Blog Archives

Do You Have “It”?

bigstock-Happy-mature-business-man-offe-20200724

All I wanted to do early in my sales career was manage the team that I was working on. I was young, I was new to the industry and I thought I knew it all! I was confident that some day I could handle the role. Unfortunately changes happened within the company, and I turned down my dream Sales Manager role when it was finally offered to me. Even with that setback, I have continued to follow sales and executive management throughout my career.

I did have some experience managing a team before I was ever interested in Sales Management. I was a Branch Manager in the car rental industry straight out of university. It was a great experience, and certainly taught me a lot about managing a diverse group of associates at a young age. Some of the employees were more than ten years my senior, and I learned very quickly how difficult being in charge could be.

The Sales Manager is arguably the most important person within the organization. They have a direct line of communication with the sales force; the associates who drive most of the front line revenue.

It can be very easy to get in to a rut with your day-to-day role. Sales reps certainly do, and it happens to managers as well. It is valuable to take a step back and think outside the box sometimes, from how you typically manage.

Great sales managers use enthusiasm and excitement to their advantage. They celebrate their team’s wins, while proudly announcing personal and team achievements. They may high-five team members in the office, or keep it simple and just pat everyone on the back when there are reasons to celebrate. The positive energy does wonders for everyone.

I have always been keenly aware of my manager’s actions, and I focus on a few areas:

  • how they lead the team
  • how they treat me
  • how they treat other reps
  • how they handle adversity within the team
  • the relationship they have with their immediate supervisor and others on the executive management team

If they excel in all the above areas, they probably have “it” with their team. “It” is hard to explain, but it can be summarized as the group is firing on all cylinders, and no issue is too great to break the cohesiveness within the group.

I have reported to a total of 16 assistant managers, sales managers and branch managers during my career. I have also had close working relationships with 12-13 executive managers. This has provided me a rich foundation of experiences.

  • As a manager what is it like to have “it”with the group of reps that you lead every day?
    • If you have “it”, you can probably describe “it” in general terms, but it may be hard to explain overall.
  • If you have never had “it” with your team, would you not like to know how to get “it”?

As I continue to discuss Sales Management in the future, I will build on the theme of having “it”. I will leave you with one other thought to ponder….

Are you just a boss to a group of employees, or is their much more depth to your relationship with the team?

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Some Awesome Zig Ziglar Quotes!

I was flipping through the latest edition of the Toastmasters International magazine earlier this week, and stopped in my tracks when I spotted a Zig Ziglar article.

The late great motivational speaker, author and sales expert was known for many things, including creating memorable quotes. They included five awesome ones at the end of the article:

  • “If you go looking for a friend, you are going to find that they’re very scarce. If you go out to be a friend, you’ll find them everywhere.”
  • “Expect the best. Prepare for the worst. Capitalize on what comes.”
  • “Your attitude, not your aptitude will determine your altitude.”
  • “If you aim at nothing, you will hit it every time.”
  • “People often say motivation doesn’t last. Neither does bathing – that’s why we recommend it daily.”

Make it a great Thursday!

Belated Happy New Year and a Huge Shout Out!

Hey there everyone!

Just a quick note to say Happy New Year! All the best for a health, happy and prosperous 2013.

Starting a blog in 2012 was an absolute pleasure, and I am striving for bigger and better things in the coming months.

Speaking of this blog, I noticed something very cool on my blog in December, and just had to give a huge shout out to one of my followers.

Her name is Tina Del Buono and you can follow her awesome blog called Practical Practice Management at:

ppm4u.wordpress.com

When I started to write close to three years ago, I remember exactly where I was when I said to myself, “I wonder if anyone will care about what I have to say?” In that moment of uncertainty, it would have been easy to return to my “regularly scheduled life” and just put the pen down. But I kept moving forward, a little bit every day, with the hope that I would create a bit of a following when I launched my blog.

I have been incredibly fortunate that people like what I am doing, and many people comment.

And then there is Tina. After I noticed some statistics in early December, I was hoping that she would hit a very special milestone with my blog before year’s end. And she did!

She has taken the time to make 100 COMMENTS on my blog!

I can not thank her enough for helping make my blog a success with her insightful comments and support of my work in general. I am touched when anyone takes the time to correspond with me in any way, but 100 times in 11 months was just an incredible accomplishment!

