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How To Create An Environment Where People Thrive At Work

 

A healthy work environment allows people to thrive and grow. But what can we do to create that environment where people thrive

Kingsley Grant is focused on helping leaders get better results by using a framework of emotional intelligence and leadership. He helps sales leaders create environments that support positive output. 

 

Reasons why salespeople don’t thrive at work 

The research group, Aussie Tanner, interviewed people who left their companies. Based on that research, it showed that people leave because they felt unacknowledged,  under-valued, and unimportant. The best way to address these problems is to create an environment that supports employees and allows them to feel they are part of the team. This engagement can be a challenge for many leaders. 

 

Another reason why salespeople fail to thrive is they don’t feel safe to share their ideas. There is a fear that sales leaders will use those ideas against them. Sales leaders need to create an environment where their team can share ideas they know will at least be considered.  When employees feel they’re in an environment that offers room to experiment and make mistakes, these salespeople grow and thrive.

 

How does thriving look like?

A salesperson who is allowed to  unleash their talents is a person who thrives. For example, L’Oreal is a huge cosmetics company that wanted their people to thrive with their company. They had some of their salespeople  trained in the area of emotional intelligence. The rest of their sales team weren’t given the training. What they found was that their trained personnel and sales staff were able to sell more. Their value increased and their net revenue rose to $2.5 million in just a month. 

 

Helping salespeople acquire emotional intelligence can greatly impact the company. Allowing your sales team to learn self-awareness is a powerful tool to build their confidence and increase revenue. 

 

Defining emotional intelligence

Emotional intelligence is the ability to recognize, understand, and regulate your emotions. It is the ability to have a level of awareness of how you feel and manage your relationships around you.  Every salesperson is building relationships around them, whether it’s with their team or their customers. Having emotional intelligence provides the ability to manage a variety of relationships. 

 

A sales leader plays a huge part in building their sales teams’ emotional intelligence. The leader must be sensitive to the needs of the members of their sales team. This includes an awareness of what their team is going through, what the sales reps need to learn in order to make better sales decisions, and more. When the sales leader is tuned in to the feelings of their sales team it helps them have a feeling of belonging. This helps the sales reps stay motivated, thrive, and bring in more sales. 

 

Building a safe environment for salespeople 

 

The sales team should be encouraged to share suggestions they think will help the company. Kingsley shares an experience he had at a previous company when he wasn’t supported. He wanted to help the company by sharing an idea he had and brought the idea to his coordinator. When his coordinator didn’t agree, instead of talking to Kingsley, the coordinator went to the vice president of the company. As a result, Kingsley could no longer trust his coordinator.  After his idea was received so badly, he didn’t share other ideas he wanted to offer and quit the company six months later. He could no longer work for someone who would shut down his ideas and talk to the executives behind his back. 

 

Sales leaders are often focused on the bottom line, only seeing the end results, and they fail to acknowledge the people who are delivering those results. They fail to see their most important resources, the sales team. The way teams are treated can determine whether or not goals are met. Salespeople have to feel safe. They need to know if they don’t make a sale, they won’t be reprimanded but instead, be mentored about how to be more effective next time.  It doesn’t mean a sales leader ignores a sales rep who can’t or refuses to learn but unfortunately, sales people leave a company long before the company realizes their true skill set. People don’t leave organizations. They leave bad bosses. 

 

When salespeople feel heard, and their ideas matter, they will stay at a company longer and make more money.  Win-win! #SalesWin

 

Reprimand at the right time 

Sales leaders are effective when they praise publicly and reprimand privately. A sales rep should never be embarrassed in front of the team. Tough love isn’t going to work.

 

As a mentor, build an environment where you can watch your sales team interact and help them modify any actions that aren’t working.  Help them to overcome and face a variety of situations that may be keeping them from success. You are learning with them and will see some skill sets you didn’t know they had. It’s these very skills that will prove to be useful in the sales process. You may even be able to reposition them to areas they are even more effective for the company. 

Be the thermostat and the thermometer of your organization. You are not only setting the temperature in the environment but also making note of the temperature so you can adjust your team accordingly.

