Creating Targets Your Way

Creating Targets Your Way

What is your blueprint as a professional?

I’ve been using BP10™ and CliftonStrengths® from Gallup® and the How to Fascinate assessment by Sally Hogshead in the past 5 years as part of my coaching foundation. I’ve found that the assessments not only complement each other but also connect as true with my clients. 

I was recently made aware of the Wealth Dynamics (GeniusU) assessment which adds some additional information for entrepreneurial-minded people which includes most salespeople, and there’s a bunch of other assessments that I sometimes guide clients to.

What it all comes down to is where you are in your growth curve and how self-aware and hungry you are at the time of your coaching journey. It’s easy to lose your rock star mojo when you feel like crap. Assessments are one way out PLUS looking at your experience to date, your passions, interests, values, skills, and more.

Why does a personal brand matter?

You have a personal brand whether you do something about it or not. What these assessments help you with is to get CLEAR on what you bring and a way for you to communicate that. It’s what’s in your blind spot area and what you bring by merely being YOU.

There are several assessments, tons of books and teachings out there to help you identify HOW you create success best, who that ends up being can only be decided by you.

I’ve had many teachers, mentors, and guides throughout my life and have learned there’s not ONE person that has all the wisdom you need. We continually evolve and our interests, focus, and needs change throughout life.

The key is to tune in to you, establishing what’s really true for you and listening to your own inner guidance. Taking courses, reading books, getting coaches in different areas help speed that process up, you get the shortcuts that can save you time on your journey.

Your personal roadmap

How can you set targets that work for you without it being linear in nature? When you know your strengths, you have the key to how you best do anything including targets. For some, that means linear thinking, for most salespeople it doesn’t.

I was listening to an interview with a fellow strengths coach and they mentioned Wellbeing: The 5 Essential Elements by Tom Rath and Jim Harter. 

The five elements are career, social, financial, physical and community wellbeing. The book is based on a global study by Gallup of more than 150 countries. 

One piece of data that really stood out to me that while only 66% of the global population are fulfilled in at least ONE area only 7% are thriving in all five!… Wowza, that makes you stop and think a bit, doesn’t it?

What that means is that most of us have areas that are not being addressed or prioritized. 

When I was listening to this interview, I was thinking about what I could create with this since I haven’t read the book yet. Since I’m always looking to simplify stuff I was thinking about how I could integrate these areas and some other items into a personal roadmap. Hence this post.

When you’re in sales or marketing for that matter too, you need variety, and filling out forms is not always what inspires. Having said that there’s no way around doing the work, it can, however, be done in a way that makes it FUN for you.

Assessing how things are now

So take the 5 areas of wellbeing mentioned in the book, and take a few minutes to explore what’s working and not working, how happy you are on a scale from 1-10, and what you would like to create in these areas short-term (up to 6 months) and long-term (6 months to 5 years);

  1. Career
  2. Social
  3. Financial
  4. Physical
  5. Community

Looking at what you’ve written above, you’ll see what your priorities are. Ask yourself what experience and current skills you have to achieve these targets and where you may need help or additional education.

How do your values fit into this? What are they?

If you have taken the assessments you will know what you bring, what you need which helps you prioritize how you approach the creation of all of this. If you haven’t, take a moment to explore what your deal-breakers are in these different areas.

For me, freedom and flexibility are important ingredients in everything I do so I will create a format that allows me to tweak, shift and change priorities ongoingly. 

My steps are more related to asking questions like does this add more “freedom and flexibility” to my life/business [insert your values and priorities].

Once you’re clear on your priorities, values, and areas that you want to focus on, you’ll have the beginning of an action plan that is customized to you. Added to that when you apply your strengths to this you’ll create a blueprint that will feel easy to follow as it’s based on how you create.

To find out how you can work with me on topics like this go to my work with me page or schedule a call.

Now what, what’s next? 14 ideas.

Now what, what’s next? 14 ideas.

It’s key not to lose your mojo so if you feel worse after listening to the news – then don’t listen or touch that dial!! The same goes for social media, limit it if you feel yourself getting sucked in. Your friends and co-workers will no doubt keep you informed and you’re better off happy than worried, right?

 

Here’s a list of some random ideas to engage in to stay motivated:

 

1. Connect with your customers: I’m sure many of you already have reached out to your existing customers via text, email or phone, or a handwritten card to express support or a simple “thinking of you, is there anything I can do to help?”. Showing that you care beyond transactions will make a big difference once this is all over. Continue your call cycle even if you can’t sell, ask them how they’re doing or simply just connect. They may be going stir crazy too after all.

 

2. Take free assessments:

There are many “lite” assessments, like:

  • GeniusU that also has a network of 1M entrepreneurs that you could connect with and now’s a great time for that, isn’t it?
  • Then there are 5 Love Languages which goes beyond intimate relationships. When you know your needs, and learn to recognize that in others, you’ll be even more effective with your existing customers and prospects.
  • 16 personalities add insights to your personal brand, independent of whether you’re selling or not.

