Randy Clark's Blog, page 14

Stop Stressing Out Now!

To stop stressing out now and manage stress, first, you must recognize triggers and reinforcements. Typical excuses include, “It’s…part of the job, it’s just the way I am, it’s only temporary, and others cause it.” Regardless of how real these may sound, all excuses reinforce stress. Regardless of its legitimacy, anything used to justify reduced performance is an excuse and, therefore, a source of stress.

Stop Stressing Out Now!How to Take Away Your Stress Excuses

One of the best ways to take away excuses is to analyze your stress by keeping a stress journal.

How to Keep a Stress Journal:

Track the cause of stress.Note how you feel and your emotional state of mind.Recognize how you responded and how you reacted.Consider what makes you feel better.AAAA to Relieve Stress

The Avoid, Alter, Adapt, and Accept system is one of the most effective tools for reducing stress. By keeping AAAA in mind, one can learn to understand stress and how to channel it towards more productive emotions.

AvoidSay no—learn to say no when you already are at your limit or it’s not your field of expertise.Avoid destructive behavior—drugs, alcohol, tobacco, overeating, too much TV, anger.Avoid people who create stress—we all know them. A few weeks ago, a good friend and I went hiking. We talked about her awakening in 2012 to the people in her life that were causing her stress and how cutting them out (so-called friends) and cutting some back (family) improved her life.Control your environment—for example, if you hate the evening car crash and house fire fest, more popularly known as local TV news—turn it off.Avoid hot buttons—such as controversial topics. Politics and religion get most people going, so don’t start it.Distinguish must do from should do.AlterLet feelings out –Try this. How to Use the Pinch Theory of Conflict ManagementCompromise – Don’t be like Congress; compromise for the good of all and to relieve stress.Use good time management. 4 Time Management Hacks That Are Like Putting Time in a Bank or How to Add 30% More Time to Your WorkdayAdaptReframe, for example, change road rage to mindful driving.Look for the big picture. At the end of the day, how critical was it?Adjust standards—you don’t always have to be perfect.Focus on the positives and be appreciative.AcceptYou can’t control the uncontrollable.Forgive—forgiveness isn’t about others; it’s about you and the stress it relieves.View stressful situations as learning opportunities.Share with a trusted friend—face-to-face.Write it out and then throw it away.Other Stress Relievers

There’s more to relieving stress at work than those mentioned above. Stress at home and lifestyle choices affect work. If you want to improve stress at work, you must improve how you handle stress in your life.

Spend time in natureExerciseSpend time with friendsCreate—arts, crafts, writeEnjoy a petPlant a gardenFind the humor—make fun of yourselfRead a bookListen to musicSchedule time to relaxDo something you like every dayEat healthyReduce caffeineBe around positive peopleStop worrying—Any worry can be put in one of two categories: you can either do something about it—so do it, or you can do nothing about it—so quit wasting your time and causing stress.Tell your inner voice no. Our inner voice is there to protect us. It will take limited information and project possible destructive outcomes. As helpful as it may be at times, our inner voice can be a negative source of stress. Occasionally, you must tell the voice, “Thank you, but, no, I got this!”A Call to Action

Are you ready to tackle stress? Are you tired of being stressed out? It really is up to you. It’s time to take your first small steps towards stress relief. Are you ready? Here’s a place to start.

Identify your top two sources of workplace stress.

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Understand what’s reinforcing the behavior. What excuses do you make for stress?

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Plan an action to relieve stress. There are 32 listed above.

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Choose a lifestyle stress reliever. What can you do at home to relieve stress?

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Pick a stress buddy. Someone you trust, who you can talk to face-to-face, and who won’t allow you to turn it into a gossipy bitch session.

_______________________________

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Let me know how you did. I’d really like to know. I mean…you don’t want to stress me out worrying about you, do you?

