Sales teams are taking and making phone calls all day. They have to respond to a slew of urgent emails. There are often sudden – and potentially challenging – meetings with customers. It’s not the easiest job in which to practice “mindfulness.”
Although it may sometimes begin to seem like a buzzword devoid of real meaning, Psychology Today has defined mindfulness as “a state of active, open attention on the present.” Of course, that’s not always as easy as it sounds, given the often never-ending demands of both our personal and professional lives. For sales pros, though, mindfulness could be seen as a foundation for getting closer to the needs and desire of customers – the reason CRM was created in the first place.
Still not convinced? Maybe some more detail on the business case for mindfulness, some practical how-to and some thoughts on the return on investment might help.
Your Competitor May Already Becoming More Mindful
Studying mindfulness is optional for business workers today, but perhaps not for long. The authors of One Step Ahead: Enhance Your Performance At Work With Mindfulness say 46.9 per cent of the time, our attention wanders from what we’re doing.
For sales teams, that may translate into not listening carefully enough to customers when a potential deal could go either way. It could mean thinking more about your quota and the quarter-end when you need to be concentrating on the particular business objectives of a new prospect. Or it might explain why sometimes, a sales rep might not be acting on valuable data that’s literally right in front of their eyes.
This could be why large companies such as IKEA, Nike and GE are offering mindfulness training, the book says.
Mindfulness Doesn’t Have To Be Expensive Or Time-Consuming
Canadian small and medium-sized businesses might not feel they have enough hours in the day (or allocation in their budget) to fund a comprehensive mindfulness program for sales people. On the flip side, mindfulness is more than just taking an occasional stretch break or staring off into space. A post on Business Insider offered some helpful tips on how to make mindfulness part of your everyday routine. This includes:
Measuring Mindfulness ROI
Researchers recently published a story on Harvard Business Review that outlined the results of an employee survey at a company that encouraged meditation, yoga and other mindfulness exercises. “On average, mindfulness participants gained 62 minutes of productivity a week, which is an estimated $3,000-per-employee increase in productivity for the company each year,” the authors noted.
Other possible metrics might be closed deals, customer satisfaction and reduced customer churn. The benefits of mindfulness could be manifold. It’s something more sales teams should think about.
Learn more about CRM here or find out how high-performing sales teams are staying ahead of the curve with Salesforce’s free eBook: