Monthly Archives

April 2016

Apr 24
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Give Your Best… To Get It All

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I started my pursuit of a Black Belt in my quest to encourage my son (Dad, it’d mean more if we do it together). In reality, Isaiah and Tae Keon Do have been an encouragement to me.

There are so many parallels between TKD and Sales. Like getting tested each week, making a commitment to excellence and the Black Belt Creed.

Here it is:

1. Think 1st of courtesy and respect.
2. Strive for a better personality.
3. Keep the way of sincerity.
4. Utilize Knowledge and Physical vigor for the purpose of right.
5. Develop an Indominable Spirit!

Go Su (Give you Best to Get it All)!!

Are you giving your best …to get it all (love, life and leadership)?

If not, why not?

Call The Deal Closers. We can help.

Apr 17
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How to Build the Perfect Team and Increase Productivity?

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The other day, while packing for flight to Munich, I saw a clip from Fareed Zakaria’s GPS (Global  Public Square)  on CNN.  He was interviewing a young Executive from Google about a study they’d done on How to Build the Perfect Team?
The secret? Her research ( The Aristole Project) revealed was that “psychological safety” was one the secret sauces to building a perfect team and improving productivity. That is, the ability to speak safely, collaborate productively and be vulnerable without being reprimanded.
Oh my, I’d concur. I witnessed this at Google when I coached their sales teams from coast-to-coast a few years ago (yeah, I’m dropping names). And hopefully, I contributed to their collaboration culture and their growth in some small way.
And, I’m witnessing it today in Munich with another sales team.
How’s that? Well, what’s true is transferable. Collaboration is the key for creating competitive advantage and increasing productivity internationally too.

Q: How to Build  the Perfect Team and Increase Productivity?
A: In short, Create a collaboration culture, not an investigation culture!

Apr 05
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LEADERSHIP LESSONS: Sales Training Without Implementation

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Is your company guilty of conducting Sales Training without Implementation?

Let’s face it. Most companies fly in an entire sales team for two days of sales training. Then, no reinforcement. Scary, right?  C’mon man, all that time, talent and treasure wasted!

Why do I say wasted? Well, see the visual from The Ultimate Sales Machine by Chet Holmes. The research shows, that without reinforcement, sales performance doesn’t improve.

 

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In fact, recently, I’d took this point even one step further with a client.

Here’s a snippet of my talk with the VP of Sales: Alex, I’m glad you agree that today’s training needs reinforcement. But really, does “reinforcement” accurately describe what it is and what it will do for your company?

Would you consider calling it “Implementation?” Because without follow-up, Sales Training doesn’t get Implemented! The term “reinforcement” sounds like a nice-to-have and that’s why it doesn’t get done so often. But, “Implementation” sounds like a must-have.

Let’s not be lazy with our language. After the 90 days of Implementation, that’s when we should call it reinforcement.  For now, let’s develop a 90 day Implementation Plan…..

If you would like to learn more about moving your Reinforcement Plan to an Implementation Plan, reach out to me.