The Mystery of Human Behavior of Sales Champions & Sales Teams Decoding
If you've been in sales for a while as a Sales Professional, Sales Manager or Sales Executive, you probably know how complicated it can be to manage or be part of a team. You know it's about applying good sales methodologies and having the necessary skills to find, engage and develop more customers. But there is more, namely behavior and drivers.
Deciphering the dynamics of human behavior that leads to Champions League level can feel like unraveling a mystery. But theories from famous thinkers such as Maslow, Graves, and Beck have provided valuable insights for understanding this complex conundrum. A practical application of these theories is McClelland' s Iceberg Model which has been cleverly translated into a practical application by MyDrivesMyHabits, a Dutch company. And which we, as Sales Leadership Academy, have embraced for targeted deployment to get sales professional, sales managers & executives their teams to 'Champions Team' level.
The Colors of Our Inner (Sales) Drives
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Purple reflects a "Tradition" focused drive. Such people value team unity and respect group traditions.
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Red indicates a 'Decisive' focused drive. 'Red' driven sales managers tend to take initiative, make decisions quickly, and push for team performance.
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Blue is symbolic of a 'Structure' oriented drive. People with 'Blue' characteristics prefer to adhere to procedures and maintain high ethical standards of behavior.
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Orange indicates a 'Purpose' focused drive. 'Orange' driven sales managers are competitive, adapt quickly to market changes, and relentlessly strive for success.
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Green reflects a 'Harmonic' drive. Individuals with 'Green' tendencies foster harmony, promote shared decision-making, and empathize with their team members.
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Yellow indicates an 'Innovative' focused drive. 'Yellow' driven sales managers embrace change, like to think and act out-of-the-box, and view situations from a broad perspective.
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Turquoise represents a 'holistically' focused drive. 'Turquoise' driven sales leaders consider the broader impact of their sales strategies on all stakeholders, 'and beyond.'
"And yes, it looks something like DISC, MBTI and Discovery Insights, for example, but is fundamentally different.
It goes much deeper, can predict more and is more practical to use in situations such as, for example: 'recruiting, ramping-up the new hires, individual- and sales team development, and coaching of Sales Champions & Sales Leaders'."
Colliding Colors and Harmonious Shades of Drives and Behavior
But these contrasting viewpoints need not only lead to tension. By acknowledging these differences, conflicts can be navigated, managed, and even transformed into opportunities for growth. The 'orange' driven sales manager might present ambitious goals in a way that also promotes team spirit, in line with the values of the 'green' oriented team member. Similarly, the 'red' driven sales manager might include broader perspectives in decision making to satisfy the 'turquoise' oriented team member.
The Iceberg Model in Action 'To Get & Develop Sales Champions'
Hire new Sales Managers or Sales Professionals with 'Sales Champions Potential'
'Ramping-Up' of the 'New Hires'
Sales Development Programs
Coaching (potential) Sales Champions and Sales Leaders.
Effective coaching goes beyond developing skills, it also takes into account the underlying drivers of behavior. For example, if you're coaching a sales manager with a strong 'blue' drive, focusing on creating efficient systems and procedures might resonate with them. If you're working with a sales professional with a "red" drive, coaching might be about managing their assertiveness and quick decision-making in a way that aligns with the team's goals. It is also helpful in determining which form of coaching best suits the individual, such as: motivational coaching, solution-focused coaching, provocative coaching or perhaps Acceptance and Commitment Training. How and when can you best use these? Again, more on this in subsequent articles and LinkedIn posts....