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!

7 Strategies to Embrace Change at Work

Learning to accept change at work is critical to being successful in your career. Dealing with alterations to your normal work procedures can be frustrating, unwanted, and even scary, but change can bring many positive elements to an environment that has become stagnant.

What can you do to welcome change at your job with confidence?

Consider these suggestions to guide you towards embracing workplace changes with optimism:

  1. Why do you feel negatively about the change? Ask yourself what scares you or makes you angry about a recent change at work. Explore all the possibilities.
  • List your concerns. Maybe you think your job or paycheck is threatened. Perhaps you think that certain positions may be cut because of the change. Think through these concerns.
  • If you find that your concerns are legitimate, create a Plan B that you can implement in your worst-case scenarios.
  • Once you make an action plan, let go of anxieties about situations you can’t control and optimistically expect the best results that could happen from the change.

2. Remind yourself those in charge have good reasons for the change. You must trust that the people running the company are making the choice to change for a reason that will benefit the company.

  • Recognize that people in power have a picture of the entire situation. They have information that you might not have.

3. Help reduce workplace negativity about the change. Avoid lengthy discussions with co-workers about changes in the workplace, especially if your peers are focusing on negativity related to the changes.

  •  Some co-workers might be especially antagonistic about upcoming changes due to their own fears and insecurities. Realizing their less-than-positive comments spring from fear will help you refrain from participating in such conversations.
  • Make an effort to be understanding, but decline to share any thoughts that might be interpreted as negative about the changes.
  • Share thoughts about the positive results the change may bring.

4. Accept the change as part of your job. Recognize that an important aspect of your work is to support the management and carry out directives.

  • Simplify the situation for yourself by pledging to respect the changes and perform your duties as required.

5. Consider the new plans a challenge. Make a decision to face the change head-on and do whatever it takes to glean positive results from the new plans.

  • Show yourself that you can roll with the punches. The changes may even result in your adding some very important career experiences to your resume for the future.

6. Have confidence that you can handle any change. Remind yourself that you strive for excellence in your work, regardless of the situation.

7. Embrace the positive possibilities. Your work situation might actually improve because of the new changes. Even though it might take some time to experience, you’ll most likely see some positive results emerge from the adjustments in your work environment.

  • This could be a time of rejuvenation, renewal and newfound efficiency.
  • Be patient throughout the implementation process.
  • Allow yourself to expect your work situation to improve because of the changes.

Although changes at work might be scary and unwanted, open your mind to the possibilities of change. Put some of these strategies into practice if changes occur where you work. Yes, you can embrace change at work with positivity, confidence, and patience!

How to Be Assertive Without Being Rude or Pushy

Assertiveness is an important skill in sales that can make your work much more enjoyable, but, unfortunately, it’s also vastly misconstrued. Sometimes it’s difficult to be assertive, or make your position known, while still maintaining professionalism and understanding. 

Assertive people often come off as rude or pushy. This is because generally people don’t like to be told what to do or how to do it. The trick is in learning how to stand up for yourself without making others feel imposed upon. This is a skill you can develop with a little know-how and practice.

Try using the following tips in order to properly assert yourself:

1. Choose your words carefully. This is especially important if you’re going to assert yourself in situations where you were previously passive. Think about the different ways that your words can be interpreted. Write them down and read them back to yourself if that helps. Oftentimes the mistake that many make in sales is that they don’t leverage the advantage of using scripts. With scripts the words have been selected very carefully and have been tried and tested. New salespeople are more concerned about the perception of “being themselves” which leads to bad wording in important selling situations.

  • Remember that there’s a fine line between being assertive and being aggressive. 

2. Develop good listening skills. Being assertive takes some great communication skills. Remember that communication has two sides – speaking and listening. Truly listening will help you clearly understand the situation at hand. Additionally, when actively listening you will oftentimes learn exactly what you need to say, but in the other persons words. When you follow up with thoughtful and assertive response or request, others are more likely to value your opinion.

3. Avoid taking things personally. Since being assertive can be touchy, sometimes you’ll do everything right and still end up rubbing someone the wrong way. You’ll never please 100% of your listeners, 100% of the time. Learn how to brush off comments that don’t matter. 

