Author: Devin Brady

20+ years as a sales leader/trainer/coach/manager- father & husband. I simply enjoy the continual pursuit of learning to help gain the edge in all facets of business and sales success. What I learn that works, I like to share. You are invited to join in on the journey by subscribing and by sharing your comments. Thank you for visiting!

Hey Leaders! Are you guided by intuition or ego?

Photo by Orkun Azap

When you are a new leader or manager it’s not always easy to tell if your choices are coming from the right place. Experience and time will bring insights, but how can you speed up the learning process and ultimately make better decisions? Learning from others is one way to shorten the learning curve. As a leader, learning the difference in how I have used intuition or ego in my decision making process has provided me a mental roadmap. Following your gut might be easier for some, but could lead to bad results and without examination there is no process to prevent the same results from happening again. Follow your ego and you might be successful in many ways, but you’re likely to find yourself wondering why you’re not as happy and ultimately not as effective as you could be as a leader. 

Learning how to determine whether my decisions were guided by intuition or ego has made a huge difference in my approach to decision making. While there are no hard and fast rules to make the distinction, there are tendencies that I have personally found that can serve as a guide.

First let me start by stating, fear is the single biggest obstruction to the ahievement of anything.You must first start with this understanding.

Consider these differences:

1. Ego-based decisions are grounded in fear and self-preservation. If you decide to go into management or leadership primarily for reasons of financial security, that’s ego. If you decide to not engage in a new coaching process out of fear of looking unauthetic, that’s ego.

2. Ego-based decisions typically have emotion connected to them. A choice made from a place of intuition just feels “right” and often comes out of left field. You might be in the middle of a Netflix series and are hit with the realization that you should be spending time with your reps in the field. The resulting battle in your head is your ego fighting back.

3. Ego-based decisions consider external results. Are you leading a sales meeting in order to establish control, or are you leading a sales meeting because you’re fascinated with the idea of inpsiring, teaching, and motivating people? Are you taking an action to gain certain results, or does the action itself provide sufficient satisfaction?

4. Ego-based decisions involve rationalization. Your ego is wonderful at convincing you that its choice is the right one. “I’ll never get that job. Imagine how disappointed I’ll feel when it doesn’t work out. People like me are destined to only be supervisors, but there’s nothing wrong with that. I can still have a decent life.” 

* It’s really just a rationalization based on fear – fear of success or fear of failure. ((not convinced there’s a real fear of success? See the Icarus Deception))

* The ego tries to justify itself with facts, figures, and logic. Intuition doesn’t require these tricks to compel you. If you’re using logic to convince yourself of a course of action, you can bet that’s your ego squawking. 

5. Intuition doesn’t judge. A thought or decision arising from intuition doesn’t involve judgment statements about right or wrong, good or bad. Intuitive thoughts feel calm, relaxed, and peaceful. There’s a universal truth to an idea that arises from intuition.

6. Is the expected gratification coming from within or is it external. Would you make the same choice if no one would ever know? Would you purchase that BMW if no one ever knew you owned it? Or do you simply love German automobiles and love the idea of owning a precision car? Are you driven by money and admiration or by personal satisfaction in up-lifting others?

A mentor of mine told me a story that I think illustrates this point. He shared with me; there was an armored truck full of money that flipped over making a sharp turn while going too fast. As the truck tipped over all of the money that was loaded in the back blew across the streets. On the sidewalks stood groups of individuals. One group went running to grab up as much money as they could hold. Another group rushed to the truck to provide aid to the drivers, while others stood back and called 911. As he finished the story- he asked; which group would you be in and how long would it have taken you to decide?

While the ego can be very limiting, that doesn’t necessarily mean that it’s wrong. Remember that the ego’s motivation is largely based on self-preservation. Your ego believes that it has your best interests at heart. Ignoring the ego can be challenging. It uses fear to influence you. It’s only natural to avoid fear and seek comfort.

The trick is to realize when fear is holding you back from something bigger and better. As a leader not only is that fear holding you back, but it is also indirectly holding back those that you lead. Think before choosing which voice to follow: use these tips to help you make a decision that will bring you more joy, bring better results, and make an impact on those you lead.

Finding Your Passion

According to a recent report, 88 percent of Americans are unhappy at work. The remaining 12% are enthralled by their work and are enthusiastic about it.

Are you a member of the 12%?

