Mauro Libi: How do we make our salespeople more productive?

The job of a sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality results.

There are some secrets of the most productive salespeople.  There is one particular secret that many posses and may either realize it and use it to their advantage or it may come natural to them and they are not even aware that they are using this amazing secret. 

In an interview with Entrepreneur Magazine, Dana Carney, cognitive psychologist and assistant professor at the Haas School of Business, University of California, Berkeley, said:

“Productivity is really about telling your brain: ‘I’m in charge, I feel good, go,’” 

“Power Poses” are a way to tell your body to get moving.”

Biologically “power poses” actually cause bursts of testosterone, which is responsible for feelings of dominance.  Holding a power pose for as little as two minutes can help confidence, reduce stress, and encourage a higher tolerance for risk. 

Take a moment to think about what your body is doing right now.  Are you smiling? Are your legs stretched out or crossed? Where are you resting your elbows? Is your back hunched? Are you staring with a dazed look on your face???

We are not talking about influencing other people with your body gestures. That is a different topic for a different day. Because you can influence others with your body movements. 

                                                                                          

We are talking about how to use body language to influence yourself, your productivity level, or your careers.

There is a theory called “embodied cognition”. This is where  your physical movements can shape and influence your thoughts and moods.  By taking a moment to adjust your posture or expression, you can affect the way you feel, and thus the way you work. Even the most subtle positioning can affect your mood and the impression you make on colleagues, clients, and friends. So if you’re already sending messages with your body all of the time anyway, why not leverage your body language to your advantage? 

      

All in all awareness is key when controlling how your body language affects your performance and your presence in a room.   At various points throughout the day, especially when you find your focus drifting, your stress levels high, or your confidence low, check in with your body and make a conscious decision to try one of these body language strategies.  Your future-happier-more productive self will thank you! 

Now go strike a (power) pose.

By Mauro Libi