You can also connect with Tina at:

Twitter – @PPM4U

Linkedin – http://www.linkedin.com/pub/tina-del-buono/1b/88b/969

Facebook  http://www.facebook.com/pages/Practical-Practice-Management/335593024309

Let’s make 2013 the best year yet! Have a great week.

Tim

A great message this morning about never giving up! Have a great day…

Goal Achievement Quote – Nov. 6, 2012

Great quote from Paul Mark this morning. We can all learn a little something from this one. Have a great day…

Goal Habits.com

“Make it a point to do something every day that you don’t want to do. This is the golden rule for acquiring the habit of doing your duty without pain.”
—Mark Twain   

__________________________________________________.

Enjoy today.
Achieve today.
Tomorrow is promised to no one!

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Neil Ducoff’s Take On Leadership!

I just loved Neil Ducoff’s take on leadership in this post. Take a few minutes to have a read. It is very inspiring…

No-Compromise Leadership Blog

One thing I’ve learned in my 62 years is that success never seeks you out. Success is about as indifferent and unemotional as it gets. It doesn’t give a hoot about your dreams and vision of what success means to you. It doesn’t care if you’re wildly successful today and lose it all tomorrow. Success is never in a rush. Success is just this extraordinary state that allows people, companies and organizations to bask in its glow and glory for as long or as little as they choose. There’s only one rule; show up and play to win. Otherwise, get out of the way.

I’ve been teaching, writing and coaching business and leadership for 40 years. I’ve had my share of successes and failures – but I keep showing up and keep trying to get better. When I look at my calendar and see keynotes, classes and consulting dates, I…

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Saturday Music Memories – Just Watch!

I still watch this several times a month. Close to 77 million people have enjoyed this as well. It is hard to describe how awesome I think this is.

A true example of how cool the human spirit can be, and how we should enjoy the journey in unique and creative ways!

Guest Post – Daniel Francis “Hit Reset”, And It Worked!

I had debated coming clean for a while and getting personal about my battles with stuttering throughout my life on this blog. I finally took a leap of faith and developed a post about it last week. It ended up being one of my most popular to date, and I wanted to thank everyone for their support. In case you missed it, here is the link again:

https://sellleadsucceed.com/2012/07/23/i-once-knew-a-boy/

It caught Daniel Francis’ attention, and inspired this guest post. I have been connected with Daniel for many months now, thanks to him initially reaching out on Facebook. His content is inspiring, well thought out, and incredibly interesting to read. I am enjoying his book “The Cold Calling Bible” now.

Daniel was living a good life, but not a great one for 10 years doing what he thought he should in trying to achieve massive success and live what he thought were his dreams.  A reality check and some tough times ensued; but once he figured out what he was really good at, his life changed.

Check out his inspiring story, and try to relate. Are changes perhaps in store for you as well?

We live in a time when more is accessible to us than ever before. More information, more stimulation, more stuff.  Dream it, and the world may well offer you a crack at it, but have you ever chased the wrong dream? I have, and I’ve lived to tell about it.

Like many people, I wanted to live “the good life”, but my definition of “the good life” was, upon reflection, pretty selfish. In fact, I spent a decade chasing the wrong dream for the wrong reasons. What did I dream about? A Lamborghini.  Luxury condos in New York and Berlin. Life in the fast lane: travel, women, adventure.  You might call it Fortune 500 or James Bond 007 signed, sealed, and delivered.

My persona in those days was definitely that of a smart-ass. I was living and working in The Big Apple, the ultimate corporate pressure-cooker. My employers and clients seemed to think I could do it all, and they threw it all at me. I never flinched, I just took on more and more — even things that I simply am not good at. Now let’s be honest. There are things we do well, and there are things we don’t. Wisdom would have it that we eventually learn to distinguish between the two.

For ten years, I chased my dream with the enthusiasm, dedication and passion that I do everything – all the while creating expectations I could not fulfill because they involved doing things I am simply not good at. I was living beyond my means, above my limitations, offering more than I could actually deliver. You might say I had become very adept at flying by the seat of my pants. The problem was that I felt like I was walking on eggshells all the time – balancing – and terrified of falling.  Of failing.  Everyone, and ultimately, myself.

Eventually, my life came tumbling down around me. Burn-out led to depression, with all the troubles, sorrows, and self-reflection that entails. It took some months and a lot of work before I discovered the secret to a successful life and healthy dreams: Focus on what you are really good at, therein lies the key to happiness.

