Keeping the Team Chemistry

Keeping the Team Chemistry

Keeping the Team Chemistry

Do you remember your first day of work? You walked into the office, palms a little sweaty, butterflies in the stomach and you looked like the new kid in town. You worked in sales before, but you felt like a total newbie.

After a few weeks, you started feeling the rhythm and got into a groove. Not only did you figure out your selling approach and techniques, but you found your place in the office. You discovered the people you wanted to emulate, your mentors and your friends.  

Obviously, each office and team member is different. And, these differences are the reasons we enjoy going to work so much. Typically, we thrive on the rhythm, pace, and camaraderie of an office environment. We push each other to do better. We strive to hit goals and feed off of each other’s energy.

Zoom Life:

 With the new way of life, the “team” dynamic has changed quite a bit. The camaraderie on a Zoom call is a little different than the face-to-face interactions we are accustomed to. Ideally, we eventually find our way back to our offices, but that may not happen for a while. Realistically, it may never go back to what we are used to. Regardless, you want to keep your team dynamic. You need to.

Embracing the times:

Embracing the current situation, with our simple APQ assessment tool, MYB2BCOACH can help bring insights into each team member and recommendations based on those insights to get the camaraderie, the rhythm and the pace back on track in the virtual environment. Your team is still your team and you want to keep it that way. Whether it is virtual or in-person, the encouragement, drive, ambition and cohesiveness needs to be there. The goal is still the same.

Reach out for a quick conversation to see our APQ assessment is a fit for your team. We are here to help.

Reaching Out

Reaching Out

Reaching out

Remember when you would just “pop-in” to see one of your favorite vendors or schedule a lunch meeting with a client? Do you recall heading out to a tradeshow to launch a new product or service and you had appointments booked one after another? Those moments weren’t that long ago, yet they almost seem foreign to us now. This is a new way of life and it may not be temporary. Whether it’s in sales or any other aspect of life, it’s all about a new approach.

These days, instead of waking-in, it is time to reach out. Life has changed. Although change can be difficult, it is important to keep moving forward. The key right now is to be PROACTIVE! Don’t just sit around and wait for life to return to normal. What will normal even be again? We really don’t know… What can you do RIGHT NOW?

Right now, you can schedule all of your meetings or host a webinar on Zoom. You can even transition your tradeshow to a virtual tradeshow. However, there is a difference with in-person vs. online skills. MYB2BCOACH is leveraging a 45-day AI Practice Program to ramp your salespeople so they have the skills for reaching out, not just walking-in.

People typically have a certain persona or demeaner when they are face-to-face. When selling through a screen, the game changes. The person on the other end could put you on mute, turn the video off, walk away or even disconnect. Through our 45-day program, learn how to effectively and efficiently reach your potential customers. With this rapid training, knowledge, and skill development program, you will confidently walk away being able to REACH OUT!

Contact us! This is a program you will not regret. Times have changed and now the selling techniques need to change as well.

Living in the Gray

Living in the Gray

Living in the gray

Changing to a virtual sales force when you’ve been accustomed to an in-office environment is not only challenging for the sales team, but for the leaders as well. As a leader, it is difficult to be empathetic to your team while holding them to a certain standard. No doubt, this is a difficult time for everyone and in different ways.

The team, along with you, is adjusting to a new way of doing business. Personally and professionally we are all facing many issues: stress, anxiety, economic challenges, depression, loneliness, trauma and fear. As a result, many are trying to handle all of these, perform well at work, all while having children at home, sharing workspace with a spouse, finding Wi-Fi quality sporadic and many more…

In the leader role, you need to handle all of these stresses and manage your team. How are you reacting as a leader?  Have you set your expectations with your team? Are you understanding or drawing a hard line? Or are you trying to live in a “gray” area?

Live in the Gray:

To be totally honest, NOW is the time to live in the “gray”. This is not the time to set team meetings at 8 am and 4:30 each day. Nor is it time to use every micromanagement tool available to you. These unprecedented times call for some leniency and understanding.

Room for Sucess:

Without the need for daily oversight, now is the time to see who will succeed.  Some team members may surprise you!  Be understanding if someone needs to step out of a meeting for 5 minutes to help their child get on a Zoom call with their teacher (as I have had to do) or get them a snack.  Wi-fi has been challenging with the increase of usage.  Allow someone to meet with their camera off, if it is affecting the quality of the discussion.  This is the time to ask:  How are you doing?  How can I help you?

This can be accomplished while holding to a certain standard, however.  Anticipate professional environment (proper background/lighting) for calls.  Expect your team to set meetings, move business forward, and bring in revenue in the new selling environment. Even though we are navigating a new environment, there are ways to make it work for everyone.

