Category Archives: sales team

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4 Life Hacks that will Motivate your Teams

Everyone is different. We developed a system to measure and define the brains Ambiguity Relief Process, these, life hacks, is called the Colored Brain.

My guest today is Arthur Carmazzi, best selling author of “The 6 Dimensions of Top Achievers” Arthur talks about, life hacks, from his work with the, Colored brain. The Colored Brain analysis is use as a method to motivate teams and leaders.

Colored Brain Life Hacks

I started doing research on the different personalities decades ago, I found out that personality it's too complicated and can't be accurate with so many complicated variables. So I started looking into elements of why people are mis-communicating, why people are frustrated, why people lose
trust, and so I found some genetic foundations or, life hacks, I found out why are people motivated and why they become unmotivated. I found out some of the factors or the mind-body connection.

After about a little over a year of research, I started to apply some of these ideas and, life hacks, that later became known as the Directive Communication Psychology body of work. This Psychology ended up saving the company I was working for at the time, about seventeen thousand dollars a week in wasteful work.

After that I started writing articles and then I got on the radio and TV. So I quit my job and started on the road to becoming a top Global Thought Leader in organizational culture specializing in, life hacks,

I started to open franchises in 2005, we now have like over 400 licensed Directed Communications Psychology trainers and coaches in 18 different countries.

The Master Key

We created systems! We can call it the combination to the lock.

The Master key for the lock is a something called Modeling.

Modeling is basically all the modalities. Everyone operates from a different system. Let's take for example somebody like Richard Branson. Richard has a very chaotic process of achieving things. The way that he interprets information is different from most. The way that he acts on information is very different from for example the late Steve Jobs.

Steve Jobs isn't a serial entrepreneur. Richard has what we call Chaotic Processor. If I tried to model Steve Jobs to create a Richard Branson, I would fail because Steve Jobs does not have the same brain process, he doesn't interpret information the same as Richard Branson. Therefore I would not succeed by trying to model him. This is where, life hacks, come into play.

We're all different, we all process information differently. We all have a different digestive system, different fingerprints. There's no two people alike.

We developed a system to measure and define the brains ambiguity relief process, we call this this system, The Colored Brain,.

The colored Brain, basically segments the different processes into individual clarity getting processes.

This has nothing to do with personality; this is how your brain gets clarity. We use, life hacks, to get this clarity. There are different processes that your brain gets clarity from and it's based on specific lengths of specific genes and specific parts of your brain that release neurotransmitters or regulate neurotransmitters.

If we go to organizational culture, one of the primary breakdowns in organizational culture, is the lack of trust and respect for management. This is because everyone is processing information differently and don’t trust anyone who does not think like them.

4 Parts of the The Colored Brain

• Chaotic processing or Green brain – In the, Green brain, literally nothing is connected and because nothing is connected what happens is it will go anywhere. The, Green Brain, can create something from nothing. It gets a little bit of information and immediately goes running. In order to get clarity the, Green brain, will start to take action. Other people are freaking out and the, Green Brain, people are already doing it. People will say they’re just so impulsive, jumping into stuff without really knowing or checking it out first. In fact, Green brains, make the most of the mistakes of any other brain color; but they also recover faster from mistakes of any other brain color. They get clarity through action.
• Relational testing or Purple brain – For the Purple brain, everything is related and everything is connected. Purple brain, need to get information now. It's important to know all about the details and the information. Everything is connected, so the moment that they get information, they put it in kind of a database. That automatically starts to connect to everything else, and so what happens is that the more information and the more details they get, the more options they have.

Once they feel that they have clear options, they can then go ahead and choose an option and move on from there. That is how they create their, life hack, for processes. If they're wrong they still have other options and maybe they might get a little more information. These Purple brain, people oftentimes take a long time to get all of this information and all of these details. People sometimes misunderstand them and think they're slow or they're not efficient. These Purple brain, people are actually quite good at creating systems because everything is connected. They create, life hacks, that works for their clarity.
• Linear processing or Red brain – Red brains, need structure. They look for structure in order to work. If there isn't any structure in place, what ends up happening is they start to create it and sometimes it's a little bit frustrating to others on the team. They want to know, what is the first step? What is the second step and so on. People may think this person is an idiot and he doesn't know what he's doing and so there's judgments, lack of trust and lack of respect. Because, Red brains, get clarity through structure it's an active process. So they create this kind of logical process or, life hack, that affects their ability to connect with people.
• Intuitive processing or Blue brain – Intuition is not some woo woo thing that the Universe gives you. Intuition is actually a part of your unconscious experience. You've got all of these things that have happened to you and have happened around you that you haven't been noticing; but your subconscious notices and records everything. Blue brains pick up on stuff very easily because of this, life hack, They pick up on what's going on around them, they're quite empathetic to the feelings of others. They often times they end up taking on other people's problems as their own. Multitasking is much easier for Blue brain, than it is for the other colors.

