Tag: Attitude

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5-week Daily Plan To Fill Your Pipeline, Regain Control , & Master Your Sales Role

Staying motivated during down sales months can be challenging, but it’s important to remember that every sales professional experiences highs and lows in their career. The key to success is to develop a consistent sales strategy and continuously work to improve your sales techniques. Below, I have outlined a 5-week plan with objectives broken down into daily action items:

Week 1. Set clear and specific goals: Create measurable goals that are achievable and align with your overall sales strategy. This will help you stay focused and motivated even during the downswing months.

  • Day 1: What are your current sales goals? Are they specific and measurable? If not, how can you refine them to make them more actionable?
  • Day 2: What are the key performance indicators (KPIs) that will help you track progress towards your sales goals? How can you ensure that you are consistently measuring and analyzing these metrics?
  • Day 3: How can you break down your sales goals into smaller, achievable targets? What steps can you take each day to work towards these targets?
  • Day 4: How can you stay accountable for achieving your sales goals? Who can you share them with, and how can you track progress together?
  • Day 5: How can you celebrate small wins and milestones along the way to achieving your sales goals? How can you use these celebrations as motivation to keep going?

For a deep dive into Week 1 tactics and strategies, visit my post here

Week 2. Develop a sales plan: Create a sales plan that outlines your target audience, sales approach, and key metrics. This will help you stay organized and focused on achieving your sales goals.

  • Day 6: Who is your target audience? What are their pain points and challenges, and how can you address them with your product or service?
  • Day 7: What is your unique selling proposition (USP)? How can you communicate this effectively to potential customers?
  • Day 8: What is your sales approach? How can you tailor it to different types of customers and situations?
  • Day 9: How can you use data and analytics to inform your sales plan? What insights can you gain from previous sales performance and customer behavior?
  • Day 10: How can you consistently review and update your sales plan to ensure it remains relevant and effective?

For a deep dive into Week 2 tactics and strategies, visit my post here

Week 3. Build relationships with your customers: Building strong relationships with your customers is essential for long-term success in sales. Focus on understanding their needs and pain points, and offer solutions that address their specific challenges.

  • Day 11: How can you actively listen to your customers to understand their needs and pain points?
  • Day 12: What are some effective ways to build rapport with customers? How can you use these techniques in your sales approach?
  • Day 13: How can you personalize your interactions with customers to make them feel valued and understood?
  • Day 14: How can you follow up with customers after a sale to ensure their satisfaction and build a long-term relationship?
  • Day 15: How can you leverage social media and other digital channels to connect with and engage customers?

For a deep dive into Week 3 tactics and strategies, visit my post here

Week 4. Improve your communication skills: Effective communication is key to successful sales. Work on improving your listening and communication skills, and focus on building rapport with your customers.

  • Day 16: What are some effective techniques for active listening? How can you incorporate these into your sales approach?
  • Day 17: How can you use storytelling to communicate the value of your product or service to customers?
  • Day 18: How can you use body language and nonverbal cues to establish trust and build rapport with customers?
  • Day 19: What are some effective questioning techniques that can help you better understand customer needs and pain points?
  • Day 20: How can you stay up-to-date with the latest sales trends and techniques? What resources and training programs can you access to continuously improve your sales approach?

For a deep dive into Week 4 tactics and strategies, visit my post here

Week 5: Continuously learn and adapt: The sales industry is always changing, and it’s important to stay up-to-date with the latest trends and techniques. Attend sales training programs, read industry publications, and seek feedback from your colleagues and customers to continuously improve your sales approach.

  • Day 21: Reflect on your recent sales interactions. What worked well? What could have been improved? Identify specific areas where you can enhance your sales techniques.
  • Day 22: Review industry publications, blogs, or podcasts to stay updated on the latest trends in your field. Identify one key insight or strategy that you can incorporate into your sales approach.
  • Day 23: Seek feedback from your colleagues or mentors. Ask them to evaluate your sales techniques and provide suggestions for improvement. Consider their input and determine actionable steps to enhance your approach.
  • Day 24: Attend a sales training or webinar. Choose a topic that aligns with your development needs, such as negotiation skills or objection handling. Apply the knowledge gained to your sales practice.
  • Day 25: Analyze customer feedback and testimonials. Identify common themes or areas of improvement mentioned by customers. Use this feedback to refine your sales approach and better address customer needs.
  • Day 26: Experiment with a new sales technique or approach. Step out of your comfort zone and try something different to see how it resonates with customers. Evaluate the results and determine if it’s worth incorporating into your regular practice.
  • Day 27: Engage in role-playing exercises with a colleague or mentor. Practice different sales scenarios and receive constructive feedback on your performance. Use this opportunity to refine your communication and persuasion skills.
  • Day 28: Reflect on your overall progress throughout the month. Celebrate your accomplishments and identify any remaining areas for improvement. Set new learning goals for the upcoming month to continue your professional growth.

