The Japanese are known for being industrious and productive people.

There’s a good chance your sales reps are cursing through their teeth whenever their cell phones sound, they look at caller I.D. and it’s your name. Let’s face it. We all hate being called by our bosses—that is, unless you’re Japanese. That special ringtone buzzing only means one thing and one thing only: more work. “Hi Boss, anything I can do for you?” they answer sheepishly.

“Yes, actually there is…“, you say.

Companies are always looking to hire people who take their careers seriously and who get right down to business. So the moment the sales rep picks up, you typically jump straight into the list of errands you need him or her to do. Chit chat is for company gatherings and Christmas parties.

We all do it to the people working under us. It isn’t something we like doing, but we do it anyway.

Sometimes we do it too much.

Here is the thing: top sales management is all about empowering your sales reps and gaining their trust. So you may ask: “Is there a way around this dilemma?” Well, yes, actually there is…”

Two things happen when you unlock your sales rep’s hidden potential.

1. They get what they want
2. You get what you want

So how do you do it? It’s simple. Consider calling your sales rep on an ordinary day and asking if there’s anything YOU can do for HIM or HER.

It sounds crazy, and that’s the point. Some might even drop their cellphones in shock (you might need to prepare yourself for that) after hearing what you just said. But that’s a good thing. You’re letting them know you’re just as willing to help them out on their jobs as they are responsible for helping you with yours.

Remember the previous article about making deposits on your sales rep’s Trust Account? This is it! If you walk right up to them and offering a helping hand – they’ll be so shocked…because its something they didn’t expect…and won’t forget for a long time. When employees look to their boss as their confidant, they are more likely to unleash their full potential. And when that happens they are far more willing to keep working hard and help your team continue to exceed all their sales performance standards.

To learn even more about sales manager training, get our free ebook.

What techniques have you found effective in building a special bond with your sales people? Post your responses below.

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