Making That Change

You’ve now planned 2014!  You’ve identified some things you wish to do differently and set yourself some aspirations – whether significant or minor.  Your Goals!

You’ve effectively set yourself a professional new year’s resolution.  As humans, we typically don’t have great success with resolutions.  We have the foresight, but often fail on the execution 

How do you make these planned changes stick and be successful

Purpose

Setting a goal is easy - understanding why you're doing it is crucial.  Most goals don't get achieved because when set, there wasn't the conviction around why they are important to you.  Ever done a task you don't want to do but had to?  Ever done a task you really wanted to do?  What was the difference in outcome?  You probably achieved both - but guaranteed one was far more fun, done quicker, more efficiently, with less procrastination and to a better level.

Your goals should be YOURS!.  Not your works, not your friends or families, not social pressure....Yours.  Own them and more importantly what achieving them provides you.

Can’t V Won’t

You need to determine if what you’re trying to change/achieve is something you can’t or won’t do.  If it is can’t – you need to develop the skills to do it.  No amount of thinking it will make it happen, you need to take steps to bridge the gap so you can do it. 

If it is won’t, you need to address the reasons behind any blockages preventing you from doing it.  This may be sitting with someone who does it regularly to de-threaten the task.  It may be as simple as doing it regularly until it becomes easier.

Can't is a skill set issue, Won't is a mindset one.  Sometimes Can't it also a mindset issue as you can have the skills but not the confidence in them to achieve the goal, or not know you have the skills. 

Knowing which of these apply (and both can) is important to determining how you effect the change

As a manager, this is important as you need to know when to direct, when to support, when to delegate and when to lead (Will/Skill Matrix).

Don’t Boil the Ocean

A great example of this is deciding to run a marathon.  You don’t just make this choice and go out and run 42km the following day – rather, you set incremental goals to gradually take you to the end goal.

Professionally, the approach is exactly the same.  Take you goal and break it down in to regular, daily behaviours.  Make it simple and manageable on a daily basis.  More importantly, it focuses you on what you need to do to hit the goal – the means – not on the goal itself.  

Using the marathon analogy – a good runner knows they need be prepared, stay hydrated, maintain a fixed cadence and consider their breathing.  In doing this, the distance will take care of itself.  Same goes in sales – if you distil your goals to daily behaviours, you should remain confident the goal will be achieved if the behaviours are sound. 

Persistence

As humans – inertia comes easy.  So therefore saying you’ll make change doesn’t make it happen.  Similarly, constant action is required to achieve the outcome.  You will potentially fail initially and improve over time and it won’t always be a straight line to success.   There is often a ‘J Curve’ of change – where you go backwards initially as you adjust to new process, style, etc.  Over time you get better at it and you see the successes.  Tenacity and belief is required to get through this until the change becomes normal.

Goal Setting

There were two things that were explained to me in goal setting which I’ll never forget:

1.                  It must be positive

2.                  It must be a vision of what you see yourself (in present tense)

For example

NOT:                 I won’t be a negative team member

RATHER:           I am a positive and present team member

Emphasise the positive words and maintain them in the present tense.  Reinforce them daily – a journey is usually easier if the destination if known and you already see it in your minds eye.

Finally, review your goals.  Goals can become unrealistic if things change or, ideally, you hit them sooner than you expected.  As you grow, your goals should grow with you. 

The Value Of Discloure

As a sales person, one of the best pieces of advice I received was 'bring more of the personal you to work'.  I had developed professional 'sales persona' that I thought was needed and which, over time, had diverged from the real me. 

I took this advice on board and, at the time, didn't really understand why this change started to work.

I then ran across this model years later in my career:

What I didn't then realise was this advice was helping me open my 'Public Self' - details about me that both I and those around know.  So was this important?  It helped me communicate and interact better with those around me.


When something was 'Hidden' - that is I knew about it but those around me didn't - people didn't understand my motives or why I reacted to certain things in certain ways.

