Your sales people aren’t achieving the level of success they should? You’re under pressure to achieve targets in an increasingly competitive market?
So, you need to do something about it – and quickly!
It’s natural to focus on logical things – activities, numbers, outreach.
We need to increase our level of activity.
Drive and track more sales meetings.
Maybe even do a short sales training course – you know, to focus on refreshing everyone’s skills.
And still, everyone continues to struggle.
Why is that?
The level of activity isn’t the problem; it’s only a symptom of the actual problem.
Many sales leaders focus almost entirely on managing activities and the numbers, issues that fall within the realm of ‘Skillset’. But sales success is also a factor of ‘Mindset’— of confidence, motivation, self-belief.
These Mindset factors are what’s going on beneath the surface. People will only perform in a way that’s consistent with their inner beliefs.
Let’s not ignore product knowledge and building skills, they’re super important – but let’s also focus on what will solve problems like these – Mindset.
It’s about getting these 5 dimensions in sync.
- View of Selling
- View of Abilities
- Values
- Commitment to Activities and
- Belief in Product/Service
These are the elements of ‘Mindset’ that really fuel a person’s motivation and drive to achieve, all of which are released from within.
And none of this is about Skillset. It’s all about mindset, the true driver of sales performance.
