Category Archives: Principle -1 Planning

Jan 13 0 comments
Principle -1 Planning, Principle 0 Mindset, Principle 1.5 Technique, Principle ~ Trust

The 10 Layers to Effective Sales Team Building

Your Alliance Team should participate in regular conversations to build a working relationship built upon  10 layers of awareness:

  1. Trust
  2. Character
  3. Self-discipline
  4. Commitment
  5. Affirming Attitude
  6. Vision
  7. Values
  8. Willingness to change Behaviors
  9. Motivation
  10. Tenacity

The 10 CommandmentsRecognize the opposing forces which may show up in your Advisor Alliance Team as various symptoms:

  1. Mistrust
  2. Lack of character
  3. Inertia
  4. Lack of Commitment
  5. Cynicism
  6. Lack of focus
  7. Egocentricity
  8. Resistance to change
  9. Impatience
  10. Aversion to conflict

We will discuss each of these foundations and their oppositions how they are expressed, taught and practiced and how to recognize when there is a breakdown.  Stay tuned.
Dec 24 0 comments
Principle -1 Planning

Do your Sales People have their P.D.A.?

Pda
Now that your Sales People have Sales Business P.L.A.N.s, make sure they each have their P.D.A.

Mark Sanborn, author of “The Encore Effect,” formulates Remarkable Performance as Passion plus Discipline plus Action.  Without all three, your three-legged stool won’t stand upright and will toss your results to the ground. 

  • Passion is what you feel when you answer completely the question, “what do I want to do for the rest of my life?” It is the fuel that drives performance.
  • Discipline is consistent and persistent effort.  How much time do you spend at what you’re most passionate about?  How many times do you practice?
  • Action performed correctly equals the solution or right outcome.  Action, not to be confused by activity which is just effort, achieves the desired outcome.

So, how does this apply to the sales P.L.A.N.?  Ask your Sales Professionals these questions: 

  • Are you passionate about your Purpose?
  • What do you love about your job in achieving your ideal Purpose?
  • Are you specific about your target market and ideal prospect?
  • Do you consistently and persistently call on your ideal prospect?
  • Are you focused on the right activity to produce actionable results?
  • Do you call on enough prospects and meet with enough clients?  Do you follow-through on every prospect, hot or cold, and present to those only with enough need?

The plan combined with performance results in consistent, winning results.  Consistent results build a business and a career.  What are you building?

Photo Credit:  Tim Samoff

Dec 17 0 comments
Principle -1 Planning

Do Each of your Sales People have a Business P.L.A.N?

Business plan
You will always hit your target with amazing accuracy when you don't have a plan.

Most small businesses don't have an up-to-date or complete business plan.  Most Sales people have no plan at all.  As a professional manager, you certainly should have a plan.  To see the acumen and dedication of your sales people, you must require an individual business plan from each. 

One page will suffice.  It should be simple enough in order to be quickly reviewed every day and easy enough to remember.

  • Purpose:  On a daily basis, what is their purpose as representative and ambassador of your company.
  • Limits:  Most sales people fail to limit their audience to a niche.  When in doubt, go micro-niche.  The more demographic limits used to describe a target market, the more powerful the message and the easier it will be for you to find them and them to find you.
  • Activities:  On a daily, weekly and monthly basis, what are the 3 to 6 Key Performance Indicators that enable you to track their performance at a glance. 
  • Numbers:  What is their target income goal.  How does that translate into commission, number of sales, number of proposals, number of meetings and number of contacts?  

More importantly, how are they going to spend their money?  What and where are they going to invest?  How much are they going to save?  What bonuses or lifestyle change do they want to use their income for?  Taxes? 

Their personal number is more important than any number on the company books.  This is the real reason for their motivation.  Only when you understand what motivates your sales team, can you plan to inspire them.

What is your P.L.A.N.?

Photo Credit:  the_background

Dec 03 0 comments
Principle -1 Planning, Principle 0 Mindset, Principle 2 Communication

So you say you Sell Value — Do you Hire Values?

Are you values driven?  If you aren't, then what are the chances that your sales force is?

Ask yourself these questions:

  • How do you hire a sales force to fit your culture?
  • What are the top 10 questions to identify a top producing sales rep?
  • Have you identified the characteristics, skills or values of which your entire force is guided?

Here's an exercise to help you develop a values driven sales culture.  Amazingly it takes only a few minutes to start.

  1. From the list below, create a short list of values which resonate success in your environment.  Use the list as a guide; add to the list if necessary.
  2. Narrow your selection to no more than 10
  3. Next to each value, write a few sentences describing what the value means to you and your team
  4. Important:  List the daily or weekly behaviors which quantify the success of the value
  5. Post the values for everyone to see
  6. Meet weekly as a group and share reports on how your new successes reflect the team values

Involve each of your sales people and allow them to contribute to the list.  This has amazing team building value!

