Category Archives: Sales
We Are All Leaders
Everyone develops leadership qualities personally and professionally in different ways. Many people may not even aspire to be leaders, but “accidentally” end up being role models for others.
You can become a leader very early in your career. It does not necessarily mean that you are a loud “rah rah” person. You don’t have to run around the office “high fiving” everyone, or be super enthusiastic every minute of the day!
I have been very interested in sports leadership for years, and the one who set the bar the highest in hockey since the early 1980’s was Mark Messier. Not only was he known for winning 5 championships, his fierce competitiveness, and leadership qualities, but he was confident. Those who follow hockey closely will remember when he guaranteed victory in the 1994 Stanley Cup Playoffs while playing for the New York Rangers. Not only did they win that game, but they won it all for the first time in 54 years!
For every Mark Messier, there are many others who quietly lead by example in sports, business, and every day life. I always love the comment,
“They don’t speak up very often, but when they do everyone stops in their tracks to listen.”
Those quiet people are also leading and providing great value.
When I first got in to business, my perception of leadership was very one-sided. I thought that managers and executive management were the only ones who were leaders. Many of them did motivate and inspire their teams, but others unfortunately did not understand the importance of being a positive influence on others.
You can start showing leadership qualities from the moment you start a new role. Focus on things like:
- Caring
- Care about the job that you are doing, your customers, and everyone around you
- Having a strong work ethic, and becoming a “go to employee”
- Being the type of person that others want to be around
- Doing the “little things”, and being attentive to details
- Doing more than is expected of you
- “That is not my job” is not in your vocabulary
- Taking advice and criticism as a professional
- Being open to learning
- Supporting team mates and encouraging them
- Celebrating their wins, and supporting their losses
- Being enthusiastic & positive
- Having lots of energy
- Smiling
Before you know it, people will start to look up to you and aspire to be like you. They notice that you have taken steps forward and have become promotable sooner than most.
Everyone has leadership qualities in some way, shape or form. The million dollar questions are:
- Are you using them? And better yet…
- Do you want to use them?
Take stock of how you are leading now, and how you may want to lead in the future.
Shhhh… I will tell you a little secret.
You might actually like it if you don’t already!
Paul Castain’s Important Message About Life and Family
Do you ever read something online that is so inspiring and memorable that you cannot get it out of your head? This happened to me yesterday morning, and I thought about it for the rest of the day.
Since it is the 4th of July for my American readers, I thought this would be a great time to share a recent post by Paul Castain about family and life in general.
This piece comes from the heart, and discusses looking forward (not back) but keeping memories “in a special place” that you can cherish for the rest of your life.
i-avoided-writing-this-long-enough
Happy 4th of July, and have a wonderful day!
My Guest Post on Robert Terson’s Selling Fearlessly Website
Robert Terson is one of the first people who reached out to me when I started on Twitter last year, and I am very glad that he did. We had a great chat about my favourite sport (hockey), and over time we connected again, and he suggested that I do a guest post on his site!
That day has come, and you can view my post on doing what it takes to stay a success on his website today.
You can also follow on Twitter http://bit.ly/P5AEy6
I suggest that you take some time to check out his other content and connect with him. He is a great resource for those in the sales profession.
Guest Blogger: Why You Need to Find – And Get In To – Your Discomfort Zone
Michael Boyette from the Rapid Learning Institute and The Top Sales Dog blog reached out to me last week, and I am so glad that he did! He is giving me the incredible opportunity to post content on his website, and wanted to contribute to Sell Lead Succeed! as well. I love his take on the “Discomfort Zone”. Initially it looks like a place we would not want to be, but upon further evaluation, it is very clear that we all need to take a leap of faith and “get uncomfortable”. Enjoy!
Your sales career is “doing okay.” You’re in the groove and your boss isn’t tormenting you. But something is missing. You know you can do better. Fact is, it may take a lot more than you think to get to that next level. Top sales achievers understand this, and recognize that growth comes only by setting stretch goals. And that the rewards come after the risk, not before. In order to sell, lead, and succeed, you must first escape your personal comfort zone.
Strategies for Escaping Your Comfort Zone
1. Commit to your vision of where you want to be
People change only when the pain of staying the same exceeds the pain of changing. So the only way to escape a comfort zone is to feel discontent with it. The first step: daydream. All meaningful, lasting change begins by fantasizing about where you really want to be (i.e., not in this comfort zone). If you vividly imagine yourself busting through sales barriers, being excellent rather that just average, eventually that picture makes its way into reality. When it does, the old comfort zone is unacceptable and we feel the need to change it. That compelling urge to change is what drives us to do things that make us uncomfortable, but lead to the rewards we want.
2. Write down what you need to do
When it’s on paper, with quantifiable tasks and deadlines, you make it urgent. Writing things down is the best antidote for procrastination, which is a defense mechanism that keeps us in our comfort zones.