In the case of the 'Blind' area - this was where people knew things about me that I actually didn't know or realise about myself.  For example - they may see with more clarity the way I react in situations of stress or high workload and I may be ignorant to this. 


By increasing the size of your 'Open' area - you can better relate and work with those around you - as both you and they know why you do and don't do certain things.

How do you increase the Open Area?  Well, you shrink the Hidden by disclosing more about yourself (for example, I simply disclosed my Team Management Profile which highlighted I was a Thruster Organiser) and you shrink your Blind area by seeking honest feedback from those around you about yourself.  You've all possibly done this with '360 Degree Feedback' which actually ties in to the Johari Window.

Similarly, many work places survey their clients for feedback.  What the failing is, seldom is it explained why this feedback is important for the person receiving it.

From here you can also develop a view of peoples personas (refer attached link)


http://changingminds.org/disciplines/communication/models/johari_window.htm
 
The people we often view as confident are 'Open Personas' - as they know more about themselves and people know more about them, they sit very confidently when communicating.  They have less to fear as you see what you get and they seek feedback to ensure they know what others see in them.


As part of your 2014 personal growth plans - have a look at the above and assess whether you have a large or small 'Open' Area in your Johari window and, more importantly, try our giving and seeking disclosure with some people (internal and external) you work and see the effects.

Ensure You Arrive At Your Destination On Time

A pilot determines where they're heading - the ends - but more importantly, they also determine how they will get there - the means.  They do a pre-flight inspection of their plane, set their waypoints, assess where they need to refuel along the way (if at all), they assess there weight and distribution to assess there takeover speed etc. 

Yes, knowing the destination is important for a pilot as this is where their passengers expect to end up - but the planning ensures they get there and get there on time.  Also, once in the air, they are continually assessing the situation to make changes as the situation alters- eg weather

Why do we assume selling is any different? 

The previous post mentioned we need to sit down and plan the year ahead.  It also briefly touched on the need to review this weekly (ideally).  This is actually the most important part of planning.  Reviewing regularly keeps the plan from become a dream.

What should you be pre/reviewing weekly?

•  Review
• Successes and failures - why did/didn't your actions work.  Replicate the successes, mitigate the lost opporturtunities
• Productive v Non-Productive activities.  There will usually always be some non-productive activities in any role, but ensure this is at a minimum and doesn't become the excuse/reason behind your not being productive
• Relationship Development - soft sales.  Are you doing enough relationship development today which will pay dividends in the future.  Note:  I used relationship rather than business development
• Do you need any training/development

• Preflight Inspection
• What appointments do you have coming up
• What work have you committed to deliver from previous appointments
• What actions do you need to do prior to these activities to make them a success.  
• Who do you need to engage with internally or externally to support this activity's success
• Advise your team of your coming activities 

• Weather Check
• Has the market changed which requires you to adjust your direction.
• Have your prospects' situations altered which requires you to adjust your strategy
• Does any competitor activity require your attention. 
• Do any of your intermediaries need your attention
• Do you need to work on any internal relationships to support your success
• Are your workload and commitments manageable?

•  Arrivals Board
• Are you on plan to arrive at your destination on time?
• Do you need to adjust your route

 Repeated success isn't an accident.  It requires planning and, more importantly, regular review.  Even the best the laid plans need to be adapted as the situation demands.  Sometimes we need to take a new route to our destination.

30 minutes planning at the beginning or end or each week for the coming weeks is invaluable.  It helps ensure you get to your destination on time
 

Do What You've Always Done?

If the answer to this is yes, then in all likelihood, you'll get what you always got!

As we start 2014 - we often burden ourselves with the usual yearly promises - eg lose weight, smile more etc - yet some fall in the habit of rolling in to the work year on a 'let's see what it brings' basis with no real planning.

Success isn't an accident - and planning increases the chances of successes.  Here are some thoughts around how to make your 2014 a professional sales success...