Abundance, Communication, Consistency, Creativity, Discipline, Effectiveness, Gratitude, Honesty, Humility, Imagination, Impact, Integrity, Leadership, Learning, Mastery, Passion, Persistence, Philanthropy, Structure, Systemization, Trust, Accountability, Advancement and promotion, Appreciation, Awareness, Celebrity, Challenging problems, Compassion, Contribution, Cooperation, Curiosity, Decisiveness, Dependability, Determination, Diligence, Discovery, Dreaming, Empathy, Encouragement, Enjoyment, Excellence, Exploration, Focus, Personal development, Personal Growth, Persuasiveness, Problem Solving, Prosperity, Sincerity, Spirituality, Succeed; A will to-, Truth, Vision, Willingness, Acceptance, Accessibility, Accomplishment, Accuracy, Achievement, Acknowledgment, Activeness, Adaptability, Adoration, Adroitness, Adventure, Affection, Affluence, Aggressiveness, Agility, Alertness, All for one & one for all, Altruism, Ambition, Amusement, Anticipation, Approachability, Articulacy, Arts, Assertiveness, Assurance, Attentiveness, Attractiveness, Audacity, Authority, Availability, Awe, Balance, Beauty, being around people who are open and honest, Being the best, Belonging, Benevolence, Bliss, Boldness, Bravery, Brilliance, Buoyancy, Calmness, Camaraderie, Candor, Capability, Care, Carefulness, Caring, Certainty, Challenge, Change, Charity, Charm, Chastity, Cheerfulness, Clarity, Cleanliness, Clear-mindedness, Cleverness, Close relationships, Closeness, Collaboration, Comfort, Commitment, Community, Competence, Competition, Completion, Composure, Concentration, Concern for others, Confidence, Conformity, Congruency, Connection, Consciousness, Content over form, Contentment, Continuity, Continuous improvement, Control, Conviction, Conviviality, Coolness, Coordination, Cordiality, Correctness, Country, Courage, Courtesy, Craftiness, Credibility, Cunning, Customer satisfaction, Daring, Decorum, Deference, Delight, Delight of being, Democracy, Depth, Desire, Devotion, Devoutness, Dexterity, Dignity, Direction, Directness, Discretion, Diversity, Dominance, Drive, Duty, Dynamism, Eagerness, Ease of Use, Ecological awareness, Economic security, Economy, Ecstasy, Education, Efficiency, Elation, Elegance, Endurance, Energy, Entertainment, Enthusiasm, Equality, Ethical practice, Excitement, Exhilaration, Expectancy, Expediency, Experience, Expertise, Expressiveness, Extravagance, Extroversion, Exuberance, Fairness, Faith, Fame, Family, Family feeling, Fascination, Fashion, Fast living, Fearlessness, Ferocity, Fidelity, Fierceness, Financial gain, Financial independence, Firmness, Fitness, Flair, Flexibility, Flow, Fluency, Fortitude, Frankness, Freedom, Friendliness, Friendship, Frugality, Fun, Gallantry, Generosity, Gentility, Giving, Global view, Good will, Goodness, Grace, Gregariousness, Growth, Guidance, Happiness, Hard work, Harmony, Having a family, Health, Heart, Helpfulness, Helping other people, Helping society, Heroism, Holiness, Honor, Hopefulness, Hospitality, Humor, Hygiene, Impartiality, Independence, Industry, Influencing others, Ingenuity, Inner harmony, Inner peace, Innovation, Inquisitiveness, Insightfulness, Inspiration, Intellectual status, Intelligence, Intensity, Intimacy, Intrepidness, Introversion, Intuition, Intuitiveness, Inventiveness, Investing, Involvement, Joy, Judiciousness, Justice, Keenness, Kindness, Knowledge, Liberation, Liberty, Liveliness, Location, Logic, Longevity, Love, love of (patriotism), Loyalty, Majesty, Making a difference, Market position, Maturity, Maximum utilization (of time and resources), Meaning, Meaningful work, Meekness, Mellowness, Merit, Meticulousness, Mindfulness, Modesty, Money, Motivation, Mysteriousness, Nature, Neatness, Nerve, Non-violence, Obedience, Open-mindedness, Openness, Optimism, Order, orderliness, Organization, Originality, Outlandishness, Outrageousness, Peace, Perceptiveness, Perfection, Perfection (e.g. of details), Perkiness, Perseverance, Physical challenge, Piety, Playfulness, Pleasantness, Pleasure, Poise, Polish, Popularity, Positive attitude, Potency, Power, Practicality, Pragmatism, Precision, Preparedness, Presence, Preservation, Privacy, Pro-activity, Professionalism, Progress, Prudence, Public service, Punctuality, Purity, Quality of what I take part in, Quality of work, Quality relationships, quietude, Realism, Reason, Reasonableness, Recognition, Recreation, Refinement, Reflection, Regularity , Relaxation, Reliability, Religion, Religiousness, Reputation, Resilience, Resolution, Resolve, Resourcefulness, Respect, Respect for others, Responsibility, Responsiveness, Rest, Restraint, Results-oriented, Reverence, Richness, Rigor, Romance, Rule of Law, Sacredness, Sacrifice, Safety, Sagacity, Saintliness, Sanguine, Satisfaction, Satisfying others, Security, Self-control, Self-givingness, Self-reliance, Self-respect, Selflessness, Sensitivity, Sensuality, Serenity, Service, Sexuality, Sharing, Shrewdness, Significance, Silence, Silliness, Simplicity, Skill, Skillfulness, Solidarity, Solitude, Sophistication, Soundness, Speed, Spirit, Spirit in life (using), Spontaneity, Spunk, Stability, Standardization, Status, Stealth, Stillness, Strength, Success, Supervising others, Support, Supremacy, Surprise, Sympathy, Synergy, Teamwork, Temperance, Thankfulness, Thoroughness, Thoughtfulness, Thrift, Tidiness, Time freedom, Timeliness, Tolerance, Tradition, Traditionalism, Tranquility, Transcendence, Trustworthiness, Understanding, Unflappability, Uniqueness, Unity, Usefulness, Utility, Valor, Variety, Victory, Vigor, Virtue, Vitality, Vivacity, Warmth, Watchfulness, Wealth, Willfulness, Willingness, Winning, Wisdom, Wittiness, Wonder, Work under pressure, Work with others, Working alone, Youthfulness, Zeal

