Making a Living, Or a Fortune?

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Make a Living or a Fortune? During a delivery of our Value Selling workshop, the client was taking about growing their Win Rate by 20%. Sound like similar talks within your company? In short, I challenged the room (and I’m challenging you in this post) to get better by 20%. Then, I borrowed a quote from the great Jim Rohn. “Work harder on yourself than you do on the job!” Why? Because if you work hard on the job, you can make a living. But, if you work hard on yourself (personal development), you can make a fortune! Want to make a living or a fortune?

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.

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!

Daniel-first blog copy

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.



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.

Do You Have the DNA to Achieve the Results You Seek?

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Every person is born with a one-of-kind biological DNA. Your DNA is a collection of internal factors that manifest as your natural talents and tendencies. Had you considered that you have a professional DNA, too?
In order to achieve superior results in business and in the business of life, you must identify your natural DNA then align it with career paths and goals that align with that DNA.  Does that make sense?

You see, aligning your natural DNA (talents) with the natural demands of the job will position you to achieve more with less. Inner conflict will be reduced and external results will be increased because your natural style will be a natural fit. Hence, the term that you’ve heard attributed to Michelangelo, Michael Jordan, Tiger, Oprah and others. They’re referred to as “naturals” because there’s a natural DNA fit.

So, let me ask you, if your job could talk, then what would it say about the DNA required for succeeding in your position?  Do you have that natural DNA (talent)?

The best way to determine whether you have the DNA for the job is to conduct a proper DNA-JOB assessment which measures specific talents and motivations called for in your particular job.

Ask Yourself These Questions:

  1. On a scale of 1 to 10, how clearly do you understand the requirements of your job? In other words, can you identify the DNA required for success in your job?
  2.  Perhaps you have some or many of the talents required by the job. On a scale of 1 to 10, how fully developed are your Sales talents?
  3.  What are the key requirements of your job?
  4.  On a scale of 1 to 10, how will does your DNA fit the DNA requirements of the job?

Based on these questions- do you think you are a DNA fit, or are you trying to make your DNA fit into an    unrealistic job placement?

Think about it. If you have more talent than the job rewards, then you’ll find yourself bored and unfulfilled, which leads to job hopping. If you have less talent than the job requires, you will find yourself making errors and missing opportunities, which leads to unemployment. How do you know if you’re in the wrong job? Well, let me put it this way, if you could quit your job on Monday and still be fulfilled, then you are in the wrong job!

And consider this. If you don’t have the natural DNA, then it doesn’t mean you can’t achieve superior results. It does mean that you’ll have to work much harder and smarter than those “naturals (sometimes referred to as geniuses)”.

Regretfully, most people settle and “get a job” with a company to pay the bills. Too often their plan is to “get by” for a few years, then depart the company, so they can do what they really love to do. Do you know of anyone like that?

There is genius inside of you. Have you unleashed it? What natural gifts are you holding hostage from the world because of your personal fears? You need to honestly answer these questions.