Sales Coaching

The Sales Roller Coaster

If you have been in sales more than a few months you have seen the “Roller-Coaster Selling Cycle” or possibly have even fallen victim to it. You know the difficulty it causes, how it erodes your confidence and how hard it is to pull out of. This up and down selling cycle is so common that it could be called an epidemic. And yet it’s so preventable! So what’s going on?

Understanding delayed gratification in the sales cycle What’s happening is that the delay between what you do and what reward you receive is causing you to lose focus. This is something that a Professional Business and Sales Coach is trained to recognize and help you get out of. We live in an instant world that does not know what delayed gratification is. Take a look at this example: When you have a job, your employer asks you to do a certain task and in return you receive a paycheck. When you stop working your money stops coming just as fast. Conversely, in sales there will be actions you take today that may not bring results for weeks or even months. This turnaround time varies from industry to industry and even for different prospecting types. Your ability to stay focused on doing the right daily actions regardless of what economic remuneration you receive will dictate how you will do in sales. How do you think you can stay focused when you can’t see results in the foreseeable future?

Understanding the cycle It’s important to know the flow of your sales cycle. What I mean is how the steps you take work together to produce a sale. Every sales cycle can be broken down into a series of steps that are interlocked together to produce the results you are looking for. From the first time you contact someone to the opening of a relationship there could be 4-6 major steps. Knowing these steps and how long each one will take can help you stay focused on what you have to do.

If you are doing well right now (sales are flowing in and you’re busy), keep your head down and focus on daily activities that will keep your prospect funnel filled. Working with prospects on “now” business is exciting and exhilarating for all sales people. Unfortunately if you do only that you will be buying a ticket for a future roller-coaster ride.

This roller-coaster is no fun – so get off! Here are some coaching tips that can help you off of your own roller-coaster:

 

  1. Get your finances worked out to take the pressure off of yourself for the next three months or so. In this way you can focus on doing what you need to do instead of worrying about the money you need to live.
  2. Get a support partner to help keep you focused. A good friend, coach, mentor or boss can help you when you are struggling. Make sure to be in contact with them daily so that you don’t get side tracked.
  3. Pick the most productive activities and stay focused on them only. This is no time to be lost in researching a future project or doing bookkeeping.
  4. Set a goal for the prospecting action that you will do each day in the form of people you will talk to or contact. Remember, you have to meet a client for them to become one!

 

Rich Grof Performance Development is a leading provider of innovative, coaching and leadership seminars – workshops for business and sales professionals. We help those who want to achieve success in their business. By using highly effective skills and techniques, we activate people’s natural abilities to create and sustain lasting change so that our clients are amazed at how easy achieving success can be. For those wanting more out of their business career and personal life, Rich Grof is an excellent connection to the dreams they want to create.

For free Business, Sales and Leadership videos and information, http://www.richgrof.com/
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Leadership

Business Leadership

Over the past several years during the current economic downturn many groups of business professionals have speculated about what it takes to be a leader. Is a leader someone who grows the company and will stop at nothing to get profits? After all, without profits a business cannot operate. However, we have seen that some leaders will stop at nothing to gain the most profits and have no regard for the greater good of society. The term leader can mean a lot of different things to a lot of different people. This paper takes an in depth analysis on the topic of Business Leadership and what clearly defines it.

When analyzing business leadership, the first step is to define some of the traits and characteristics of successful entrepreneurs and business leaders today. With the advent of globalization, the business environment has had an increasing rate of change. With this new change to businesses everywhere, most business markets have become dynamic and volatile. Now more than ever, most companies are looking to their leaders to guide them through these rough waters. All companies are placing a lot more emphasis on business leadership on all different levels throughout their organization.

Managers of the past may have been easily promoted due to large economic growth and may have just been expected to maintain the status quo. Now many managers or successful business leaders have to think outside of the box to constantly deliver growth to their shareholders or superiors. The new business leaders we are seeing in the new economy tend to be visionaries. They look to see how business is changing and try to adapt strategies before any of their markets are impacted. The recent subprime mortgage scandals and housing bubble burst steered several large institutions into bankruptcy. Many companies are now trying to also look for business leaders that will not only keep the profits coming but also build a strong sense of ethics and integrity into their organizations.

After careful investigation and research here are some of the top traits or characteristics noted in most of the business leaders today. Good leaders must be able to keep a clear head and tolerate frustration and stress well. A business leader today must be able to stay calm under adversity and be able to process a clear vision of the actions that need to be taken to accomplish their ultimate goal. One trait of a successful business leader is emotional stability also known as locus of control.

