One of the biggest challenges I see sales managers struggle with—especially FLMs—is getting BOTTOMS-UP BUY-IN.
Whether it’s trying to get your team to do more prospecting—or getting them bought into new sales process, MEDDIC, or leveraging KPIs to run their business like a GM. . .
Getting salespeople to do what you need them to do to be successful can be a struggle—even for experienced managers.
To significantly increase your odds of getting buy-in and commitment (versus compliance) remember this…
BEFORE YOUR TEAM WILL BUY INTO DOING WHAT IT IS YOU WANT THEM TO DO, FIRST MAKE SURE THEY BUY INTO YOU.
In other words, they must believe that you care about them as a person, just as much as you do about their performance.
They must believe, that YOU BELIEVE that what you’re asking them to is in their best interests and will give them the best chance of achieving their own personal dreams, goals, and career aspirations.
They must believe that you are 100% committed to helping them pursue their potential and achieve a level of success they never imagined was possible.
They must believe that they CAN do it and if/when they stumble and fall—you won’t judge them, ridicule them, or chastise them . . .
Rather you will be there right by their side—as ONE TEAM—to pick them up, dust them off, and coach them through the process so you can improve next time.
Most importantly, they must understand that YOU understand that—as a manager—YOU CANNOT SUCCEED UNLESS YOUR TEAM SUCCEEDS.
Their success is inextricably tied to your success.
Their victories are your victories and their failures are your failures.
Getting buy-in from you team doesn’t start with them; it starts with you.
Before you try to get your team to buy into into doing what it is you want them to do, first make sure they buys into you.