Passionate sales people are happy and productive – they radiate energy, interest and commitment. Prospective customers walking into the store feel this energy and interest and respond positively to it. They relate more quickly to passionate people and are more likely to accept their assistance and advice.
Are your sales associates selling with passion and enthusiasm? How do you get them there? The best leaders know that coaching and developing people is not just another task to add to their busy schedules. It is a fundamental part of their leadership style.
Effective coaching doesn’t take more time – but it does require more thought! Every conversation with an employee is a coaching opportunity – an opportunity to clarify goals and expectations, appreciate a job well done, alter/eliminate inappropriate behaviours, provide effective feedback, build relationships, solve problems together and motivate improved performance. True leaders make their conversations more meaningful, which leads to superior results.
Strong leaders also understand that the same passion that binds good sales associates to their loyal customers is also a critical component of the coaching process. Team members are quick to notice genuine energy, enthusiasm and emotion, and respond positively to it as well. It inspires them to accept and focus on development assistance and advice. This process is most powerful when it begins during an employee’s Orientation Program, and continues throughout her tenure.
Do you have a good coach in every store? Have your managers reflected on their performance after every interaction with a sales associate. If they’re worth their salt, they’ll soon see that there’s a big difference between getting staff to do something and actually coaching them so that they contribute to their development in the process!