Choices

We are all a result of the choices we make. Each and every day we have the opportunity to make choices and the life we live is going to be determined, in large part, by the result of those choices. You chose to be in a sales job, which means that you chose to be a revenue producer. Therefore you must choose to do the behavioral impact-activities that will open the door to additional choices.

Those choices you will decide upon will include, but are not limited to:

1. Will you make the right number of calls?

2. Will you call on decision makers?

3. Will you take the time to learn what the client needs, what their problems are and how you can help?

4. Will always be trustworthy?

5. Will you communicate clearly and make sure the message is understood?

6. Will you endeavor to always learn?

7. Will you commit to doing something productive today that you can build upon?

8. Will you focus on the merits of your offering and not devote valuable client time derailing your competition?

The Pyramid

Every organization has a pyramid that represents the people and their respective titles and areas of responsibility. Most organizational pyramids, look like, well, pyramids and that is by design and by default.

Wherever you are in the pyramid take a look and see that the structure is wholly dependent on the other parts of the structure and unless you are already at the top, you have opportunities to take the next step up. Therefore if you are going to grow, you must realize that you will fill a slot above you and hopefully there is someone below you in the pyramid that will fill your slot, because they too are on an upward path. The pyramid is one of the strongest structures known and that is why companies organize the different responsibilities in the shape of one. This graphic view makes it easy to see the correlation and dependance each position has to the other positions. If there are weak people in any positions you can see how their status affects the entire organization. Conversely when you have strong performance in the individual "blocks" you can see just how much stronger the entire structure can be. Make sure you are one of the strong "blocks" in the pyramid and that you are on a path to the top!

Bounce Back

Great successful sales people, like new tennis balls, always bounce back. The harder you fall the higher you bounce back! If you want a tennis ball to go faster, hit it harder!

The only thing that will keep you from successfully recovering from a fall is not getting back up. Bouncing back and bouncing back robustly is a terrific and exhilarating experience. When you aggressively attack your objectives you are going to occasionally, and perhaps frequently, fall. Go into the fight knowing that you are going to experience some temporary failures. They are a part of the growth process and should be viewed as opportunities to learn and grow.

When you do experience the inevitable falling-down episodes, take a few moments to calculate just how far and fast you are going to bounce back. Be strategic in your calculated move upward so you can take every advantage of the experience. Make the fall count. Falling down is going to happen, as it does to ever successful person, and everyone around you is watching to see how you are going to respond. You have only two choices; stay down or bounce back!

What do I get for my Money?

What do clients get for their money? This is a great question that you should objectively ask yourself and really consider the ramifications of the complete answer.

Clients do not buy just products or services when they make a buying decision. Client's buy the entire package especially the working results of every employee. Simply put; the money that client's invest in your offerings serve as the primary revenue stream that makes your company viable on the financial statements. Therefore it is critically important that everyone understand that the client's are in reality paying their salary and incentives. The money you get in your paycheck is indirectly the money client's paid to the accounting office!

Therefore a good employee, preforming well (at or above expectations) is a benefit to every employee in the organization and by doing so they are making the client's money worth the investment. Conversely a bad employee, performing badly (below expectations) is costing not only the client but also costing the good employees. There is no escaping this fact. Clients pay for good performance as well as bad performance.

Make sure you are a productive member and that your efforts are making the client's money go as far as it possibly can within your organization.

Communicate

How well do you communicate and do you fully understand the incredible value you can bring to your proposition, if you make all things perfectly clear?

Numerous business books have been written with the underlying theme that poor communications result in many of the self-inflicted wounds that businesses and business people suffer. Communications, good and clear communications, make the difference in all relationships. Many times, because of our deep knowledge specific to our products or services, we tend to"varnish" over relevant and important issues. The best course of action, is to not leave any topic on the table that has not been addressed, while allowing the person we are communicating with to make the qualitative decision as to the relevant weight of each matter and just how much they want to know more about any particular thing.

My experience finds that women are better communicators than men because they typically want to discuss, in-depth, what ever the specific issues are. Men tend to gloss things over and make too many assumptions because they feel they have delivered a clear message. Perhaps because they themselves have a clear understanding of the issue(s) being discussed. Perhaps they do this in the interest of time. But there is very little, short of ; "run the place is on fire" that does not deserve in-depth discussion especially considering that people place different values on different matters. What may seem to be insignificant to you may be the biggest issue to the person you are communicating with and communications is a two-way street.

Communications, good and clear communications, must be your objective and the way you run your life. Addressing issues thoroughly will resolve many issues in the valuable relationships you are working hard to build.

Good communications builds solid relationships while poor communications can harm relationships. You choose every day and during every conversation just how well you are going to communicate. Choose wisely!

Give of Yourself

All of us are professionals and as such we have considerable demands on the time we spend building our business. Building your business must be your focus on a daily basis.

However there are people in your community that need your time and talents. Giving of your time and talents is not only needed it is one of the most fulfilling endeavors you could possibly devote your efforts to. The benefit will be manifest in lives of people you may never see but you will know that through your efforts these nameless individuals were provided the opportunity to live a life that they may not otherwise be afforded.

Throughout your community there are organizations who sole purpose is to serve others, especially the less fortunate. Get involved in one of these organizations and be one of the top 20% that are the go-to people who get things done. It is true that 20% of the people in any organization are responsible for 80% of the positive results. You should already be one of the people who make up the 20% in your profession so by focusing your talent and time to help others, you are well equipped to be a get-it-done individual in one of the organizations that need your help.

Giving of yourself without any expectation of recognition or reward is going to be of greater benefit to you than it will be to the people you are serving. It works that way every time, so get involved and give.

I Am Not Because...

When people are failing to meet expectations or to grow, there is one reason out of five that is keeping them from achieving the desired results. Once the reason for failing to meet expectations is determined, immediate, positive and strategic corrective action must be taken. Getting the to the real reason will be challenging, uncomfortable and difficult, but not getting to the real reason is far more destructive. Many good employees are ruined by leaders who don't take the time to get their hands dirty and help.

The five reasons people fail to meet expectations:

1. They do not know what is expected

2. They do not know how

3. They are afraid

4. They are not capable

5. They know what is expected, they know how, they are not afraid, they are capable but they simply will not do it. Why?

Recently a survey was conducted asking employees what they needed from their supervisors and the number one response was: "What is expected of me." Hard to believe that we hire people to do a job but fail to clearly articulate what, specifically, they are required to do at what levels.

If people do not know how to do something, get them trained. It is impossible to hold people accountable for not doing what they don't know how to do!

People are typically afraid of the unknown. The more they do something the less fear they will have if they have the proper risk & reward system in place.

Successful sports teams put players in the position they are most capable of performing at. If they are not capable of performing at any position, they can't be a part of the team.

When someone has the opportunity to do something they are fully prepared to do and they choose not to, the root-cause must be determined and the only way to arrive at the best conclusion is to communicate. If they decide not to do even though they know what is expected, they know how, they are not afraid and they are capable, then they can't stay and the sooner they leave, the better.