As business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work, often forgetting that they have private lives involving hopes and dreams as well as people who are very influential when it comes to motivation and inspiration. Reaching out to those influential people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here is a great story to demonstrate the idea.
 
 

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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: I'm Dr. Chris Croner here today to talk to you about the big picture.

[00:34]  As business owners and managers, we naturally tend to concentrate on our employees and colleagues within the context of our work together. We often forget that they have private lives away from work involving hopes and dreams, as well as people who are very influential when it comes to motivation and inspiration. Reaching out to occasionally touch those people can be a very important part of our strategy to generate loyalty and satisfaction with our teams. Here's a great story in that regard.

[01:07]  We know a gentleman who owns a commercial real estate company. Every year he hires a couple of new brokers fresh out of school. It's a big deal when a broker closes his or her first deal. It usually takes a while. When it happens, most offices have a nice celebration to congratulate and celebrate with the young broker.

[01:28]  Our owner who was a genius in elevation, decided to go a step further. When one of his broker's signed their first deal, he would send a high five letter to get this . . . the broker's mother. That's right. He would briefly discuss how happy the company was to have the new agent on the team, how hard it is to get that first deal and what a great moment it is for everybody in the organization.

[01:56]  Can you imagine the emotional lift these agents get at multiple levels from such a thoughtful gesture? You can achieve the same type of impact by reaching out to spouses, recognizing children's birthdays, anything that reminds your salesperson that you not only value his or her work, but that you also respect their lives as a whole.

[02:20]  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.
 
[02:40]  Until next time, take care!