“What would wreck someone’s success?”
Which I thought was a BRILLIANT interview question, as well as an insightful one to ask during your onboarding training.
After a few thoughtful moments I gave him my top 3:
1. getting caught up in perfection.
2. being trapped looking at behavior statistics without results
3. not being coachable.
In the next 3-weeks, we will explore each of these in depth.
I’m curious what your answer would have been?
photo courtesy of © creativecommonsstockphotos | Dreamstime Stock Photos
“Well I told him what to do, why will he not take coaching?” ~ inside sales manager
I will admit that is all of the conversation I heard – yet my brain started up a bit like a chainsaw.
I started to wonder if the manager was actually coaching or merely telling people on the team what to do…. THINKING that was coaching.
For a moment let’s look at the ICF Definition of Coaching – partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.
Nothing about TELLING in there.
Here are the UpYourTeleSales Top Three Things To Remember about coaching;
1. The salesperson has to believe you have their best interest and success as the ONLY thing on your agenda for a coaching conversation.
2. You are there to help them figure out what is holding them back and guide them in a solution.
3. As Won’t concepts (the ones that stop people from doing what they know needs to be done) are the inside stuff holding a salesperson back, coaching conversations will be introspective feeling conversations.
click here for more on Can’t Won’t Don’ Know How
If it’s sunny – he’s motivated.
Yup, a direct correlation between the two.
Which got me thinking about what I don’t notice that impacts my own motivation levels.
For the next three days – check your motivation five times:
1. first thing when you get in
2. mid-morning (around 10:00)
3. after lunch
5. right before you leave
Ask yourself three questions – answering with a smile 🙂 neutral :-/ or frown 🙁
> how motivated am I feeling?
> can I identify what is impacting my motivation?
> do I know how to become MORE motivated?
At the end of your three-day trial, look back to identify patterns.
See if there is a sunshine effect on your motivation – the one thing that ALWAYS motivates you. What can you do to get more of it?
is there a dreary day impact that you can get rid of?
Take control of motivation!
T. L. Richardson @1022Tiger posted an ExecutiveMafia image that says ALL GREAT LEADERS ARE READERS. with her own note; Reading is more than entertainment. It opens the mind to new possibilities. #amreading #writing #leadership #amwriting #entrepreneur
What I haven’t ben paying attention to lately is what I’m reading.
Don’t get me wrong, I’m still going to read for pleasure, distraction, my book club, myself.
I need to get back into the habit of taking 15 minutes at the beginning of my day to read something about sales and/or leadership.
Which brings me to my request – comment and let me know what you’ve been reading so I can get a good list going!
Rather they are choosing something “instead” of a task they don’t want to do…
> crafting an email response instead of calling
> talking with a customer instead of prospecting
> asking someone else’s advice instead of taking action on the first solution
This may be true in your life outside of sales as well…
> laundry instead of cleaning the bathroom
> soup instead of the salad
> weight training instead of cardio
Today I want you to put your priorities in line – most important at the top. Don’t allow yourself an instead – tackle what is important.
In the end, instead is really an EXCUSE.