On this week’s episode of Sales Management Mastery we’re going to talk about what’s in it for you to placing deposits in the trust account, plus three proven methods to establish trust with your salespeople so that you can drive your company’s sales revenues. Today we’re going to talk to you about the shear importance of why this is such a critical part of your overall sales management strategy. Whether or not you are a new sales manager, a tenured sales manager, a business owner listening to this, who has a bunch of sales managers that report to you, VP of Sales, CEO, establishing trust with your front line salespeople is important with your front line sales people is a part of good sales leadership but also great sales motivation, and everything sort of flows from it. And it’s the first thing that you need to do is establish that trust or re-establish it. On this show we are going to give you three proven techniques that will allow you not only to re-establish or establish trust so that you can drive your company’s sales revenue.

And our real goal here is to give you some honest, straight forward techniques and strategies that really do work. Everything that we’re really going to be talking about on this show really comes back to this basic foundation of trust. And think about it as you are building a house. Trust is the foundation. You can’t really build the house, and start putting up walls, or doing any other work on the house, unless you have a strong foundation first. So you have to dig it out, pour the foundation, and that’s really what the trust account is all about.

Today we’re going to give you 3 tactics to use in order to establishing that trust.
Whether you’re an old sales manager or a new sales manager or any other person involved in a sales organization, it’s extremely critical for you to establish that trust so that they don’t tune you out, and tune into your sales message.

You’ve probably been asking yourself, “What are these trust accounts going to do for me?” at least for right now. And that’s quite alright because when I first learned this concept, and then refined it through years of being a sales manager is that it was a relatively new concept because I had I thought that as soon as I became a Sales Manager that all I’d need to do start dictating and telling people would do. And I failed miserably, and it was the worst six months of my life because I realized that people don’t listen to because of what you tell them, they listen to you because of how it resonates with them.

That message that you’re given to your sales reps whether it is a leadership message, a motivational message, a management message; only resonates with them if they trust you enough to tune into you.

And we’re going to talk about tuning into the right frequency with your sales people and those sorts of things in later shows. But it turns out that producing great sales results has everything to do with trust.

What stands out to you most when you mention “trust account”? It’s that first word: trust. And trust is that one sole element that just can’t be absent in a relationship between anyone, whether in your personal or professional life.

But especially between a sales manager and a sales rep because sales reps, if you’ve been a sales rep, and have worked your way through the ranks, you know that you wanted to do things on your own, in your own way. And you always felt like you had the best answers to most of the questions. The best sales reps are open to suggestions, but in order to be open to those suggestions, they have to come from a credible and trustworthy source and that’s what we’re trying to establish.

As the saying goes: trust is the glue that binds people together in groups because it’s that thing that holds us together. If you ever had friends, or business associates that you couldn’t trust or they breached your trust you either didn’t want to do business with them, or you started to tune them out.

So it’s sort of a fragile balance as a sales manager, and as a management professional to make sure that you are always putting deposits in the trust account.

Because trust is hard to earn, it’s easy to lose, and when it’s lost it’s nearly impossible to regain. And that’s the reality of human interaction. So we have to be careful not to make large withdrawals from that trust account, and constantly make steady deposits instead.

Forming a relationship built on trust allows your sales reps to act so that the rules of the game aren’t constantly changing.

Then they know that your message is going to be consistent and that they trust what you’re saying then they know that there’s some stability in what you’re saying and what you’re doing. They know that your actions are consistent and congruent to what your words are. And if those to things are off, if your actions are different from what you’re saying, then you end up losing trust.

And when you have consistent actions with consistent words that you are dictating to your sales people, it encourages peace of mind. And when your sales reps have peace of mind, they become willing to exert extra effort and place themselves on the line for you, and the team, and the organization in general. Peace of mind is very, very important and that’s why establishing trust is so critical.

First establish trust then reinforce that trust by looking for the smallest opportunities to make deposits into those trust accounts. There are lots of ways to do it such as praising them for job well done is one way to do it. But there are many, many ways that you can do this.
And the beauty of it is that when you are making deposits in the trust account you are also motivating. We are going to talk a lot about motivating in this pod cast, but specifically trust has a foundation of motivation. If your sales reps don’t trust you, and you are constantly taking withdrawals from the trust account, then your motivational powers are significantly reduced.