Example: By the end of next week, I will make 50 cold calls in the new market, and set up five sales calls that will lead to one sale.
3. Recognize – and resist – the urge to crawl back to the comfort zone
Entering a discomfort zone is stressful. At the first sign of failure our impulse is to return to where we never fail. You’re going to feel that way. Expect it and resist it.
4. Just do it
Fear dissolves through participation. Think of bungee jumping. Most people are terrified of it, can’t sleep the night before, break out into a cold sweat when the ropes are tied to their feet. For many, it’s utter agony. They then jump and the fear is over. All they feel is the intoxicating high of having broken through a personal barrier.
The same is true of public speaking. How many times have you seen speakers who seemed nervous at first – which means that deep inside they were terrified – but became increasingly confident? We all overcome fear by doing.
5. Don’t fall into a new comfort zone
So you’ve broken through that first barrier; now you can relax, right? No. High achievers use their comfort zone to rest in, not to live in.
In the early 1990s Bill Gates was the richest man in America and Microsoft Windows had established itself as the dominant operating system. Gates could have become complacent. But he didn’t. He lived in utter paranoia that networking would put Windows out of business. By 1995 he was convinced that the Internet could destroy everything he’d built. Gates’ refusal to retreat into a comfort zone explains why Microsoft still dominates the software market, and the Internet, today.
A Final Thought
Successful sales leaders and entrepreneurs are not necessarily more competent, but they do look for ways to grow and stretch. They willingly expose themselves to new things by venturing into their own personal discomfort zone.
Michael Boyette is the executive editor of http://rapidlearninginstitute.com Rapid Learning Institute’s Selling Essentials elearning site and editor of the http://rapidlearninginstitute.com/top-sales-dog Top Sales Dog Blog. He’s also managed marketing and PR programs for DuPont, Tyco Electronics, and US Healthcare. Connect with Michael via email at topsalesdog@rapidlearninginstitute.com or Twitter @TopSalesDog
The Five Star 5 – A Collaborative Leadership List
There is an incredible amount of content available on leadership, and I made sure to research none of it for this post!
I wanted to share five key points of what leadership means to me, but I also wanted your comments to compile a longer list. Don’t research, just share what you feel! I will post the full list on my blog next week.
- Motivate, inspire and most importantly have fun
- Give an enthusiastic thank you when things go well, and a supportive ear when things go wrong
- Be a positive example with your work ethic, and have a desire to succeed that others are proud to follow
- Understand that all your employees are unique people and need to be managed accordingly
- As often as possible smile, laugh and have a bounce in your step!
Great Sales Team – Yep They Still Exist!
Coming together is a beginning
Keeping together is progress
Working together is success – Henry Ford
As I reflect back on my sales career with 13+ years behind me now, so many people have played an integral part in getting me to where I am today. Without their leadership, mentorship, and most importantly friendship, I have no idea what would have become of me. I had the good fortune to work with a team for many years which was as close to perfect as I could have ever imagined.
The team members:
- Celebrated each other’s wins without jealousy. They were also sympathetic to their associates losses or challenges
- Helped each other as required, without hesitation
- Were not afraid to share selling success stories, or how they overcame challenges and defeats. It was not uncommon to share presentations that were successful, or bulletins for promotions.
- Identified the “it is all about me” behaviour within the group (on the rare occasion), and assisted in addressing it with management as soon as possible. This reduced negativity and problems within the team
- Valued time away together as a team to bond, to get to know each other better, and just have fun
- Had a great leader who motivated, inspired, coached and mentored everyone
- WE HAD FUN TOGETHER! (I may do a post some day about all the great stories that came from working with this group!)
The one point that I really have to stress about the people on this team is:
If any of the team members called me today asking for help, no matter where in the country they were living at the time, my response would be,
“What do you need, and do you need me to come to where you are?”
I think I would get the same response from them if I asked for help. We were not only colleagues, but also friends. We battled at work every day to be the best that we could be, and had a lot of fun along the way too.
It has been close to five years since I left that organization, and am I lucky to be as good friends with many of them today, as the day I left in 2007!
- What great teams have you been fortunate enough to be a part of?
- What was it about those teams that made them “a cut above the rest”?
Educate
I “met” Mark online a couple of months back, and have been enjoying his blog ever since. Turns out we “travel in some of the same circles” online in the sales space!
I really enjoyed this post about educating during the sales process. Often, people forget this critical step.
Thanks Mark!
Educate
Educate. It’s part of the sales process many can’t get used to.
But sales people have to do it.
Sure there’s lot of buzz and research about how prospects do all this learning online about a business before they even get to a sales person. I’ve preached that research before myself. But I’m not buying that it is entirely true hook, line and sinker any more.
I keep hearing prospects confused, unsure or frustrated about certain services or products. I keep hearing prospects so busy at work and so inundated with messaging and marketing- they don’t have time to research and learn.
