| One thing often missing in sales manager training | | | | The instructor who thought his team had the highest |
| courses is the section on expectations. No not the | | | | skill level , from false information he was fed then |
| normal definition of expectations. This is the one that | | | | treats them accordingly. |
| can really change your sales performance in a drastic | | | | The result is superior results when in essence the |
| way. | | | | team had the lowest skill level of all. Expectations are |
| There is a great saying in life. That you get what you | | | | really a self fulfilling prophesy. |
| expect not what you want. Now some of us in the | | | | The same is so true in the business world and |
| tough business world probably think this is not true. | | | | especially sales. Generally sales managers allocate |
| Especially in the fast paced world of a sales manager. | | | | resources to their team members in proportion to their |
| The current vogue of personal development; The | | | | expectation of them. The ones they expect the most |
| Secret and now The Moses Code has put a whole | | | | from get the most emotional support through non |
| new light on the metaphysical world and how this can | | | | -verbal cues ( eye contact, smiles) frequent and |
| relate to business. | | | | valuable feedback and development. Along with |
| Life is actually governed by universal law wether we | | | | surprisingly, challenging goals. |
| like it or not. There is also a growing body of evidence | | | | This starts a cycle. The sales team has more |
| to prove this theory. Have a look in any book store | | | | confidence, better support and encouragement and |
| and you will see an array of books on quantum | | | | guess what they perform better. A positive belief has |
| physics. An interesting fact that The Secret has | | | | been installed with the corresponding positive result. |
| remained on the best seller list on Amazon for the last | | | | So the message for sales managers is expect great |
| couple of years. | | | | things. Tell your sales team verbally and in writing that |
| Expectations are all part of the attraction cycle that | | | | you believe in them. Be realistic of course. Great |
| most of us set up unknowingly in our life. You often | | | | expectations are good. Outrageous ones can be |
| get what you truly expect. There have been a number | | | | demoralising. |
| of studies conducted where instructors are fed false | | | | Oh one more thing. This expectation strategy works |
| information about the team they are coaching. The | | | | for you as well. How about expecting greta things. It |
| results really are not that surprising. | | | | just might work for you as well. |