Have you heard of Simon Sinek?
He’s become famous in the leadership world with his book, Start With Why.
Simon has a simple but powerful model for inspirational leadership – starting with asking the question “Why?”
His Golden Circle Idea is about What, How and Why.
You can watch his 18-minute TedX Talk where he explains:
“People don’t buy what you do; they buy why you do it. And what you do simply proves what you believe’, ‘There are only two ways to influence human behavior: you can manipulate it or you can inspire it. Very few people or companies can clearly articulate WHY they do WHAT they do.”
Can we apply this theory to reps who aren’t meeting expectations?
Who and how many on your team are not performing to your expectations? What upsides can you see if you turned that around?
For those non-performers…is it that they:
Don’t know how to do their jobs?
Don’t know what to do?
Or is it they don’t know WHY they should do a particular task or action to lead them to success?
If we go back to Simon’s premise… People don’t buy what you do, they buy why you do it… we as sales managers and leaders are really all about selling the why to our reps.
Everyone has a why. It’s the purpose or belief that inspires them.
Sure we can teach them how to do their job and explain what to do, but until we coach on their WHY, we become the inspiring leader we want to be.
What’s your WHY?
Want more? Bottom line: if you want to discover how your sales reps can crush their numbers monthly without spending tons of money on outsourced sales training, then check this out now!