Remember that sales success takes time and effort, and it’s important to stay motivated and focused even during the down months. With the right approach and mindset, you can achieve your sales goals and build a successful career.

Book Review đź“š Triggers: Creating Behaviors that Last, by Marshal Goldsmith

Triggers: Creating Behaviors That Last – Becoming the Person You Want to Be by Marshall Goldsmith is a powerful book that delves deeply into the psychology of behavior change. Goldsmith, a renowned executive coach, shares his insights on how to create lasting change in our lives and become the person we want to be.

One of the key themes of the book is that behavior change requires a conscious effort on our part. Goldsmith explains that our environment and the people around us can trigger certain behaviors, both positive and negative. He uses the term “triggers” to describe these environmental cues that can influence our behavior. By becoming aware of our triggers and taking action to modify them, we can create new habits and behaviors that will serve us better.

Outside of our environment, our internal beliefs that can stop change. An awareness of these beliefs, along with self-reflection, can turn these beliefs into positive triggers for success. These beliefs include:

  1. “I have willpower and won’t give in to my triggers.” This belief can be problematic because it assumes that willpower alone is enough to overcome triggers and change behavior, when in reality willpower is a limited resource that can be depleted quickly.
  2. “I’m right and others are wrong.” This belief can prevent us from being open to feedback and new ideas, and can make it difficult to make changes in our behavior.
  3. “I’m a victim of my environment.” This belief can make us feel powerless to change our circumstances, and can prevent us from taking action to modify our environment and our behavior.
  4. “I’m too busy and don’t have time to change.” This belief can be a convenient excuse for avoiding the hard work of behavior change, and can prevent us from making progress toward our goals.
  5. “I’ve tried before and failed, so why bother trying again?” This belief can be a self-fulfilling prophecy that prevents us from making new attempts at behavior change and can keep us stuck in unhelpful patterns.

Goldsmith suggests that these beliefs can be overcome by adopting a growth mindset, being open to feedback and new ideas, and developing a sense of accountability to ourselves and to others. By doing so, we can create lasting change and become the person we want to be.

The writing style of the book is direct and practical, with Goldsmith offering a wealth of actionable advice and exercises that help to implement his ideas. He also emphasizes the importance of accountability, both to ourselves and to others, in order to stay on track and achieve our goals.

A tip that Goldsmith suggests to drive personal accountability is to ask the five questions below at the end of each day. He offers some interesting research data (although anecdotal at best) conveying the efficacy of these questions and goal achievement.

  1. Did I do my best to set clear goals today?
  2. Did I do my best to make progress toward my goals today?
  3. Did I do my best to find meaning and purpose in my work today?
  4. Did I do my best to be happy today?
  5. Did I do my best to be fully engaged in my interactions with others today?

As a sales professional, I found this book to be incredibly valuable. Sales is a highly competitive field, and success often requires a combination of skill, discipline, and perseverance. Goldsmith’s insights on behavior change are directly applicable to the sales profession, as we constantly face challenges and opportunities that can trigger positive or negative behaviors. By developing greater awareness of our triggers and consciously modifying our behavior, we can become more effective salespeople and achieve greater success.

One important takeaway from the book is the importance of setting achievable goals. Goldsmith emphasizes that small, incremental changes can lead to significant improvements over time. By setting specific, measurable goals and tracking our progress, we can build momentum and create lasting change in our behavior.

Another key lesson from the book is the importance of humility and openness to feedback. Goldsmith encourages readers to seek out constructive feedback from others and to be open to criticism. By doing so, we can identify areas for improvement and make the necessary changes to become better versions of ourselves.

Overall, I highly recommend Triggers: Creating Behaviors That Last – Becoming the Person You Want to Be to anyone looking to create positive change in their lives. While the book is not without its flaws, particularly in its somewhat repetitive structure, the insights and advice it offers are invaluable. As a sales professional, I have found the concepts and strategies outlined in the book to be directly applicable to my work, and have seen tangible improvements in my sales results as a result of implementing Goldsmith’s advice.

Following are ten reflection questions based on my reading. These questions are designed to facilitate reflection on the key concepts and strategies outlined in the book, and to help you apply them to your own professional development and career goals.

