The roller coaster ride that is being a salesperson is foreign to those who aren’t in sales or have never been. That group often sees the job with equal parts envy and disdain but is rarely empathetic to the dark side of this unique career choice. Worse, this same group can have sales oversight as a part of their own job description.
Believe me when I tell you this, non-sales folk: Self-doubt permeates, infiltrates, and is never far away from a sales rep’s thoughts. It’s as if a little doubter sits on your shoulder and reminds of your worst fears coming true.
Sales managers have expectations and rules and guidelines and boundaries. They dictate and establish goals and hold meetings and add accountability.
A sales manager’s actions are done with all good intention. They want from sales reps what we all want: Success.
Getting there can be expensive. Training. Hiring a CSR. Providing leads. It can be an investment of thousands of dollars that doesn’t even include payroll and benefits.
Here’s an idea that’s free…encouragement in the form of 4 words spoken frequently and with authenticity: “I believe in you.”
In Gary Chapman’s book, The Five Love Languages, he talks about the power that comes from Words of Affirmation. Affirming words sound less like, “You are awesome” and more like, “I believe in you.”
I’ve always seen a parallel between his best seller and what it takes to manage the sales force.
Write it in a note: “Bill, I believe in you.”
Speak it directly, eye to eye: “Bill, I believe in you.”
Say it often.
Never stop.
If it’s sincere and authentic, it can be the gasoline that runs the sales engine (or the electricity that charges the sales Tesla).
Next time you hear an acceptance speech of any kind, listen for some version of, “I’d like to thank [insert name] for always believing in me.”
Managers, your job is to be, “name here” in that scenario.
