When you are trying to grow sales, it’s tempting to start by looking at your sales process or your team. Regardless of your approach, the best place to start is to change your mindset.
3 Ways to Change Your Mindset
1. Handle your head trash.
Head trash is the little voice in your head that tells you you’re inadequate, you’re going to fail, and change is impossible. Have you ever thought about the fact that everyone on your team is hearing that little voice, which tends to be negative at least 70% of the time?
The worst thing you can do with your head trash is to act from it. Instead, acknowledge the negative thoughts, recognize your goals, and move forward with resolve.
Once you have managed to change your mindset when it comes to head trash, think about ways you can help your team crush their own head trash.
For a deep dive into head trash, check out our blog post on crushing your head trash or download our eBook on dealing with head trash.
2. Address your team’s operational states.
An important part of being a manager is to coach your people where they are. It’s helpful to understand that each member of your team is working from a different operating state, and you need to coach people differently based on their operating state.
Maybe someone is in a state of emergency, and you need to help them become aware of it and develop a plan for getting out of it. On the other hand, some of your team members are likely in a state of successful momentum, and you can help them by getting out of their way and smoothing their interactions with other teams. Your middle-of-the road reps need help with setting goals and being held accountable to execution.
Continue to review your team’s operational states and adjust your coaching style to match. For a deep dive into coaching based on operating states, check out this blog post on elite sales management.
3. Seek out sources of inspiration.
One of the best ways to change your mindset is to find sources of inspiration. Whether it’s watching inspirational speakers, listening to podcasts, reading books, or listening to music, it can be helpful to develop a list of places you go and things you do to find inspiration.
As a manager, it’s important to remember that your team members will find inspiration and motivation in different ways. For some people, a picture of their ideal car or vacation destination on their wall might help them stay focused. Others might prefer family photos, while others might want to see charts and graphs of their performance and progress towards goals. Some people may need personal feedback and regular check-ins with their managers.
Consider your office environment and what you can do to help your team members find inspiration through their workspace. Music, decor, and office layout can all be changed to help people stay inspired. Implementing ideas like “bring your pet to work” day, casual Fridays, and team lunches or outings can also help.
Scroll through this slideshow to find some ideas for inspiring yourself and your team.
I hope you’ve found this helpful as you work to change your mindset and help your team with theirs. To take a deeper dive into motivating your sales team, check out our eBook on the 4 dimensions of sales motivation.