The next trait would have to be self-esteem. When you are a business leader you are constantly being analyzed and many decisions are made quickly. A leader has to know that they will guide the business in the right direction and be confident in their choices. This in turn, can often inspire others in the organization to believe in the same goal or vision.

Drive or need to achieve is often looked at as common trait in business leaders today. If the leader is just satisfied with average results he or she will not continue to push the envelope and often productivity or profits can lack. The drive or need to achieve is rarely filled in a true business leader. They are always looking for the next challenge and create ways to get around obstacles.

Filtering information quickly is also a trait that is held by most business leaders today. Another term used to define this is business acumen. Ted Prince notes “Before the Great Recession, leadership development was essentially a boom-time phenomenon. It could afford to focus on traditional leadership competencies such as interpersonal skills, emotional intelligence and decision making. To some extent, leadership development had atrophied into the study of leadership when things are going well.

Today, we are in a very different place. Business acumen is all about showing how our behaviors directly impact and improve business outcomes, measured in financial and market value terms. Business acumen development aims to fill the chasm in traditional leadership development programs, which involves the behavioral skills that lead to increases in profitability and market value. Business acumen is defined as the capability to bring about positive business outcomes” (Prince).

Optimism is a trait that will be found in every successful business leader. The leader often views problems as a challenge and looks at setbacks as a possible new direction. They are constantly focused on the main goal at hand and will not let many things deter their mindset that the goals will be achieved. If they do not get a sale that day they will still believe they are going to get the sale in the future. Their sense of optimism can often be a motor to keep them driving to their ultimate goals.

Tolerance to ambiguity refers to a person’s tolerance to uncertainty and risk. Business Leaders will face this on a day to day basis and have to also possess this trait to be successful in business today. Art Petty writes in his blog that “top performers fight the routine. High performance individuals in all areas of life, from leaders to athletes to great individual contributors work hard everyday to fight the gravitational pull of getting stuck in the proverbial rut. High performance teams and organizations find their comfort not in sameness or routine, but in embracing the ambiguity of the world and the constancy of change and the constant need to change. Many of the best leaders go out of their way to push themselves and their teams to constantly do things different to keep their senses sharp, their individual and collective minds expanding and their ideas fresh” (Petty).

Courage is also a trait that comes up quite often when referring to business leadership. As a leader or entrepreneur you have to have a high tolerance for risk. Generally, when you start out you are all on your own and many more businesses fail than succeed. A true business leader has the gumption to take a calculated risk and keep going when times get slow.

The traits listed above seem to be the most common in the true business leaders today. Some other traits that are highly desirable but may not be found in every business leader are high energy, intuitiveness, maturity, team orientation, empathy and charisma. We can analyze these traits closer to see how a leader can benefit from possessing them.

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FAQ, Healthcare

5 Essential Aspects Of Healthcare PR

Healthcare public relations is a growing field for those who do not mind the challenge of dealing with various individuals, and issues that can become crises.

 

Like other marketing jobs, healthcare PR requires good oral communication skills, good written communication skills, ability to meet deadlines, crisis communication skills, and knowledge of current issues in health care issues and policies.

These are 5 essential aspects that should be sought in healthcare  agencies and professionals. Additionally, most agencies or organizations that hire this type of specialists desire professionals who have 5-7 years in the field.

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FAQ, Healthcare

In Healthcare Marketing, the Healthcare White Paper Is Invaluable

Should healthcare white papers be part of your healthcare marketing efforts? If you’re serious about being an industry leader — absolutely.

 

Healthcare white papers are one of the most important tools for successful business-to-business (b2b) marketing in the healthcare, pharmaceutical, and biotechnology industries. They don’t just advertise your products or services.

Healthcare white papers showcase your expertise, and establish your company as the knowledge leader in your industry-highlighting your value, creating trust, and cementing your marketplace authority.

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Leadership

Executive Leadership Strategies For The Imagination Age

Executive leadership strategies must adapt to Imagination Age challenges, complexities and conceptions.

Years ago, when famed scientist, Albert Einstein, said, “To raise new questions, new possibilities, to regard old problems from a new angle, requires creative imagination and marks real advance in science”, he was teaching today’s executive leadership teams how they should behave, believe and become Imagination Age strategists.

How will executives, managers and entrepreneurs use their Imagination Age leadership skills to achieve significant, sustainable, strategic advantages through intelligent, instructive and innovative applications of their leadership power, practices and policies?

