There are lots of way to motivate your salespeople, but one psychologically-proven action will create lasting impact for months to come and it's easy . . . bring your salesperson a lead. Dr. Croner discusses the psychological nuances of this small but powerful gesture in this episode.

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At SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like a sales assessment and psychologically-based interview guides, that aid companies in never hiring a bad salesperson again. SalesDrive was founded in 2005 based on the single biggest frustration many companies face, selecting sales candidates who interviewed well, only to flame out when placed on the line. Dr. Croner reviewed more than 90 years of academic research as well as his own work in conducting intensive behavioral interviews and discovered that high-performance salespeople shared three innate personality traits. After identifying a gap in the marketplace, he went on to develop The DriveTest® sales assessment. The only sales assessment to measure the three non-teachable traits necessary for new business acquisition.
 
If you are hiring salespeople, request a free DriveTest assessment today: https://salesdrive.info/free-trial-request

 

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[00:00]  Katherine Abraham: Hello and Welcome to the Sales Psyched podcast, where we discuss strategies for leveraging psychology within the world of sales. Each episode is hosted by Dr. Chris Croner, who has a PhD in clinical psychology and has spent his career helping companies around the world build stellar sales teams.

[00:20]  Let's get started.
 
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[00:30]  Chris Croner: Dr. Chris Croner here. Throughout this series we'll be talking about how great managers, mentors and coaches motivate and inspire salespeople to peak performance. But in terms of sales, nothing beats this motivational move.

[00:46]  Bring your salesperson a great lead. Now, you're probably thinking that's pretty obvious but there's some important psychological nuance here that makes all the difference. I didn't say send him a lead via email or let her pull a lead off of Salesforce. I said bring your salesperson a lead in person. Or, in the case of remote meetings, schedule a specific meeting, one-on-one to present the lead and talk about it.

[01:17]  You see it's not just about the lead, it's about the salesperson's perception that you, as her manager, took the time to flag this particular lead, match it up with her potential to convert it and that you are showing the confidence in her to handle it. You just made her feel important. You just made her feel more confident and you've just provided a focused shot of hope; and hope is the mother's milk of all salespeople. The feeling that good things are coming.

[01:51]  You see, a lot of, one-on-one manager, salesperson meetings revolve around challenges about performance or pressure to perform. When a manager occasionally calls a meeting with a salesperson for no other reason than to deliver the gifts of hope, confidence and self esteem, in the form of a good lead, the positive impact can last for months.

[02:15]  Give it a try. It's a great inspirational shot in the arm. See you next time. 

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[02:24]  Chris Croner: Thank you for listening to the Sales Psyched Podcast. If you haven't already, please be sure to click the subscribe button and leave us a five-star review. If you found this information helpful, please consider sharing it. We'd love your help in spreading the word.
 
[02:41]  Until next time, take care!