It is well known that only a slight improvement in the behaviour of those dealing with customers can change the outcomes to a business, such as increasing revenues.
To this end, a specific example of an improved behaviour may be - 'increasing Insight of the customer through seeking to understand how that customer perceives you and your company.'
A sales person may look to increase this insight through, 'understanding the customer better in a priority of each interaction with the major clients in their portfolio'. Whilst at the outset - this appears logical and should lead to increasing revenues to merely suggest that simply making this a priority - it will most likely not be sufficient to achieve the desire outcome.
Many of us have the best intentions (e.g. making something a priority) - but putting this into regular practice can be a challenge. So, to achieve that desired outcome of increased revenue - we need to form strong behavioural habits.
As the old saying goes - "practice makes perfect" - to make something a priority is simply an "intention" to do something. To develop long lasting behavioural change takes practice - that is, actually taking the actions to develop that behaviour.
So, in the example - to understand how the customer perceives you - more appropriate.
Actions may include:
The link between this action and the ultimate change in behaviour is then the act of reflection.
For example - reflecting on:
Taking Actions requires a conscious effort - but it is an effort that will be well worth it in the long run.
Tips from John Buchanan, Beyond 19, Coaching Practicing Lead:
|Tags: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth Cadence Mindset Sales Leadership|
|Posted in: High Performance Sales Sales Behaviours Initiatives Customer and Stakeholder Value Sales Relevance Sales Growth Cadence Mindset Sales Leadership||0 Comments|
|Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Growth Cadence Mindset Sales Leadership||0 Comments|
|Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Growth Cadence Mindset Sales Leadership||0 Comments|