The colored brain, is a genetic foundation and that doesn't change. We started talking about keys and the master key. If you understand your colored brain, you understand your primary motivators. These, life hacks, will motivate your teams because you will understand and cater to how everyone processes information. Every motivator basically is connected to a behavior. You can customize it accordingly with mini Gamified processes that will constantly motivate your teams.

Additional Resources
https://neilpatel.com/blog/be-an-effective-leader/
http://blog.myhelps.us/how-use-the-universal-law-of-action-to-achieve-success-in-life/
http://blog.myhelps.us/the-secret-to-having-it-all/
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www.youtube.com/carmazzitvhttp://www.youtube.com/carmazzitv

Entrepreneur, improving sales, motivation, sales team, setting goals, small business

7 Traits of Highly Effective Sales People

The best, sales people, and most effective, sales people, are naturals. They are, extroverts, who love people, have sunny positive personalities and are highly ethical.

“I determine to render more and better service, each day, than I am being paid to render. Those that reach the top are the ones who are not content with doing only what is required of them.”

― Og Mandino, The Greatest Salesman In The World

Here are seven other traits you should look for when interviewing for your sales team.

1: They fish instead of hunt

A hunter stalks his prey and then attacks. He tries to make one shot for the kill; if he misses, then he tries to find another prey and takes aim again.

A fisher man on the other hand first understands the fish he is trying to catch. In choosing a pond or lake, he knows what kinds of fish are in the pond, what kind of bait they usually bite on and when they are most likely to bite.

In the world of, sales, the hunter is the transaction seller who sells on price and usually has only one shot.

The salesperson who is a fisher man on the other hand, takes the time to learn about his customer. He understands how his product solves the problem of the customer and instead of shooting to kill; he dangles the correct bait by offering a solution and builds a relationship with the customer, before he tries to close the sale.

“Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats. Yet each struggle, each defeat, sharpens your skills and strengths, your courage and your endurance, your ability and your confidence and thus each obstacle is a comrade-in-arms forcing you to become better… or quit. Each rebuff is an opportunity to move forward; turn away from them, avoid them, and you throw away your future.”
― Og Mandino, The Greatest Salesman In The World

2: They know when to speak and when to listen
Inexperienced, sales people, think they can win sales by over-talking their prospects. The best, sales people, use discretion and carefully crafted questions to get a prospect to close. Once they have delivered the pitch, they know to shut up and listen.

 

3: They work closely with their support staff
Closing a large customer sometimes require your solution experts. Great sales persons know when to bring in their support staff to add value to the customer.
Inexperienced, sales people, try to do everything by themselves and usually loose the sale.

4: They practice continuous learning
Great, sales people, not only learn everything about their product; but they also learn everything about their competitor’s product.
For example: Let’s say you are trying to decide between a Toyota Camry and the Honda Accord as your next vehicle. You are at the Toyota dealership and your salesperson not only tells you why the Toyota Camry is the right car for you based on the needs he uncovered during his fact finding segment of the sale; but he also tells you the all the features of the Honda Accord and why it may not be the best fit for you. He knows his product!

5: Highly Effective Salespeople love their job
Most, sales people, actually hate sales and selling. The most effective, sales people, actually enjoy it. They get up every day excited about the product and the prospects. They love the high of the win and the excitement and challenge of influencing their customers.

For these few, the high compensation is an added bonus like icing on the cake, of getting to do what they love.

6: They are self-motivated and self-directed

Companies spend a ton of money on sales managers who mostly focus on whip-cracking the bottom performers.

Great, sales people, don't need micro managing; they are internally motivated to being the best and set their own growth goals.