  1. What triggers have I identified in my own life that influence my behavior, both positively and negatively?
  2. How can I modify my environment to support positive behavior change and eliminate triggers that lead to negative behavior?
  3. What specific, measurable goals can I set for myself to create lasting change in my behavior?
  4. How can I hold myself accountable to these goals and monitor my progress?
  5. What is my mindset toward feedback, and how can I become more open to constructive criticism and suggestions for improvement?
  6. How can I develop a sense of humility and acknowledge that I don’t have all the answers?
  7. How can I cultivate a growth mindset and approach behavior change as an opportunity for learning and development?
  8. How can I build stronger connections with others and seek out support and guidance in my behavior change efforts?
  9. What role does urgency play in my behavior, and how can I manage it more effectively?
  10. How can I find meaning and purpose in my work, and use it as a source of motivation and inspiration for behavior change?

Want to join me on Goodreads?

Book Review: The War of Art, by Steven Pressfield

“Resistance is the most toxic force on the planet. It is the root of more unhappiness than poverty, and disease. To yield to Resistance deforms our spirit. It stunts us and makes us less than we are and were born to be.”

“The War of Art”, by Steven Pressfield, is a book that every artist, writer, musician, or creative person should read. It is a compelling manifesto that explores the nature of creativity and the resistance that often hinders us from achieving our full potential.

Pressfield’s book is divided into three parts, each with its own set of insights and wisdom.

Part one, “Resistance: Defining the Enemy”, is a powerful call to action that forces readers to confront the obstacles that prevent us from creating, such as procrastination, self-doubt, and fear.

Part two, “Combating Resistance: Turning Pro”, is a guide to overcoming these obstacles and becoming a professional in our chosen field.

Finally, part three, “Beyond Resistance: The Higher Realm”, explores the spiritual dimension of creativity and the connection between art and the divine.

The book’s tone is straightforward and no-nonsense, with Pressfield’s voice serving as a firm but supportive guide. I found his writing style to be engaging and accessible, with anecdotes and examples that illustrate his points and make the book feel like a conversation with a wise mentor.

One of the main themes of the book is the importance of discipline and perseverance in the creative process. Pressfield argues that to achieve greatness, we must show up every day and do the work, regardless of how we feel or what obstacles we face. He also stresses the importance of taking risks and embracing failure as a necessary part of the creative journey.

Another key theme is the idea that creativity is a spiritual endeavor, and that by tapping into our innermost selves, we can create work that is not only meaningful but transformative. Pressfield encourages readers to trust their intuition and to view their work as a calling rather than a job.

Overall, “The War of Art” is a book that has inspired me to take my own creative work more seriously and to confront the resistance that arises when pushing beyond the status-quo. It has given me actionable ideas and tools that I can use to overcome self-doubt and fear, and it has reminded me that creativity is not just a hobby but a vital part of who I am and who I can continue to become as new challenges come.

“The War of Art” is a must-read for anyone who has ever struggled to create or who has felt that their creative work is not living up to its full potential. It is a book that will inspire, challenge, and ultimately transform.

Here are my five main takeaways from the book:

  1. Resistance is the enemy of creativity, and we must learn to recognize and overcome it.
  2. Discipline and perseverance are essential to achieving greatness in our creative work.
  3. Taking risks and embracing failure are necessary parts of the creative journey.
  4. Creativity is a spiritual endeavor, and by tapping into our innermost selves, we can create work that is transformative.
  5. Trusting our intuition and viewing our work as a calling rather than a job can help us find meaning and purpose in our creative endeavors.

While “The War of Art” is primarily focused on the creative process, its principles can be applied to sales professionals and sales managers as well. Here are some ways the book is very relevant to sales:

  1. Resistance in sales: Just like in the creative process, sales professionals also face resistance in their work. This can manifest as fear of rejection, procrastination, or self-doubt. By understanding the nature of resistance and learning to overcome it, sales professionals can become more effective and successful in their work.
  2. Discipline and perseverance: Sales is a competitive field, and achieving success requires discipline and perseverance. Sales professionals must be willing to put in the hard work and show up every day, even when faced with rejection or setbacks.
  3. Taking risks: Sales professionals are often required to take risks, whether it’s trying out a new sales technique or reaching out to a potential client who may seem out of reach. By embracing the possibility of failure and taking calculated risks, sales professionals can expand their reach and achieve greater success.
  4. Resourcefulness in sales: While sales may not seem like a creative field at first glance, creativity can be an important asset for sales professionals. By thinking outside the box and coming up with innovative solutions to clients’ problems, sales professionals can differentiate themselves from their competitors and build lasting relationships with clients.
  5. Trusting intuition: Sales professionals often rely on their intuition to make quick decisions and build rapport with clients. “The War of Art” emphasizes the importance of trusting our inner voice and intuition, which can be a valuable tool for sales professionals.