You Can’t Talk Stuff Done, It’s Been Tried 

Nope, you can’t talk stuff done. Talk without action doesn’t accomplish much. Throughout history, it has been those who have taken action who have changed the world. It’s the same with your industry, and your business. Are you ready to add action to your words or do you want to talk about it some more?

From weekly updates to companywide mission statements, businesses fail when there is too much talk and not enough action. If you’d like to learn more about why this happens, how to fix it, and actions to take, read my book, You Can’t Talk Shit Done.

Photo by Ben White on Unsplash

The post Stop Stressing Out Now! appeared first on Randy Clark Leadership Training.

So, You’re The New Boss, Now What?

So, you’re the new boss are you? Last week, you were one of the team, and now you’re the new boss. So, what’s next? If you’re like many promoted managers, you performed well in your previous position, but you’re not prepared to be THE manager.

The New Boss 

Years ago, I was promoted from sales to my first retail management position. I thought managing was paperwork, planning, counting money, etc. I didn’t understand management is 99% about people and the best managers lead people to improvement. Yes, I was unprepared for this role, yet I was asked to conduct meetings, hire, train, and supervise employees.

Although I was told to complete these activities, I wasn’t given training or direction. Never was I told how or why. It was expected that if I were good at sales, I would be a good manager. Really? It was expected somehow, perhaps by osmosis or telepathy, I would know what to do. My superiors considered my exposure to previous managers (also untrained) to be my training.

Training by Osmosis 

Once, I was the assistant to a manager who left early and often. He was thought to be great at developing managers because he threw you in the deep end! It was a sink-or-swim management training system. Over the years, I have learned this system (or lack thereof) of management and leadership development is all too common. It not only continues to prevail, but in all types, sizes, and areas of organizations. For example, I know a NASA employee who excelled as an engineer but lacked people skills. They promoted him to departmental manager without any management or leadership training.

Where Do You Begin?

Good question. So, have you worked with leaders you would like to emulate? Ask them to be your mentor. Ask friends if they know an effective leadership group near you or online. Are classes available? Read articles, listen to webinars, and watch podcasts—study leadership. When I began searching for how to be an effective leader, the library and bookstore had thousands of sources. Today, the sources are nearly unlimited, maybe too many. If you google “leadership,” you’ll get more than 250 million results. Find someone you respect and like and follow them.

What is Leadership? 

It’s about becoming a leader. It’s not about the day-to-day operations of an organization. Nor is it how to order thing-a-ma-jigs or when to pay the electric bill. I hope you have a procedure manual for those activities. It’s not about legalities, and for the most part, it’s not about human resources. Again, hopefully, you have policy books and manuals for these items. It’s about helping others understand and get what they want while improving the organization. It’s about serving others.

But First, Are You Sure You Want To Be A Manager?

You must be completely honest with yourself. Not everyone is cut out to be a manager; if you’re not, and you accept the role, you’ll likely be an unhappy camper. Review the list below, and ask yourself, “Why am I considering (or in) a management position?”

MoneyYou were talked into the positionPower & controlPrestige: Less work, stress, hours, demands, etc.

In my humble opinion, there’s only one reason to be a manager. It’s because you enjoy helping others. You get a kick out of watching your team members grow as part of the team and as human beings. You may have secondary considerations, but if coaching, teaching, and helping aren’t your primary reasons, management may not be your best option. If you’re uncertain about your motivation to be a manager, consider your experience. Have you been a helpful teammate? Do you revel in others’ successes? Do you enjoy helping others?

Are You Ready to Be The New Boss? 

So, do you believe you’re cut out to be a manager? The best advisers and mentors are those who speak to you. Go find them. These spoke to me.

managementhelp.org

johnmaxwell.com

coachwooden.com

Here’s my list of 17 Axioms to Live and Lead by

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

Does your business have a management training plan? Many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. I’m also available to conduct training.

Image by DanaTentis from Pixabay

The post So, You’re The New Boss, Now What?   appeared first on Randy Clark Leadership Training.

