A leader’s expectations can shape their team’s outcomes, especially in sales. It’s motivating when people know their boss believes in them. If you express high expectations, your team members will probably try to meet or exceed those expectations. They may put in the extra effort or refine their skills to get even better at what they do.
The opposite is also true. If you expect little from someone, you’ll probably get little in return. The key is making sure you’re setting the right expectations for people. You can’t expect them to be something they’re not.
Kate Rehling, a talent analyst/engagement specialist for The Center for Sales Strategy, encourages leaders to think through some important questions before setting expectations. Consider the person’s strengths and what comes naturally to them. In what areas do they tend to struggle? How can you set them up for success?
As a leader, you can have a positive, long-term effect on your team’s performance simply by having high expectations. We share Rehling’s ideas for expecting the best from your staff members in this issue of PromoPro Daily.
Consider your communication. This includes both verbal and nonverbal communication. You can say a lot with your tone of voice, body language and eye contact. Rehling recommends uncrossing your arms, smiling more and looking people in the eye. These actions communicate your confidence in someone’s ability to perform.
Embrace a growth culture. According to Rehling, you should always be teaching and coaching your sales reps. They should never feel lost or out of the loop. She suggests scheduling regular brainstorming sessions and encouraging everyone to share their success stories and ideas. Strive to give employees increasingly challenging assignments. This shows you believe in their potential, Rehling says, and encourages them to stretch their talents to new heights.
Offer continuous feedback on performance. When sales reps are crushing it, let them know. It’s crucial to celebrate their wins, Rehling says. Make it a habit to provide frequent and specific positive feedback on what they’re doing well. This sets the expectation that you believe in them and that you want them to succeed.
People tend to perform better when their boss expects them to perform better. It’s not about laying on the pressure but showing your team that you believe in them. Set your expectations high and let your team impress you.
Compiled by Audrey Sellers
Source: Kate Rehling is a talent analyst/engagement specialist for The Center for Sales Strategy.
