Yesterday, I had coffee with an EVP of Sales I’ve known for 10 years. I’ve watched or experienced this EVP lead hundreds of sales people through many ups and downs and most significantly post-9/11, a bankruptcy, an acquisition and now a recession. We began discussing what sales leaders should be doing now. Our conversation settled on the topic of communication and I realized that, this EVP does many, many things right (I think I’ll interview her for this blog soon) and one consistent theme is she communicates early, often, openly and honestly.
People are concerned or even scared in some cases. As this headline states, 1 in 3 Americans have lost a job or knows someone who has. This fear is extremely distracting for salespeople. This distraction is hurting business.
Sales leaders can reduce this distraction by communicating early, often, openly and honestly. Give your team regular updates on the health of the business. Share the company’s strategy for riding out the recession. Is the first step pay cuts, second step job cuts? They are wondering anyway so just let them know. The lack of communication simply causes fear and distraction.
Remember, “in the absence of communication, people assume the worst.” Just another challenge of working with human beings. Salespeople aren’t stupid. They know we are facing challenging economic times, their friends are losing jobs, their own business is suffering.
Don’t be silent – be open, honest business partners with your sales team. Communication shows respect and with respect, they can get back to the business of selling and out of the business of worrying.
