|
No one will dispute the benefits of thinking "outside the box."
New perspectives. New insights. New ideas. Innovations.
Progress. Transformation.
Highly successful salespeople are outside-the-box thinkers. They
focus on ideas - often big ideas. They are creative. They look
for new ways to do things. They have ideas for expanding their
customer base. Ideas for growing existing accounts. Ideas for
bundling products and services to capture new market segments.
They act on their ideas. Their focus is broad and long term.
Average salespeople focus on the details - processes and
procedures. They look for ways to get things done more quickly
or more easily - but not necessarily more productively. Their
focus is narrow and short term. They are trapped inside the box.
Thinking outside the box is often encouraged and frequently
touted - to the point of becoming a cliché. But what happens
when someone suggests a new approach, a different strategy, or a
truly "outside-the-box" idea? It's met with, "Oh yeah, what
makes you think you can do that?", "Get real.", or "That'll
never work." Idea stifled, strategy dismissed, innovative
approach quashed. Outside-the-box thinking is encouraged, but
outside-the-box action is frequently discouraged.
Why?...
Because thinking - and acting - outside the box represents
change. And, people and organizations resist change. It is
easier for them to continue with "accepted" practices - perhaps
hoping for better results - than to act and take a chance on
something new ... and risk "failure."
But, big accomplishments in almost
any endeavor require risk. You can't hit a home run without
swinging the bat and risking a strike. Whether it's baseball or
business, it's almost always worth the risk.
If you want to help your sales team develop into highly
successful salespeople, get their heads out of the details and
help them focus on ideas. You will still hold them accountable
for performing specific activities. But, conversations about
those activities will focus on developing ideas to do those
activities more effectively rather than simply how to do more of
them. Give your people the latitude - encourage them - to do
things differently when existing processes aren't yielding the
desired results.
When someone presents a new idea, strategy, approach, or
process, don't suppress it or allow others to do so. Instead,
brainstorm the idea and allow it to develop. What's the worst
that could happen? The idea goes nowhere and you've burned up a
few minutes of time. And, at best, the idea evolves into a
significant opportunity. More importantly, you cultivate an
environment that encourages innovation and growth.
To help your people become outside-the-box thinkers, you may
have to change your focus - and your vocabulary. Learn to speak
with a strong, positive vocabulary. Don't ask, "Why can't you...
?", ask "What can you do?" Don't ask why it's impossible to do
something, ask what is possible. Don't ask people what they
should do, ask them what they will do.
When you encourage your salespeople to be creative and risk
thinking and acting outside the box, big ideas become reality.
© Sandler Systems, Inc. All rights reserved.
|
.jpg)