I am the Cold Call Expert. I can get you in the door of corporate decision-makers faster than anyone. My friends and colleagues had told me this for years, marveling at how easy it is for me to get through to the CEO with a single call. I love it. I’m great at it. It’s what I do really well, and best of all, the people I call upon enjoy it too. More than once I’ve been told, “This was the best sales call I’ve ever experienced. Thank you!” I am a connector and I teach others how to connect.

Identifying and embracing my true strength changed my life. I stopped trying focus on skills that are outside my limitations. I recognized that I do, in fact, have limitations. I work healthier now, less intensely, but with greater passion. I earn a good salary, have a good life, and dream realistic dreams. I traded in my elusive Lamborghini to drive a reliable Volvo, and as I sit here writing, I am thoroughly enjoying a fresh slice of bread with chunky peanut butter. Simplicity, balance in work and recreation, and enjoying what I do each day makes for a truly great life.

If you are tired of chasing your tail, oops, I mean, your dream, look again. Maybe you are pursuing an unrealistic dream. Learn to focus on your true strengths. A better life is sure to follow.

Daniel Francès, author of The Cold Call Bible and experienced Cold Calling Trainer, was born with sales running through his veins. While other boys daydreamed of becoming firemen or famous soccer players, Daniel knew instinctively from the age of seven that he aspired to sell. Beginning his career in New York, he became first acquainted with the phenomenon of cold calling, and was intrigued and inspired. He immediately internalized this form of marketing as second nature.  

After studying, fine tuning and practicing his craft, Daniel became a master of the Cold Call. In 2010, obsessed with training others to master the Cold Call, he established The Cold Call Company dedicated to the art of cold calling. He now custom designs and delivers corporate cold calling training programs and is an adviser on how to gain new business using cold calling.

Daniel can be reached at:
PHONE: +31 20 77 42 836
EMAIL: daniel@thecoldcallcompany.com
WEBSITE: http://www.thecoldcallcompany.com
TWITTER: @coldcallcompany

Do You Have “It” With Your Team?

All I wanted to do early in my sales career was manage the team that I was working on. I was young, I was new to the industry and I thought I knew it all! I was confident that some day I could handle the role. Unfortunately changes happened within the company, and I turned down my dream Sales Manager role when it was finally offered to me. Even with that setback, I have continued to follow sales and executive management throughout my career.

I did have some experience managing a team before I was ever interested in Sales Management. I was a Branch Manager in the car rental industry straight out of university. It was a great experience, and certainly taught me a lot about managing a diverse group of associates at a young age. Some of the employees were more than ten years my senior, and I learned very quickly how difficult being in charge could be.

The Sales Manager is arguably the most important person within the organization. They have a direct line of communication with the sales force; the associates who drive most of the front line revenue.

It can be very easy to get in to a rut with your day-to-day role. Sales reps certainly do, and it happens to managers as well. It is valuable to take a step back and think outside the box sometimes, from how you typically manage.

Great sales managers use enthusiasm and excitement to their advantage. They celebrate their team’s wins, while proudly announcing personal and team achievements. They may high-five team members in the office, or keep it simple and just pat everyone on the back when there are reasons to celebrate. The positive energy does wonders for everyone.

I have always been keenly aware of my manager’s actions, and I focus on a few areas:

  • how they lead the team
  • how they treat me
  • how they treat other reps
  • how they handle adversity within the team
  • the relationship they have with their immediate supervisor and others on the executive management team

If they excel in all the above areas, they probably have “it” with their team. “It” is hard to explain, but it can be summarized as the group is firing on all cylinders, and no issue is too great to break the cohesiveness within the group.

I have reported to a total of 16 assistant managers, sales managers and branch managers during my career. I have also had close working relationships with 12-13 executive managers. This has provided me a rich foundation of experiences.

  • As a manager what is it like to have “it”with the group of reps that you lead every day?
    • If you have “it”, you can probably describe “it” in general terms, but it may be hard to explain overall.
  • If you have never had “it” with your team, would you not like to know how to get “it”?

As I continue to discuss Sales Management in the future, I will build on the theme of having “it”. I will leave you with one other thought to ponder….

Are you just a boss to a group of employees, or is their much more depth to your relationship with the team?

Saturday Music Memories – Summer Song

It is summer, and where I live, you can’t roll down your car windows all year!

Brandon Boyd from Incubus makes me want to roll down the car windows all the time and listen to his music. He is on of the modern vocalists that I am captivated by.

This live version of “Isadore” is awesome and I have enjoyed it for several months now.