Overall, “The War of Art” can provide valuable insights and strategies for sales professionals looking to improve their performance and achieve greater success in their work.

The Mind As An Asset

When we face a challenge that seems bigger than ourselves, we can find courage, strength and resilience at will. We discover powers that we never thought we had, but the secret is all inside our mind: true power lies in accepting the challenge and saying to yourself “No matter what happens, I’m going to make it. I can already see the finish line. I have nothing to lose and everything to gain”.

The above was a passage from Psycho-Cybernetics. A weighty read, but an important one that dives into the capacity we have, should we choose, to leverage the power of the mind.

For those of you who aren’t familiar with the author, Maxwell Maltz (1889–1975) was an American cosmetic surgeon and author. By combining his daily work experiences as a surgeon with profound studies of the human psychology, Maltz came to the conclusion that our self-image is the cornerstone of our mental state, and therefore of all the successes and failures that happen in our lives as a result.

His best-seller Psycho Cybernetic, published in 1960, is considered one of the best books in the self-help category, of the psychology masterpieces that paved the way for most of today’s personal empowerment programs.

An Open Letter to Sales Cynics

An open letter to Sales Cynics:

Dear Cynic-

Your attitude sucks.

You add no value to any conversation.

Stop kidding yourself and those around you that you’re just “calling it as you see it”.

Your experience and/or past accomplishments do not support you being a smart-ass; it only shows that you lack both as a sales professional.

Opposition to cynicism is not naivete. We’ve just learned that complaining about a problem is not the act of providing a solution.

The lack of success you experience is not because the system has failed you, or because those ahead have “cheated” in some way. It is because you suck!  It really is that simple.

Fortunately for you..and the rest of us there is hope. Oh, and this is your idea!

I know if you’re reading this blog you’re not a cynic. How could you be? You’re actually reading to stay on top of your craft. But, I’m sure you know one, five, or ten of those sales reps who, no matter what, always find something or someone to complain about.

Do you ever feel like you’re surrounded by cynics?

Anthony Innarino of The Sales Blog wrote a piece on how Cynicism Is a Recipe for Mediocrity, and I have to say that I completely agree. He shares that “To be exceptionally effective in sales, you have to believe. You have to believe that you have a greater ability to help your dream client than your competitors. You have to believe that your company is the better choice. Cynicism undermines your ability to believe. By undermining your belief, you can go through the motions of selling, but you won’t sell much.”

Naturally these cynics not only diminish their own belief and succumb to a mediocre career but they also begin to infect others. We are in a profession where the attitude in which you approach your day plays a make-or-break role.  Have a plan on how you will go about maintaining a positive attitude.

Surround yourself with successful people, or those who want to enjoy a higher level of professional success, daily. In the last four months I’ve purchased three books on maintaining a positive attitude. I’ve read two of them and will continue to read more. Attitude is one of those traits that few actually work on and end up leaving it to the whims of their emotions. Your attitude is like a muscle; the more you work it out the more it develops. Stop working it out and it diminishes. My recommendation is to actively work on attitude so that you can enjoy the success that few cynics do.

Here are a few quick tips to surmount the cynics:

  • Distance yourself from them now.
  • Read a positive article or a positive video on YouTube the beginning of each day.
  • Buy one book on positive thinking and commit to reading it this month. ( I recommend: “The Power of Positive Thinking” by Norman Vincent Peale or Yes! Attitude by Jeffrey Gitomer)
  • Take on a mentor role with someone in your sales force. Don’t wait!

Have an awesome week!

Sales Bit on W.I.N.’ing

W.I.N’ing

 

How often do you spend time in tasks not related to sales or selling activities. Organizing your desk, reading reports, fooling yourself into thinking that you are doing pertinent pre-call planning etc… Yes, I hear ya…you can’t work with a messy desk. Get over it!

The bottom line is that its easy to get caught up in non-essential tasks that end up to be just busy work. Winners in sales have a “What’s Important Now” mindset, or W.I.N.

When you feel that you’re not focused just ask yourself “What’s Important Now”

There are people who: Watch things happen, Make things happen, or Wonder what happened..

Which one are you?

 


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