Category Archives: Success

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!

Mark McCarthy's avatarMark McCarthy's Blog

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…

View original post 205 more words

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

  1. Sales reps are entertaining customers all the time – lunches and golf especially
  2. You just need to be a people person to succeed
  3. Everyone in sales makes an above average income
  4. You have the freedom to do whatever you want, when you want
  5. The best sales people have the most experience

Fantastic Video – Michael Gerber “The Mountain”

Special thanks to Michael Kroll over at The Sales Effect for bringing this video to my attention last week. I followed Michael Gerber’s work a couple of years ago, but not as much recently.

After hearing him speak on this video, I am going to look him up again!

My Best Sales Manager

One Sales Manager in my career was a cut above the rest. As I think back to our first meeting close to 11 years ago, I realize that it took about 5 seconds for us to click. Sometimes it is there, and sometimes it is not in a business relationship. But I knew right away that I had made the right decision to move and start a new life in Edmonton.

Everything between him and the team worked. There was limited drama in the office, and the focus was always growing the business, and having fun along the way. He never made it feel like he was our boss, more of a team captain. He was a leader who supported us in every way. He was there for us when we succeeded, and when we failed. He assisted in our personal development, and often commented on how lucky he was to have a team like us to support. It was never “below him” to help us with whatever we needed assistance with. He was a manager, but he was more than willing to get “dirty with us in the trenches”.

He was the consummate mentor, and was always thinking about succession plans for those who were interested in moving up within the organization. He was an ear for everyone with respect to business or personal problems.

I had often thought about what would happen to the team if he ever decided to move on. I have to be honest; it worried me  a bit, more than it should have. When he finally did move on, as expected, things were never the same again with our sales division.

I called him out of the blue when I was in his city a few months ago and we had a last-minute coffee. Before I knew it, more than an hour had passed. We picked up right where we left off from the last time we saw each other! I had to pinch myself to realize that we were not between sales calls working for the same company anymore. I will always credit him for being the most influential person who assisted in getting my sales career to the next level as quickly as it did.

  • Who has been influential in getting you to where you are today?
  • What awesome things have they done that really stand out in your mind?

Inside Sales – Your “Personal Assistants” or Valued Members of the Team?

Within the sales function of organizations, an individual or group of people go about their business day after day, and in many cases, without a lot of respect from their colleagues. It is the Inside Sales team.

If you haven’t taken the time recently to think about how much easier your job is because of them, take some today. When was the last time you bought them a coffee, took them out for lunch, or phoned/emailed to say thanks?

Our team always pitched in to get inside sales Christmas gifts with one company that I worked for. The group knew how much we appreciated them, and always loved the surprise!

Have you been guilty of using inside sales as your personal assistant?

Be honest with yourself!

Inside Sales’ role is typically clearly defined, and if you consistently dump tasks on them that you did not feel like doing yourself, you are just being lazy! Work with them on moving activities towards closing sales like quoting price and delivery, handling customer questions etc.

One concept that really helped me get on to the same page with one of my Inside Sales teams was establishing “Rules of  Communication”.

The goal was to communicate on their terms as much as possible, not mine.

  • Currently, are you calling or emailing inside sales for every situation that arises during the day?
  • Do you even know if they prefer to be phoned or emailed?

Our agreement included the following clauses:

  • If something was an emergency or crisis, I called immediately
  • If something needed to be completed as soon as possible a detailed email was sent. They were always monitoring their inbox, and would respond as soon as possible
  • For non urgent requests – follow-up notes, general questions and other important items were put on a Daily To Do List. It was sent to Inside Sales at the end of the day. In my case, there was a two-hour time difference, and I typically had my answers waiting for me by the time I got to my computer the next morning!

The less nagging, disruptive phone calls the support team handles internally, the more they can focus on booking business. Call when needed, but always take a moment to think, “Does this have to be dealt with immediately?”

The more you strategize with them as teammates, and respect the job that they do, the smoother the sales function should run in general. Who do you think they will give priority service to when they are in a time crunch? The rep that treats them like gold and respects them as people and colleagues of  course!

And always remember, they are not your personal assistants!

I really enjoyed this post today from Kayla Cruz and corresponding video by Shawn Achor. Have a read and listen when you have some time. Let’s not be “average”.

Kayla Cruz's avatarGen Y Girl

Let me start off by saying that I’m a huge fan of these Ted Talks.

I saw this one today and thought I’d share.

Shawn Achor, CEO of Good Think, Inc., researches and teaches about positive psychology.

Positive psychology… It seems to be a topic of great interest lately.

There are thousands of books teaching people things like how to be happy… how to make the best out of really crappy situations… that your attitude determines your success.

Well it does, but that’s not what I want to write about at the moment.

Achor makes many great points in his talk, but the one that I really loved was his emphasis on the fact that we need to stop focusing on the average (start the video at about 4 mins).

You see, when it comes to business and success, it’s no secret that some people and some companies are…

View original post 366 more words

Every time I see a post about the National Hockey League (NHL) and business, I have to check it out! This was the case recently with Anna Caraveli’s post on the Washington Capitals with respect to mental toughness in your leadership and organization. If you are not a hockey fan, that is ok. The message still comes across loud and clear!

Reality Check – Has Work Become Your Life?

Do you work to live, or live to work? 

I will write it one more time…

Do you work to live, or live to work?

