Confidence is a big factor in sales, sales management and, for that matter, any form of business or institutional leadership. We all must believe in ourselves, in our organization, and that the job can be done.
Sales professionals must believe in the products and services they sell, and also that organizational leadership will support what they’re selling.
Sales managers and leaders must believe in the same things, and also in their team’s ability to do the job.
These beliefs are contagious.
But so too is the “lack of belief!”
Therefore, whether we are sales managers, team supervisors, group leaders, department heads or business owners, we should carefully question our dis-beliefs, because if we doubt our team’s ability to do the job; if we have second-thoughts about their dedication or loyalty to the cause; if we second-guess each move they make; if we have no faith in them, then it will show.
Even worse, it will show in their performance because they will sense the doubt and become paralyzed by the fear of ridicule or worse; and it will filter-through to their families and friends, to our clients and prospects, and, ultimately, to the marketplace.
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