Skip to main content

The 3 Never-ever(s) of Sales Management in A Millennial’s World

 

How to use social influence to correct bad behavior

It was a regular Tuesday at the property management office. It was around Lunch time (I know because I remember how hungry I was). I was in an important one – on -one meeting with a leasing professional on my team. The backstory for the situation looks like this…… This individual had been having a hard time. Their numbers over the past month had been low, really low. Their attitude was even worse. They were spreading their negativity to other employees and not truly being the blessing. The blessing I know they can be. First, of all, I do not know if something was going on in their personal life, because with this particular employee, they are very private. There private-“ness” to me translates to professionalism and I like that about them.

From the time I started my career in Sales Management I learned three things:

1.       Never {ever} correct anyone for their bad attitude –
2.       Never {ever} correct team issues one on one –
3.       Never {ever} correct the person, develop behaviors –

So ….. Then what should you do.

  1. Never {ever} correct anyone for their bad attitude –  Work with your team member and engage them through Social Platforms. What, social media? I know right… How does a facebook post or a tweet comment improve your team member’s attitude? Great question, it does two powerful things, first, it says, “You are important to me.” And second, it engages your team member that has the bad attitude and makes you more present in their lives. Comment on something they posted and make sure it is uplifting. You may be to most positive thing in their life at the moment.
  2. Never {ever} correct team issues one on one – If there are issues among your team, the way someone is treating someone else, gossiping, political positioning, negativity, or any other issue between office team members, you should correct this through team development. You will not have success trying to have this conversation one-on-one. One -on- one meetings are to coach for results and develop skills. Utilize the team to answer questions that they solve together on your team’s social platforms. Many educational psychologists agree that when you are trying to achieve a positive psychology, “It is important to consider social constructionist and systemic perspectives” (Wilding & Griffey, 2015). Try putting out the question and asking for everyone to answer. You might try a team post like “What does negativity do to squander productivity in the work place” or “post one idea today of the successes you have had this week, then post one or two words about how you plan on keeping a positive team environment.”
  3. Never {ever} correct the person, develop behaviors – Next time, before you correct an issue with a team member, go to your second brain Google. Type your question, “How do you improve XYZ behavior.” “The coach assists the coachee to identify the outcomes they desire, set specific goals, pinpoint their strengths, build motivation and self-efficacy, identify resources available to them, establish action plans, monitor and evaluate progress, and modify action plans accordingly” (Mouton, 2016).  Depending on the behavior, you can post your Googled research in your group forum or read this out loud at your next team meeting.

WARNING: If it something that is obviously a specific employee, do not single them out with this technique. Instead have a conversation about their behaviors and provide the resource to improve their situation.

Social team engagement is important to your ability to measure team engagement. If your team is responsive and engaged, then you can tell right away who is likely to be successful with you and your organization.




References

Mouton, A. R. (2016). Performance coaching in sport, music, and business: From Gallwey to Grant, and the promise of positive psychology. International Coaching Psychology Review, 11(2), 129-141.



Wilding, L., & Griffey, S. (2015). The strength-based approach to educational psychology practice: a critique from social constructionist and systemic perspectives.Educational Psychology In Practice, 31(1), 43-55. doi:10.1080/02667363.2014.981631

============================================================
Nathan is the Senior Property Manager for Affinity Property Group a numbers driven Property management firm in St. Charles, Missouri. Nathan holds an MBA with an emphasis in accounting from Keller Graduate School of Management and a B.A in Nonprofit Management from Lindenwood University. In addition to his degrees, he holds a Missouri real estate license and a National Apartment Leasing Professional (NALP) certification. He is currently a member of SCORE which is a nonprofit organization that serves to mentor start-up and growing businesses. Lastly, Nathan wrote the book Leadership Coaching as a Strategy for Employee Development and has been a guest speaker and facilitator at national conferences on the topics of leadership. 

Enroll in a Coaching Program Now! You can be coached to be a top performing manager and get results! If you are struggling to get results, help is here for you. If you are facing team challenges just email bush.nathan.nb@gmail.com and you can receive 1 and 1/2 hours of free coaching.Improved performance

  • Improved energy
  • Improved results
  • Improved profit



Just email your questions to: bush.nathan.nb@gmail.com Enroll Right Now!

Comments

Popular posts from this blog

3 of the Hottest Marketing Technology Trends That Will Shape Your 2020 Efforts In Real Estate

Have you ever heard of Silicon Valley? Likely you have. Did you know that Silicon Valley is constantly trying to innovate the real estate industry? Technology continues to push the envelope and transform the direction of the profession every year. In 2020 several marketing trends are revolutionizing the real estate profession and most follow the sociological trends from recent years.”Today, people’s attention spans are short and the way they like to consume content has also changed. This is why content formats like Stories have become popular. They are short, engaging, and addictive in a way that people can spend hours scrolling through one Story after another (N.A, 2019).” The many marketing trends of 2019 continue to evolve into 2020 with technology tools designed to improve the customer’s experience. One-Click: Think Amazon! Amazon knows that people want instant one-click to purchase. In fact, “When we write the history of electronic commerce, the 1-Click patent … allowed Ama

How to Eliminate Entitlement

A “How To Plan” For Parents of Spoiled Real Estate Children:  When I was younger, my neighbor had a crazy dog. Every day this dog would wait by the side of the road for vehicles to drive by. When a vehicle drove by, this crazy mutt would run down the road, barking and chasing everyone’s vehicle that drove by.  On one rainy day, I asked my neighbor “Do you think the dog is ever going to chase down one of  those vehicles?” My neighbor replied, “That’s not what worries me. What worries me is what he would do if he ever caught one.” Many people in life behave like that dog who is pursuing meaningless goals. Meaningless goals are goals that are not backed by values. Before you start defining your family goals you first need to define your values.  Goals not backed by values are meaningless and might as well be considered criminal activity.  If you want to define the life goals you first need to define your values. The framework for setting goals back by values can be defined in the value go

3 Ways You Might Be Raising Entitled Children When You Work in Real Estate

And What to Do About it.    A family was having a good time on the lake. It was a beautiful summer day.  The warm sun from the sunny summer sky beat down on my exposed arms covered in sunscreen.  “Summer is not my favorite season, but at moments like this take the trophy,” expressed Mr. Relaxed.  Resting on his boat he observed the kinetic chaos of boats that had turned the summer’s peacefulness into a commercial expression of fun!   The cloudless day was perfect to enjoy with the family. The light blue sky seemed to smile at the brilliant blue-green waves.  “It feels so picture-perfect,” said the little one.  After an exhilarating boat ride, the family parked the boat in a cove and enjoyed swimming, and eating their lunch.  A father, mother, and daughter sat down to enjoy lunch, their sweet little girl was holding two pieces of cantaloupe in her hands. The mother leaned over and asked with a smile, “Beautiful little girl, could you give your mommy one of your pieces of cantaloupe?” Th