4. Be humble. You can combat resistance to your assertiveness by being humble. Avoid bragging about yourself, even if it’s in a joking manner. There is an attachment to ego in sales, and it’s important, however that attachment can bring upon negative results in times of being assertive.

5. Show confidence. People enjoy being led by people who ooze confidence. If you’re going to be assertive and take charge, show the confidence to back it up. People will sense your lack of confidence if it isn’t truly there, so give yourself permission to feel good about yourself and your accomplishments. Share what you have accomplished with your listeners, not to impress them, but to impress upon them that you’ve been in this scenario before and here is what you’ve been able to do, presumably for your listeners.

6. Handle negative issues quickly. If problems arise, jump on them immediately. It’s a part of being assertive. Handle issues with kindness and respect and people will remember you for it. If you let problems linger or treat them in a negative manner, people will remember that too. Assuming that by ignoring issues early in any conversation that they’ll be less likely to reappear later, you would be wrong.

7. Deal with feelings of superiority. You’re only human, so perhaps you do feel superior in a situation where you’re being assertive. If so, be careful to avoid acting rudely. 

8. Apologize for mistakes. When you’re being assertive, you’re no doubt in the spotlight. When you make a mistake in the spotlight, everyone knows about it. Act appropriately and apologize, and people will respect you for owning up to it. 

Remember that the skill of assertiveness is something that develops over time. It may be overwhelming to try to make drastic changes overnight. Ease yourself into it and test the waters. It’s always best to think with clarity and make your changes slowly. 

With a gradual change, others will be more likely to accept your new assertiveness. Before you know it, you’ll have their respect for the new, improved you!

Strategies for Building a Top-Notch Team

Leading a team is hard work! There are so many variables that can make the role as team leader challenging.

It’s easy to get discouraged when you see that your team isn’t displaying the skills and strengths you thought they had. You’ll probably even spend some time wondering if you picked the right people.

However, before you make any drastic decisions, you owe it to yourself and your team to assess the effectiveness of your own role. Are you being the best team leader you can be?

Perhaps a new approach could drastically change your team’s results!

A key concept that many team leaders miss is that you have to be ready to be the team! You have to be willing to be the example you want your team to follow. There’s no doubt you know what you want from the team members – now it’s time to show them.

Signals That Team Members Look For

Anybody who isn’t at the top of a team always looks for guidance from above. There’s an unspoken expectation that you can and will guide them in the right direction.

Display these concepts to lead your team to the top:

1. Willingness to involve them. The first thing your workforce looks for is how inclined you are to include them in matters related to the operation of the business.

  • Team members like to know that their input is appreciated. It encourages them to embrace the idea of being part of the team.

2. Abide by your rules. Another signal that team members pay keen attention to is whether you spit out directives but follow your own agenda when it comes to compliance with rules.

  • If you want and expect compliance in specific areas from the team, you must be prepared to comply as well.

3. Loyalty. Whether the team you’re leading is a sales team, company department, or an entire organization, your team will rely on you to show how loyal you are to the cause.

  • If you’re not in agreement with every policy that’s in place, it’s important to avoid expressing your disagreement in the presence of your workforce.
  • Keep leadership discussions among leaders.
  • Maintain a positive outlook on the organization even if you’re not necessarily happy with your circumstances.

4. Recognition of contribution. There’s few things team members like better than being recognized for their contribution to the success of the team. Giving your team members sincere compliments by saying things like “Good work” or “You did it” will show them that you truly value their efforts.

  • When they see that they are valued, your team members will step up their efforts to do an excellent job.
  • By making each member feel important, you’ll have everyone on the team performing at a higher level, resulting in greater success for your team.

5. Value their point of view. One of the best ways to get the kind of results you want from your team is to really attempt to understand things from their perspective. Have consideration for the problems they face everyday and the things that make them tick.

  • The sooner you embrace their viewpoint and show that it’s a welcome part of the organization, the sooner you’ll be able to build an effective workforce.

Use these strategies to inspire your team. They’ll be motivated to work harder to garner the success and accolades you seek as a top-notch team.

Slay Procrastination & Eliminate Distractions

You’re likely aware of the benefits of making a “to-do” list, and you likely have a list of actions that make up your day. Even for the most seasoned to-do list users procrastination and distractions are the silent killers of productivity. If you’ve found yourself procrastinating or getting easily distracted throughout the day, it may be time to make a “not to-do-list”.
 