7: They are honest and ethical

Highly effective, sales people, never over promise and under deliver; they never lie to get a sale. They know that trust of the sales person and the company is essential to a long term relationship with the customer.

They understand the principle that the short term gain of getting a sale on false pretenses equals long term pain.

blog, Entrepreneur, Executive Coaching, improving sales, Leadership, Leadership Coaching, Life Coaching, lifecoaching, Mindset Transformation, Personal Development, Podcast, sales team, setting goals, small business

How to Become an Open Communicator

Sometimes being an, open communicator, vs a closed off communicator gets you out of bad situations like in a relationship.  In every area of life, there is no reward if there is no risk taken.

This week on Mindset Transformation radio and podcast with Coach Myrna Young, I interview Leadership Coach and Trainer, Gail Green.
Gail teaches us How to Become an, open Communicator. Gail is the founder of GoGreen Learning.
To receive her Free Gift of 3 Go Cards send her an email from her web site www.gogreenlearning.com

 

Here is a brief Biography of Gail Green.

•Gail is a leadership coach and trainer and her topic today is “How to find out if you are an, open vs closed communicator, as well as an, open communicator in the workplace.   Gail is a leader who connects individuals and teams to their truth, helping them to discover their full expression of courage, joy and fulfillment. Gail works with all sizes of companies, as well as individually with leaders, and do life coaching with individuals from all walks of life.

Gail’s primary work is in leadership development, teambuilding, stress management and all forms of, open and honest communication.

Who is a Closed Communicator?

Why is being a, closed communicator, bad?

As a, closed communicator:

  • you become defensive,
  • resistant,
  • bitchy,
  • moody,
  • easy to anger,
  • confrontational,
  • and not open to feedback.

So as a Leader, it is important to be an, open communicator,  to your team and employees.

Open people radiate outwards from their heart and is able to touch others.

If you want to impact your employees and your customers, then learn how to be open.
Listen to the podcast as Gail teaches us how to be an, Open vs Closed communicator, with the help of her Go Cards.

Brian Tracy The author of “Eat that Frog” also teaches How to become an, Open Communicator, as a Leader and achieve new levels of success in sales.
Click the link below to find out how.


300x250 Sales Success Made Simple

 

Are You also Closed Off in your personal relationships And Don’t Even Know It?

Being an, open communicator in a relationship, is necessary for the relationship to be healthy.

Here are a few questions to find out if you are an, open communicator.

  • How Would you answer the following questions?
  • Are you emotionally guarded?
  • Are you willing to take risks?

If you answered yes to these questions, it could mean that you are closed off emotionally.

Sometimes being emotionally guarded gets you into bad situations; but most of the time it gets you nowhere. In every area of life, there is no reward if there is no risk taken. So that could be why you keep finding yourself in relationships that bore you, or in relationship with other emotionally closed off individuals. Because like attracts like. Those relationships aren’t very rewarding, are they?

Open and honest communication, is the best way to be in relationships at home and workplace. If you don’t take the risk by becoming an, open communicator, and putting your true self and your true feelings on the table, those are the types of relationships that you will attract.

Your emotionally open friends who love being, open communicators, will get those giddy, best-friends-lovers, movie-type romances; you will get the dead-end ones. Maybe you’ve never had your heart broken, and maybe you think that’s a perk. But it’s not. It is said that it is better to have loved and lost than to have never loved at all! So, I will ask the question. Are you closed off communicator and don’t even realize it?

Here is an article from Madame Enoire that asks 10 more ways to tell if you are closed off personally.

Here are 10 ways to tell if you an, open communicator, or closed off 

  1. Do you feel like first dates are interrogations, and are put off by the line of questioning you receive during them?
  2. Does it feel very inappropriate to you whenever someone becomes emotional around you?
  3. Do your friends share their romantic stories with you? Or do they feel that you are never happy for them so they don’t share?
  4. Do you attract cocky guys?
  5. You do a lot of Googling before first dates.
  6.  You prep your friends to meet a guy.
  7.  Sex is a competition.
  8.  You’ve never cried to a partner or shown your venerability.
  9.  Eye contact makes you very uncomfortable
  10. You’re very sarcastic

 

Total Money Magnetism (The Secret Neuroscience of Millionaires) is a six-step system that effortlessly and automatically re-programs your brain into the brain of a millionaire. Written by world renowned hypnotherapist, multimillionaire, and celebrity success coach Dr. Steve G. Jones, this program is guaranteed to get results…

… Allowing ANYONE who uses it to experience the wealth, success and total financial freedom they've always wanted. Not only do you receive a manual packed with millionaire brain-building strategies and advice (including the steps to creating a passive income!), you also receive six custom-built millionaire brain hypnosis tracks recorded by Dr. Steve.

