As an owner of a Staffing and Recruiting Firm, you feel you deserve the respect of your team. Realities about respect include the following:
· Respect often begins with kindness
· Respect is something you earn and can’t demand
· Why actions always speak louder than words
· How you can get more out of employees who respect you
RESPECT BEGINS WITH KINDNESS
It is easy to talk first and think later, but hurtful words that take a few second can cause damage that can last forever. Ask yourself if it is more important for you to be right or for your team to be happy. There are times in management when you can’t have both.
If you want to establish a strong influence on the team you supervise, you need to understand the critical role diplomacy can play in the level of success you attain. Your people will tend to mirror back to you the same level of candor and kindness that you extend to them.
RESPECT IS SOMETHING YOU EARN AND CAN’T DEMAND
The only way to be respected as an owner or manager is to demand it. Leaders who are admired and respected have earned that admiration and respect. Do you feel you are doing the right things to earn the respect of members on your team?
Respect is something you must earn as a leader. The only person you can demand respect from is yourself. Demand that you become more of the leader you were meant to be. When you respect yourself and others, people will respect you in return.
WHY ACTIONS ALWAYS SPEAK LOUDER THAN WORDS
Walk The Walk
One of the most common complaints I receive from recruiters is that their owners don’t provide a positive example for them to follow. They almost live a double standard by saying one thing and doing another. You don’t want to wear the label “A.” People will judge you much more on what you do vs. what you say. Your actions must also be predictable and consistent.
HOW YOU CAN GET MORE OUT OF THE EMPLOYEES WHO RESPECT YOU
Sales is a challenging profession filled with rejection, objections, disappointments and pressures to perform. Even high compensation is not enough to make up for steep competition, demanding customers and finicky candidates.
The following nine steps will show you how to get the most out of the people who work for you while you earn their respect:
Identify what is most important to each member of your sales team
People do things for their own reasons – not yours
Have goals written, posted and dated
Back up goals with a dream board
Mandate daily planning
Ensures best use of time
Six priorities closest to the money
All outgoing calls
Monitor and manage by numbers, know daily results needed
Require stats
Know individual ratios
Create contests and incentives where you need results
Instant gratification works
Food works
Create contests everyone can win
Consistent training
Sales
Negotiating
Closing
Build winning teams
Provide candidate specialists for rainmakers
Focus your Big Billers on client development
Set minimum standards of performance to ad team members
Build on peer pressure
Goals should be posted
Production should be posted
Year-to-date numbers should be posted
Goals should never be erased
Identify motivators
Recognize outstanding efforts
Be quick to compliment
Get ideas from your sales team
Always address the WIIFM
Focus on the WIIFM (What’s In It For Me) of your team always
Follow this advice and you will not only earn the respect of your managers and employees, you will increase sales and profits!
*If you don’t have a consistent comprehensive training program, call today to arrange a FREE demo for Barb’s Top Producer Tutor by calling 219.663.9609.
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