You’re not alone if this isn’t the case. Unfortunately, a lack of passion does more than just make the day drag. When you aren’t passionate about what you do, you will not be as productive or effective as someone who is.

Consider how pursuing your passion at work might help you advance.

Passionate People Focus 

The things you’re passionate about can’t help but pique your interest. You can’t wait to get your hands dirty and figure out how things work. This type of focus allows you to readily view all of the moving pieces. It also makes you more focused and less inclined to accept interruptions, since you despise being distracted from what you enjoy doing.

Passionate People Are Less Stressed.

When you’re passionate about anything, you’re just more calm in general. Why would you worry about something you like doing? Instead, you’re more likely to enjoy the gratification of getting things done while doing what you enjoy.

Passionate People Are More Creative.

You can’t wait to learn more about what you love when you’re passionate about it. This enthusiasm for your profession makes you more educated and alert to details. This encourages you to be more creative throughout the day.

Passionate People Accomplish More.

A competitive spirit is sparked by passion. You can’t wait to finish things so you can see what happens next. All of this means you’re putting in more effort and are far more likely to complete projects than someone who isn’t as enthusiastic.

Passionate People Do Better 

When you’re enthusiastic about something, you’ll pay more attention to the details and work harder to ‘get it perfect’ just because you can. When you’re enthusiastic about something, you produce higher-quality work, which is noticed by people around you. Take a moment to consider it. When it’s time for a promotion, would you rather have someone who despises their job and drags through the day or someone who is energized, fast to act, and gets the job done?

Passionate People Have More Fun

Work does not have to be a slog. When you’re enthusiastic about something, you’re interested in it. This piqued attention helps the day fly by.

Passionate People Work Until the Job is Done

This one should be self-explanatory. You’re in the right location and doing the right thing if you find yourself wanting to stay and keep doing what you’re doing. Put simply, “when the job is done”, is the measure of when a passionate person is finished. 

6 Simple Steps to Get More Out of Your Day

Photo by Glenn Carstens-Peters

Let’s face it – time is probably our greatest resource. We never seem to have enough of it and it seems to pass so quickly. Well we won’t get any more of it and we can’t slow it down.

What we can do is make the most of the time we have. Here are some simple steps you can take to get the most out of your day.

  1. Plan your day the night before – At the end of each day write out all the things you need to do the following day to achieve your goals. Pull together all the information you’ll need, phone numbers and relevant paperwork.  
  2. Prioritise the list – Number each item and do the harder jobs first. There’s always the temptation to do the easy jobs first. However, think how the thought of doing the hard jobs hangs over you as you do the easy stuff. Think how good you’ll feel when the nasties are out of the way and how motivated you’ll feel.
  3. Stick to your list – Check off each item as you go and avoid distractions. You don’t need to answer every email/text as they come in. Set a schedule to check your email/notifications once every hour, or whatever works best for you.
  4. Remember the Three “D’s” – Do it, Delegate it or Dump it. Handle each piece of paper only once. Either do something about it now, delegate it to someone else or throw it in the trash. And remember – “Only do it if only you can do it.”
  5. Don’t procrastinate – Procrastination really is the “Thief of Time” It’s so easy to put things off till another time or till “I’ve had time to think about it.” DO IT NOW!
  6. Plan your leisure time – Schedule out time for you to relax, workout, go shopping, whatever it is that you enjoy.

Be honest with yourself – Keep asking – “Is what I’m doing now getting me to where I want to get to?” if the answer is “no,” change what you’re doing

Finding Your Purpose: Questions to Ask Yourself

Photo by Jackson Simmer

There have been a lot of headlines lately about the “Great Resignation” of 2021. Many pundits have been pontificating about the root problems motivationg people to leave their jobs. Many may have forgotten that this resignation has been happening for years- especially in the sales profession. Studies show that upwards of 80% of sales reps miss their quotas every year and the average tenure of sales reps and sales managers is just under two years. So for those who have any experience in sales knows that this resignation isn’t unique to 2021.

I would add that those who have “resigned” are simply resigning to the fact that they haven’t truly found purpose in their career. Social media would lead you to believe it’s managers, leadership, lack of training, culture, etc. The list is endless really. What you don’t see are individuals taking responsiblity for wasting resources, time, company investments, overestimating their ability and abdicating their personal responsibility in growing their skills through personal development. So the question becomes; do you know how to find your purpose? If you posed that question to several people, the majority would likely answer no. There is a world of possibilities. People are afraid to try something new out of fear of the unknown. They often don’t know how to go about looking for what they should be doing.

