How To Set Goals
1. Specific: The goal must be specific. If the goal is not specific enough it will lack clarity and meaning. Example: “I’d like to move soon.” versus “I will move by Feb 1, 2009 to ________, by doing, ABC.”
2. Measurable: The goal must be measurable and have a well defined outcome. Example: “I want to cut weight.” versus “I will drop 15 lbs by April 10, 2009″ or “Achieve body fat of 5% by June 1, 2009.” (more…)
Many studies, such as Amen Clinics Research, illustrate the importance of a positive mind for physical health, mental health, creativity, productivity, focus, discipline, fulfillment, imagination, and dedication. All of these benefits have a direct impact on living more fulfilling lives and experiencing better results in business.
Brain scans show that a positive mind is much more active than a negative mind, and active in the areas critical for many of the benefits above. My focus here is on how to be more positive and if you are already in a positive state, how to enhance it further.
Picture: Make sure you add one if you don’t have one on your profile yet. Headshot is best.
Personal Tagline: Write one, and update it. Click on the blue text, “What are you working on” Maybe place your elevator pitch here?
Don’t Cut and Paste Your Resume: Describe experience/abilities.
Elevator Pitch: Make sure it is within your introduction section. You have 5 seconds to grab attention.
“I absolutely believe that people, unless coached, never reach their full potential.” - Bob Nardelli, CEO, Home Depot
“Many of the world’s most admired corporations, from GE to Goldman Sachs, invest in coaching. Annual spending on coaching in the U.S. Is estimated at roughly $1 billion”. - Harvard Business Review
“Recent studies show business coaching and executive coaching to be the most effective means for achieving sustainable growth, change and development in the individual, group and organization.” – HR Monthly
“A major benefit of coaching is having someone who helps you see your strengths and weaknesses and uses them to accomplish your goals.” – Minneapolis Star-Tribune (more…)
Sales Interview Questions
I have posted sales interview questions for various sales positions below. These questions will be helpful when interviewing a sales professional or leader of any level.
(If you are a sales professional or sales leader looking for how to answer any question an interviewer could ever throw at you, please visit here!)
Sales Representative, Sales Executive, Account Manager, Account Executive, Sales Manager, District Sales Manager, Regional Sales Manager, Director of Sales, VP of Sales, Executive Vice President of Sales, Chief Sales Officer. (more…)
“When prospecting via phone and the contact picks up, do you ask for their time? Or do you go into your spiel?”
This question was asked on Linkedin and below is my public answer:
This is a great question and there are many ways to approach this. Assuming this is a pure cold call and they are not expecting your call, the first thing I would recommend doing is put yourself in their shoes. What would you want to hear? How would you want to be treated? Start there and you might find your own answer…
Here are just some of the ways to approach it below, and the key is finding what works for you! (more…)
“strong consideration needs to be given to using external coaching programs to enhance internal results.”
“The study also indicates that using internal coaches to coach managers or executives is not correlated with coaching success. It appears that using external coaches for those groups is more effective and perhaps confirms that the higher cost of using an external coach may be well worth it.” (more…)
SPIN Selling By Neil Rackham, Huthwaite, Inc. McGraw-Hill © 1988, 197 pages.
This book is a classic sales book and I have provided my own summary below.
Below are the key points from this book – SPIN Selling Summary
“There’s no doubt about it, questions persuade more powerfully than any other form of verbal behavior. And this is not just in selling.”
(I would agree that powerful questions are key, but note that “persuasion” in the traditional sense is out-dated when it comes to selling effectively. Persuasion can put the prospect on the defensive and can make the sales person uncomfortable as well. Learn more about my Sales Coaching Programs) (more…)
