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angela lee duckworth

As we embark on a new year and the meter resets to zero, hence follows the annual ritual of setting new year’s resolutions and goals. We’re all too familiar with the annual goals of losing weight, making more money, becoming more involved in our communities, and the list goes on. But we also recognize that most people lose focus on their new year's aspirations after only a few weeks of effort. We've all seen it...the inevitable influx of people joining the gym in January, then they disappear by March! This begs the question: How do you stick to your goals even through the inevitable challenges that will arise throughout the journey? In the old days, the answer usually included terms like: hard work, determination, persistence, passion, effort, or stick-to-it-ness. But the new trending word is: grit.

 In recent years, we are seeing an ever-concerning erosion of objective truth largely at the hands of certain public figures who have taken political spin to a new and very dark place.

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One of the things that really annoys me is when pundits characterize these fast-talking characters who spew out words a hundred miles a minute, by calling them “great” or “successful” businesspeople. These descriptions often follow video of the subject glazing over facts and casually dismissing objective questions or counter arguments. They just barrel ahead full speed, spitting out rhetoric with such conviction, that the casual observer is at best, easily persuaded—or at the very least, very confused by what they’re observing.

 

redchart

With the turn of a new year comes time for reflection and optimism for the coming year. For business leaders who depend on selling, no matter how well or how poorly you did in the past – the scoreboard resets to zero. While most of us can figure out generally how much revenue we need in a given year, intimately knowing the full picture of your numbers can be much more of a challenge. That said, the most successful owners tend to think through their business plan figuring out not just the “how” but the “how many.” They not only know their numbers, they understand them - well. 

insights
 
The following story derives from conversations with "Pat," a sales team member, after our several interactions with a customer in the medical equipment industry. Given Pat’s impressive selling expertise, I decided to probe his thinking after each sales call we made together in order to gain insights on why he reacted in certain ways.
 

YES NO MAYBE

When coaching business leaders, one of the most common challenges they face is the dilemma of how to make the right decision in a timely fashion. Most often business owners and managers default to the side of trying to make the most accurate and correct decision. As a result, they take careful, deliberate steps for most or all important decisions which of course means the decision will take much longer before it is rendered.

 

 

coachmeyer

The greatness of a coach, whether sports or in business, is that they can take you farther than you can otherwise take yourself.

 

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Becoming a great leader takes more than just years of experience or special abilities, it requires clarity on what type of leader you want to be and a proactive plan to get there faster.

Many small business owners often assume that leadership acumen is reserved for C-level corporate executives who oversee large enterprises and hundreds of millions of dollars of capital. But a closer look at the core of successful leaders reveals three essentials that they all possess.

I like to refer to these essentials as the Big Sexys-core leadership attributes that are most responsible for highly successful outcomes.

 

plan1

The holiday season can be a busy time of year, or depending on your business, it can be one of the slower periods. Either way, as the page turns to a new year, it is critical to be prepared and have a strategy for success. For business leaders, there’s usually a planning meeting during the fourth quarter in preparation for the coming year. However, these activities represent only part of the planning process---and left to stand on its own, may not be enough to achieve the desired results for the next fiscal year. Therefore, it is important to create a sales plan that provides the clarity needed to give you the best chance for success.

activity skill

 

Ask any sales professional, which is more important−activity or skill, and you’re likely to get a passionate, compelling answer for activity. That is until you ask the next person, where you will probably encounter an even stronger opinion in support of skill. In fact, I recently did just that…I posted the question on my social networks asking sales professionals their opinion on this question...

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