 

“How To Create An Environment Where People Thrive At Work” episode resources

Kingsley Grant is also a published author of the book, The Emotilligent Leader: The Story Where Others Failed. You can check it out on Amazon. You can also check out his website, kingsleygrant.com

Do you have sales questions? Suggestions? You can also talk to Donald about it via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We have a new semester beginning in January and we would love to have you and your team join us. Follow this link to apply to the program. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1245.mp3
Category:Sales Growth -- posted at: 12:00am EDT

I often learn from entrepreneurs and I discovered a lot about storytelling and leadership recently during the Florida State Minority Development Council's expo. On today's episode of The Sales Evangelist, we'll hear from two of the entrepreneurs I met there.
The best leaders learn from past leaders, whether the leadership was good or bad. CJ Latimore and Gustavo Hermida work in two different industries, but the things they share here apply no matter what industry you're selling in.
Urban development
CJ Latimore is a public art specialist who characterizes his work as "telling stories through architecture and urban development. He says it's about hanging on to cultural icons even after certain buildings have been torn down.
He boils it down to adding a soul to buildings. It's one thing to have a building that's structurally sound but CJ believes it's vital to track the communities and demographics that existed in the building before it was torn down. Very often, when a building is torn down to make way for something new, the previous demographic is forgotten. So is their story.
Storytelling
CJ says it's possible to tell a story without saying a single word, and he points to art as the mechanism.
[Tweet "The art of your legacy is bringing people together. #StoryArt"]
We must bring people together more efficiently and create a sense of timelessness along the way. Begin by getting people to hear your story.
Sales reps often try to add value to the company without even knowing anything about you or developing rapport with you.
Business etiquette
Consider this situation from a business etiquette perspective. If you don't know me and you don't know what my story is about, how can you act to help me? How can you add value?
CJ's mission is to build images to help people get what they want in a prestigious way. When he shares that with people, they often ask to hear more. And when you can get people to say they want to hear more, they're ready for your story.
Survival thinking
He said his biggest challenge was lack of awareness. Because the human brain is hard-wired to think about food, shelter, and clothing, stories that don't incorporate those ideas can get lost.
The answer, he said, is to be creative. Tell a story that will make people focus on something else even briefly.
In this case, many people don't readily know what they can do with art. Perhaps it doesn't make sense to them. They don't go to shows or museums.
The trick is to incorporate your uniqueness and associate it with food, shelter, and clothing.
Survival and storytelling
Everyone has pain and the quickest way to get someone to listen to you is to provide a solution to help their pain go away. You'll have their immediate attention because no one wants to be in pain.
If you can share a way to save money, save time, or educate your prospect about saving money or time, that's what everyone wants.
People want more time with their family and more time for vacation. Your job is to stop people in their tracks with the solutions you offer.
People will remember you more if you're unique and if there's something about you that's meaningful.
If it's true that the brain has as many as 300 impulses per minute, you have to find a way to engage three or four of those with your story.
Other people telling your story
When you can get other people to tell your story for you, that's an indication that you have a great story and that you've told your story well. People love to spread a good story.
Since the beginning of time, people have shared the greatest historical events through story.
Start with your story and turn it into a community story. Own your story. Compile multiple stories that work and make them your own. Make them exceptional. Give people the results that they need.
Company values
Gustavo Hermida said that his biggest struggle has always been aligning his company with the right people who will carry the company's values forward. His goal is to find people with integrity who make a promise and then deliver on it. It's important because people often distrust salespeople automatically.
But people are people, and buying people are people.
He has built a career on putting himself in other people's shoes to understand what will help the other person feel comfortable making a decision or able to move a partnership forward.
Finding the right people
He expanded his search to include looking elsewhere for the right people. Although previous experience was a welcome factor, it wasn't the main qualifier he was looking for.
He discovered that he preferred hiring the right person and then forming that person.
[Tweet "You hire people with character, not characters. #HireWell"]
Company growth
Gustavo started the company with zero base and limited financial resources. Over the last two years, the company has made the Inc. 5000 list of fastest growing companies in America.
He caters to small startup companies because when it comes to multifunction equipment, sometimes leasing companies won't offer financing to companies until they're fully established.
He helps those companies build their own credit, which has catapulted his company in terms of growth.
Gustavo advises being very careful about the people that are working for you. Ensure that they share your company values. Build a team of different ages and different backgrounds.
Motivation comes in many different forms, but find people who are self-motivated. Build a team you're proud to work with.
"Storytelling and Leadership" episode resources
You can connect with CJ at www.myuniqueawards.com.
Connect with me at donald@thesalesevangelist.com.
Try the first module of the TSE Certified Sales Training Program for free.
This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.
TSE Certified Sales Training Program can help you out of your slump.
If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.
Tools for sellers
This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link.
Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.
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Audio provided by Free SFX and Bensound.

Direct download: TSE_1098.mp3
Category:Sales Growth -- posted at: 12:00pm EDT

How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that! Make it personal. Emails are great but, especially if […]

The post TSE 572: Quickest Way To Get Sales Results appeared first on The Sales Evangelist.

Direct download: TSE_572.mp3
Category:Sales Growth -- posted at: 10:59am EDT

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