July 27, 2023 – Repertoire Magazine recently sat down with Brown to discuss how body language and fraud detection can be used in a sales environment to better understand the needs and wants of the customer.
Leadership can also use these tools to read the body language of their teams to identify any challenges or pain points they might be experiencing. As the structure and the idea of the office continues to change post-COVID, flexibility is critical to keeping your team happy with their work situation.
“It’s really bad when you lose a salesperson that you really wanted because they’re not telling you they are unhappy,” Brown said. Make sure that they are equipped with the resources they need to sell your product with confidence and ease. Perhaps even more importantly, ensure that your sales collateral and other resources for your sales team are up to date and accurately reflect what you offer.
Because sales reps can sort of float in and out of the office due to the nature of the work, leadership needs to effectively utilize those brief windows of time to connect with them. The body language is important, but you also need to pay attention to their tone and choice of words to better understand what they’re going through.
More than anything else, your sales reps need to be able to trust their leadership team to have conversations like this. A big part of building company culture is establishing a sense of trust between leadership and employees that will make room for conversations about their happiness in the workplace. “If you can create that personal connection with your team, they will be much more likely to open up and tell you how they’re feeling.”
Read more in the latest issue of Repertoire Magazine.