Your sales culture is like a garden. And this week, Steve Keck, President of Span the Chasm, talks about tending to your garden. Specifically, making sure artificial harmony hasn’t implanted itself within your sales team.
What is artificial harmony?
Artificial harmony is an environment that thrives when a few conditions exist. When salespeople feel a lack of freedom in their process, artificial harmony can weed its way in. It also grows when there is a lack of high-level trust.
How to Recognize It in Your Sales Team
Artificial harmony typically creeps into your sales team. And it may not be outwardly visible at first. However, here are a few key signs to look for:
1. Your sales team feels like it is under surveillance.
2. Your sales team feels like they are being micromanaged.
3. Technology being used mirrors the previous two points.
How to Root It Out
Separate surveillance from work. It sounds simple. But given the last sixteen months of remote work, it’s tougher than you would expect. Technology mines data well, however, it does not have a reliable gauge for emotional relationships, engagement, and recognizing an undercurrent that is fracturing the team. Find a way to get back to a 1:1 engagement with your sales team. And leave the tech to crunching numbers, not managing your team.
The sooner you pull the weeds of artificial harmony, the better your team will grow… and you all will reap sustainable sales success!
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