Power in Silence

Power in Silence

Power in silence

There is more power in silence than you may realize. According to the Dalai Lama,
“When you talk, you are only repeating what you already know. But if you listen, you may learn something new.”

Our goal at MYB2BCOACH, through our AI practice, is not only to make people confident, but comfortable in their conversations with prospects and customers. Ultimately, this allows them the privilege of silence. This prevents the mind from spinning and thinking, “what am I going to say next?’ This prevents going through the automation of Step 1, then Step 2 and Step 3… This allows for silence. They can listen from nothing.

Listen From Nothing:

Listen from nothing is the term. Dr. Bell from the Bell Leadership Academy, always said that when you can listen from nothing and be totally engaged, you actually hear everything. Once your salespeople are confident with their products, services and how they are going to sell, they are actually comfortable selling it. Because they are comfortable and confident, they become natural in their conversation. They allow silence and are able to truly listen.

Training!

We have had several examples where there are obvious buying signals from the prospect on the other end of the phone line. They want their sales rep to come out and visit. Or they want them to send over a contract or get another person on the call to make a final decision. At the early stages of training, the sales rep wasn’t comfortable or confident. Because they didn’t allow the silence, they didn’t listen. As you can imagine, they missed the sale. However, after completing our A1 training and going back to listen, the sales rep gets the sale on the second try.

Make sure your people are getting all the time to learn how to be comfortable, confident, and conversational. They will reach the silence and get the sale.

 

During Trying Times

During Trying Times

During trying times

Wouldn’t we all just love to get our hands on the Magic 8-Ball and know when this craziness will come to an end. Just 4-6 weeks ago, it was a whole different world. Now, we are living in quarantine, stock-piling necessities, home-schooling and trying to work from home. Did you ever imagine? None of this has been easy, but it is in fact our new way of life for a while. So, let’s get back to business… 
For many, sales have come to a grinding halt. The state of the economy, the unknown and the lack of certainty has put most companies on hold. So, is now a time to give up? Absolutely not! You never stop selling. Now is the time to focus. Now is the time to dive into retaining your key and most valuable clients. They have been with you for a reason up until now. Make sure you give them a reason to be with you later. Now is the time! 
This recent article on MDM.com suggests deepening relationships, building a sales promotion to deliver, and finding alternatives to in-person events. It is time to get creative and use your skills to think outside the box and keep those customers.  

How to do this:

  1. Focus on maintaining relationships: Check in with your clients. What can you do to help them out? Do you have resources that you can provide to them? What “deposit” can you make to them? 
  2. Offer connections: What other businesses do you know that could help them out?  Do you have useful “workathome resources? Can you offer executive expertise? 
  3. Think long-term: When the economy is rolling again, you want to make sure they are with you. 

    Everyone will be hungry:

    Pretty soon, everyone will be hungry for revenue and that means trying harder than ever to steal your clients. So, what do you do? Build a moat around your key clients. Protect them. Show them your value and dedication. Give them every reason to value your relationship. If nothing else, send them a 6 pack of their beverage and schedule an afternoon meeting (on Zoom of course)!  

    Knowledge vs. Skill

    Knowledge vs. Skill

    Knowledge vs. Skill

    Traditional training is very much based on the transfer of knowledge. A golf coach relays his knowledge on grip, swing, pace, technique, and consistency to all his players. A medical professor shares her knowledge with students during lectures and labs. The same goes for sales coaching. It is important to do a proper information download to educate, inform and train.
    The key, however, is not just transferring the knowledge. The key is being able to transfer knowledge into skill. Information and facts are pertinent in many facets of life, but what do you do with that information? This is where the MyB2BCoach Accelerated Sales Action Plan comes into play. 

    ASAP:

    In our ASAP program, we make sure that we transfer knowledge from weekly coaching sessions into skills. And… skills don’t just happen. Skills are perfected with deliberate and purposeful practice. Let’s take a golfer as an example. An average golfer plays a couple rounds of golf here and there. To no surprise, this golfer has a 15 handicap. An exceptional golfer studies, goes to the driving range, and truly practices with purpose and deliberation. This golfer has a one handicap. Which type of golfer do you want to be? This may be a trick question because you may not even like golf. However, if you are in sales and your salary and commission are riding on the line instead of your handicap, what type of salesperson do you want to be? Do you want to be average or exceptional? I think we all know the answer… 

    It’s Time for Change:

    This is where the MyB2BCoach Accelerated Sales Action Plan comes into play. In a 12-week time frame, this plan is designed to help you practice purposefully and dramatically enhance your skills. This plan will take you from a 15 handicap to a scratch golfer.  

    Contact us TODAY to register for the MyB2BCoach ASAP program.  

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