how to lead your team during social distancing...how to lead your team during social distancing!...

How to LeadYour Team During SocialDistancing!

Participatein the Chat

Keep Yourself Muted when not talking

Who is Focus Business Development powered by Sandler?

The world’s largest training company with over 275 locations in

33 countries and 13 languages, providing over 500,000 hours of training annually.

Our Focus is Your Success…Since 1999

☐ Leadership

☐ Sales Management

☐ Sales

☐ Strategic Customer Care

©2017 Sandler Systems, Inc. S Sandler Training Finding Power In Reinforcement (with design) is a registered service mark of Sandler Systems, Inc.

Patrick CarrollChief Sales

Officer

Leon BrownleeChief Training

Specialist


What kind of leadership qualities will be required to

tackle these challenges?

• Innovative

• Inspirational

• Steady/Consistent

• Vision

• Focused

• Experienced

• Patient

• Be the Model!

• DON’T Micromanage!!


Do YOU have what it takes?What kind of leadership qualities will be required to

tackle these challenges?

• Innovative

• Inspirational

• Steady/Consistent

• Vision

• Focused

• Experienced

• Patient

• Be the Model!

• DON’T Micromanage!!

Understanding your People

• Dominant – Focus on results• Fear Loss of Control

• Influencer – Focus on positivity• Fear Rejection

• Steady Relator – Focus on people• Fear Change

• Compliant – Focus on accuracy• Fear Criticism

SandlerSuccessTriangle

©2020 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc

SUCCESS

The Importance of


Behavior + Technique – Attitude =

Going through the motions

Rewriting Beliefs


• Take time to work on our business, instead of just in it.

• Focus on what is truly important to us and our clients.

• Clean our pipeline and get to “yes” and “no” faster – Clear Future.

• Get ahead of the competition who choose freeze or flight.

• Understand the real and immediate pains of our clients. – New?

• Become a stronger “pressure-tested” team.

• We will not only survive, but thrive.

This crisis allows me and my team to:

Changing YourAttitude


The Importance of


Attitude + Technique – Behavior =

Working frantically and sporadically

Putting I/R Theory to Work…

• Preserve the distinction between the person’s self-identity

and role-identity.

• Nurture your people’s self-image

• When discussing role performance, always preserve their

“I” and check in on it.

• “Unconditional Strokes” to nurture self image of staff

• The Roles are Changing – You as a person are not

• Behavior: Check on your people’s I’s

Create a

Communication Rhythm


• Consistent Huddles:

• Company Wide Purpose

• Departmental Deliverables

• Daily Coffee Break

• Individual 1-2-1s (Custom – Different)

• Project / Pipeline Meetings

• Personal Check-Ins

The Importance of

Attitude + Behavior – Technique =

Working too hard

Developing Your Team’s Technique

Buyer

Company

Marketplace

Industry


Coaching Your Team

• Check-in on your team’s attitude. Their “I”

• Make sure your team knows what to do.• Is it a coaching or training moment?

• Collect and share best-practices - Playbook

• Create a routine for yourself and your team.

• Focus on time-blocking top priorities.

• Work on goal-time, not clock time.

• Create momentum with sales contests!

Buyer

Company

Marketplace

Industry


Over-Communicate &Post-Sell Everything

• Build social capital by giving and listening first

• Build relationships by staying connected

• Build authority by adding value

• Build intimacy by opening up and being personal

Buyer

Company

Marketplace

Industry


Upcoming Free Webinars and Trainings

• Thank You! Great Selling and Health!

• Monday Webinar Series 12-130pm - Digital Sales Discovery Webinar – April 13th

• Sales Mastery Class: Fridays from 9-11am – Crash a Class

• Sales Foundations Virtual Training – Beginning April 14th 11:30am-1pm

• Leadership and Sales Management Class – April 21st 9am

• Questions – Guidance: Email us• [email protected] [email protected]

[email protected]• All Info Can be Found on: www.focusbusiness.sandler.com


mailto:[email protected]



http://www.focusbusiness.sandler.com/

how to lead your team during social distancing...how to lead your team during social distancing!...

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