclusale/
