Keeping Your Game Face in Tough Times
There’s an old saying: When the times get tough, the tough get going. In turbulent economic times, there’s no better advice for a sales manager.
“In these times it’s more critical than ever for sales managers to keep a stiff upper lip,” advises John Carroll, national speaker, author, and consultant. “Having a game face in sales management means that you take in and fully understand the impact of potentially negative events and handle them in a calm, businesslike manner.”
Why is a game face so important? “Adversity is unavoidable, even in good times,” says Carroll. “By wearing your game face, you show that each situation is just another opportunity to solve a problem, learn a lesson and move forward.”
So how do you keep your game face? Carroll suggests you do the following.
1. Look for the opportunity to improve. Every occurrence provides a lesson or insight. Set up a system to prevent similar mistakes in the future.
2. Focus on what you can do better. Concentrate on your area of responsibility and control rather than focusing on things you can’t control. Focus on the capabilities, skills and strengths you have working in your favor.
3. Focus on your customer relationships. Take care of your customers in tough times to strengthen your relationships. Be a consultant.
4. Develop your people. Continuously develop your people. “In my estimation there’s no better time to develop and invest in your people than when times are slow,” says Carroll. “It sends a loud and clear message to them that they are valued.”
5. Reassure younger team members that the economy is cyclical. Remember, a downturn could be new to people who entered the workforce in the early 1990s. Restore their confidence.
6. Have an attitude of gratitude. Be grateful for what you have and show people your appreciation. Congratulate your team on good efforts, not just big sales.
7. Involve others in problem solving. By inviting others to bring their best thinking to the situation at hand, you not only get the value of team effort, but you also grow and develop leaders.
8. Take care of yourself physically and mentally. Get plenty of rest, exercise on a regular basis and take time for yourself to reflect and re-energize. It’s up to you to provide the best example of a person who is always ready to step up to the plate when times get tough.
“People are looking for reassurance in tough times,” says Carroll. “They might not like your tough decisions, but will come to understand them. As a sales manager you need to help them work through the challenges and maintain their focus on the critical activities and key result areas. Communicate confidence.”
60 Seconds: Take a minute to show your appreciation for your team’s hard work.
Renee Houston Zemanski is a freelance business writer, and this story was reprinted with permission from SellingPower.com. Selling Power is a Registered Trademark and the property of Personal Selling Power Inc.