A Proven 5-Step Process for Engaging Your Team
by Jeff Ruby
I’ve had the privilege of working with many emerging growth companies over the past several years. The relationships typically begin with a call from an incredibly dynamic sales manager who’s feeling pressure because his sales team isn’t keeping pace with the sales budget. As I look deeper, I find above average sales people who aren’t afraid to express their concerns about the lack of attention from management and the constant change in direction. In addition, I find evidence of abandoned systems and processes and not much in the way of accountability or tracking. This confirms the sales team’s concern about a lack of direction.
If you are a manager in an emerging growth company, creating a high level of intensity and determination is imperative. However, don’t forget to coach! Coaching is the key to connecting your intensity with your team’s daily activity. It promotes engagement and intrinsic motivation.
Get your team back on track with this 5-step proven process for engaging your team through coaching:
- Identify an Area in Need of Improvement such as prospecting for new business. Be objective and gather accurate information such as the number of prospecting calls, conversations and new prospect meetings being set on a daily basis.
- Provide Feedback such as you’ve noticed that sales are down by 30% and you’ve identified that is directly related to the lack of prospecting for new business. Be timely and specific as you provide feedback.
- Ask Quality Questions such as: “What’s been keeping you from prospecting for new business,” or “If there was a way to get you back to prospecting daily, would you be interested?” As you ask questions, actively listen and paraphrase what you think you hear them saying in your response.
- Providing On-The-Job Training by using the responses from their questions and demonstrate how they can actually be more productive. Encourage them by providing on-the-job training for leveraging time and sales techniques.
- Apply Positive Reinforcement to motivate and promote engagement; acknowledge good performance and commitment to improve. Establish a clear future for follow up and continue to provide positive reinforcement.
In order for this process to take hold, you must slow down to speed up. At first, it may feel a little awkward because this process is not part of your nature. However, as with anything that produces great results, it requires patience and perseverance. Resist the urge to change directions and don’t forget to coach!
Jeff Ruby is the founder of RedRock Leadership. During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.
RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.