If you are a company selling somewhat abstract services like money management, digital marketing, brand development, risk avoidance, sales training, marketing solutions and the list goes on – you have to understand that many prospects just really…don’t understand.
These prospects aren’t going to shout this…
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The 5 Star Five – Popular Misconceptions About Sales Reps
Over the years, I have realized that there are many misconceptions of what outside sales people do. I wanted to share 5 of the more memorable ones in the latest edition of “The 5 Star Five”.
I need help adding to this list, so if you would like to contribute, please email me at: TimMushey@gmail.com
- Sales reps are entertaining customers all the time – lunches and golf especially
- You just need to be a people person to succeed
- Everyone in sales makes an above average income
- You have the freedom to do whatever you want, when you want
- The best sales people have the most experience
6 Categories of Sales Reps – Which One Are You?
It is easy to say that a “rep is a rep”, but when I dug deeper over the years, there are many “personas” that they could take on. True performers typically elevate their game from “just a rep” to “sales professional” and ultimately “superstar” over a shorter period of time.
I compiled a list of the six categories of reps after being part of several sales teams over the years:
- Raw rookies
- Future superstars
- Superstars
- Steady Eddies
- “What have you done for me latelys?”
- Underachievers
Raw Rookies
Raw rookies may be new to a role, or brand new to the sales profession. They are hopefully eager to learn, and make every attempt to work well with their team mates and managers as soon as possible. The first three months tend to be a little rough on raw rookies, as they are inundated with a barrage of product training and possibly other teachings. If they are not given the necessary support to become successful early in their time with a company, they are probably “thrown to the wild” and asked to fend for themselves. The first three months tends to decide a raw rookies’ fate, and management can quickly tell if the interview process was a true indicator of what was to come.
Future Superstars
Future Superstars can show signs early on if they are going to be successful. Typical signs are how they carry themselves, how eager they are to learn the role, and how engaging they are with coworkers, management and customers. They realize that it is going to take some time to understand the organization, and their products and/or services. But they know as long as they make the customer their #1 priority, things will eventually fall in to place. Future superstars will put the team before themselves, and never lose site of the fact that their day-to-day goal is to sell stuff and exceed budget.
Superstars
Superstars show a lot of the characteristics that I have described under “Future Superstars”, but have achieved above average results for a longer time. Can somebody be characterized as a superstar after 3-12 months on the job? Probably not. Any rep can fluke out and have a great few months, and then come back down to earth soon after. But if they have successfully achieved for 12 – 24 months in the same role, I would deduce that is it not a coincidence. Superstars just get the job done and continue to raise the bar to the next level. They are never satisfied, and are always looking for their next challenge to grow and succeed.
Steady Eddies
Steady Eddies can be relatively new sales reps, or seasoned veterans who have been around years. Their results do not fluctuate much from month to month, or year to year. Their consistent results make them a very dependable and reliable group that can always be counted on. They typically turn down promotions, especially for managerial roles, because they are comfortable working their territories as individuals, and like to be left alone to do their jobs.
What have you done for me latelys?
If you are a child of the ‘80’s like me, you may realize that this category was inspired by the classic 1986 Janet Jackson song of a similar name!
“What have you done for me latelys?” are very similar to sports stars that are past their prime, but are still being rewarded for what they have done before. They could be described as “lame duck” employees, who should be fired, but are not for many reasons. It has become public knowledge that they are not performing their job duties up to the standards that they set for themselves in the past, but some business is still coming in based on their reputation in the market place. In many cases they are counting the days until retirement; or for those not of retirement age, they are counting the days until they get fired.
Underachievers
Underachievers are not getting the job done. They never have. There could be many reasons for this, and the list is too long to assess in this post! At the end of the day, it will result in termination; it is only a matter of time. Some tend to have “nine lives” and dodge being fired longer than many expect. But in the end, they will be looking for another job, possibly even in a different profession!
- If you are not in the sales profession yet, do you have what it takes to become a Superstar in this exciting line of work?
- If you are in sales, what type of rep are you now, and what type should you be?
- What changes to you have to make ASAP if it does not say “Superstar” on your business card?
Bruce Zimmerman but up an incredible post on Saturday, that I had to share today. Those little things that you do for others can make a difference; you just may not know it at the time. Have a great day!
Caught in the rat race, we often forget that little gestures can leave lasting impressions. We lose track of the little things we do and can do, to add meaning to those that we interact with. Whether you realize it or not, sometimes, it’s the little things that can have a lasting impact and shape the future.
I was served up a big dose of reality on this very topic yesterday afternoon.
This past week was one of those weeks. Buried under an avalanche of work, the week actually started on the previous Saturday and include a weekend of preparing for an extremely important and busy week ahead. I had several major presentations accompanied by trips to multiple cities. Added to the mix, was a busy family week of activities and the start of my training schedule for my next race. To say it was a long week was…
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Sell, Lead, Succeed! 