(Maslow’s Hierarchy of Needs)
Most executives have had some exposure to Maslow’s Hierarchies of Needs (see above.). After air, food and water and other basics required for our physiological needs, the most basic human need is safety. Perhaps as important as our physical safety is our psychological safety. When we don’t feel safe, we are often frozen into inaction…where not very much happens.
Vistage speaker Colleen Stanley is one of the country’s leading experts not only on sales and sales management but on the importance of emotional intelligence in selling. She offers a good introduction of the role of psychological safety in how salespeople manage themselves and what sales managers need to understand about how it ultimately impacts salespeople’s performance.
As Ms. Stanley says, understanding the role of safety is both “practical and tactical.” Take 2 ¼ minutes for her video overview of how Psychological safety increases sales results before your next sales meeting. Also, check out her books Emotional Intelligence for Sales Success and Emotional Intelligence for Sales Leadership.
