I was inspired to write this week’s blog after I listened to this week’s podcast at HBR Idea Cast. It featured Heidi Grant Holverson, the Author of “Nine Things Successful People Do”. The book discusses characteristics common among successful people, and puts a little twist in other often discussed …
Planning
So, what was this meeting for anyway?
Okay you’ve been summoned to a meeting to discuss your company’s performance. Obviously, you know this isn’t going to go well, so you prepare all of the answers to the numerous discussion points that will be brought up. You have reasons why your on-time delivery has slipped You plan to mention …
5 P’s … it really is that simple
I am going to rant a little bit in this week’s blog folks. For those of you that have followed me for a while, you know I usually try to keep it cool and find the learning or coaching opportunity from any event. This week though, I want to just let it all out there and hopefully come out with …
The end of the year is near .. are you frustrated yet?
Feeling Frustrated? Maybe it’s your Goal Setting … I heard a great quote today that lead to this blog: “the task of setting unrealistic goals, are the seeds of frustration and depression” … Zig Ziglar If you are frustrated, you might be doing it to yourself! Are your goals set TOO HIGH? …
Are we confusing our sales teams?
“Get more immediate sales!” “Why aren’t you visiting that prospect?” “What have you done for me lately?” “Why haven’t you followed up on that trade show lead?” I think it is fair to say that sales people are the easiest people to both motivate and frustrate. We give them a task and point them in …
Work or Play?
Work or Play? It is coming up to that time of year … SUMMER VACATION! … Remember how it was to be a kid? Take off 3-months and have fun, not a care in the world, and when you got back to school in the fall, you just kind of started where you left off. Well, as sales professionals, we are always …
Leadership or Salesmanship?
Leadership or Salesmanship? When my son was a lot younger, I had a difficult time getting him to put his toys away. I would continue to tell him over and over again, to put his trucks away, take his ball back to his room and just about everything I could think of shorting of bribing him didn’t …
Eating Elephants
How big are your goals? I listened to a great podcast this week from Zig Ziglar, the world famous sales trainer and motivator. The title of this one was “Happiness as a goal”, and it wasn’t about setting the specific goal of happiness, that was the outcome of the meeting a list of more manageable …
To Compromise – is to lose!
To compromise is to lose … When Steven Covey spoke of seeking a Win-Win solution, did he mention compromising on principals? No, he spoke about showing your adversary how we both benefit by implementing a solution. If you are certain that a RED solution is the right one, …
Planning & Preparation
Getting ready to go into a meeting? What have you done to prepare? I’m sure you’ve written all your hot points down, and things that you really must cover, am I right? Let’s say you are working with a logistics problem, and your customer really needs more parts. Your supplier seems to be …