3. Take paid assessments for more in-depth knowledge:

  • My favorite is, of course, CliftonStrengths® that measures how you do/approach anything, it’s all about your hardwiring, the part of you that doesn’t change. Diving into your strengths is not only empowering and fun, it provides you with many insights into how you are when you’re at your best.
  • The BP10™ assessment measures how you’re successful in business) adds a similar perspective from a business point of view. Who we are in business can be different than at home after all as we step into roles that either work or not.
  • The paid GeniusU Wealth Dynamics assessment adds another angle to how you’re successful in business and while it’s directed to entrepreneurs I feel that applies to what salespeople are all about

 

4. Check your plan
What actions can you take now and how can you plan for what you need to do to hit the ground running as soon as you can resume business? What tweaks do you need to make? CLICK HERE for some ideas

 

5. Mastermind with some of your co-workers or friends – discuss strategies and game plans on how you can stay productive even if businesses have temporarily closed down. Zoom is a great platform to connect with people globally.

 

6. Research and map out your prospects, check their websites, values, management team, etc. depending on what you’re selling. What problem do they have that you can solve for them?

 

7. Create a list of open-ended questions you can ask your prospects to get them to answer what they need your help with so that you can present a solution. Remember it’s about them first, you and your products second.

 

8. Fine-tune your elevator pitch – Review what you pitch everything from answering the question “what you do” to product pitches. More ideas on this can be found in this blog: What’s your sales process.

 

9. Call and connect with someone everyday – customers, prospects, friends, co-workers, business associates or people you would like to partner up with, recruiters, …

 

10. Read a book or listen to an audiobook that inspires you. It’s key to keep your mojo in times like this after all.

 

11. Create a playlist of your favorite songs, songs that inspire, evoke good mojo

 

12. Work out – if you don’t have a gym at home find an online hub with workouts or go out for a run, walk, hike keeping your “social distancing”

 

13. Meditate or simply breathe deeply and visualize what you want to create or listen to one of the many free meditations online.

 

14. Google funny videos on YouTube – I live by a laughter a day keeps the doctor away 😀

 

Do whatever makes you happy, take one step and one day at the time. We’re all co-creating this shift so why not make it a fun experience?
Are You Having Fun at Work?

Are You Having Fun at Work?

The importance of workplace engagement

Gallup® polls and studies show that if you have a best friend at work you will not only perform better but you will also be more engaged. Actually as much as 63% more engaged or 7x more than the ones who do not. 

Why is this important? Currently, 70% of the US workforce is NOT committed at work and that affects not only company growth and well-being for all, and it spills over to many other areas of life. 

People leave managers not companies

I’m sure you have experienced or know that. Investing in people that are actually suited for management becomes crucial knowing that and the importance of this is too often ignored. 

When we promote the people not suited for management we create an unhealthy workplace that affects performance. 

I’m not surprised by these stats, considering the amount of time many of us spend at work with our co-workers. It’s super important that you get along and spend time together in a healthy, fun and empowering environment.

Are you having fun?

Having a best friend at work provides you with “I have your back” kind of emotional support, doesn’t it? 

I’m sure that you have been in work situations before where you had buddies and also when you didn’t.

Your strengths obviously influence your social and emotional needs. When you’re in sales it’s key to have people to strategize with that get what you want to achieve. 

So, what is it like in your company, do you have a great buddy where you can brainstorm and be real with, or are you surrounded by gossip central?

Having a buddy that has your back can make the difference whether you stay or leave your company. 

It’s very interesting to me how quickly you can shift how you perceive a workplace when you have a team that is committed and energized.

One person can shift your experience.

Several of my life-long and strongest friendships came from people I worked with that became friends. The bond we created is alive long after we left the workplace where we met.

It’s really powerful to have friends that you have a lot of things in common with that you also enjoy working with.

I’ve experienced different environments in my working life and currently have several people that are my buddies after a long dry spell and boy what a difference it makes.

What talents get nurtured at work?

One of my dominant talents is Relator® and one thing many of us with this talent love is to work and play hard with friends we can trust. Without close friends at work, it’s easy to feel isolated and disconnected. 

Do you have a Relator® as one of your dominant talents? How does it show up for you?

Which of your dominant talents do you lean into to connect with your co-workers?

No matter what your talents are, connecting with others is a need most of us have. Sitting alone on a mountaintop gets old and in sales you need people.

We spend way too much time at work to feel alone or isolated. 

Having your BFF at work is a win-win, it helps create the momentum you need to get out and generate new sales. When you hit your targets your company wins by hitting its revenue targets. 

Read the blog below if you want some suggestions on what you can do to shift your work environment.