First, ask yourself if what you are doing now is satisfying. Put aside the bills and your paycheck for a moment. Do you get a charge out of getting up every morning and going to work? How do you feel on Sunday evenings, assuming you start up work on Mondays? Do you dread having to get up in the morning on Monday, or does it excite you?

Another problem is you may feel stuck doing something in which you don’t believe in. While on the surface it may be the product or company vision- but when examined more closely it’s an easy narrative that absolves you from the fact that you simply don’t believe in your ability. There’s a lack of confidence, desire, and commitment. You need to ask yourself if you can continue to work in an environment which doesn’t fit well with you. It may not be that “sales” doesn’t fit you- it’s your approach in how you go about doing the work.

You will also need to ask yourself what will it take to make changes to get out of your current situation and into something you enjoy that aligns with your abilities. It may require going back to school or at least, training courses online. Luckily, there are several options available, and many of them are cheap or free.

If you find that the path is well laid out, ask yourself, are you willing to put in the time and make an effort? If not, you haven’t truly found your purpose. You either need to re-commit to what you are doing or find another path. Keep doing this until you are willing to put forth the effort. Not putting in the required effort only worsens your current psychological state, but it’s also limiting available resources for someone who’s looking for the opportunity that you’re currently in.

Finding and igniting your purpose may not mean “resigning”. You should explore your current situation and determine if you can change up your routine. For instance, ask your leadership if there are other opportunities within the organization that you can explore. If there are, they may ask you to serve two roles (your old position and your new one) while transitioning. Crosstraining roles gives you some options to explore your purpose while building new skillsets that could increase your value in the workplace.

My Top 5 Recommended Books on Selling

Photo by Shiromani Kant

Mark Twain once said, “The man who does not read good books has no advantage over the man who cannot read.”

Here are short links for you to find on Amazon:

  1. Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No Jeb Blount does an excellent job of outlining the mental process of addressing objections rather than rejection. This is my favorite book on closing and isn’t your typical anectdotal approach to objections that you find in sales.
  2. Triggers: Creating Behavior That Lasts-Becoming the Person You Want to Be While this isn’t technically a “sales” book, being truly effective in sales is about engaging in the right behaviors consistently. While there are many books that will tell you exactly what sales behaviors to do- none of them get to the psychology of root behaviors. Goldsmith does an excellent job of understanding the psychology behind the behaviors we choose to engage in (sales or not).
  3. Escaping the Price Driven Sale: How World Class Sellers Create Extraordinary Profit Anyone who knows me knows that I am a BIG fan of SPIN Selling. When your value is determined by your ability to be consultative, there is simply no better sales methodology than SPIN, in my opinion. Escaping the Price Driven Sale is a great companion to SPIN Selling and further deepens the understanding of the SPIN methodology.
  4. Emotional Intelligence for Sales Success: Connect with Customers and Get Results Talk to anyone who works in sales and they will undoubtedly tell you that it’s an emotional rollercoaster of a profession. Enter; Emotional Intelligence. If you don’t have it- your success, if any, will be shortlived. If you don’t have it, and you find success, you’ll never become a great leader- you’ll be pigeon holed. Just get it and be grateful that you made the investment in yourself.
  5. The Sales Bible: The Ultimate Sales Resource I simply enjoy Jeffrey’s approach to all things sales. It’s short and to the point. He over delivers on what he promises and his approaches simply work. The amount of complimentary resources he provides on his website through this book is worth 10x’s what he charges for the book. You’ll be referencing this for years to come and should be a staple on your shelf.

As with any list it’s hard to narrow down to just five, and some would be debatable depending on the stage of your sales career. I consider these to be foundational to the profession of sales. I could create lists upon lists should we get into the various facets of sales; presenting, speaking, communicating, building value, prospecting, asking for referrals, so on, and so on. Hey- there’s my next few lists ideas 🙂

What books are staples on your “sales” shelf?

On Goodreads? Let’s connect there!

Eight Ways To Sell Value- Not Price!

If you want to get paid what you’re worth here are eight ways to sell value – not price

1. Be Unique. If there is nothing that differentiates you from your competition you become common. Webster defines the word common as, “ordinary or not special” and the only way buyers select one common service over another is price. Take inventory of your skills, experience and knowledge. Are you a specialist in some area? Are you an expert in certain facets of your business? These and other differentiators can make you unique and valuable to a select group of clients.