If you are consistently enhancing that trust, then your motivational powers as a leader are greatly enhanced. So it really is a parallel concept in motivation.

Another thing to keep in mind when you’re talking about establishing trust is to always treat your sales rep as the end unto themselves. And what this is separates the men from the boys. Never treat them as a means to an end. They are not just a tool for you to get what you want. They are the journey; they are not the end point or the destination. So treat them as an end unto themselves. When you start to use your sales reps, then the sales reps will start tuning those sales managers out. So creating trust is very important, it encourages peace of mind, and it is a very critical way to motivate and lead your team to where you need them to be.

Let’s get into 3 proven methods to establishing trust with your sales team.

The first is to evoke the law of reciprocity. The law of reciprocity is a rule that states this:

If you do something nice for someone, then human nature dictates that the recipient will feel compelled to do something nice for you in return. It is in essence, you reap what you sow. And this is an irrefutable law that you should teach your sales people as a sales technique. It’s particularly effective because human nature dictates that at the precise moment that you do something nice for someone, the other person feels compelled to return the favor. This is just a law of human nature,

If you do something for them, then they do something nice for you in return.
I had a neighbor the other day take in my trash barrels because I was late getting home. And you know what I am going to do next week? I am going to take in his trash barrels. That’s the law of reciprocity. We are using this principal in order to establish trust, with the goal of driving sales.

So, we aren’t manipulating this rule, we are just using it to our advantage. And that’s really what this whole show is about, it’s talking about the laws of human psychology and how we can use them to get what we want which is success for your organization.

So be careful on this one, however, not to call this out as soon as you do it. There’s a right way to do it and a wrong way to do it. You can’t say, now that I’ve done this for you, what are you going to do for me! I know people that do that, unfortunately, and it’s really annoying. And it makes you not want to do anything for them again because it isn’t a win-win situation, you just keep giving.

You will eventually get more in return. Don’t keep tabs, don’t keep score because its really important not to do that because when the time is right they will repay you, you don’t have to ask for it or keep score, this is what the law of reciprocity is all about.

So the idea is to do something that allows them to feel that they must do something for you in return, so be subtle and don’t dictate. You can do this all the time with your sales people. The most important part of this law is to remember that reciprocity is implicit, meaning that it is implied, it’s not something you should call out on.

If my neighbor said, “Gee, I brought in your barrels they other day, what are you going to do for me?”, then that’s not reciprocity, that is negotiation. That is not what we are talking about. We are talking about doing things for people that will help them, because usually it comes back to you and usually it comes back even more than what you’ve given.

If you’ve ever read the book the “The Go Giver”, I highly recommend you picking it up, by Bob Berg and John David Mann, it is a tremendous book about the Law of Reciprocity in essence. In this particular case we are using this law to get the best

It brings the lot of excitement with regard to a business owner to launch their own new products. This particular is of program because after long time preparation, a person tend to be now ready in order to let the public know your product as well as put an assessment on the feasibility of your product. Aside from that, recovering investments and earning profits will start rolling as well.

Successful launching associated with the actual product is the result associated with careful and comprehensive investigation and studies. It is a process which requires the lot associated with effort. You can’t just go out and launch your own product within the open. Long term product achievement means long term hardships as well. The new product marketing strategy associated with producing new product for follow up launching and distribution has claimed which most business owners possess gained lots of profits as well as stayed being successfully stable through it.

Being creative as well as innovative will give you an advantage within producing fresh product in order to be the adhere to up associated with your previous product. These types of products will generate more money at the actual same time that you generate profit on your other products as well. So don’t just be focused on the present condition simply because new product launch can really be a perfect way associated with having more profits. A person don’t possess to worry about new ideas regarding the actual production associated with new products simply because there tend to be Product Launch Managers who can help you have an eye on that.