The key to a life of financial freedom and abundance is right in front of you, and I invite you to share it with your friends and family!

Show Notes Open Communicator:

  • • Topic: Are you an Open or, Closed Communicator?
  •  Tell us your journey towards becoming a Leadership coach
  •  How did you come to specialize in, Open vs closed communication?
  • How does a leader know if he or she is, open vs closed communicator? What determines that?
  • If a leader becomes closed off, how can he or she trace the source?
  • Why should leaders want to become open? What are the benefits of being an,  open communicator?
  • What tools do you offer as a coach to help clients who are closed off to become, open communicators?
  • You sent me this beautiful set of Go Cards, how does one use these cards to change their state?
  • How do we become, open communicators in the workplace?
  • What is the, meaning of open communication?

Additional Resources 

Life Leadership & Success

blog, career development, coaching, Entrepreneur, Executive Coaching, Leadership Coaching, Mindset Transformation, Personal Development, Podcast, sales team, small business

How To Transform Behavior in the Workplace

How to Transform Behavior in the Workplace

Gena Yuvette Davis, a board certified executive coach, corporate trainer and organizational development consultant. “How to Transform Behavior in the Workplace” to facilitate workplace well being

In keeping with my custom, I would like to share with you my tip of the week from coach Myrna.
Since Gena is going to talk today on How to, Transform, Behavior, in the, workplace, I want to share “How to, transform, your life by  removing  old conditioning.

Transform Your Mind Podcast Pandora
Transform Your Mind Podcast Pandora

How to Remove old conditioning:

The physical component of the mind body connection, is the brain.
The mind is the software and the physical brain is the hardware.
If your brain, the hardware, is stuck in old patterns, even with the best of intentions, the software, the mind, won't work.
If you let your brain keep you repeating the same patterns, you become like a biological robot.
Your words thoughts and actions become totally predictable.
We are all victims of repetitive patterns.

To change the patterns that are not serving you, the solution is awareness.

Here are 5, Behaviors, that are usually automatic.

1: Snacking non – stop even when not hungry
2: Spending too much time on the couch watching TV
3: Overspending your way into debt
4: Eating too much fast foods
5: Skipping breakfast
6: Late night snacking
7: Smoking cigarettes

How can you bring awareness to these, behaviors, and interrupt your pattern?

Let’s look at.
Snacking non stop
– whenever you feel the need to grab that bag of chips, stop and ask yourself
What am I really needing?
What need is this food really filling?

The moment you take a moment to think about your action, you interrupt your pattern.
You are on your way to breaking that habit. Even if you still eat that bag of chips.
You are on to way to removing old conditioning. Awareness is the key.

Another way to remove old conditioning and, behavior, is to:

  •  Change your state
    Let’s say you are sitting on the couch and you reach for the bowl of nachos on the table or the bags of chips from our previous example.
    Just as you think the thought to command your hands to reach for the bowl; Change your state!
    Get up and walk to the bathroom or to the mailbox. Move your physical body into a different position.
  • The 3rd way you can remove old conditioning or, behavior, is to:
  • Create a new habit – rewire the physical component.
Soundcloud Transform your mind podcast
Transform your Mind Soundcloud podcast

Let look at our example of skipping Breakfast.
Make it easy.
– buy a drinkable breakfast and grab it on the way out of the door.
– have your partner make you breakfast.
– prepare a sandwich the night before and eat on the way to work.
– set the alarm 15 mins earlier.

