One of an executive sales manager’s most challenging responsibilities is keeping people motivated and encouraging their professional growth. To be an effective leader, one of the most important facts to recognize is that each team member has unique abilities. What stimulates one team member may not prompt another.
Growth mindset
Before a leader can recognize specific talent in others, they must first be able to exhibit their own. To do this, an inspiring coach must have a growth mindset. As described in Carol Dweck’s book, Mindset: The New Psychology of Success (Mindset), a growth mindset is the belief that abilities and intelligence can be developed over time through effort and learning. Adopting a growth mindset can lead to improved motivation, resilience, and overall success in various aspects of life.
I remember witnessing Michael Jordan hit a 3-point shot against the Denver Nuggets at the final buzzer. He had to have the self-confidence that every star exhibits for long-term success. That mindset requires hard work and a lifetime of consistent self-improvement.
If you won the lottery
When I work with new clients, I always ask the question, “If you won the lottery and never had to work another day in your life, what would you do?”. The response of a potentially successful salesperson should center on their desire to meet new people and help them solve their problems. A passion to strengthen and grow their people skills through a relentless work ethic should also be expressed.
Each person is unique
Remember, each person you manage is unique. To better understand a person’s individual strengths, I recommend training on DISC personal insights, an assessment tool that can reveal behavioral preferences and tendencies. Also, look at team members’ organizational skills and knowledge of their industry’s sales cycle. These capacity appraisals uncover personal strengths, which a sales leader can help a team member build upon. When salespeople feel their abilities are recognized and utilized, they are motivated to succeed.
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