“My team isn’t selling.”
“My team isn’t recruiting.”
“My team doesn’t get it.”
Many years ago, I was given some great advice. Simple as it might seem, it has served me well as a leader. She told me to always speak in the positive when I spoke about my team as a whole.
First, she would question the paradigm behind the statement. “Everyone?” she would ask. “You can’t find one person who isn’t…”
Second, she had a wonderful way of reminding me that I was the one who brought most of them into the business. It was not my responsibility to make them sell or recruit, but it was my responsibility to create and environment where they would want to succeed.
Then she would help me look at my own attitude. She said every time I spoke of my team in the negative, I was tearing them down in my own mind. She assured me that even if I never said those words to my team, they could sense my frustration.
Moreover, I was placing my intentions about my team as a whole in the wrong direction. She taught me how to place my intentions about my team by reframing the way I saw them.
Finally, she would remind me that I was the leader. It was up to me to bring new, fresh, excited people to the team to keep things fresh.
Think and speak of your team in the most positive way you can. If there is someone who needs feedback, do it in private. If there are challenges with performance, look first to your own personal business, then look to the individuals you may be able to influence.
While my mentor wasn’t coaching, I try to remember her advice when I am coaching sales leaders. When we can support sales leaders to take off their self-made blinders, they have a completely new set of opportunities that weren’t available before.