The sales manager’s goal is to help employees solve their problems, not to encourage them to lay their problems at their office door. In order to help them do so, it’s imperative that you help sales managers develop active listening skills.
Also known as the inner critic, imposter syndrome is that nasty voice that tells us we are a fraud. It might say things like, “Who are you to [do this, charge that, lead this]?”
While there is no shortage of information on how crucial active listening is to sales, the question often lies in how to immediately start using and benefiting from active listening.
Without a well-honed ability to pause and inquire, leaders are unlikely to grow and, in worst-case scenarios, may damage their careers and their companies.
When I focus on trying to hear what is right in what another person is saying, I learn more, discover promising and even brilliant ideas, and focus on the right issues instead of my preconceptions about what problems might be. Those returns are...