These are a few ways to remove old conditioning and, transform, behavior, in your personal life:

  1. •Authentically committed to empowering and inspiring others to be their best selves, Gena specializes in working with clients from a variety of industries who are on the fast track to taking their careers to next level. She is also a change agent for organizations who wish to transform their companies into diverse, collaborative and thriving work forces. Her drive and energy is infectious as she is able to elevate her clients and help them live to their true potential.
    •
    • Gena’s coaching, training and consulting style is intuitive, always full of energy, and with a touch of gentle persistence! Knowing that the answers are already within, Gena’s job is simply to be the way-shower of what is already known to be true – “success attained.” She is dedicated to assisting individuals and organizations to achieve excellence in ways that support integrity and a collaborative spirit and to achieve their purpose.
  2. In addition to executive coaching and training in the areas of emotional intelligence, leadership effectiveness, communication skills and reputation management, her work includes a variety of strategic consulting services such as strategic planning, change management, retreat planning and facilitation, employee engagement, team-building, as well as diversity and inclusion initiatives. Her focus is on developing collaborative processes and as a thinking partner to foster learning, dialogue, and innovation.
Google Podcast Transform Your Mind
Google Podcast Transform Your Mind

• Podcast interview Questions Transform Your Mind Podcast

Best Practices to Transform Behavior In the Workplace

• 1) What is “Behavioral Transformation using ETT ?”

Emotional Transformation Therapy (ETT)

Emotional Transformation Therapy (ETT),

a therapeutic method incorporating the use of light, color wavelengths, and eye movements, aims to rapidly transform emotional distress and related physical pain into a positive emotional state.

Professionals trained in ETT work to help those in therapy address trauma and other pain and achieve lasting, healing change.

Emotional Transformation Therapy, developed by contemporary psychologist Dr. Stephen Vazquez in 1991, is a relatively new form of therapy. Vazquez’s studies in the fields of epigenetics, optometry, neurobiology, and quantum physics influenced various aspects of his development of ETT as he attempted to establish a therapeutic technique beneficial for the reduction of emotional and physical distress. His noninvasive, non-pharmaceutical approach combines traditional psychotherapy with the use of visual brain stimulation and colored light therapy for reportedly fast results.

ETT draws on the concepts of interpersonal therapy and visual brain stimulation therapy. This research-driven approach is used by trained practitioners to transform emotional distress without the use of drugs and medications. ETT aims to help the person in treatment move swiftly from a difficult emotional state into a more positive emotional state—from despair to empowerment, unhappiness to joy, or trepidation to courage, and so on—through the remedial use of light and color wavelengths, which can be administered through a light box designed specifically for ETT.

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HOW DOES ETT WORK in TRANSFORMING, BEHAVIOR?

Many people who seek therapy do so when they experience mentally or physically unpleasant states or feel trapped by their emotions, feelings, memories, or current situation. In ETT, neural impulses are used in conjunction with specific forms of eye movement and stimulation to target these uncomfortable emotional and physical states in the corresponding areas of the brain.

Specifically, the brain is stimulated with lights and colors in order to reshape the neural impulses affecting the brain and the nervous system. The therapist observes the emotional responses of the person in therapy and helps facilitate productive regulation through verbal cues meant to induce rapid emotional and behavioral changes.

Discoveries in light therapy show particular wavelengths of light to be able to help transform a person’s emotional state when administered properly. ETT theory, which is grounded in this principle, incorporates interaction between the therapist and the person in therapy to create what proponents of ETT believe to be an effective method for the rapid restoration of a positive emotional state.

• 2) Why is behavioral transformation so difficult?
• 3) What are the different communication and behavioral styles?
• 4) What are three best practices to behavioral transformation in the workplace
• 5) What can we do to be our own advocates for change?
• 6) Can we really transform our work environment through behavioral transformation? How?

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Please subscribe to this podcast on iTunes so you can Transform your Mind for success.

Additional Resources

How to become Limitless: Emotional Intelligence Leadership

differentiation, Entrepreneur, Executive Coaching, improving sales, Leadership Coaching, Personal Development, sales team, small business

Who is the Team Player on Your Team? The 20/70/10 Rule

Let's bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value?

Who is your favorite team player?

Who is your favorite, team player? Is it LeBron James in basketball? Peyton Manning in Football, or Derek Jeter in baseball? Regardless of which star you pick, management knows that this, team player, is the “duck who lays the golden eggs” and they treat him with respect and shower him with dollars.

On the same team, suiting up in the same uniform, playing the same number of games, going to the same amount of meetings and practice workouts; you can have the star making 10 million per year and his team member making the minimum $300,000 per year. What exactly is the message management is trying to convey with this disparity in salary? The message is “you are the best, you are, the most valuable, team player, on this team.

