How Emotionally Intelligent Sales Managers Lead Their Teams Through Change
leadershipteam
Thu, 01/10/2019 – 17:02
“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw
“We don’t change, we don’t grow. If we don’t grow, we aren’t really living.” – Gail Sheehy
When I speak to CEOs and sales managers, I ask them how many have seen changes in their business in the last six to 12 months. Almost 90 percent of them raise their hands. Change is a constant, and sales leaders need to become very good at selling and leading their sales teams through it.
But leading your sales team through change doesn’t happen by reciting inspirational quotes.
Here’s where sales managers make a common selling mistake. They present logical arguments to their sales team about the benefits of change, rather than addressing the emotional aspect.
Salespeople are slow to adopt for the same reasons