On the actual other hand, extending the range of your product ought to only be done when your own clientele tend to be ready in order to purchase something new. Existing needs will determine whether the actual market is ready for the new product or not. Timing is important as well. If a person launched your product too early or even the bit late in the actual demand associated with your own market, then be ready for the failed launch. Nevertheless, your own efforts will not all be wasted. It will just take longer time as well as more money to be allotted before you achieve achievement. As you add new products to your own business, focus will be the very critical aspect. Multiple products that tend to be launched ought to be intended with regard to various targets and should be located on different areas too. A person can’t offer multiple products on the market almost all at the same time within as much which a person can’t let a single team handle multiple products as well. Simultaneous launching of different products is important to avoid confusions and within order for the team in order to be focused, one team ought to be assigned to the single product only.

The actual two most common mistakes committed by business owners are the actual lack associated with focus as well as innovation. In order to be particular, companies tend in order to develop as well as introduce too dull products which can’t cope with the expanding marketplace. Or even, in some instances, they tend in order to launch products that failed in order to reach the actual expectations associated with the marketplace. These types of tend to be also short within business strategy needed within the actual promotion of the product. If the actual launch is successful, there will be a boost on the actual sales. But is the launch failed, recall of the actual product will be carried out.

For people with considered these things prior to launching your own product, then a person can expect achievement as well as stability on your own Product Launch Formula.

Hello and welcome to Sales Management Mastery on line at salesmanagementmastery.com. We are here to help you and your sales managers build a team of highly motivated, elite sales people, using easy to use, real world leadership, motivational, and coaching tactics that will unleash a flood of new sales for your sales organization.

On this episode of sales management mastery we are going to get into a little bit about what we what to accomplish on this show. As well as, introduce one of our core foundational concepts that is absolutely essential to becoming a top sales manager.

I’d like to remind you that if you would like to get a jumpstart on starting your own team of supercharged sales people, using our proven system , you can claim your free test drive of the Sales Management Academy by going to salestraininggift.com

On today’s episode we are going to talk about some things that we will be discussing on the show. And this is the difference between the unconventional and the conventional sales managers. Conventional sales managers are the ones who are typically the average sales managers. And if you’re a sales manager, you don’t want to be average. Chances are maybe you’ve been beaten by your competition or maybe sales are down and you are looking for other ways in which to supercharge your sales reps in order to get the sales results that you are looking for.

Or maybe you’re a business owner and you are looking for specifically how to supercharge your sales manager so that learn more concepts and your sales go in the right direction. And that’s what we are really going to be talking about here. So we are going to talk about easy to use, real world tactics. There’s a lot of management books and management theory books that are out there, and courses that you can take that talk about theory but this show is really all about easy to apply, real world, meaty concepts that you can listen in a very short period of time, and then take out and start using on a daily basis in order to move sales in the right direction by motivating, leading, coaching, managing and hiring brand new sales people, in a certain mold that will get you the results that you are looking for. So in the subject of conventional sales management, we will certainly be touching on that quite a bit in the show, but conventional sales management is something that we rail against quite a bit and that’s because the leadership results that get the best results from a sales standpoint are typically unconventional. And I think a lot of the sales trainers and sales experts that are out there talk about the more traditional ways in which to go about leading, motivating, coaching and hiring.

We take a slightly different tactic.-
Fortunately I’ve had a fair amount of experience, about 20 years of sales and sales management experience with a consistently very good track record of being able to bring out the best in sales people, and turn out high performing, low maintenance sales people. And the low maintenance part of it is probably the best part of it because when you have high performance and low maintenance you have sales nirvana because you as the sales manager can devote your time to strategies and tactics to make the sales people even better, thinking about even better ways to beat the competition and drive more sales revenues for the company. That’s really what we are going to talk about in the sales management mastery show.

So our first foundational concept is what we call the “trust account”. And the trust account is an underlying current or theme which we’ll refer back to many times throughout all of these episodes. It’s a very important foundation concept. I am not sure where it came from, I first heard about it when I was a sales rep and then a sales manager and I got some pretty good training when I was first a sales manager. And that first sales manager that I had was my mentor talked about getting deposit or placing deposits in the “trust” account.