We need you to  win. We value you and your skills, we don't want another team to be able to steal you away by offering you more money.” The other members of the team don't grumble at the water cooler about the unfairness of pay. Instead they are happy to play in the presence of greatness and they are hoping that some of his skills will rub off on them.

Sales team player

Let's bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value? I have been on, sales teams,  where the top sales representative overachieves by 150% to revenue goal and the Sales Manager offers no public or personal congratulations. No fanfare! On top of that accounting tries to not pay by recalculating and cutting the amounts of bonuses.

The, 20/70/10 rule, of differentiation states that 20% of your team are your star players and should be showered with incentives to continue to perform at this high level. The next 70 percent are average or mediocre team members and management should offer them coaching to improve their confidence and skills sets.

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Take the case study of Rolando McClain. He was the #1 draft pick for the Oakland Raiders in 2010. That means that he was one of the best coming out of college; but once in the NFL, he didn't live up to his potential and he was released first by Oakland Raiders. He was then picked up by the Baltimore Ravens and later released as well.

Then when the Cowboys were looking for a linebacker, McClain came under their radar and they decided to check him out. They called his old college coach Nick Sabin and asked him what made McClain good in college. With this information the Cowboys received from Coach Sabin, they called McClain in for a tryout and made him an offer. The story goes that the exchange with the Ravens cost the Cowboys a bag of donuts! Jason Garrett the head coach of the Cowboys and his coaching staff worked with McClain, improved his confidence, and moved him from the bottom 10%, to the top 20%. McClain now starts every game and he and the Cowboys had an awesome year.

We could this sports analogy to show that the job of a Sales Manager is to move his mediocre, team player,  up through the ranks with effective coaching. Sometimes an outside coach works best, because the employee can be honest. Beating them over the head with the numbers on the report is not the way to do it.

Who Is a Team Player?

A, team player, is a person who plays or works well as a member of a team or group. Teams in organizations need strong team players to perform well and reach their goals.

Team Players,  motivates unity in the workplace

A teamwork environment promotes an atmosphere that fosters friendship and loyalty. These close-knit relationships motivate employees in parallel and align them to work harder, cooperate and be supportive of one another.

Individuals possess diverse talents, weaknesses, communication skills, strengths, and habits. Therefore, when a teamwork environment is not encouraged this can pose many challenges towards achieving the overall goals and objectives. This creates an environment where employees become focused on promoting their own achievements and competing against their fellow colleagues. This is not a, team player. Ultimately, this can lead to an unhealthy and inefficient working environment.

When teamwork is working, the whole team would be motivated and working toward the same goal in harmony.

Teamwork and Team Players offer differing perspectives and feedback

Good teamwork structures provide your organization with a diversity of thought, creativity, perspectives, opportunities, and problem-solving approaches. A proper team environment allows individuals to brainstorm collectively, which in turn increases their success to problem solve and arrive at solutions more efficiently and effectively.

Effective, sales teams also allow the initiative to innovate, in turn creating a competitive edge to accomplish goals and objectives. Sharing differing opinions and experiences strengthens accountability and can help make effective decisions faster, than when done alone.

Team effort increases output by having quick feedback and multiple sets of skills come into play to support your work. You can do the stages of designing, planning, and implementation much more efficiently when a team is functioning well.

Please call me for a free consultation if you are interested in improving the players on your team.

The last number is the bottom 10%. These team members should be moved out to other roles. If on a sales team and selling is not their forte, they could be moved to a supporting role, for example.

Additional Resources

http://blog.myhelps.us/how-to-run-your-sales-meetings-like-a-quaterback/

 

coaching, Entrepreneur, improving sales, Leadership Coaching, motivation, Personal Development, sales team, small business

How to Run Your Sales Meetings like a Coach

Running your, sales meetings, like a, coach,  we can take lessons from, Head Coach, Bill Belichick‘s.  His greatness comes from the fact that he builds his systems around the strengths and weaknesses of his roster and it led him to 4 Super Bowl Championships. This is good coaching in the purest form; playing to the strengths of one’s personnel.

It may not be something that often crosses your mind, but a football, coach,  and small business owners have a lot in common. Both professions require leadership, dedication, commitment and a strong work ethic in order to succeed.