Every time I hear that somebody passed away shortly after they retired, I hope that they took time to really enjoy life along the way. When I am working, I am a loyal hard-working solider. But when I am not, I am enjoying free time with friends and family when possible.

I saw a report on CNN a few years ago, and it gave me a horrible feeling in my stomach. The corporate world has made us believe in many cases that taking holidays shows a sign of weakness. When I hear that an employee has not taken holiday in several years, I always cringe.

This issue continues to get a lot of press, and work life balance has become more important than ever. Work demands and commuting makes our personal time very valuable. I have seen several managers and reps work way too many hours on a regular basis during my career. The question that I always have is…

What steps are you taking to insure that their work does not become your life?

Should it be common to work late at night?

  • At what point do you admit that there are inefficiencies in your work habits, and you need to change how you do your job?
  • Maybe you have too many responsibilities in your current role, and need to sit down with your manager to discuss the toll it is taking on you

There are still managers who subscribe to the theory of “most hours worked wins”, but this line of thinking is slowly going by the wayside.

I hate the saying “they were the first one in the office in the morning, and the last to leave at night”. How do we know that they are working all of that time? With all the distractions online, they may just be goofing off on the internet all day, or having “text-a-thons”.

I sent a group email one night at 10 pm from my home office once, just to tidy up a few odds and ends. I received a complaint the next day from one of my accounts. He asked me not to send correspondence at that time of night. I was a bit confused, so I asked why? He said that his phone vibrated on the night stand, and it woke him up! I forgot that some people are on call 24-7, and sleep with a phone close by.

I met an outside sales rep earlier in my career who told me that her kids had moved out, and she was not in a relationship, so work had taken over her life. She sounded far from excited about it!

I have heard of several organizations where employees never leave the office before their managers, even when they have completed their work for the day. This is one of the dumbest things that I have heard during my career!

Are you guilty of sending late night emails trying to “impress the boss”?  Give your head a shake. This is just silly!

I know several reps and managers who work constantly during their holidays. A good friend of mind was got caught by his wife returning customer’s phone calls from his backyard shed when they were packing for vacation! I still bug him about that, but his wife did not think it was very funny!

I understand there may be the occasional need to communicate with the office when on holidays.  But what does it say about the group that you surround yourself with, when they cannot “survive” for a few days, or even a couple of weeks without you?

I heard of the best “holiday-work compromise” from a rep a few years ago. He and his wife were going on a holiday without their kids. Things were both incredibly busy at work at the time. They agreed to one hour of work each morning at the hotel. But for the rest of the day, they left their cell phones in the room, and enjoyed each other’s company. Another rep was not so fortunate to be able to curb his work to one hour. He and his wife agreed to put his phone in the hotel safe before they left in the morning. That completely reduced his temptation to check every time another email came in!

I reference several European countries for setting the bar high for excellent work life balance. They have much more holiday time on average than most other parts of the world. Most stores and services even close during the day for a bit while the employees rest! How great is that? This is an unrealistic goal in many places including Canada and  the United States, but I believe the message is very powerful. These people definitely work to live and not live to work.

We only live once, and you need to sit down and think about what is really important in your life if this has become an issue. Focus on enjoying your personal life now while still keeping up with work commitments. Obviously everyone’s personal situation is different, and many circumstances come in to play. I get that. I work odd hours to keep up with projects that I am working on via my blog and other forms of social media. But I make it all work.

Health issues, stress and strain on your family life can come in to play due to a heavy workload, among other issues. Don’t fall prey to the vicious cycle of work becoming your life.

  • Do you feel like you are living to work, and not working to live?
    • What changes can you make ASAP in your current role if other priorities are more important?
  • Do you find it challenging to shut down “work mode” and get in to “family mode” when you are on holidays?
    • What steps can you take to make a “holiday-work compromise” as a first step (then eventually phase out work altogether)?
  • If your current situation makes it impossible to work to live and you prefer that, perhaps it is time to make a change!
    • Promise yourself to take one action step today towards making a change, or it will never happen

Living Your Dream? Ask One-Handed Pitcher Jim Abbott

I had some time to reflect as I washed the dishes over the weekend 🙂 I was thinking about living your dreams, and how anything is possible, no matter what the circumstances. My thoughts quickly turned to one-handed pitcher Jim Abbott.  If you followed baseball in the ’80’s and 90’s you will probably remember him. If you did not, the story still provides very valuable lessons.

Not convinced that you can do anything that you put your mind to? Take some time to watch this video and check out Jim’s website at http://www.jimabbott.net/

This is great sharing material! Have a fantastic week…

I really enjoyed this post from Tony Schwartz via David Kanigan this morning. Have a great Sunday everyone!

Live & Learn's avatarLive & Learn

I don’t believe that I’ve read a better self-help post in the past year.  Tony Schwartz turned 60 and these are his reflections.  He is the author of Be Excellent at Anything.   This post is from the HBR Network and it’s titled: Turning 60: The Twelve Most Important Lessons I’ve Learned So Far.  I find his insights remarkable…

  • Humility is underrated…deepening self-awareness is essential to freeing ourselves from reactive habitual behaviors…
  • “Notice the good – we carry an evolutionary disposition to dwell on on what’s wrong – take time each day to notice what right and to feel grateful
  • “Never seek your value at the expense of others…devaluing the person will only prompt more of the same in return”
  • “Slow down. Speed is the enemy of nearly everything in life that really matters. It’s addictive and it undermines quality, compassion, depth, creativity, appreciation and real relationship.”
    An…

View original post 610 more words