March 15th, 2010
Do It Over Again….
Over the past few months I have written often on the impact of emotion in the role of sales leadership and as a salesperson during the sales process. This week I am taking a slightly different viewpoint-that is of you as an individual-your personal life.
If you had it to do over again, what would you do differently-if anything? In the role of sales management this phase becomes one of the major coaching tools we recommend, it should be used after every face to face sales call and after every sales training session in your office. The purpose is for the salesperson to self critique themselves first before you provide your insights. The real secret in building a self-managed sales team is for you to train your salespeople to personally use this coaching phase when you are not with them-that it becomes a daily self improvement-self check system for each individual salesperson.
However in your personal life it also is a question you must ask. In my keynote, I sometimes open with that question and my objective is to help each person evaluate their lives both personally and professionally. I use pizza as an example. A pizza is made up of many ingredients and multiple slices-as is life, during the program I ask each person to evaluate their personal and professional life on 8 categories on a score from 1-8, 8=high. During this brief exercise, each attendee determines where they are in balance or out of balance and then we cover the “balance finders”.
The next outcome occurs when I cover the Passion of Impact, as sales leaders and as people our greatest potential is to impact the lives of others around us-through coaching, positive attitudes and a giving spirit. It is amazing when you think back on those people in your lives that have impacted you and when I cover Sam’s story-how one man impacted thousands of people lives by dedicating his life to the boy scouts or how one person- Millard Fuller started Habitat for Humanity attendees begin to understand the ability of everyone to positively impact others. What is the outcome-I have found that by impacting others, personal and professionals tend to soar- more balance and sense of fulfillment. How will you leave this world a better place? If you aren’t in the right place, right now, you can “DO OVER” again.
What tends to be missing in those individuals that are struggling is they are out of balance or have not built a philosophy to lead. I end the keynote by allowing each person to think about what ingredients they need to make their lives better and what their menu for life will look like. My theme is to: think positive, take action! This idea came out of the 9/11 experience when many were really shocked and frozen. Let me know what your mantra or theme is for life: Ken@AcumenMgmt.com
When it is all over, you will ask yourself: If you had it to do over again, what would you do differently-if anything? It is best to ask yourself that question– today.
To learn more and schedule your summer sales kick off meeting with Ken, go to our website. www.AcumenManagement.com
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!