There is an old saying about the strength of the wolf is the pack, and I think there is a lot of truth to that. On a football team, it’s not the strength of the individual players, but it is the strength of the unit and how they all function together.” — Bill Belichick

Just like football coaches, as a small business owner or a Sales Manager; you must take on many roles to ensure everybody is working together as a team to achieve important goals and for operations to run smoothly. Here are a few other ways football coaches and small business owners play a similar game.

Running your, sales meetings, life Pre-game

To prepare for a football game the, coach,  research opponents, develop game plans and determine the best lineup of players who will help the team win. Similarly, when starting a small business, sales managers, conduct market research to understand the competition and the key economic conditions and indicators. Entrepreneurs also build a business plan, which sets the strategic framework for the organization and maps out the path forward. In addition, small business owners find top talent who will help them execute the plan and beat the competition.

Transform Your mind Podcast with coach Myrna
Transform Your mind Podcast

How do you, coach, During the game

Over the course of a game, head coaches, make adjustments regularly, shifting tactics to put their team in position to score and win. They consult with the assistant, coach,  to get advice on what plays they should run. Entrepreneurs and Sales Managers also make strategic moves and adjust to constantly changing market forces and customer demands.

How does your, sales teams, handle Halftime


 A, coach, typically deliver inspiring halftime speeches that motivate players to give their all and function as a team. Entrepreneurs and, Sales Managers, should also motivate their employees by providing benefit programs and encouraging their career growth through coaching and motivational curriculum, that helps to strengthen their teams' skills. Having a motivational speaker at your monthly or quarterly sales meetings also adds a charge to your team, similar to the Half Time inspirational speeches of great coaches.

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How do you, coach, the Post-game


Following a game, coaches review footage to analyze which plays and strategies did or did not work and what improvements the team can make to defeat the next opponent. At the end of each day or period of performance, entrepreneurs crunch numbers to determine how well the business performed and identify ways to boost profits, cut costs and improve customer service.

At your Monday Morning, sales meetings, Sales Managers,  should be doing the same thing. They should be analyzing which plays resulted in closed sales and which plays didn't. They should develop strategies and best practices from reviewing the week's plays. Only then can they become the Tom Brady of management.

They will know the strengths and weaknesses of not only their team members but of the competition. They will know if the competition has a tendency to lead with price or service. They could then quarterback their team to run plays that would leave the competition behind or looking in the wrong direction.

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Coaching your team

It's still easy to make a case for Belichick as the best.

Belichick's Patriots are in the AFC championship game for the sixth consecutive season and the 11th time overall in his 17 seasons. If they beat the Steelers tonight and go on to win Super Bowl LI against Green Bay or Atlanta, they will win the championship for the fifth time under Belichick, which would break his tie with Noll for most Super Bowl wins as a coach. Belichick's 24 postseason wins are a record and his 237 regular-season wins rank fourth all time. His record with the Patriots is 201-71, a staggering .739 winning percentage. His accomplishments and consistency are terrific, especially during the free agency era.

“His handprints, his fingerprints are over that whole team,” Ben Roethlisberger said last week. “They often out, coach, their opponent. That's a credit to him, mastermind or whatever you want to call him.

“When you're playing a defense like [New England's], you have to be prepared for everything. You may not see the same defense twice. He'll change things up. He'll give you looks you've never seen before. He'll do things that it doesn't matter how much you study. That's what makes him so good. He's difficult to go against. You look at, arguably, the most well prepared quarterback to ever play the game, Peyton Manning. How many years did Belichick supposedly have his number?”

Manning lost seven of his first eight games against Belichick and finished his Hall of Fame-worthy career 8-12 against him. Roethlisberger, by the way, is 3-6 against Belichick.

I get that people say Belichick didn't become a great coach until he went to New England and hooked up with Tom Brady to become the best coach-quarterback combination in NFL history. Belichick's five-year record with the Cleveland Browns from 1991 – 95 was 36 44 with four losing seasons. No one was preparing his bust for Canton back then. 

Additional Resources

http://blog.myhelps.us/who-is-the-team-player-the-20-70-10-rule/

http://blog.myhelps.us/15-benefits-of-business-coaching/

 

 

coaching, Entrepreneur, Executive Coaching, improving sales, Leadership Coaching, Life Coaching, Life Coaching Blog, lifecoaching, motivation, Personal Development, Personal Development Podcast, Podcast, sales team, Self-confidence, setting goals, small business

Why Confidence Directly Impacts Your Success or Failure

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Confidence, impacted the AFC Championship, Quarterback Russell Wilson had the, confidence, not to fold and give up and it resulted in success.