What would you add to the list?

Apr 23 1 comments
Principle -1 Planning

Are You Ready to Sell, Tomorrow?

What is your one-day plan?

You’ve heard of a marketing plan, a business plan, and maybe even a 90-day action plan, but do you have tomorrow’s plan ready?

  • Todo_list
    Is your list of people to contact ready and does it include telephone numbers, background, contact info, purpose of the call, expected outcome and is it prioritized?
  • Have you outlined your day’s purpose and expected outcome as it relates to your Key Performance Indicators (number of connects, number of appointments scheduled, number of presentations, number of sales)?
  • What’s on your To-Do list?
  • Is your To-Do list prioritized and scheduled?
  • Have your appointments for tomorrow been confirmed?
  • Have the attendees of your appointments been given meeting agendas, expected outcomes and directions as necessary?

What’s missing? Please comment.

Photo Credit:  Randy Redig

Mar 31 0 comments
Principle -1 Planning

Can a Salesperson Really Choose Their Lifestyle?

Can you still be a top notch, relationship selling Advisor and work few hours and travel anywhere and often?

Dollar_heart_3
Photo credit cmpalmer

When I ask small business owners or commission only salespeople why they cut the corporate lifeline, here are the answers I hear most:

  1. Make lots of $
  2. Have flexibility over their schedule
  3. Help people

In the same vein, lifestyle entrepreneurs have similar motivations as to the reasons for severing the umbilical cord of a regular paycheck according to Anywired blogger, Skellie:

  1. Time savers who want to trade as little time for money as possible
  2. Travelers who thrive on the change of scenery and people and either want to make a living requiring travel or allowing travel
  3. Passion seekers who earn money doing what they love and therefore see it not as work

The secret to any successful career is in how it’s designed

The truth is, for most of us, the above are ideals that conflict with the first of the top 3 reasons for starting a business or becoming self-employed, the priority to make a lot of money.  Most entrepreneurial careers including largely 100% commissioned sales jobs, take 2 to 5 years to establish and build into a sustainable business which allows the entrepreneur to spend a significant amount of time out of the business.

The secret is leverage

  1. Start with the right business model
  2. Next, create a plan, implement, test, perfect and meticulously record every operation, routine and job function so that you can automate and duplicate
  3. Then, delegate or outsource until you can remove yourself from the business

This is the difference between being self-employed and owning a business.

In applying this process to the most important job function, lead generation and sales, you must design a system which greatly reduces the time and money spent on:

  1. Prospecting and creating leads
  2. Setting appointments with ideal prospects
  3. Following up with your ideal prospect "herd" after you have created rapport, credibility and become valuable
  4. Staying top of mind by constant communication through a multitude of mediums
  5. Continuing to be valuable with regular conversations and face-to-face meetings to cement the relationship

Imagine being able to instantly reduce your prospecting time by 10 to 20 hours a week while increasing the number of appointments to 8 to 12 more per week with the best ideal prospects imaginable — those who already trust you and are sold on your ability.  Find out how with the FREE, innovative report, "The 10 Big Breakthroughs in a Salesperson’s Life."  It’s the first step to creating the lifestyle of your dreams.