There are hundreds of eponymous laws, which are formalized versions of observations made by and named after a person. From science to business, there’s a law for anything you can think of, and in this case, there are three important ones for your sales team to pay attention to.
Use these laws to create habits among your team that lead to success all year long—mitigating the potential for failure, harnessing the power of positive thinking, and managing time more effectively.
Law of Attraction
Focusing on positive or negative thoughts brings positive or negative experiences into your life.
The Law of Attraction was discussed in depth in the book and movie The Secret because it can be a powerful tool for everyone, including your sales team. The idea is that where your attention goes is where energy flows.
If your sales team is feeling down and defeated by a bad month, they’re likely talking about it with co-workers, stressing about it on their drive home, and focusing on “not doing bad” in the upcoming month. Think of all the energy being directed toward not being successful—whether your team realizes it or not, they’re willing themselves to have another bad month.
The key to harnessing the Law of Attraction is to let go of that unconstructive thinking and reframe the concern, or negative thought. Instead of focusing on last month’s low numbers, think and talk about the upcoming successes of this month.
If your team has a mission statement, make this an integral part of that and weave it into every team meeting. This positivity will benefit your team, and the entire company, even if you don’t believe in the power of energy. Focusing on the positive, and leaving out the negative, makes your team upbeat and keeps morale high.
An important piece of Law of Attraction is visualization. If you want to dig into that with your team, follow the steps for effective visualization, shared by the National Association of Sales Professionals. Use this technique one morning a week with your team.
Work expands so as to fill the time available for its completion.
How often are you interrupted every day? At least four or five times—and if you’re a manager or team leader, that number is likely in the double digits. Thanks to Parkinson’s Law that means you’re doing the same amount of work in less time—or at least trying to.
What does that lead to?
“When people are constantly interrupted, they start working faster to compensate for the time lost. Not necessarily better, but faster. Deadlines are most of the time up to someone else, so people have to get creative and finish the task in whatever time they have,” explained Irinia Nica, of Hubgets.
If your sales team is constantly rushing to get work done, they’re not doing their best work. When this becomes obvious to clients and prospects is when sales take a nosedive.
Avoid this issue with one simple sign. Give all your sales people a desk or cubicle sign that indicates their availability for being interrupted. One side is green, with the words, “I’m available to talk,” and the other side is red, and says, “Do not interrupt me right now. Feel free to email me, or come back later.”
This keeps people from having unimportant conversations when your team is trying to work. The reminder about emailing also gives their co-workers a gentle nudge to get in touch without interrupting them.
Anything that can go wrong, will go wrong.
Preparation is the name of the game in sales—preparing before a call, preparing the perfect deck, preparing for the worst. Knowing that anything that can go wrong will eventually go wrong is important for your sales team. When your team lives and breathes by this law, always prepared for the worst and you’ll be successful no matter what.
Make a list of all the possible things that could go wrong each quarter. Then figure out how to mitigate those issues, so if something comes up, you’re ready. Some potential issues may carry over quarter after quarter, like “Our lead sales associates leave,” and those are all the more important to have a solution for—if it’s a worry all year long, it’s worth the extra work and prep time.
Create your back-up plans as a team so everyone feels empowered to be successful and prepared.
The “Laws” Of Your Sales Team
Use these eponymous laws as guidelines for being successful year-round. Encourage your sales team to buy into them and harness their lessons to land more sales. Make them a part of your team culture, and you may just find success comes easier than ever before.
Jessica Thiefels has been writing for more than 10 years and is currently a full-time blogger. She is also an ACE Certified Personal Trainer, NASM Certified Fitness Nutrition specialist, and the owner of her own personal training business, Honest Body Fitness. She’s using her experience from writing, editing and marketing to help people get healthy and learn to love what their bodies can do. Follow her on Twitter, Facebook and Instagram for health articles, new workouts and more.