This simple exercise helps you STOP doing things that slow you down or get in the way of you achieving your goals. You may already have an idea of things you could stop doing. Use this tool for a one-off ‘efficiency boost’ or complete it monthly to refocus and refine your time management.

Feel free to use the download link below to get your exercise template.

not-to-do-list-exercise_u-1-1Download

*The download removes the watermark

The 4 Step Guide to Making Tough Decisions as a Manager

When it comes to making decisions that take you out of your comfort zone, it can really be emotionally trying. As a manager of people and processes tough decisions are a requirement of the role.

The only way around those decisions is to be untrue to your beliefs. And that’s an approach you most likely want to avoid. Your conscience is bound to eat away at you if you go that route. Simply ignoring the decision is often abdicating the responsibility that the decision requires.

Instead, try this process to help you make those tough decisions with confidence:

1. Weigh the alternative. When a tough decision looms overhead, you know there’s always an alternative. It’s probably easier to go with that alternative, and save yourself the stress. But at what cost? What is the cost to your team? What is the cost to the business?

  • If you’re honest with yourself, you’ll realize that the tough decision may be the best decision from a moral standpoint. It’s hard to go wrong when you go the moral route!
  • Many decisions will not have the benefit of hindsight, and you can’t predict how certain decisions will weigh on you in the future. Reach out to someone who’s been faced with a similar decision and ask for their insight. While someone else can’t make the decision for you, they may have wisdom that can provide a different perspective.

2. Consider the outcome. Usually, it is the most difficult decisions work out for the better in the end. But what you’re worried about is those who may not be pleased with the decision. The toss up is between two glaring options. Do you continue in a less than favorable situation? Or do you decide to make a change for the better?

  • A great way to justify making a hard decision is to look at the outcome. Do you see yourself, those around you, or your reports in a more positive situation after you make this decision? Can you envision life for you and your team being less stressful?
  • Always remember what you’re trying to achieve for yourself, your team, and for the business. Make your decisions based on your vision for what you are trying to create, whether big or small. Avoid living according to the goals of others if you want to be truly happy.

3. Limit the advice you take. In some scenarios, advice is very helpful. However, in others, it can easily cloud your judgment. When making a tough decision, go with your gut. It’s usually correct if you’re aligned with your conscience!

  • When you start to hear several different opinions, you can get confused. Of course, you can be courteous to everyone offering their suggestion. You may want to respectfully listen to everybody who’s trying to help. But listen with one ear! Ultimately the responsibility of the decision falls on the role of being the manager.
  •  It’s possible to hear the advice and not take it to heart. It’s also possible to weigh everybody’s feedback and filter the ones that aren’t helpful.

4. Think outside your comfort zone. Remember that life in general tends to be uncomfortable. While you would prefer otherwise, it’s a reality you just sometimes have to face. When you prime your mind to think of discomfort as the norm, those tough decisions become easier.

  • Nobody likes to be uncomfortable, especially for extended periods. But that’s what you’ll be if you avoid making the tough decision when it’s necessary for your well-being.
  •  If you know something is right, aim to block out all the noise and listen to your conscience.
  • You may end up losing friends for the decision. But you may gain so much more as a result, too. Consider peace of mind, a clear conscience and genuine happiness. These can all be yours when you decide to do what’s truly best for you, your team, and the business.

So focus on the task at hand, and what accomplishing it can help you achieve and move those you lead closer to the stated vision. If the end result of your decision betters the situation and supports the goals and vision, then you can be confident that you’ve made a wise decision – even if it was tough.

Are You Being Assertive or Selfish? Discover the Difference

In the fine art of finesse, you get much better results when others perceive you as being assertive rather than selfish. Either way, you’re letting others know what you want or need, so why is there such a difference?

Assertiveness is a positive quality that makes others feel good about helping you get what you want. On the other hand, selfishness pushes others away. It makes them want to keep you from getting your way!

Let’s look at some examples:

Selfish

When you appear selfish, it looks like you’re concerned only with yourself and your advantage to the exclusion of the feelings, wants, and needs of others. Your focus is completely on you. This might trigger others to feel negatively toward you.

