Can Watching TV Drive More Sales?
Our Brains Respond Better to Visuals than Text
Ultimately, our brains are hard-wired to understand images. Text is a human invention, and while it obviously has benefits, we process visuals faster and retain more of the information when it is presented to us in a visual manner. As Marcel Just said in an interview with Neiman Reports:
“Processing print isn’t something the human brain was built for. The printed word is a human artifact. It’s very convenient and it’s worked very well for us for 5,000 years, but it’s an invention of human beings. By contrast, Mother Nature has built into our brain our ability to see the visual world and interpret it. Even the spoken language is much more a given biologically than reading written language.”
Using images to show sales progress through leaderboards, real-time updates and charts helps sales people quickly visualize exactly where they stand and how much further they need to go.
How Visuals Motivate
There’s a reason TED Talks have become so popular — listening to well-spoken motivational speakers presenting clear arguments and appealing visuals is extremely relatable. Humanizing something by including an image of a face or personality causes our brains to connect emotionally to what is being said, and nothing is a more powerful driving force than passion. If you can get employees to invest in their own progress and actively desire to accomplish the goals that are set, you will see this reflected in sales.
It is incredibly powerful to look at a chart and see that you are 50 percent of the way to reaching a goal and exactly how much further you need to go.
Imagery can also increase competition in the workplace, which can lead to a more effective sales team overall. If you can visually see where you stand in relation to your coworkers, you are going to be motivated to catch up or even surpass their accomplishments. Competition is a major driving force of most sales teams, so this is an invaluable aspect of utilizing visualization to increase sales performance.
Increased Engagement, Increased Sales
All of this leads to increased engagement, which ultimately increases sales. Having TVs that display progress charts and leaderboards throughout the office serves as a constant visual reminder. They can also be utilized to share motivational quotes or videos.
Displaying numbers also helps employees feel more connected to the sales process. Numbers clarify things and can also be used to hold employees accountable for projections and reward achievements.
Studies have shown people respond to clear communication and transparency, and having visuals that facilitate this and break down data into easy-to-read charts can help employees take more ownership and drive their own motivation.
You can’t force anyone to be an effective salesperson — that comes from within. But motivating employees and increasing engagement in the products and company through images can be a very effective tool. When deployed properly, it taps into natural human inclinations to amp up employees’ passion and competitiveness and skyrocket those sales to the next level.