Sales is a tough job. You need a variety of skills from persistence to adaptability to high energy levels.
However, in every business there are some sales people that are more successful than others. Human nature dictates the approach to situations like this is to look at what the poor performers are doing wrong. But have you ever thought about turning this on its head and looking at what those that are achieving are doing differently? Hidden Insights®, a new powerful business tool that stems from Positive Deviance, does just this.
In every sales team there are those that miss targets and those that do not. Some things sell easier than others and some of your team manage to sell the unsellable. Rather than focus on the negative, or bring in pricey consultants and trainers, it is important to realise that your sales teams have the ‘local’ expertise and knowledge needed to sell successfully and meet targets. These internal skills can be released and harnessed using Hidden Insights®.
In every organisation there are people who, operating in the same environment, are far more effective than their colleagues. It is these often small but significant ways of doing their daily job that can create the most impact on sales. By uncovering their behaviours and sharing with their peers, sales teams can learn and benefit.
Hidden Insights® is a facilitation process that is based on self- discovery. It is an evidence-based approach that draws out successful practices already used by team members, engaging them and making them the process owners. They are responsible for defining any underlying barriers to success and seeking out those doing exceptionally well. Once they have uncovered the reasons for their colleagues’ success, they replicate their behaviours across the sales teams. This leads directly to actions, not just plans or recommendations. It creates energy, responsibility and enthusiasm from within. Because the sales force has created the working practices, they are much more likely to use them, delivering sustainable success. Often exceptional sales people remain invisible and their strategies stay locked away. If they leave the business, they take these practices with them. Those businesses that overlook their most powerful assets – their people – are at risk of falling short on their potential.
Acting your way into a new way of thinking, rather than thinking your way into a new way of acting, is a much more effective method at creating lasting and positive change. It creates a motivational force for all team members and ultimately affects your bottom line.
About Jane Lewis, Woodward Lewis
Lewis created and led the UK’s first organisational positive deviance (PD) project and has completed performance improvement work with a wide range of companies, including BAe Systems, Interserve and RSA. Woodward Lewis provides tailored 12 and 16 week programmes for organisations, licensed facilitator training and train-the-trainer events.
For more information, visit: www.woodward-lewis.co.uk