3 Actions to take to create a workplace that performs

Why would you invest in CliftonStrengths®?

Why would you invest in CliftonStrengths®?

Are you getting the results and performance you desire in business and life?

How about your employees/co-workers? Is there a bigger “purpose” or mission that you connect on? Are you having fun at work and do you get acknowledged for your achievements and contributions? How often?

In the most recent update of the Global State of the Global Workplace by Gallup®, 85% of the workforce are performing below their potential with only 15% actively engaged! That number alone illustrates to me that the current systems are not working and that is a high price to pay for any individual or company.

Empowerment vs. disempowerment

Having spent most of the last 30 years in fast-growing entrepreneurial companies I’ve worked in workplaces with a higher percentage of engagement. Yet even there I’ve noticed people that were not engaged which impacted the company culture, and not in a good way.

I’ve also experienced what happens when you disrespect people that have poured their hearts into a company that stops caring for or about them, and I’m talking about the engaged people.

So I wonder, why wouldn’t you acknowledge the people that perform at work?

Why focus on what’s wrong with the non-performers? Why not look at the people that perform and add value consistently, and inquire why that is and what they need to perform even better?

Strengths

Shifting into a strengths-based culture doesn’t mean that you don’t need to look at weaknesses, especially if these are part of your role. When you focus on what you have a natural talent for and invest your time there, engagement tends to happen automatically, and with that confidence and increased performance.

Once you really get the value of what you uniquely bring everywhere (life & business) it becomes really easy to delegate what you suck at, especially if it goes to someone that rocks it. You learn to appreciate the people that are great at what you’re not and that creates a win-win connection that benefits both parties.

Where do you start?

If you own the company or are in management, it starts with you.

Take the CliftonStrengths® Assessment (how you approach anything), add the BP10™ (how you’re successful in business) and hire a coach that you click with to walk you through what it all means for you.

To date I’ve not met anyone who has resisted their results, rather they all say “yep, that’s me”.

Why not start with your talents and see how you’re using them, how you can monetize them and then roll it out to your team. As with anything, it’s not a one-time fix as life is constantly in motion with new possibilities being presented.

Imagine having a team that not only has fun together, but they perform and are engaged? What value would that create?

I can tell you from personal experience that being on a team and in a company where you connect, have fun and trust each other, that it builds loyalty, strong bonds and generates both money for the business and individuals, plus a work environment of self-expression and well-being for all involved. Priceless!

Here is ONE action that you can take this week without even taking the assessment:
  1. Carve out time for a weekly performance pow-wow, 5 minutes where you share your appreciation for what your team has achieved in the past week.
    • Find something positive to say about everyone.
    • Keep it short and sweet, like “thank you for being on time every day”, “thank you for embracing mid-course changes with project X so quickly”, “great job with that account”, you get the point.
    • Repeat weekly and see what this simple effort creates.
    • If time is tight, leave a voicemail or text a voice message!

Try it and let me know how it goes!

Finding Prospects—The Million Dollar Question?

Finding Prospects—The Million Dollar Question?

Do you find it easy to find prospects to convert into customers? And, do they align with who you are? Or, do you find yourself spending time with assholes? 

You’re feeling overwhelmed with all the stuff to do, so how do you find new customers when you’re so busy?

You’re aimless….no purpose… Are you dashing around having too many to do’s and never really having time to stop, breathe and chill without stressing out?

First, connect with your zone of genius. Meaning, do whatever activity that energizes you first, and then get into action.

With us all being so connected to our phones and gadgets, it’s easy to lose yourself into other people’s realities. The web is a network of technology and energy after all — so being focused on what you’re looking for before cruising the net helps you avoid too many distractions and rabbit holes! With a clear mind and focus, you can quickly find what you seek.

Here are 6 ways to consider:

Google Maps

Instead of randomly knocking on doors, why not use Google maps? Via Google maps you can search for your client group in a select area and have all businesses mapped out, from your home and back, making cold calling easier and more efficient.

LinkedIn

Go on LinkedIn,  search for people in the profession you sell to. You can drill down to the city, state, and ZIP code using the free version. There are also paid options that make more advanced features available.

Networking

Good old fashioned networking. Where are the people hanging that you’re looking for? What mutual interest would be fun to share? Creating a network outside of your industry could create the leads you desire, so check out meetups online and in person.

We all know people in different industries and a personal recommendation will often carry more weight than a cold call. Who would be fun to connect with?

At the end of the day, it always starts and ends with you. How you’re feeling and what you’re doing to nurture you. Follow your instincts, step out of your comfort zone and engage with people in a way that comes naturally to you.

Most of my “Woo” personalities need to interact with people daily. They often have large networks and can often be found at coffee shops or simply next to you in line chatting with people. The same goes for most of the influencing and relationship building domains as people will energize them. Connect with them, and see how you can help each other.

