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Structure
Observe the Calendars of Your Sales Team Members
Now that your calendar is set with recurring actions and appointments, you can start connecting the dots (for yourself) of how that level of organization is contributing to the results you are achieving.
And you can be the example for your team to follow.
Your example and expertise will allow you to coach your team on HOW to organize their time and HOW to plan for appointments so that they can begin to experience that level of organization for themselves and connect their own dots of struct…
Structures and Support
“I don’t write goals, but I have them in my head.” What??
If you’ve heard yourself say that, challenge its efficacy: DID you really achieve the goal? Did you even have one? Or is that something you say to avoid the responsibility of making a commitment and then taking the actions to achieve the goal?
Some facts about goals:
- You need to write them down. The action of thinking it through and articulating what you want is powerful and part of the process.
- Put your goals somewhere that yo…
GRATEFUL THINKING
In the season of Thanksgiving, I thought it might be helpful to bring gratitude to every element of the sales process and to see where we can expand our effectiveness. And since thoughts impact words and words impact deeds, it’s a great place to start.
Grateful thinking is a process and a practice that starts with prompts and reminders to begin building the practice. Personally, I notice that when I let my practice and structure lapse, my thinking follows, and I am not ‘operating’ from a place of…
New Actions in Action
Actions are the only things that produce results. New actions feel awkward at first and sometimes that awkwardness stops us from continuing them.
When you know this might happen, then it’s not a surprise when it does. That’s why you want to keep actions to a very few and repeatable if possible. Feeling awkward lessens with practice. And how we know we are doing something new IS the awkwardness of it…so that is good news!
Have a reasonable expectation of what new actions will produce. Giv…
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