What are sales leaders looking for? Not a bunch of hustlers and grinders.
Sure, hustling and grinding is important, but it’s the minimum. It’s what gets you through the door, not what separates you from the rest of the pack. In the sales field, it is paramount that you are tactful—able to search for moves and make the right ones. But, sales leaders look for more than what these buzz words encompass. They look for COACHABILITY.
Coach-ability is determined by one’s willingness to accept feedback. We live in this sensitive, politically correct world where differing opinions are viewed as criticism. But the sales field is constantly changing, so sales leaders don’t have time to deal with defensive employees that can’t stomach corrections. In fact, things are changing so much that time has become a hot commodity. Salespeople simply don’t have the privilege of being continuously retrained to sell a product in an ever-changing market.
The necessity of coach-ability stems from one big problem: BLIND SPOTS
Blind spots are the things we have trouble with but are unable to recognize or identify within ourselves; therefore, they need to be pointed out by others. The KEY is that when these blind spots or weaknesses are pointed out, they should be met with appreciation rather than disdain or defensiveness.
There are necessary steps you have to take to be coachable:
Assume coach has your best interest in mind
Recognize that you may areas that need improvement
Do not get defensive or point blame
These steps may not come naturally, but it is what sales leaders are looking for. You need to stop shooting the messenger and just LISTEN. What sales managers have to say may not necessarily be better, but listen anyway and exhibit the readiness to be coachable. Arguing will get you nowhere—lets not get the boss angry by being defensive.
If you would like to learn more about what sales leaders are looking for, you can check out my PodCast, “The Brutal Truth about Sales & Selling”
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