You could come off as demanding or even rude when you’re behaving selfishly.

Selfish Examples

  • John said, “I’m in need of a decision now and I don’t want to wait two more hours to learn what it may be. Let’s go to the point right now!”
  • Susan loudly demanded the salesperson send her a revised contract because the terms weren’t clear enough for her.
  • Jane insisted that she be first to get into the que for receiving her product when she was late placing her order. “My timeline is now all screwed up”

Assertive

When you’re assertive, you appear self-assured, confident, declarative, definite, emphatic, and positive about what you want.

You might not like the way something has taken place, but you’re able to stand up for yourself and appropriately say what you require. You have no malice toward others and you’re not feeling frustrated.

You’re simply asking for or stating what you want to happen with confidence and courtesy.

Assertive Examples

  • Jim said, “There’s no rush in requiring a final decision and I know we’ll need to wait a few more hours. I’m going to work on a few of the other details in the meantime. What day & time would be best to take delivery?”
  • Gloria was subtle as she noted to the salesperson and spoke quietly. “I’d like to understand what I’m signing. Could you please outline these terms & how they apply to me? I’d really appreciate it.”
  • Julie was concerned about a few of the home projects she’s lined up. She said to Michelle, who took her order, “Since I have a few projects that I’m coordinating, could I get updates as to any delays so that I can be proactive in addressing how it may impact my other projects?”

What would your natural reactions be to these requests? Considering the feelings of others can make all the difference – regardless of what you’re asking for.

Your Own Feelings When Being Selfish or Assertive

You can determine whether you’re acting selfish or assertive, depending on how you’re feeling when you make a request:

Selfish

  • When you’re reacting in a selfish way, you’ll often find yourself experiencing negative feelings. You can’t figure out why others don’t see that you’re unhappy or not getting the attention you deserve. Why don’t they understand?
  • You may feel frustrated or short-tempered.
  • You want your way. You want what you want when you want it. And you want it now!

Assertive

  • On the other hand, when you’re assertive, you likely don’t have negative feelings. You’ve thought about what’s going on and realized your needs weren’t being met so you stepped forward to state them succinctly and without negativity.
  • You have no negative or hidden agenda to “get back” at someone or loudly demand what you believe you should have.
  • You feel you can calmly state what it is you’re after. It’s clear and understandable. You just want to resolve the situation.

Use these points to determine whether you’re behaving selfishly or assertively. Strive to use assertiveness to help you accomplish your goals and you’ll find that you get where you want to be much quicker.

5 Surefire Ways to Nail That Next Promotion!

What’s your goal for achievement on a professional level? Is it a promotion to a high level manager, vice-president, or even CEO? Getting selected for that dream position would completely make your day, wouldn’t it? The job market has never been better for leveraging your skills to get the promotion you want.

How can you put yourself into a position to be chosen to fill that coveted role? You’re likely doubtful about whether you have all the qualities that upper management is looking for, but honestly speaking, you probably already do!

What you’re perhaps missing is the know-how to get your abilities and skillsets noticed so you get chosen for the promotion.

Five Surefire Ways To Get That Job Promotion

In order to be selected over the best competition in your office, make these actions priorities:

1. Excel at current job. Ok, that’s an obvious one. In any organization, employers look at a prospect’s current competencies to determine suitability for a promotion. If you have what it takes now, you’ll probably have what it takes in the new position. Some roles however, the skills that make you a great individual contributor are vastly different than the skills that will make you successful in a role with more responsibility. So, your game plan is simply:

  • Perform your current tasks to the best of your ability.
  • Stand out among your peers who are on the same level as you.
  • Show versatility and drive by performing an unassigned task from time to time.

2. Achieve recognition. Some may feel that being recognized among peers puts an uncomfortable spotlight their work, but that may be a justification for simply not putting in the extra effort. Doing well at your current job is great, but being recognized is how you’ll really stand out. That’s not to say that your aim is always to be recognized, but it’s certainly not going to hurt leading up to the company’s decision about a promotion!