Diabetes You’re not the Boss of Me

Diabetes you’re not the boss of me. Nope. I was diagnosed with type II diabetes more than a decade ago, and for the first few years, I kept my blood sugar in check without medication. I did so through diet and exercise. Today, I take metformin, a long-prescribed, noninvasive drug with few, if any, side effects for most users.

Diabetes You’re not the Boss of Me

I’m fortunate to have a dear friend who is a naturopathic physician. Early in my diagnosis, she helped me to understand that type II diabetes often can be controlled without medication. She has type I diabetes, which she has lived with for most of her life, and although she’s insulin-dependent, she has avoided many of the complications experienced by Type I patients. Her secret is simple: She follows a healthy lifestyle.

When it Comes to Food—Think Ahead

Most people know that people with diabetes should avoid sugar, but not everyone understands that carbs can be just as dangerous to a person with diabetes. ADA (American Diabetes Association) Understanding Carbohydrates. The key is to avoid eating the wrong foods out of convenience, availability, or time constraints by planning your meals.

Bring Your Lunch

In my last job, where I worked in an office, I brought my lunch to work 90 % of the time. I brought healthy foods I enjoy, salads, homemade soups, avocado, hard-boiled eggs, and fresh fruit. Before I learned to bring my lunch, I ate diabetic, unfriendly fast food, machine junk, or didn’t eat—all bad diets. BTW, bringing your lunch is a significant cost saver.

Don’t Go Down “That” Aisle

I have food triggers, sweets, and carbs. For me, it was chips and cookies. I’ve replaced cookies with fruit and chips with seaweed snacks; my favorite is Wasabi-flavored. I also snack on edamame, almonds, and carrots. Another key for me is avoiding temptation. For example, I no longer walk down the cookie or chip aisles in the grocery store, and I stay away from the Friday morning company donuts because I know I can’t eat only one.

Find an Alternative 

My father was an insulin-dependent diabetic. He loved Little Debbie’s. I often did his grocery shopping and can count on Nutty Bars, Cup Cakes, and Pecan Sandie’s topping his shopping list.

I wanted him to be happy; these sweets pleased him, but at the same time, his glucose level was trending well past the danger point, I tried a compromise. So, I bought him sugar-free pudding. He loved it. In the past, his grocery list called for four or more sweets. His list went to two: Nutty Bars and Sugar-Free Pudding.

Exercise

The thing about exercise is it doesn’t have to mean joining a gym or running a 5K. What’s most important is to find an exercise you enjoy. How many of us have joined a gym and not followed through? We might have blamed our lack of participation on time constraints, but if going to the gym is something you enjoy, you find the time, and many do. Find an activity you enjoy.

For me, hiking is the answer. I love being on the trails and enjoy the physicality of it, but I could get that at my local high school track. What brings me back time and time again is the commune with nature. The combination of low-impact physical activity combined with the great outdoors is mood-altering. I just got back from a hike in Avon, IN. The photo is from the trials today.

Hiking might not float your boat, so find what does. Biking, yoga, dancing, running, kayaking, or just walking your neighborhood are excellent exercise forms. Find an exercise you like and commit to a schedule. As little as 30 minutes per day can make a huge impact on your diabetes.

“You should aim to get at least 30 minutes of aerobic exercise most days of the week. If you think that you can’t find 30 minutes, you can break up the exercise into chunks—10 minutes here and there. Build up to 30 minutes gradually.” Endocrine Web Type 2 Diabetes and Exercise 

Diabetes Isn’t the End of the World

No, diabetes you’re not the boss of me  Please don’t misunderstand me; the disease should be taken seriously with regular checkups, continuous monitoring, and lifestyle changes as needed. However, having diabetes shouldn’t stop you from living your life. I, my friend, the doctor, and many others haven’t allowed the disease to take over our lives; just the opposite, we’ve taken charge, and so can you.

