A Foolproof Formula for Showing Your Boss You Have Potential

Whether you want to move up the corporate ladder to management or be chosen to lead new initiatives, demonstrating your potential to your boss is critical. Naturally, excelling at your present work is a good place to start, but advancement requires more. In fact, your supervisor is most likely analyzing you right now. According to a Harvard poll, 98 percent of organizations have some type of mechanism in place to identify top achievers, who make up around 3 to 5% of the workforce. Meanwhile, staying in those upper echelons is nearly as difficult as getting there. According to the same poll, up to 20% of these emerging stars disappear off the list each year. Start immediately to realize your ambitions. Check out these pointers to help you remain on track at every level of your career.

Displaying Your Potential Early in Your Career

Focus on fitting in and building connections while you’re new to the workplace. That preparation will lay a solid foundation for you over time.

1. Produce results. Keep track of your achievements and keep a record of them. Develop a reputation for going above and beyond and finishing tasks on schedule. Proactively I dentify problems for which you may have a solution. Naturally it would be great if your solutions were adopted, but that’s not always the goal. Sharing your voice and taking part in the solution is just as important in providing one. 

2. Back up your manager. Make an effort to make your manager look good. What goes around, comes around. You’ll have your moment to bask in the feeling of making an impact, in the meantime focus the attention upward. Check your managers priorities to determine where you can focus your efforts.

3. Focus on learning. Keep the big picture in mind as you find out all you can about your company and your industry. Ask lots of questions, be observant, and read the latest news.

4. Request feedback. You should also learn about yourself, or at leas how you’re being perceived. Invite people to express their opinions on your work. Accept constructive criticism and acknowledge your coworkers for their input.

5. Take action! You must put your learning into practice in order for them to make a difference. Analyze information to see how it may be used in real life. When you pick a coworker’s brain or attend a conference, make a list of takeaways, and then choose one that you can take immediate action on.

6. As Kendrick Lamar would put it; Be Humble!Ā Ā Allow your actions to do the talking. Contribute to the team and be willing to share credit.

Displaying Your Potential Later in Your Career

Your skill as a seasoned professional is often taken for granted. Intangibles such as leadership and vision are now more likely to be valued.

1. Create a niche for yourself. Prepare to relinquish certain obligations in order to focus on your talents. Find out what you’re excellent at and what you enjoy doing. Later in your career is a great time to leverage your strengths that may not have been quite as developed earlier. 

2. Act as a role model for others. Now is the time to return the favor. Consider the attributes you appreciate in your role models and tailor them to your own personal style. Make an effort to reach out to new recruits and provide supportive comments to your coworkers.

3. Inspire others. Encourage people to achieve their goals. Allow your colleagues to learn and improve by providing them the opportunity model you. 

4. Take on the role of an mentor. When working with customers or other members of the team, your behavior reflects on your company. Make sure you understand the mission statement so you can apply the values that perpetuate the teams success.

5. Take risks. You can act like an entrepreneur even if someone else owns the company. Take sensible risks that will allow you to stretch your skills and enhance your company’s position. Start off small and learn from experience so you can fine tune your judgement over time.

Demonstrating your potential to your manager will help in your advancement and recognition. Early in your career, increasing your effectiveness is a great way to set yourself up for success. You may rely on your business acumen and strong ties to help you succeed as a leader later on.

Don’t Take Selling Personal

Photo byĀ Ryan SnaadtĀ onĀ Unsplash

Selling may be one of the most lucrative and exciting careers in the world when you’re closing sales and hitting your sales targets. However, if sales are down and prospects aren’t returning your calls, you may begin to doubt yourself and take it personally. So, let’s look at what it takes to stay motivated in order to bring in additional clients.

In order to get more clients and expand your business, follow these three steps.