Let's say you are down by 16 points with 3 mins to go in the 4 quarter. You have played the worst game of your life. You have thrown 4 interceptions. Not only that, but the world is looking on and judging you. What do you do? Do you fold up like a flower without sunshine or do you have the, confidence, to play one drive at time? Do you dig deep and remember the last time you were down 16 to nothing and you came away with the victory? Quarterback Russell Wilson did just that on Sunday to win the AFC Championship game against the Green Bay Packers.

With 3 mins to go in the 4 quarter, Wilson was having his worst game to date; he had thrown 4 interceptions. The commentators were saying they had never seen Wilson play this bad. I started to route for them. I was routing for the underdogs, the Packers, because the Seahawks were the Super Bowl champions; but I hate to see a team embarrassed in front of millions. I have heard of quarterbacks who were tagged as not being able to win the big games. But this is where, confidence, separates the true champions. Confidence, and the spirit of never giving up. Even though Wilson had already thrown 4 interceptions to Kearse, he had, confidence, in him to give him another chance and he caught that winning touchdown and held on to that ball like his life depended on it. If you allow the facts like you just threw 4 interceptions, and you let negative thoughts snap your positive energy; you will loose. But like Wilson tearfully declared after pulling off a stunning overtime victory, he had the, confidence, in himself and in his team that they could win.

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How Confidence affects Sales Teams

I saw this same scenario play out on a, sales, team  that I was a part of. We were a team of about 40 outbound reps in a call center. The top, sales, persons on the team were selling about 40 units per day. Then a new girl was hired. She started banging out 40 units by noon!. Sales Management, thought she was cheating and started to check her sales to make sure she was not sandbagging leads. She calmly declared that she was not cheating; but that she had, confidence. She said when she picked up the phone, she had, confidence, that she was going to close the sale, and she usually did. I started paying attention to what she was doing, and I too started selling 40 units by lunchtime! My, confidence, grew.

Confidence, is usually the result of prior successes. As a sales manager, confidence, should be the first skill you coach to. If your, sales, team is not, confident, that they cannot win. You have to exhume past victories to give energy to present day activities. Why did Wilson feel that he could win?; because he won before. He knew that if there was time on the clock, his team had a chance.

Coaches need to build, confidence

“The road to athletic greatness is not marked by perfection, but the ability to constantly overcome adversity and failure.”

In, coaching, teams, you have a wide variety of players. You have your slow players, your fast players. You have the ones that are good at defense. You have the ones that are good at offense. You have the ones who would choose to drive and dish and you have the ones that would rather shoot the three. You have the people who set up the plays and you have the people who finish them. You are in charge of getting these types of players to work together and to build their, confidence.

Sure, a coach can put together a pretty set of plays. A, coach, can scream their head off in a game and try and get their players motivated. Coaching, can make you run for punishment, or they can make you run to get more in shape. The most important role of a coach, however, is to make the players on their team better with, confidence. To hopefully help them to reach their fullest potential. Players do make mistakes, but it is from those mistakes that you learn and grow.

Coaches sometimes destroy confidence by being too harsh. 

You wanted to win, and there was nothing wrong with that. I saw it in your eyes if I made a mistake, you were not too happy, which is normal for, coaching. Turnovers happen. Players miss shots.

Sometimes someone beats you in a race. Sometimes things happen. Players make mistakes. It is when you have players scared to move because of a lack of, confidence, that teams loose.

A player can be, confident,  in the way they play the game. Confident, but not cocky. It is up to the coach to build that, confidence, by highlighting the players strengths  and minimizing his weaknesses. That is what makes them improve overall, and become an asset who could become an  extremely great player and win Championships.

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Transform your Mind Stitcher

What happens when a player looses confidence

The fight to get my, confidence, back was a tough one. It was something I wish I never would've had to do. Instead of becoming the best player that I could've been, I now had to fight to become the player that I used to be. My, coach, took away my freedom of playing a game that I loved. He  took away my good memories in a basketball uniform, which is something I can never get back. You can be the greatest athlete in the world, but without, confidence, you won't go very far.

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Additional Resources

http://blog.myhelps.us/confidence/

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