Referrals

You know the saying “ask and it’s given” —, do you ask your existing clients for referrals? Your friends? Who do they know that’s looking for what you’re selling? Ask them for an introduction via email or have them call them to alert them that you’ll be reaching out.

Tribes

What communities do you engage in outside work—where do you spend your money? When you’re doing what you love to do you’re in your zone, engaged and feeling great.

I’ve often found that I have more areas in common with the people I end up talking with at the gym or in courses I’ve attended over the years.

Who in your existing network could help? Where do they hang out? Church? Golf course? Soccer game? Pool hall? Yoga? Gym?

Your strengths

Look at your strengths for clues! Start with the activities that light you up and energizes you. When your unique [dominant] talent lineup is all lit up you’ll attract people that “want what you have” with ease.

Communicate with people online or offline when you’re feeling great. Share what you do and ask if they know someone that could use your services. Worst case, they say no, best case you leave with a couple of new leads.

What other ways do you use to build your business? Do share. I’d love to know.

Three Drivers of Success

Three Drivers of Success

What creates your success as a salesperson? What are the areas that you can impact? Feeling great, and having your mojo definitely helps, doesn’t it? You know what it’s like when you don’t have your mojo, you’re all up in your head and not producing as expected no matter what you do.

Different industries have different needs, of course, yet your clients’ experience of the sales process is what makes them buy again, or not. Other important factors are deliverables like quality and performance of the product or service.

I’ve spent 30 years in a heavily researched business area where science and knowledge about the product matters. Caring about people and having a charming personality gets you in the door. Knowing what you sell, what the benefits are, and your level of support—caring about your clients, creates success. Who you’re being and how you make people feel determines how long that relationship lasts.

Passion & purpose

Do you feel passionate about what you’re selling?

Some would say it doesn’t matter. In my experience, your level of passion impacts the sales cycle. For quick sales maybe it doesn’t matter but when it comes to long-term sales cycles, relationships are important and a passion for what you’re selling is definitely a must to create success.

Think about it — who would you rather buy from, a jaded person with attitude or a passionate and happy person that is willing to learn and serve? 

Sometimes we end up in businesses we never thought we’d be in, I’m definitely in that category. My creation didn’t end up as I expected yet. In my various roles I’ve been able to grow, impact, and learn a lot, operating in my strengths zone the majority of the time.

The products I’ve represented have aligned with values that are important to me from an authentic, ethical, and quality standpoint.  I’ve represented quality products that make a difference in people’s lives which aligns with my purpose.

We spend so much time at work that the people we work and surround ourselves with matter. Having a team of great people that have your back is key to success.

When passionate people turn into sour grapes, it’s important to nip it in the bud and have a conversation — and if that doesn’t help, remove them as quickly as possible. The impact of gossiping and complaining does no good for anyone involved. In this internet era, it’s important to think before acting [out] on so many levels.

Values

Are your values aligning with your company’s?

It’s easy to overlook, unless you have wise guidance. Again, depending on your values what that look like will vary. I tend to work with passionate people that care about people and what they sell.

When you’re compromising your core values you can easily lose your mojo or subconsciously sabotage yourself, and with that, sell less. Sometimes it looks like you’re doing everything you possibly can but you just can’t seem to close the deal. Why is that? Are you targeting people that simply can’t hear your message or are you disconnected from your message?

What would your ideal day look like if you sold a product that you felt really passionate about? And if you already feel passionate about your products, what is it about them that strikes a cord within you?

Are you having fun, and are you able to contribute to your clients on a daily basis?

From my experience, connecting with other people and making a difference is what makes my day. It doesn’t always create success in dollars but it does create an ongoing inner well-being. It also allows me to continually operate in my strengths zone which energizes me.

Focus—what’s the path you’re carving?

You’ve probably heard that being a leader means carving a new path that has never been walked on before. I think passion is often one of the ingredients to that, a driver if you will that has us get into action. You could call it purpose, being connected to who you truly are, being in your strengths zone, having ideas that you simply can’t ignore, either way, it’s the passion for it that ignites it all. Your continual focus is what feeds that flame and creates the success you desire.

When you’re in sales, you often like living on the edge, having the freedom to create your day and serve your customers as you see fit. You like people, the game and at the end of the day have a desire to make a difference on some level.

To create a path that leaves a mark you need focus and consistency. Even those of you that love change and variety still need a big picture focus on where you’re going. When you know where you’re heading it makes it easy to prioritize the different invitations aka to-do’s and emails that come your way every day.

When you’re clear on what you’re creating beyond hitting your targets, you can anticipate how you will feel when you do hit your targets and know why it’s important to your success. The grind occurs differently when you know where you’re heading and why. It makes it easier to target prospects to invite into your pipeline when you’re clear on what’s important to you and what your products and services offer. They either line up with your mission or not. Who do you want to invite into your path?