The Imagination Age demands greater and deeper levels of our cognitive, creative and collaborative competencies – therefore, we need different executive leadership strategies.

Executive leadership policies, plans and philosophies will revolve around the missions, mandates and meanings being employed, embraced or embarked upon by the fertile imaginations of their stakeholders and paid personnel.

While every group, leader and follower is an unique, self-determining entity, I can propose an executive leadership mission, mandate and meaning which has served our company and some of our clients faithfully well:

MISSION = “Enrich the productivity, profitability and prosperity of our strategic imaginations and our leadership power!”

MESSAGE = “Opportunity demands that we imaginatively, innovatively and intuitively use our discipline, direction and diagnostics to fully realize its possibilities!”

MEANING = “We are endowed with a God-given potential to contribute value through the artistic, scientific, vocational and competent exercise of our leadership power!”

4 Ranges of Executive Leadership Activities and Practice Throughout history, leaders have been influenced and guided by the discipline, direction and diagnostics of 4 distinctive domains of executive leadership practices – these domains, or field of actions or range of knowledges or responsibilities are simply known as the art, science, vocation and competency of leadership practices.

Here are a partial list of the actions involved – to be brief, I have not included the catalog of knowledges or organizational responsibilities for leaders:

 

“1) Art – performs, philosophies, paints and perfects 2) Science – uses methods, technologies, techniques, tools and processes 3) Vocation – embraces, espouses, engenders, evangelizes and encourages 4) Core Competence – demonstrates an expertise, experience, extension, evolution or expansion in effective leadership practice”

 

3 Executive Leadership Strategies For The Imagination Age As you consider the concepts being explored here, I remind you that we are discussing executive leadership strategies for practicing the art, science, vocation and competency of leading.

And these strategies represent the various approaches, directions, imperatives, indicators, intentions and responses leaders can adopt to effectively handle the environmental stimuli, conditions, forces or factors affecting, impeding and surrounding their organizational ecosystem.

The following 3 suggestions for executive leadership strategies being revealed in this article might help influence, impact and inspire you to lead more intelligently, instructively and imaginatively.

Imaginative and Creative Leadership And in this emerging Imagination Age, the world is looking for leaders who can help others quickly, reliably, wisely and elegantly organize information into practical, useful, relevant chunks of knowledge or collective inputs of wisdom.

We need those leaders to apply their own unique innovative, imaginative, insightful processes to create new advantages, value-added assets and awesome advancements.

Finally, executive leadership strategies which empower, engage, encourage or energize the development, dedication and deployment of other creative leaders throughout the organizational ecosystem and its environs will payoff handsomely in the Imagination Age.

Intelligent and Cognitive Leadership Our Imaginations are that functionality which drives those actions which we call imagining, thinking, conceiving, believing, reasoning or realizing, assuming, supposing or conjecturing.

Our imaginations give us the power and ability to form or shape images, sensations and concepts inside our minds.

It’s very important to note that our imaginations are the factory within which those pictures, perspectives, emotional impulses and ideas are formed, shaped and conceived in those moments when those items are not and can not yet be perceived by our sight, hearing or our other senses.

Can you see how cognitive leadership strategies help you deal with and unravel the complexities of our global economy?

Instructive and Collaborative or Coaching Leadership Strengthening your executive leadership skills means learning how to effectively coach, collaborate and train your people to prepare, guide and optimize their ability to handle the many challenges of constantly changing world.

Imagination is that work of our minds which we call resourcefulness, innovation and creativity.

Imagination provides meaning to our experiences and this mental faculty supplies a relevance or a context for understanding knowledge.

Our imagination is the fundamental and essential means through which we make sense of our reality and assign meaning or significance to our world, and as such, our imaginations play key roles in the processes of learning, teaching, collaborating and communicating with other people.

One Final Point If your executive leadership strategies, practices and knowledge domains need to evolve, then it’s obvious that you’ll need to discover how the philosophies, physics, processes, technologies, tools and techniques being used in today’s leadership skills training programs need to change too!

Copyright 2011, Mustard Seed Investments Inc., All rights reserved worldwide.

Bill Thomas uses his books, eGuides, videos, CD-ROMs and in-depth leadership skills training and executive development coaching programs to prepare you for success in the Imagination Age.

Bill helps professionals, managers, supervisors, executives, entrepreneurs and directors in 75 countries improve corporate results, energize their performance and create sustainable opportunities using his innovative educational methods and unique learning software tools.

Bill fully guarantees the quality and the effectiveness of ALL his tools, course materials and program services – his programs will maximize the returns on your investment!
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