If you liked this post, you might also enjoy How Negativity Adversely Affects Your Health (and what you can do). 

Photo by Mykenzie Johnson on Unsplash

The post Diabetes You’re not the Boss of Me appeared first on Randy Clark Leadership Training.

Leadership is Service

Leadership is service. I’ve heard those words for years but never really understood them until I found myself outside looking in. My title at my last job before going independent was “Director of Communications” – we never totally figured out what that meant. However, along with communication responsibilities, including blogs, video, and social media, I wore other hats, like many in small to mid-sized businesses. I was privileged to work with several levels of employees on leadership training. I also recruited, interviewed, and was part of the hiring process for quite a few employees.

The thing is – I had zero direct reports. For the first time in 30 years, I “managed” no one, but I did lead. Outside looking in, not being a manager, I believe I have become a better leader.

Although I don’t manage anyone directly, I have a vested interest in many of my clients, and from this perspective, it’s easier to see the most influential leaders are leaders who serve. Leadership is service.

Leadership is ServiceHow to Become a Service Leader Listen Better

My listening skills are challenged at best. To put others first, I’m concentrating on what they say rather than what I want to say. Asking open-ended questions helps.

Be More Considerate

These words are so common they’ve lost their meaning. Being considerate means considering what others want and need and how your actions, or mine, may affect their desires.

Think Past the Moment

What may seem appropriate for the moment may not be when viewed through a wider lens. Ask yourself, “How important is this now?” What are the consequences of my actions?

Set Your Ego Aside

Let’s face it: part of why you became a manager is probably ego, but ego will often get in the way of effective leadership. Others are best served when the ego is set aside.

This is my Achilles heel. It’s the big one. I want things to go my way because… I’m special. I want to share information and show how knowledgeable I am. I’m working on setting my ego aside. How about you?

When your actions are thoughtless and hurtful, an apology never brings back the time lost in regret; it can be too late when you realize what you’ve done. It would be unrealistic to think I’ll never put myself in this position again, I will. But I can work towards reducing it, can’t I? In the long run, putting others first is in your best interest and theirs. Leaders put others first. Be a leader 24/7.

Remember that People Are More Important Than Projects

When anyone manages a project, it’s almost natural to focus more on the plan than how team members fit the plan. However, success may depend more on how team members execute the plan than the plan itself. Don’t make people fit a plan; make one that fits them.

Help Someone Everyday

As a manager of direct reports, it’s easy to get lost in the day-to-day battle and forget the big picture – the more you help your team members, the more cohesive and effective the team will be.

Seek Others Advice 

When putting out fires, it’s easy to forget to seek input. By involving others in the plan, you may improve the plan and their support of the plan. Make team plans, not your plans.

Share Everything You Know

There should be little on a need-to-know basis; if it’s useful, share it. Help others avoid mistakes, pitfalls, and problems. Teach others what has worked for you.

Leadership is Service 

Service is not intangible; it’s giving, caring, and sharing. The best leaders are leaders because people matter to them. As a leader, there’s no greater reward than watching others grow, partly due to the leader’s direction and influence. A true leader is not served – a true leader serves. Who have you served today?

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because if not, many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. Check it out.

If you liked this post, you might also enjoy Leaders vs Commanders: Which Approach Drives Success?

Photo by Mapbox on Unsplash

The post Leadership is Service appeared first on Randy Clark Leadership Training.

Get Up From Your Desk!

Get up from your desk! The secret to living a longer and healthier life is to get up from your desk, get out of your chair, and get off the couch!

I sit for hours at a time. I’m sitting right now. I sit too much for too long. I’m going to change my behavior. The facts are in — sitting at your desk is the new cigarette. It will kill you.

Get Up From Your Desk!What Prolonged Sitting Does to Your Body

Sitting for extended periods adversely affects nearly every system in the human body. We weren’t designed to sit for hours on end. We were designed for action.