1. Identifying and cultivating new customers.

2. Investing more time and effort into existing customers to increase referrals and business.

3. Making contact with higher-level decision-makers in order to gain larger deals. 

As a sales professional, we recognize the significance of reaching these goals. Why, then, do so many sales professionals struggle to get over the first hurdle? It appears that, as much as we want to succeed in sales, we also want to avoid rejection while calling on prospects and customers.

Let’s take a look at how rejection affects sales performance. Fear of rejection and failure might make you lose your excitement, confidence, and initiative. When you are rejected, it can be damaging to your ego. You may get disillusioned, upset, and defensive if you take the negativity personally.

We may take rejection personally for three reasons. Each of them is linked to one of the three goals. They are as follows:

Frequency: Studies have shown that reaching decision makers takes at least five attempts or more. You may be irritated, disheartened, and uncertain of yourself if you’ve been calling prospects all week and they haven’t responded. It’s difficult not to take it personally and believe you’ve done something wrong.

Emotional Involvement: You’ve had a long-term business relationship with a client. You put a lot of effort into building the relationship. You want to ask for referral business from them, but you’re terrified of putting them on the spot or getting a negative response. You’re worried that this may harm the connection you’ve fought so hard to build.

Perceived Importance: You may choose to call on prospects with whom you are most familiar. You may be hesitant to contact decision makers higher up the ladder in a company because you believe you lack the experience and confidence to engage with a seasoned senior executive. If you believe you have nothing in common with a company’s CEO, you are unlikely to contact him or her.

If we believe that in order to feel good about our work, we must be accepted by others, we will be vulnerable to failure and rejection. Because self-esteem is built on ones own sense of self-worth, successful sales professionals see failure as a chance to learn and improve. They feel that failure may teach them more than success, and that every mistake is an opportunity to learn and grow. This is why successful sales professionals are generally in a positive mind-set, whether they achieve or fail, whether they are liked or rejected.

So, what’s the secret to coping with rejection in a constructive way? It can be summed up in five terms… “Don’t take anything too seriously.” Shit happens Things take place. People get overworked. Customers are possibly having a rough day. The economy rises and falls. You have a decision to make. You may either take it personally and use it as an excuse for failure, or you can concentrate on the four things you have control over: your beliefs, attitude, emotions, and performance. Take care of those four things, and the rest will fall into place.

Change your thoughts to “My customer is extremely satisfied with my service and is eager to suggest me to others with similar challenges!” the next time you have a limiting thought like “I can’t ask for referrals because I don’t want my client to think I’m too pushy!” Shifting your thoughts is the first step toward changing your beliefs, but it’s not the end of the process. Begin by stating it out loud to yourself and then sharing it with others. It will become more real for you if you do so.

ASSIGNMENT:

Choose one of the three objectives in which you’d want to make a breakthrough:

1. Identifying and cultivating new clients.

2. Investing extra time in customers in order to earn referrals or new business.

3. Obtaining larger orders or contacting higher-level decision makers.

  • Cut a 3″ x 5″ index card in half. On one side of the card, put down all of your negative thoughts regarding achieving that goal. Don’t be afraid to speak your mind.
  • Reverse the negative thinking and write good thoughts on the other side of each index card. This is the first step toward changing a negative belief.
  • Begin by speaking the new affirmation aloud to yourself and sharing it with others to practice changing that thought.

Make a list of action items to take, and take one step toward achieving the goal today!

Sell for Change!

Photo byĀ Ross FindonĀ onĀ Unsplash

Selling is all about getting buy-in for people and businesses to change, and change is always inherently risky. When given an option, most individuals will invariably opt for the status quo. People, and especially businesses, are creatures of habit, and changing their habits necessitates breaking old ones and forming new ones. Selling is challenging because it requires you to battle against human nature by influencing others to change (and you thought it would be simple!).

When you think about it, a lot of the opposition you’ll face in sales (objections, delays) is a result of risk. Most people will resist change if they consider the danger of changing is greater than the risk of staying the same. It’s tough to build the momentum needed to encourage people to change because of the old concept that “it’s better to live with the devil you know than the devil you don’t know.” It is a formidable force with which we shall all have to contend.

