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Active listening is an essential skill to improve the effectiveness of any sales manager. A step beyond merely hearing, mastering this talent involves patience, concentration, and determination.
That stated, active listening has the power to foster interactive learning scenarios, memory retention, and subject matter expertise. It also contributes to increased morale and a heightened sense of trust and respect from your team. When sales reps know their ideas and concerns are being adequately fielded and addressed, they become more content and productive employees.
In this article, you’ll learn how to begin or improve upon your active listening skills, and how doing so will directly benefit not only your personal professional development, but the continued progress and success of your sales team.
Block Out Distractions
The idea of intense focus on only the immediate task at hand may sound easier said than done. However, when it comes to effective employee engagement, doing so is essential. Be sure to reserve your input for an appropriate interaction time. At least initially, you should remain fixed on those topics most important to the sales rep at the time.
If necessary, write brief notes during conversation. These talking points can be later referenced when it’s time to respond. However, it’s important to understand that if this activity will unduly deflect your attention, it’s better to refrain.
Demonstrating your active listening skills in this fashion will make a lasting impression on your sales reps. It will also provide them with a solid example of how to improve their own interpersonal communication.
Manage Expectations
Another aspect of active listening is clarification of what’s being discussed. In addition, it’s important to remain realistic and relay this information to your sales rep. Simply stated, there will be times where what’s being requested or proposed is inappropriate or unattainable given current resources. Still, it’s important to demonstrate your willingness and commitment to fielding and considering all ideas.
Many times, innovative concepts and novel ideas will set in motion a process by which sales performance can be dramatically improved and the customer experience can be positively enhanced.
In the end, the goal is to show that you’re a leader who genuinely considers all feedback and input, and then takes a cautious and realistic approach to moving forward. As with previously-mentioned advice, this creates another learning experience for your sales representatives.
Train and Learn
An outcome of effective active listening will be observing signs that sales reps are ready to take on more responsibility. In this case, leadership development opportunities should be explored. These could be company-sanctioned programs or external outreach events.
In addition, it’s wise to realize that continuing education remains an important factor to the growth and strength of your own career. That’s why involvement in sales management training programs is essential. Not only will you learn methods by which to become a stronger leader, you can also implement strategies learned through such programs into other aspects of your personal and professional life.
One way to begin this process is by partnering with existing and emerging leaders in sales management and training solutions. The leadership team at Learning Outsource Group brings decades of valuable insight and experience. Tapping into this first-hand knowledge can help you become a more focused leader and a true role model for your sales team.
Browse our website to learn more about our many training opportunities and innovative events. Then, request your free assessment to begin your journey toward next-level sales management.