Plan

Now the important part - start with the end.  Look at what you want to achieve this year and what you need to do to get there.  Ask yourself questions like:

• How will I measure 2014 as a success on 31st December 2014?  Not just your work's measure - but your personal measure is important
• What do I need to be doing regularly to achieve this?
• How many new clients to I need to on board?
• Who would I like these be?  Find Your Ideal Client
• Do I already know them?  
• If not, how do I get to know them? 
• Who can introduce me to them?
• Where do I need to be during the year? (eg what functions/groups)
• Who can help me and my business?
• Who can I help be a success? (Karma does rub off in sales)
• Undertake "Stop/Start/Continue"
• Look at what behaviours you need to stop, start or continue doing which will prevent or help you achieve your goals
• Undertake a SWOT analysis on yourself - remembering
• Strengths and Weaknesses are internal 
• Opportunities and Threats are external
• So consider
• What skill gaps you have which may inhibit you achieving your goals and what you can do to minimise/eliminate them.  A strategy here may be bringing others in to fill this gap?
• If you are continually internally focused, you will miss the external opportunities or threats, so also look outwards are the market, competitor intel etc as these may help or hinder you
• Do just look at your skills - but also look at your behaviours.  Often these are harder to change - but have the biggest impact on your success (eg a highly skilled person but they have poor attitude or motivation)
• Review your diary.  Make sure it reflects the above.  

The most important part is to review this weekly!


Some other aspects which are worth doing at this time of year are:

Organise

Over the course of year we accumulate a great deal of professional detritus.  Whether it's physical items on and around our workspaces (eg files and information we think we'll use 'at some point) or digital clutter (eg email mailing lists we've subscribed to and habitually delete without ever reading)

The beginning of the year is a great time to sort all this out - a spring clean if you wish.

Some things to think about:

• What mailing lists are you on which are wasting your time - then unsubscribe.  Be brutal, you can always resubscribe
• De-clutter your workspace.  File/trash files/information, give it a clean, sort out your drawers etc.  Set yourself up for the year
• Tidy up your Linked In - send invites to those you've worked with over the last 12 months, check no competitors have crept in to your contacts, ask for recommendations etc
• Tidy your email up.  Set up rules to move regular emails that don't need immediate attention, set up folders, archive old information
• Make sure you have client contact details correct in your phone so you can ring whenever and where ever you need to
• Look at what blogs/sites you want to review regularly and subscribe to their newsletter (hint:  this one!)
• Consider your brand - throw our old shirts/ties/blouses etc.  Present yourself with the image you want to portray
• Look at your training and development for the year and set the wheels in motion
• Plan any large events and diarise them out in advance to maximise their value

The success of 2014 is in your hands now - do you want to get what you've always gotten?

Are You Uncomfortable?

Most people realise in time growth comes from being out of ones comfort zone - in our challenge zone.

However, spending time in the challenge zone is taxing as it requires far more effort than sitting in our comfort zone so we often don't spend as much time in it as we should.  It is, be definition, uncomfortable.

This can play out often in sales - we do what we know, what we expect to work, what we think our clients want and like - we stay in our comfort zones.

But what if our clients comfort zone is completely different from ours?

What if staying in our comfort zone doesn't allow us to be meaningful to our clients?

What if our comfort zone prevents us from connecting with our prospects?

Selling isn't easy - in fact, being successful in sales in the long term often requires considerable time to be spent being uncomfortable.  Some skills are easy, others constantly challenge us.

Have you ever stopped to think about whether the amount of time you spend in your comfort zone prevents you from further success?

It manifests itself in many ways.  Take Cold Calling (some of you just cringed).  What are the 'excuses' behind sales peoples distaste of this?

- It doesn't work

- It has a low hit rate

- Clients hate being cold called

and the list goes on.

What, more often than not, is the real reason?  You don't like it.  You rationalise the other excuses to justify staying your comfort zone.  What do you miss? 

Ever seen a sales person be successful over a period only to slowly fall away?  Could it be because they become comfortable and don't challenge themselves?

Sure most of us can't spend our entire life outside of our comfort zone - but growth doesn't come it we don't. 

