How can you build a sales team that is resilient to change?

Let me first ask you this simple question:" Why be resilient to change? You need to embrace change!" Professional salespeople need to spend time to analyze and learn about : - The market trends - The economy - The news - Product New Features... As time is moving forward, so are we. You need to learn, adapt and change the way you see things! Now, as a manager, you need to guide your team towards the company's goal. Make sure that all material is available and that your team is trained on the new information given to them. Just like in selling, your prospect will make a new decision based on new information. That is change my friend!

Change in business is pretty much constant and therefore 'adaptability' is THE most important ability of all. Many decisions that are made at an executive level are misunderstood by salespeople. Let's be honest, they are often misunderstood my middle management too. As a Sales Manager it is better to be honest with your team, than pretend to be happy when you are not. Take time out to work through the impact of the changes TOGETHER, and agree new ways of working.

You want your sales teams to outperform, get out of the way! You only need to give the primary and secondary objectives. With the proper incentives, they will propose action plans to implement in order to achieve your company's goals and objectives. If you do not have one already, you should have your booster week!

I have been told on many occasions by sales leaders that they feel 'empowerment' is dangerous. Instead they restrict the decisions that can be made by their team members. Consequently, they are bombarded by discount requests and approvals for other issues. In the modern business world, where speed is everything, clients want to deal with salespeople that are responsible for making ALL decisions. When I was promoting this idea a few years ago. A Sales Manager told me (in a meeting with other Sales Managers from the same company AND his Sales Director), that he couldn't empower his team because he had a "few idiots" working for him. I promptly looked at the Sales Director and asked him "WHY he was allowing his manager to employ idiots?"

Every salesperson, with all the audio books and training material should work on their education on a daily basis. You drive to work don't you? Don't you want top position this quarter? One way we have implemented training at my company, is that I give audio books assignments to the team and we discuss team in our weekly meeting. There is no dead time!

In the dynamic world of sales, change is a given. So, why is fostering trust and collaboration a game-changer? Simple. When your team feels safe to spill ideas without fear, you're unlocking the door to innovation. Resilience isn't just about bouncing back; it's about bouncing back stronger. Picture a crew with open communication, a culture of sharing, and collaboration so tight it's second nature. That's your secret sauce for a team that thrives in the face of change.

Success is a journey, not a destination. Embrace challenges as chances to evolve and improve. It's not about avoiding mistakes but learning from them. Celebrate the efforts put in, not just the victories. By cultivating a growth mindset, we're not just adapting to change; we're thriving in it. Set those ambitious goals, confront obstacles head-on, and let every experience be a stepping stone towards excellence. Seeking feedback is not a sign of weakness; it's a sign of strength and a commitment to constant improvement.

You should look to build your professional sales career and build long lasting relationships with prospects and customers. You do not build manipulators. Therefore, by teaching your team that they need to get paid for everything they do (it does not necessarily mean money), they will become more confident and closer to their next sale, and this is what you want? Isn't it?

You do not want to be in a resilience mindset in sales. Not by a mile. You need to build sales professionals that have a strong self-confidence. This will lead them to always ask for the order. You need to encourage curiosity and constant learning. Each member of your team should contribute on sharing new information. This will make them work on their presentation skills at the same time.

Foster a Culture of Adaptability: Encourage your sales team to embrace change as a constant in the sales landscape. Cultivate a culture that values adaptability and views challenges as opportunities for growth. By instilling a mindset that welcomes change, your team will be better equipped to navigate uncertainties and proactively seek innovative solutions.