Your Observable Behaviors - Someone’s Watching!

I am a huge proponent of observable behaviors. I’m constantly watching others for those behaviors which I consider to be desirable as well as undesirable. Would there be any reason to believe that observable behaviors would not again be displayed in any setting? How about this … NONE.

Let’s start by looking at both …

Undesirable Behaviors

Bad or poor attitude
Not open to new ideas
Knows everything
Showing up late or not at all
Not responsive
Won’t listen
Negative body language
Fails to keep commitments
Does not answer questions completely
Lack of drive
Lack of urgency
Inability to follow through and/or in a timely manner
Forgetful

Conversely, desirable behaviors, and not coincidentally, are the exact opposite of undesirable behaviors.

Where do I rely on observable behaviors?

Hiring – My experience with hiring new people has been largely limited to salespeople although I have also hired for other sales related positions. Let me say this. Regardless of what position you may be competing for … you are in a sales call.

It will always be your job to convince the interviewer that you are the best candidate for that position. I expect you to sell me and that includes what you do before, during, and after the interview. What I see will be an accurate picture of how you will interact with a customer, a prospective customer, or a teammate.

Training – If I do hire you, you have made it past the first test. Mind you, you are still in a probationary period and I’m going to be watching to see whether or not you will graduate from that. If not, I’m going to be cutting both of our losses sooner rather than later. Not everyone is cut out for sales and/or with my organization.

Referring – Among other things, I ran professional business networking groups for close to 20 years. Earning referrals from other members was a huge benefit of membership. Note that I used the term earning.

Referring to others can be a tricky business. If I refer someone to one of my valued accounts, and they perform admirably, I’m a hero to both my client as well as to who I referred. On the flip side, if you let us both down … it’s my head that is on the chopping block.

In all those years of running those groups, there were those who I would happily refer and those who I would not. Not to say that they were not nice folks and capable. My observation of their behaviors made referring them to others a risk that I was not willing to take. By the way, my business model has always relied heavily on referrals.

Buying – How you sell to me will largely determine whether or not I will buy from you. If I do so, what happens after that will totally determine whether or not I will buy from you again. You will have either …

Not met my expectations. Adios!
Met my expectations. Maybe again, but I’ll also likely look around.
Exceeded my expectations. It’s referral time and I won’t be shopping you!

Sales Calls – if you think that potential clients are not evaluating your every move before, during, and after the sale … I hate to burst your bubble. Better be on your best professional behavior!

Conversely, let’s just say that I’m not a sales prostitute. I’m not in it only for the money and, if I’m not going to enjoy our relationship … we won’t be continuing it. Yes, I have fired customers and have never felt badly as a result.

That’s about it! Please be advised that I will be watching as you read this:)

Please be sure to check out these top 100 sales blogs on Feedspot. I am honored to be one of them!

Are you thinking about a CRM? If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page.

In addition to Nimble CRM, I also offer sales training and training on LinkedIn as well as getting started with AI (Artificial Intelligence). I can even assist with hiring new salespeople with initial interviews and pre-hire DISC personality assessments.

I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!