The trust account is a fictitious account that you have with your sales people. And each one of your sales people has a different balance at any given point in time. And your job as a sales manager, if you really want to lead and motivate them, and get them to really tune you in and having you tuning into the right frequency so that you message resonates with them, you have to establish trust first. And if you haven’t established trust, then we are going to teach you a lot of ways to reestablish trust, and get that trust going so that a lot of the other things that we’ll be talking about in the show will resonate with you and stick a lot better.

So the thing is that you really need to make daily attempts to get your sales people to trust you. And sales managers need to start doing this as soon as possible. And the analogy that we say is that it is a bank account that you taking withdrawals and making deposits to it; because you are going to be taking withdrawals out if it at a later time. But in the early stages of your relationship that you have with your sales people, you want to make sure that you are making hefty deposits at all times. So at every turn, at every possible moment, you need to be looking for ways to strengthen your sales managers trust in you. Once the sales manager gets that trust, then they can start optimally leading and motivating them, but really not a second earlier. Without that foundation of trust, you are both probably going to end up being in the cellar. And you are probably going to end of in the bottom of the sales rankings, and this is something that you don’t want. Don’t think like this, because if all managers led their troops it would be far more difficult for you to surpass them as your competition.

So when it comes to becoming a sales manager, sometimes it means doing things a little differently and doing things in an unconventional way, in a very unconventional manner. So doing things unconventionally means that you are doing things that 99.9% of all average sales managers don’t do.
But here’s the real news flash for you: Averages sales managers don’t bother with trust at all. And that’s great for you. They don’t worry about establishing that level of trust, then your sales people just tune you out.

To optimally lead your reps and to unleash those explosive sales that you are really looking for, a sales manager needs to be on the same page with their sales reps at all times. And they need to speak their own language and the only way that they’ll listen is if they implicitly trust you. So you can not put the cart before the horse and start leading, motivating and coaching if they don’t believe in what you’re saying-.

Right now I coach my son’s baseball as well as his lacrosse team and they really are not all that different than sales people in the fact that they don’t trust anybody unless they see that you know what you are talking about and that you are going to lead them in the right direction and help them.

So that’s what you are really trying to do here. Not that a bunch of 7, 8, or 9 year old are the same as sales people, but a lot of times it is the same thing. Because what we are talking about is using the basic principals in human psychology in order to get the best out of your sales people. And when you use those basic principals, it doesn’t matter whether they are 40 years old or they are 4 years old, they are all the same. You motivate and lead and coach people almost the exact same way that you would in any type of situation. In this way you’re motivating, leading, and coaching sort of a difficult type of employee, which is the sales rep. They are typically a different bread, which you may have guessed and if you are listening to this show, maybe you have become a sales manager or maybe you are a general manager and you have a bunch of sales managers that report to you. And you notice that sales people, by and large, don’t really like to follow the rules typically, they are kind of mavericks . And they like to think that they are rugged individualists. And they are highly suspect of people telling them what to do.
So because of that, it’s important for a sales manager, and for managers in general, to first establish trust with their employees. So make those regular deposits in the trust account.

Here’s our example here.

In your bank account you have an ATM card, and only you have a PIN # to it, unless you’ve given it to your spouse or whoever, to access that account funds. So every week you make these regular deposits into that account. The base salary deposits go in regularly through automatic deposit, your bonuses, your commissions checks go in as well.

Sometimes you make cash withdrawals, you make debit card purchases, you write checks, and you make other kind of payments. And unless you really enjoy bouncing checks and incurring overdraft fees you are probably pretty careful to monitor those balances so that you don’t bounce checks and rack up those nasty overdraft fees because if you do, you are probably going to end up paying the16.75% interest so be careful to make more deposits than you do withdrawals.

So think about the trust
The amount of trust that they have in you is like your beginning balance. And maybe you are trying to re-establish or build trust because you are brand new

But before you can do anything else, you need to establish a level of trust. We are going to give you techniques to do that. So but here’s the thing, both of you keep a running tally of the balance at all times and this fluctuates over time. So similar to how you might manager your bank accounts, each of your sales people has a trust account that only you have the PIN for. So at the same time you make these daily or weekly deposits in your regular bank account and you make daily and weekly trust accounts too. So