3. Achieve efficiency. If you’re going for a promotion, you’ll be receiving increased responsibilities. What that means for you is that you’ll have to be able to achieve more in the same amount of time. That’s where efficiency comes in, and if you display it now in your current job, that’s a plus on your record. Efficiency is not a superpower. Ask yourself if there’s a way that you can leverage technology, company resources, or people to accomplish more with the time that you have.

  • Start thinking about how you can accomplish the same tasks with the same quality, but more efficiently.

4. Adhere to company policies. By showing your support of company policies, you’ll show your employer that you have the maturity and responsibility to handle a more senior position. It’s time to start thinking like a leader, and not a follower.

5. Learn about the job. While upper management is doing its own assessment of potential candidates for the promotion, it would be a great idea for you to do what you can to learn more about the job you’re shooting for.

  • Ask others in that department or in a similar capacity about what it’s like being at that level.
  • Do research online to gain an understanding of the responsibilities you’ll probably have in your new position.
  • Spend some time talking to the person who’s currently in that position to find out what the challenges are and try to figure out how you would approach them.

Only you can secure the professional future you want. The decision you make to stand up and be counted is yours and yours alone. Embrace the opportunity to shine and go for it; your future self just may thank you for it!

Create Value at the Workplace and Come Out on Top

Are you finding it tough to survive in the corporate battlefield? Everyone is always vying for that top spot, including you. But with so much competition, you’re probably thinking it’s next to impossible for you to come out on top. 

However, the reality is that working smarter, not harder, will get you any spot you set your sights on!

Consider the term “creating value.” Creating value means accomplishing tasks that will greatly benefit your organization, as well as making you stand out from the rest.

Although it never hurts to hit your targets, achieve the most sales, or have a flawless attendance record, those may not be enough to get you ahead. 

When the powers that be are deciding on promotions, how much value you’ve actually contributed to the company is what really counts! What have you contributed that will sustain the organization and allow it to grow by leaps and bounds in the future?

So just how do you create value? What can you do that hasn’t already been done?

Try these strategies to create value, regardless of the type of business you work in:

1. Focus on the return on investment. When thinking of ways to create value at the workplace, it’s important to consider whether the time you spend on a particular idea or project will yield the desired return on investment. Companies generally take one of two competitive strategies; pricing or differentiation. Evaluate if what you’re working on will help your company strengthen its pricing position or will further differentiate the company among its competitors.

  • Knowing what the end goal is before starting on a journey is the best way to determine whether or not you should proceed.
  • Spending time doing what others are doing won’t allow you to stand out. Work on projects that produce significant returns, from the point of view of financial success as well as market leadership.

2. Study the stories of successful businesses. If you take the time to study the stories of successful businesses owners, you’ll likely be able to identify what your organization is missing. How did Elon Musk take on two legacy industries (cars & energy) and create a thriving company? How did Allan Mulally position Ford to thrive through the 08′ recession without taking a government bailout? How did Bob Iger transform Disney through acquisitions and bring the organization into the 21st Century?

  • Changing your focus from doing your job well to creating value, instead, will help you tune in to ways to make a difference in the success of the company.

3. Seek out results that have a lasting effect. Creating value also means doing something that has a lasting effect and helps the organization reap positive rewards for a long time to come. 

  • Your contributions to building the business will likely be recognized and rewarded.
  • It’s exciting to think that you could be on the brink of creating something that will outlive your time with the company! In an ever-changing world, you might want to position your thinking years ahead of where you are today. Build something that has longevity!

4. Understand what customers want. How do you know that you’re offering what the customers want?

  • Study your client base so you can assess their needs and find ways to provide what they’re looking for. What are your niche customers not looking for, but should be? You can create value for consumers when you understand what they want, or by identifying trends that may catch their attention in the near future.

As long as you keep your mind focused on bringing ideas and solutions to the table that allow your company to continue on its growth path, you’ll likely be the candidate to secure that top spot at work. Thinking outside the box to create value is really what it’s all about!

14 Ways to Find Your Way Back From Burnout

Burnout can be experienced in any type of work, but especially so in sales. Preventing burnout protects your overall health and your career. However, if the way you work changed radically over the past year, your old defenses may not be enough.

How do you know if you’re experiencing sales burnout?

Some of the most common signs include low energy, irritability, and lack of motivation. You feel tired and unable to control your circumstances. More aspects of your work begins to feel routine.

