Tres formas de motivar a su equipo de ventas… sin estresarlo
Es ampliamente sabido que cuando está en ventas, tiene una cuota. Si alcanza su cuota, ha hecho un buen trabajo, si no, lo ha hecho mal. Si se queda muy lejos de ella o si no la alcanza varias veces, no estás trabajando. Esto les genera tensión a los vendedores y a la organización de ventas en general.
Aunque el trabajo del equipo de ventas es atraer a los compradores, puede ser contraproducente solo presionar a los empleados para alcanzar las cifras. Demasiada tensión en cualquier situación profesional oculta el talento y origina malas decisiones.
La presión sí nos ayuda a hacer nuestro trabajo, pero solo hasta cierto punto. Si la presión es demasiado ligera, estará en la zona del desempeño deficiente; si hay demasiada ansiedad, el desempeño se ve disminuido. En medio de estos extremos hay un nivel óptimo de presión que produce lo que consideraríamos un desempeño máximo. El término técnico para esa zona es eustrés, que es exactamente el nivel de presión que los líderes deben imponer para generar resultados óptimos.
Los líderes pueden aumentar al máximo el desempeño al hacer que los vendedores se ocupen de estas tres áreas:
— CONCENTRARSE EN CREAR UNA EXPERIENCIA EXCEPCIONAL: La experiencia de ventas es un diferenciador fundamental cuando los clientes evalúan sus opciones.
— CONCENTRARSE EN EL PROCESO DE VENTAS: Si desea crear un proceso que ayude a su equipo a vender, hágalo coincidir con la forma en que compran los clientes. En cada fase del proceso de ventas, hay algunas acciones esenciales que ayudan a que una oportunidad avance a la siguiente etapa.
— CONCENTRARSE EN LA ASESORÍA: Los líderes pueden ofrecer buenos ejemplos de qué hacer, seguidos de sesiones de práctica, retroalimentación clara sobre habilidades específicas que se deben mejorar y seguimiento para incorporar la retroalimentación al desempeño, no solo una vez, sino muchas veces hasta que se perfeccione el conjunto de habilidades y llegue a dominarse.
Usted, como líder, tiene la mayor influencia en los niveles de estrés de su equipo. La presión puede convertir el carbón en diamantes, pero usted estás trabajando con personas.
Scott Edinger, fundador de Edinger Consulting Group
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