2. Choose Your Clients Carefully: Don’t ever let your clients choose you or you will be at their mercy. If a deal is going to close successfully, the true professional should be in control, not the client. To begin controlling your business, write down the attributes of the people you want as clients and then go out and get them with targeted marketing. I hope the first item on your list of attributes is that they are people you enjoy spending time with. Being a business owner is far too difficult to work with people you don’t like just to earn a living. Turn away people who don’t meet your criteria. When you reject or refer clients it tells the world that you don’t just work with anyone, you are selective which raises your perceived value. It also makes you unique from other businesses who will work with anyone who can bring them a paycheck.

3. Set High Standards: If you work with anyone and everyone your value drops. If people have to qualify to work with you your value increases. Of course you know that there are prospects who will ask you to give them a bid with no intention of ever buying from you. They’re planning to use your bid to leverage a discount with their current vendor or any one of a dozen other reasons that they want your knowledge but not your services. Then there are buyers who will use your time and then purchase through another vendor. Don’t ever meet with a potential client until you ask a logical list of questions to determine their seriousness and loyalty. You need to know their motivation and if they are interviewing other vendors. You also need to know if they’re financially qualified. If you don’t have serious, financially solvent, and loyal clients, your valuable time may be better spent somewhere else.

4. Compete On Value, Not Price: No disrespect intended to other business models, but it doesn’t take any special skill, experience or knowledge to compete on price. All you have to do is be the cheapest, but this is a losing game. History reminds us of the housing price wars of the mid 2000’s when there were more houses that people in the market. To gain market share, one would cleverly lower its price, but then all the others quickly followed suit and the only result was that everyone’s profit margin was reduced.

The way to get paid what you’re worth is to visibly demonstrate your value to your clients. If you find that difficult to do make sure you work with vendors that can help you in that conversation to your end customer. Competing on price does not create value.

5. Create Value In The Eyes Of Clients: Frankly, most people throughout the country believe that people in sales do little to earn their commissions. This is our fault because we should be educating them about how hard we work before ever accepting them as clients. Keeping prices firm is a problem for many business’s until you start tracking all the different duties required to earn your pay. I suggest you developed lists of activities that you do for customers. This amazes clients because most have no idea how complicated their orders sometimes can be (whether it’s manufacturing, servicing, fulfillment, etc.) Since sales reps and business owners began creating these lists they’ve rarely, if ever, have had to cut prices. If a prospect asks for a discount simply show them the list and say, “Here are just some of the activities I must complete to earn my money. Why don’t you point out the things that you’d be willing to do instead of me. If you save me time then we can talk about saving you money because I earn every penny I get.” When confronted with a list that runs nearly ten pages long their eyes glaze over and they usually respond with something like, “You’re the expert, I expect you to do this work!” To which you simply say, “If you want me to do all of these activities on your behalf then I need to paid what I’m worth. If you want to pay less, I’ll see if I can find someone who will do less and maybe they can save you some money.”

6. Educate Your Clients About How Much You Make. After speaking to thousands of sales reps, customers and business owners all over the country for the past 20 years it’s clear to me that the average prospect is clueless about how your prices are determined, factoring in overhead and other expenses you have to run your businesses. Customers often get caught up in comparing product specs while not taking into account the business model. For many business owners they have chosen a business model that either adds more value to the customer experience, thus increases overhead, or have chosen a business model that reflects a pricing strategy. The latter typically involves reducing overhead; service reps, technicians, all benefits that lead to customer retention, and these decisions affect the customer experience as well. When agents are trained to speak to these differences a customer can evaluate if the additional costs equates to adding value to meet their expectations.

7. Provide value that no one else offers. When prospects do business with you, do they get a complete outline that explains your process from start to finish? Does it include samples, a list of service providers that could be involved in the process? Other competing business may not offer any of these benefits, so if a client wants to work with you they must pay what you ask.

8. Reject price shoppers. Studies show that only 15-18% of people make their decision to purchase a product or service primarily based on price. This means that the majority of clients appreciate value and are willing to pay for it – if they see it.

Don’t forget that real professionals earn their money by helping clients maximize value, minimize costs, save time, and much more. If potential clients don’t appreciate this then feel free to refer them to your competition.