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

  1. You're amazing since the article you've written is both engaging and informative. Thank you for sharing about property management vancouver bc. Keep up the good work.

    ReplyDelete

Post a Comment

Popular posts from this blog

5 Baby Steps For Real Estate Agents to Attract Clients!

There is beauty in Real Estate. Specifically, because the population is growing. In Real Estate you can receive a steady income that you can accurately predict and rely on, unlike typical sales roles. To attract the best clients and make the top dollars you have to start with focusing on becoming a top-producing Real Estate Agent. There are a number of books and references on selling but not much available on the topic of attracting a Real Estate clientele. In Real Estate the skill of persuasion is one you must develop. To get started there are 5 baby steps that you must take to begin a career. 1. Read books on influence, persuasion, marketing, and asset management 2. Write down and affirm your success, “I am closing 35 homes per year” 3. Find an agent with a lot of listings you connect with 4. Find a mentor to show you the way 5. Associate with others who are currently successful in Real Estate Getting your Real Estate License can be the better avenue when starting in real estate.

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

The 3 Biggest Misconceptions About Horizontal Leadership in Real Estate

What is Not Leadership Often leaders learn from books, podcasts, and blogs written by leaders who sell leadership trainings, books, or courses and it can kind of get boring. It can be hard to sift through the information on leadership and find things you didn't already know.  This is where inspiration is hard to come by. So to help you we have created a post of what leadership is not. There are three words often associated with leadership that actually are misconceptions of Horizontal Leadership and those three words are authority, followers, and servant.  The Big Misconception #1: Leaders have to have authority to lead. Authority is defined as the power or right to give orders, make decisions & enforce obedience. Leaders lead with the influence of their actions, they do not force actions with authority. They are role models, examples. When you study leaders, you want to model their actions and be able to get similar results. Management is all about control. To control you nee