As the new fiscal year approaches, sales managers should evaluate and leverage their teams' unique strengths. Recognizing and nurturing individual sellers' talents can lead to improved performance and better results.
Our strengths are hard-wired in us from a very early age, and people notice and appreciate them when they are strong. To develop these talents over time, we need to practice using them.
Many of us learned the value of practice through sports, dance, music, or academics, realizing that we got better with consistent effort. The same principle applies to developing strengths in a professional setting.
5 Ways Managers Can Help Salespeople Build on Their Strengths
1. Use a Talent Assessment
An assessment like the sales talent assessment helps identify the natural abilities of each individual, enabling them to focus on their strengths and manage any weaknesses.
Some talents are easier to see than others and a talent assessment shines a light on the most intense areas of talent and where coaching will pay off the most.
2. Tell Them What They Did Well
Providing feedback on performance keeps team members focused on their strengths and allows you to help them grow. When giving feedback, be as specific as possible.
Don’t just tell them, “You did a “great job.” Tell them exactly what you liked about the job they did. Focus on strengths rather than weaknesses to maintain a positive and encouraging environment.
3. Spend Time Coaching
Just because someone has a natural talent doesn’t mean they know how to use it effectively. A good coach can help individuals realize their potential, push them to achieve more, and teach them how to improve.
Regular coaching sessions can make a significant difference in performance.
4. Create Individualized Coaching Plans
Treating everyone the same often negatively impacts performance.
It’s important to treat everyone differently because everyone is different. People are motivated by different things, learn differently, and need different things from their managers.
Annual AE growth guides help leaders learn more about what individuals need and want from their managers. It’s important to conduct these annually because people change, and their goals, wants, and desires to grow change. Building customized coaching plans for each individual helps them reach their greatest potential.
5. Match Talent to Task
In delegating, assign projects or tasks to the person who is the best fit for them, not simply the person who is available. Before giving responsibility to someone, consider whether they have the talent for it. This ensures that tasks are handled efficiently and effectively.
Identifying the talents that each individual brings to your team allows you to coach and develop their strengths, leading to better results and a more dynamic, dedicated, and successful team.
By incorporating these strategies, sales managers can harness the unique strengths of their team members, fostering a culture of growth and excellence.
*Editor's Note: This blog has been updated since its original post date.
