The Coaching Effect Blog

Mothers and Sales Management Lesson Two

Posted by Kristi Shoemaker

November 17, 2010

Posted by Kristi Shoemaker

In a previous post I talked about how Sales Managers should learn from a mother's ability to find that special quality in each of her children. The challenge to you was, why don't we, as Sales Managers, take the time to do this with our reps?

Today I am home with my son who has the flu. Bear in mind I was home last week with my younger son with the same flu.  BTW  Go wash your hands right now because you really, really, really don't wan to catch this bug! 

As I sit with my son, who is 15 BTW, I find that what he really wants it to have someone there to rub his back, bring him some 7-Up, fluff his pillow, and simply ask "How are you doing sweetie?".  He just wants to know that someone cares. I can't make the flu go away, I can just make it easier to get through it.

That same lesson can be applied to Sales Management.  Ask yourself this question, "In the last 30 days, what have you done to show your reps that you care?"  Also ask, "In the last 30 days, have your words been more correctional and critical or compassionate and caring?"

We should never forget that it is often the little things we do EACH DAY that can really make a difference in our sales reps lives. 

At our Fall Sales Leadership and Coaching Strategies Summit one of our instructors, Bill Benjamin of Institute of Health and Human Potential, taught the group about Emotional Intelligence.  The audience couldn't get enough of this topic, in fact, we are going to bring it back as a workshop topic at our Spring Summit in Scottsdale on April 2011. (Call us to get SUMMIT details 402-805-4238

Here's the funny part. Emotional Intelligence come easy to us as parents, so why is it so hard as a business person?

Some people prefer and feel more comfortable with a systematic approach. If you are one of these folks then please read this research paper written by one of our friends, Booz & Company. This article was shared by our instructor, Tracey Kaufman of Cloud9 Analytics, during our pre-Summit 6 Pillars to Sales Productivity Workshop.  Inspirational_Sales_Leadership

So as your blog mom, your task this week is to show your sales reps that you care.  Bring them a cup of coffee, ask them about their kid, find out what they are doing this weekend, or simply, give them a pat on the back and tell them they did a good job... make them feel the way your mom made you feel.

Remember, Mom does know best! ;-)


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