Champs Use Neuroscience To Acquire and Develop High Performers

With this change in our working environment, you may notice that the capabilities and skills needed for sales success in the work from home (WFH) environment are different than your “old” A-Player profile.  The pressure is building and the need to make the right decision or reply to “what now” and “how do we generate revenue in record time” is apparent.  Smart Leaders are turning to neuroscience to make better decision, reduce stress and develop better thinking in their teams in order to meet the challenges of 2020 and beyond.

As a young sales leader I was given 3 main goals by the president upon being hired as the Sales Manager for a fortune 500.  These goals were written on the corner of a torn piece of paper.  They were then, and still are, the top goals for sales leaders who are given the monumental task to increase revenue.

1. Grow new business
2. Increase existing business
3. Train up or move out underperformers

Given my experience over the last 20 years, there is only one sure way to achieve all three of the above. 

Build a Team of A-Players no matter what the selling environment is like!  Now add the global pandemic challenge and you have a whole new level of stress and need for speed!

When challenges arise, sales leaders typically need to reduce headcount but keep high performers, others may need to fill gaps with new hires, training, or perhaps the newest sales enablement strategy.  All the above could be needed for the amount of change we are undergoing and a leader’s ability to see inside a salesperson’s thinking makes all the difference between success and failure in adopting any new initiative. 

Face it, we are all adopting to work from home sales methods given the current COVID-19 crisis.  The overall adoption and ease of transition to WFH or variations of WFH success is an indicator of the mental toughness, agility and overall performance thinking capability and future success of your team. 

As Kevin Harrington said in our most recent book we did together, Cracking The Rich Code V3, “if someone has internal barriers its like driving with one foot on the gas and one on the brakes wondering why your not going anywhere”.

Don’t get stuck, let Springboard Consulting's ThinkX Sales Solution help with questions such as:

• Who are my best performers?
• Where are the risks?
• Who should I promote?
• Who is about to burn out?
• Who is the best hire for a critical position?
• How do I make better choices on candidates?
• How do I retain my new hires/high performers?
• How do I increase productivity?
• How do we help a new team work together?
• Where are the gaps?

We don’t want you to be in fight, flight or frozen stress.  When uncertainty enters the market there is a new type of thinking and tools that sales leader must adopt in order to build a team of new A-Players.  We conducted studies to find and profile the mindset of the new A-Player.  Our findings are based on scientific measurements grounded in neuroscience to retain, attain and develop high performance sales professionals in our new post Covid-19 WFH environments.  Get your free copy here to learn more by clicking the download image below.  Or, take a test drive today and discover your drivers of success! Get Your Think-X Performance Thinking Profile by emailing me at [email protected] 

If you would like any additional information or if there is anything we can do to help you meet your growth goals, please contact us today.