Is it time you become uncomfortable more often?

Which Will You Feed...

Theres are old story that goes:

One evening an old Cherokee Indian told his grandson about a battle that goes on inside people. He said, ‘My son, the battle is between two ‘wolves’ inside us all.One is Evil. It is anger, envy, jealousy, sorrow, regret, greed, arrogance, self-pity, guilt, resentment, inferiority, lies, false pride, superiority, and ego.

The other is good. It is joy, peace, love, hope, serenity, humility, kindness, benevolence, empathy, generosity, truth, compassion and faith.’

The grandson thought about it for a minute and then asked his grandfather: ‘Which wolf wins?’

The old Cherokee simply replied, ‘The one you feed.’

Have you ever stopped to consider what behaviours you exhibit in sales?  Some are positive behaviours we should promote, others aren't and should be demoted.

Positive behaviours which promote growth include:

• Positive attitude -staying focused on the successess and win rather than failures.  Visualising success rather than expecting failure
• Accountability - owning both the successes and failures in sales - being accountable to your outcomes
• Responsibility - being responsible for deliverables and seeing things through.
• Honesty - being true to yourself and others. 
• Respect - treating others appropriately and as you'd like to be treated. 

Behaviours that can create negative and devisive environment include (and are unsurprisingly the opposite of the above):

• Blame - placing respnsibility for your actions or inactions on others
• Justification - balancing your actions or inactions against those of others
• Resistance - fighting back against others and their ideas
• Denial - refusing to see your part in failures (or successes)
• Put Down - Either bringing others down to your level to have a group or doing so to seemingly elevate yourself
• Rejection - dismissing others and their ideas

In sales, these negative behaviours are simple traps and, once the emotions are fed, can quickly become consuming for you and, often, those around you.  For example - you miss a big deal and it can be easy to blame others (including your client), justify why you didn't win (your competitor was cheaper) and a host of the other emotions.

Often it is easier to err towards the negative as sometimes the positive takes more effort

This doesn't just play out in sales either - it's true in life in general

Which Do You Feed? 

Are You Match Fit?

Sports team practice their game plans consistently before a match until they are etched in the players minds and muscle memory. 

They study their opponents to get a gauge on how they can be beat them. 

Then, on the day of the game, all bets are off.  The best laid game plan can quickly be cast aside and opponents may surprise you by deviating from previous form and tactics. 

What saves good teams is being prepared and, more importantly, quickly able to assess that their game plan isn't working and drop it in lieu of a better one mid-game. 

Sales isn't any different.  All the practice and research in the world can mean very little once you're sitting in front of a client.  Each client is different - the people are different, their circumstances are different.  In fact, even working with the same client can be a different experience each time.

There are no silver bullets in sales - no one strategy, process or verbage that works every time.  Working your way through the sales process requires preparation and an ability to talk to, understand and adapt to your client throughout the meeting.

Many let themselves down because they stick unerringly to their game plan - not deviating from it despite a clients non-response (tele-marketing can be a great example of this).

An example - I got called recently from a business trying to sell subscriptions to our local newspaper.  They asked, in a scripted fashion, did I read the paper, how often et al.  They then asked how I read the paper - to which I replied 'online'.  They then tried to sell me a subscription?!?!  My response to them was 'unless you intend to pay me to read the paper, why would I subscribe as it's currently free?' - to which I received silence and, eventually, a disconnected line.  Why did this happen?  Surely in this day and age, that DM firm could reasonably expect online to be a valid channel some would be reading the paper.  What failed them was most likely a pre-determined view that their target market was people who bought the paper casually (ie at the service station) but regularly.  Not those who read online. 

Sales training is just that, training - it doesn't mean you're match fit.  Just like sport, running around on the practice field seems a long way away after you receive the first tackle in a real game.  Selling is the best practice for selling.

Like sport, there's only one real way to get match fit - and that's to start playing.  Also, staying match fit means playing regularly.

Are you match fit for sales?