If you’re feeling down and your productivity has dropped, you can recover. Try these 14 strategies for bouncing back from burnout.

Fighting Burnout During Work Hours:

1. Evaluate your expectations. Burnout is often caused by pushing yourself too hard for too long. That was easy to do over the past year. Many sales reps took on more customers, larger territories, and finding themselves having to do more with less. Sales people who have a hard time saying “no” will find that saying “yes” to everything that comes your way limits opportunities for rest & rejuvenation. Look at your to do list and see what you can eliminate or delegate. Focus on your top priorities.

2. Set small goals. Working towards something you want to achieve provides instant inspiration. Big goals is what drives a lot of salespeople, however its the big goals that require discipline over an extended period of time. Break long term objectives down into daily and weekly targets, so you’ll get to experience the joy and relish the achievement.

3. Limit distractions. Burnout makes it difficult to concentrate. Create quiet spaces where you can work at the office or at home. Turn off your phone and stay away from websites and apps where you tend to lose track of time. Block off times of 30-minutes of uninterrupted work. Sometimes its easier to break work down into 30 minute chunks of time rather than looking at a big to-do list for an entire day.

4. Find allies. Do you feel isolated or have more conflicts with your coworkers? Burnout can take a toll on your relationships. Participate in social activities at work when you can. If you feel safe, talk with your boss or a trusted colleague about what you’re going through.

5. Have fun. As burnout takes hold work begins to feel very routine. The jokes you tell customers are no longer funny to you. Remember to have fun! Call some of your past customers that are big advocates and ask them how they’re doing. It’s always a nice shot in the arm to hear how some of those customers are better off after working with you. Pass along a funny joke or an intriguing news story.

6. Pace yourself. How many hours are you working a week? Sales is rarely 9-5. Are you spending your evenings working on reports, sending out proposals, or checking emails? Think about how you can create new boundaries. Parkinson’s Law states that work will expand proportionally to the time you have. Give yourself five hours to complete a project and it will take you five hours. Give yourself, on that same project, three hours and you’ll complete it in three hours.

7. Take time off. It may help to get away from your routines for a while. Over the past year taking a vacation to your favorite destination may not have been in the cards. You stayed home and it became easy to feel as if you haven’t rejuvenated. If you’re short on leave, you could try a spa day at home or check into a local hotel for the weekend.

8. Be patient. Burnout often builds up gradually and it may take a while to turn things around. Give yourself credit for making an effort. Appreciate signs of gradual progress.

Fighting Burnout Outside of Work Hours:

1. Address root causes. While there are many things you can do to cope with burnout temporarily, lasting change depends on resolving the source of your troubles. Is there anything that you’re avoiding that’s the source of longer hours? Did an event happen at work, or maybe the avoidance has more to do with your personal life. Whatever the reasoning may be without addressing the root cause any attempts to overcome the burnout will be temporary.

2. Set boundaries. Remote work blurs the line between business and leisure activities. Try to keep office items out of your bedroom. Let your customers know the hours when you’re unavailable.

3. Sleep well. Go to bed on time, so you can wake up feeling refreshed. Stick to a consistent schedule, even on weekends and holidays. This may be one of the most underrated tips on the list, however maintaining a similar sleep schedule on the weekends only makes the weekdays easier.

4. Work out. As a busy professional and parent it’s easy to allow physical activity to be one of the things that doesn’t get prioritized. However if your health is important to you physical activity relieves stress and gives you more energy. Design a balanced program of cardio, exercise, strength training, and stretches.

5. Learn to relax. Another tip that may fall under the captain obvious moniker. For some, learning how to actually relax is a learned activity. Set aside 20 minutes in the morning for meditation. Take a walk during your lunch break. Managing daily tensions with stress-relieving activities is especially important with the added workload that some have taken on over the past year.

6. Consider counseling. If your burnout symptoms persist, you may benefit from working with a professional therapist. Some employers have extended mental health benefits as a result of COVID-19. If you’re on a limited budget, contact a community hotline to explore low-cost services.

Burnout can seem overwhelming, but you probably have more options than you think. Change your daily habits and ask others for help if you’re struggling. Taking constructive action will help you to regain your balance and increase your job satisfaction.