So, how can we reduce risk, or at least reduce the impression of threat, so that more customers are willing to take the risks necessary to experience the positive future result?

 Two essential tactics spring to mind:

1. Identifying and thoroughly understanding your prospects’ problems will encourage them to believe that you are less likely to sell them a solution that will not work because of your understanding. Asking questions that allow you to fully comprehend their circumstances will help to reduce their fear of risk.

2. Assisting them in seeing that the current “discomfort” (consequences, circumstances of remaining the same) will be mitigated by their willingness to go through the “discomfort” of change. Helping them in overcoming the apparent risk once more.

The first technique requires our ability to ask excellent “information seeking” questions.

Questions such as:

  • Could you tell me more about the issues you’re having?
  • How long have you been having these issues?
  • What steps have you taken to address them?
  • How did that work out for you?
  • What influence or repercussions do they have on you and your firm, specifically?
  • Are the issues costing you or your firm money?
  • What will happen if you don’t take care of them?

As you gain knowledge, you develop the notion that using the insight you’ve obtained, you’ll be more likely to make a solid recommendation…thus minimizing risk (you may also find this is a good strategy that helps to differentiate you from your competition).

The second method necessitates the use of “consequence” questions.

Questions such as:

  • What happens if nothing is done about it?
  • Do you think you’ll be able to live with this?
  • How would you feel if you weren’t able to tackle the problems?
  • Is there anyone else who is impacted by these issues?
  • Is it possible that you don’t need to be concerned?

These questions assist the prospect in realizing that failing to solve the problem may be a greater risk than the risk of change. They’re frequently the questions you’ll need to generate change momentum.

Your ability to ask both of these type of inquiries will aid you and your prospect in recognizing and limiting the risks associated with making a change. One of the secrets to being effective in sales is to reduce risk!

Leadership: Giving Your Best

Some people have fame thrust upon them. Very few have excellence thrust upon them.

Leaders pursue excellence. They lead their organizations, their families, their businesses, their countries, and, in fact, their very lives striving for their best.

Volodymyr Zelenskyy

We are witnessing a nation, a leader, committed to excellence. A people that are giving their very best. Less than our best is inadequate, considering the fact that we have examples of others who have given us their very best.

Martin Luther King, Jr. said, Whatever our role, our position, our organization, or lot in life, we should strive for the best. The measure of our success should not be attached to our particular career or what we earn but on our character and what we give.

“If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry.”

Martin Luther King, Jr.

Excellence does not mean being the best but being your best, understanding that variation makes all the difference in the world. It makes a difference in the world. Excellence is being better than you were yesterday. Excellence means matching your practice with your potential.

The past may not change as it’s being reflected upon, but a future that begins with today can certainly be changed by continually striving to be our best selves. It’s exactly that focus on the future, on being better, striving for excellence, that makes a leader.


If you want to help Ukraine below are a list of resources

(source: Washington Post)

Here’s how you can help:

  • Click on the website for Care, the international humanitarian juggernaut, and a pop-up window appears. ā€œUKRAINE EMERGENCY,ā€ the alert says, with a photo of a woman holding a child. ā€œFamilies in Ukraine are fleeing violence and urgently need emergency aid. CARE is providing food, water, and more,ā€ the homepage says. The group has partnered with People in Need and hopes to build a fund that can reach 4 million people, especially women, girls and the elderly. Donations for Care can be made here.
  • Doctors Without Borders, which works in conflict zones, is partnering with volunteers in Ukraine to help people travel to health-care facilities and working to ensure that people have access to health care and medicine. To support Doctors Without Borders’ Ukraine work, click here.
  • GlobalGiving, a U.S.-based nonprofit crowdfunding platform for grass-roots charitable projects, launched its Ukraine Crisis Relief Fund page, stating that all donations to the fund will support humanitarian assistance in affected communities in Ukraine and surrounding regions where Ukrainian refugees have fled. You can donate here.
  • The International Rescue Committee, founded in 1933, helps those affected by humanitarian crises and works in more than 40 affected countries, as well as communities in Europe and the Americas. According to its website, the IRC is on the ground in Poland and working to help displaced families. The site offers suggestions on how you can assist Ukraine, such as welcoming refugees and social media activism. You can donate here.
  • Geneva-based International Committee of the Red Cross provides assistance for victims of armed conflict and has been working in Ukraine since 2014 to supply emergency assistance and support hospitals with medical equipment. To support the ICRC’s efforts in Ukraine, you can donate here.
  • Journalists with the Kyiv Independent have done tremendous work covering the war, offering the world constant updates as they fear for themselves, their families and their homes. The Independent has started a GoFundMe asking for support, but they’ve also promoted a separate GoFundMe ā€” ā€œKeep Ukraine’s media goingā€ — for journalists around the country who have received less international attention. ā€œ[Ukraine’s reporters] have shown extraordinary courage, but the reality on the ground is that most operations cannot continue from Ukraine alone,ā€ one organizer wrote. ā€œThis fundraiser is aimed at helping media relocate, set-up back offices and continue their operations from neighboring countries.ā€
  • Project Hope, an international health-care organization founded in the United States in 1958, works to empower health-care workers facing health crises, according to its website. For the Ukraine invasion, the organization says its emergency teams in Europe are sending medical supplies and standing by to provide health screening and care for refugees. You can donate here.
  • Razom for Ukraine was founded in 2014 and has since launched efforts to build a stronger democracy in the country. Now, according to its website, the nonprofit is ā€œfocused on purchasing medical supplies for critical situations like blood loss and other tactical medicine items. We have a large procurement team of volunteers that tracks down and purchases supplies and a logistics team that then gets them to Ukraine.ā€ Razom — which means ā€œtogetherā€ in Ukrainian — posted a list of the lifesaving supplies it has already purchased and is asking for more support here.
  • Save the Children, founded more than a century ago, is blunt about the grueling nature of its work: ā€œWe work in the hardest-to-reach places, where it’s toughest to be a child,ā€ its homepage says. The organization says it is ā€œgravely concernedā€ for the children of Ukraine and Afghanistan. Its donation page says that $50 can prevent three children from going hungry for a month, $150 can provide warm blankets for 30 children, and $300 can furnish masks to refugee health workers on the front lines.
  • Sunflower of Peace is a small nonprofit with ambitions to help Ukrainian orphans and internally displaced people. A post on its Facebook page in mid-February said it had launched a fundraiser for first-aid medical tactical backpacks. Each backpack, it says, can save up to 10 people. They’re packed with bandages and anti-hemorrhagic medicines, among other critical items. The group has worked mostly off its Facebook page, where it’s accepting donations.
  • The U.N. Office for the Coordination of Humanitarian Affairs oversees U.N. Crisis Relief, with donations going toward U.N. efforts to fund work in humanitarian crises. Primary goals include supporting lifesaving activities, filling funding gaps and expanding assistance in hard-to-reach areas, according to its website. You can donate here.
  • The World Food Programme, the U.N.’s anti-hunger humanitarian organization, has launched emergency relief operations in Ukraine and surrounding border countries. WFP says it is scaling up to provide food assistance to 3.1 million Ukrainians affected by the conflict and has deployed 400 tons of food to the Ukrainian border this week. To support their efforts, click here.
  • Voices of Children, a charitable foundation based in Ukraine, has been serving the psychological needs of children affected by the war in the country’s east since 2015, according to its website. The group’s psychologists specialize in art therapy and provide general psychosocial support with group classes or individual sessions. Many of its psychologists are based in the regions of Luhansk and Donetsk, areas that have long been controlled by Russian-backed separatists and that are on the front lines of the current, wider conflict. Now, Voices of Children is providing assistance to children and families all over Ukraine, even helping with evacuations. You can donate here.