Do you H.U.G. your sales reps? It’s not literal, but figuratively. Jack Mitchell published a book entitled “Hug Your Customer” in 2003. Jack Mitchell’s book titled “Hug Your Customer” explains that hugging isn’t something Jack considers touchy-feely. Jack says that hugging is a way to think about customers. I adapt his idea to say, “It is a way of thinking regarding your salespeople.” Here’s what I believe a H.U.G. Here’s what I consider a H.U.G.
H – Helping sales reps succeed.
U – Unzipping their potential.
G – Motivating them.
H – Helping sales reps succeed.
This is how it should be viewed. Your little acts of kindness for your salespeople are enormous. You can help your salespeople succeed by removing all obstacles. You’re sure to see what I mean. You don’t read weekly sales calls reports. You should not ask them to attend meetings that are unnecessary. It’s any meeting that hinders your salespeople’s ability to make their sales calls. The weekly conference calls lasting between 2 and 3 hours with all sales reps is another example. You know what? I support regular communication with your sales team. These weekly calls can take up to 3.7 weeks in a calendar year. It’s better to be less than more. Make sure you have a plan and only include the essentials. Conference calls are becoming more difficult because attention spans are decreasing.
U – Unzipping their potential.
There are two types of potential. Permanent and actualized potential. The endless potential is precisely what it says. You can’t develop your potential, and you will end up with nothing. The actualized potential is something that’s nurtured and continually grows. You can play a positive role as a sales manager. Your sales team can receive relevant reports and articles. You can also buy relevant business books for your sales team. You could enroll them in a course or send them to a boot camp for sales training. Your salespeople can be given additional responsibilities to show that you trust them to do the job. You can expect a return on your investment when you invest in your team’s sales. You show that you care about your sales team by investing in them.
G – Motivating them.
It is easy to say that motivating your sales team can be done, but it can also be challenging. You must first not boost your sales team in the same way that you would like them to be motivated. Ask your sales reps, “What motivates?” Pay attention to their answers. Remember that motivation is an internal job. It’s essential to hire self-motivated salespeople. You can motivate them by creating a positive work environment. This means that you are quick to acknowledge their achievements.
This means that you should never forget to send anniversary and birthday cards, as well as personal thank-you notes. This means that you do everything possible to celebrate team and individual success. Let’s take, for example. How many salespeople did your team make in the best month of sales ever? What are your plans for celebrating when your sales team has their best month ever? Your sales team is a valuable company asset. You should think about your salespeople on a regular basis.
