Your team can be your biggest headache, but also your biggest asset if you manage them well.
It’s a huge headache if you are constantly losing your top talent and your employees are constantly expecting you to put out all the fires.
On the other hand, your employees can be the driving force behind exponential business growth if they feel valued, motivated, and invested.
In this episode, sales expert Joe Pallo gives us his powerful framework for not just managing people, but truly emotionally engaging employees. When you create an environment where people are excited to come to work everyday, their performance skyrockets and so do your profits.
You’ll Learn…
- How engaging employees emotionally improves retention and reduces hiring costs
- The importance of understanding your employees’ goals and why they want them
- A framework for setting clear expectations and holding employees accountable
- How the sales “earning system” can be applied to leadership
- Why engaging employees emotionally is crucial for driving their activity and thinking
- The hidden profit leak of being too logical when leading your team
Key Moments:
[01:54] – The Biggest Expense and Headache: People
[02:34] – The Expectation Talk: Setting Clear Expectations
[05:53] – Believing in Your Employees: Providing Encouragement
[07:47] – Accountability and Metrics: Tracking Progress
[13:18] – The Critical Question: Holding Employees Accountable
[31:33] – Engaging Employees Emotionally by Understanding Their Goals and Motivations
[44:02] – Improving Employee Retention
The Biggest Expense and Headache: People
Hiring and managing employees can be one of the biggest expenses and headaches for home service businesses. Payroll is often the largest cost, and dealing with employee issues can feel like running an “adult daycare center.” Engaging employees effectively is crucial. Joe jokes that “hiring people is one of the purest forms of gambling there is” – you never really know how an employee will perform until they start working for you.
The Expectation Talk: Setting Clear Expectations
The “expectation talk” is a valuable tool for setting clear expectations with new employees or clients. By proactively discussing what the employee or client can expect from your business, as well as what you expect from them, it helps establish a strong foundation for the relationship. Engaging employees through this process allows both parties to get on the same page and avoid misunderstandings down the road.
Believing in Your Employees: Providing Encouragement
When employees are struggling or losing belief in themselves, Joe emphasized the importance of a coach or leader believing in them. By focusing on the employee’s goals and providing encouragement, you can help re-engage them and bring them back into focus. Engaging employees emotionally in this way, even when they are new or the relationship is still developing, can make a significant difference in their performance and morale.
Accountability and Metrics: Tracking Progress
Establishing clear metrics and accountability is crucial for both sales and leadership. The speaker suggests setting up a “speedometer” to track progress, whether it’s for a client or an employee. Engaging employees in this process helps them take ownership and stay motivated to achieve their goals, rather than just imposing metrics.
The Critical Question: Holding Employees Accountable
Asking an employee the “critical question” – “What should I say or do if you’re not doing something you said you were going to do?” – is a powerful tool for holding employees accountable. By getting the employee’s input upfront, you can then use their own words to gently remind them and get them back on track. This approach, rather than just lecturing or scolding, helps maintain a positive and productive relationship.
Engaging Employees Emotionally by Understanding Their Goals and Motivations
Joe emphasizes the importance of engaging employees emotionally, rather than just focusing on logical, metric-driven goals. By understanding their personal goals and motivations, and helping them connect those to their work, you can inspire greater commitment and effort from your employees.
Improving Employee Retention
Employee retention is dramatically improved when the leader is emotionally engaging with employees, understanding their goals and motivations, and providing encouragement and accountability. In a tight labor market, keeping your good employees is crucial, as the costs of hiring and training new staff can be significant. Engaging employees in this holistic way helps create a positive work environment and a strong sense of loyalty, which reduces turnover. That keeps new hiring costs down, and enables you all to focus on growing together.
About Joe:
Having sold many millions of dollars in goods and services across industries including financial services, technology, and agriculture and trained 100’s of top producers to exceed their own aggressive sales goals, Sales Coach and Game-Changing Trainer to Top Producers Joe Pallo attributes success to one powerful truth:
Making an emotional connection with clients matters more than any sale made with logic.
Drawing from 35+ years of commission sales and 30,000+ sales calls, Joe Pallo is a top sales producer who first earned his hard knocks and big rewards with door-to-door selling. He’s developed proven systems and processes through which 100’s of top producers double or triple their business without investing additional time. Clients include non-profit organizations, defense contractors, financial advisors, the top mortgage broker in the United States, and an Olympic champion and flag bearer.
A powerful storyteller quoted on Forbes.com and beyond who coaches, teaches, and trains by powerful and memorable examples. Joe is the first to say that whether you are selling chicken sh*t, financial services, or high technology, the same core principles apply.
Clients work with Joe on a one-on-one basis, through group training programs, and through keynotes and breakout sessions at industry conferences and special events. Joe’s book – How to Sell Nothing: The Salesperson’s Guide to What Really Happens during a Sale —shares the logical way to make an emotional sale and can be an excellent primer to share with everyone on your team to start the culture shift in your organization instantly.
Joe financed his Bachelor of Science degree from North Dakota State University by selling books door-to-door for the Southwestern Company of Nashville, Tennessee. He also developed other college students to run their own individual sales organizations under his leadership. Joe served as a sales trainer with the Tom James Company, worked with numerous startups and family-run businesses, and consulted with Fortune 500 companies.
In 2017, Joe quietly debuted Sell Nothing, LLC to bring his passion for helping businesses in the areas of sales, coaching, training, consulting and speaking. His relationship building skills have brought quality clients to his care and service since – without having a website or any social media presence to speak of.
As a coach, he focuses on making sure that the basic sales principles are understood and implemented. He adds a layer of accountability while also training and modeling relationship building skills.
Combining these key ideas, clients improve their results beyond what they ever dreamed was possible, while welcoming more success in less time and with greater ease. Now that things are successfully cooking with gas at Sell Nothing, LLC, Joe has debuted this website and a LinkedIn Profile, Facebook Profile so he can touch and transform the careers and lives of more top performers worldwide.
On the personal side, Joe is married to his best friend Lisa. They live in Shoreview Minnesota and have four children. Evidence of his overachiever personality, the goal was to have three kids. A home improvement nut, Joe has built everything from forts, playhouses, stages, swings, and tree houses to chicken coops. He quips that it was all for fun because he won’t break even on the chicken coops for 17 years. Always looking for more projects for the kids or – as his wife likes to say — another reason to buy a new tool. In his spare time, he enjoys reading, camping, and cooking.
Connect with Joe:
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