Heart 

Blood flow slows while sitting, making it easier for fatty particles to clog the system.

Brain

Less fresh blood and oxygen are delivered to the brain. This can lead to slowed thinking and, eventually, brain damage.

Lungs

There’s a 54% increase in lung cancer brought on by sitting. “The mechanism isn’t known for certain, but it could be due to excess insulin production, which encourages cell growth, or the fact that regular movement boosts antioxidants in your body that may eliminate potentially cancer-causing free radicals.” — Before It’s News/Health 

Stomach

Sitting compresses food in the digestive track which hinders digestion.

Bone structure and musculature 

Sitting puts a strain on the head, shoulders, and neck. It causes muscle degeneration, leading to a decline in neck and back musculature and creating leg and hip problems.

If you’d like to read more about the physical problems sitting creates, check out this post from WebMD: Why Sitting Too Much Is Bad for Your Health.

Here’s What You Can Do about it

For several years, I’ve believed I was stuck in the office, at my desk, and I could do nothing about it. I was wrong; there’s a lot I and anyone can do.

I needed to change my thinking. It wasn’t that I wasn’t stuck at my desk. It was the screen, but screens can move. First, I looked at the expensive desk riser thingies that lift your computer into a standing position. They look great. I thought maybe someday, when I save up the money. So, I had an inexpensive shelf installed, purchased from a local hardware store. It’s a small black shelf that fits the surroundings and is just the right height for me to stand and work. (I now have one of those desk riser thingies.)

The second thing I had to change was my aversion to breaks. The truth is I’m working on this. I’m not where I need to be—yet. Here are three ways to get the blood flowing and live a healthier, happier life from your desk, chair, or sofa. Exercise opportunities abound even in an office.

ExerciseTake the stairs

Go up and down, every time.

Wall push-ups

I do wall push-ups every morning in the shower and every afternoon in the office. Place your feet a couple of feet back from the wall, stretch your arms to it, and push it. Push it good.

Chair Squats

Easy-peasy. Stand up. Sit back down in your chair. Repeat. There are plenty of more examples of workplace exercises. Check it out, deskercise.

Stretch 

Every day, I do shoulder stretches and what I call my jogging stretches, which include thigh stretching and placing one foot at a time on an elevation one to two stairs high and stretching my calves. Here are several “work” able stretches from the Mayo Clinic. Adult Health: Stretches 

Yoga 

This intrigued me. When I researched the topic, I found I was already doing Yoga, such as the seated backbend, where one extends their arms toward the ceiling and stretches upward. Here are several easy-to-do yoga positions for the office from the Huffington Post. Office Yoga Poses

Are You Ready to Get Out of Your Chair? 

The better question may be, how long do you want to live a healthy life? You can improve your health and well-being by taking a few minutes out of your day to exercise, stretch, and do a little yoga. Exercise is good for the body and soul. What type of exercise do you do at your workspace?

Photo by Crew on Unsplash

 

 

 

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How and Why to Lead by Asking Questions

Do you lead by asking questions? If you’re in leadership and want your direct reports to do more than follow your lead, one of the most powerful tools you possess is questions. If you want them to participate passionately, don’t tell them — ASK them. For much of the 20th century and into the 21st, management in America has often been about commanding, not leading. Using questions to lead your subordinates is nothing new. The Greek philosopher Socrates (470-399 BC) taught by asking questions, leading the student to a desired end or new enlightenment.

“A Socratic seminar is not a debate. This activity aims to have participants work together to construct meaning and arrive at an answer, not for one student or group to “win the argument”. This approach is based on the belief that participants seek and gain deeper understanding of concepts in the text through thoughtful dialogue rather than memorizing information that has been provided for them.” — Socratic Method

How and Why to Lead by Asking QuestionsWhy Lead With Questions?The most effective team “buy-in” method for any project is to make it the team’s plan. By asking questions and sharing thoughts, plans that transcend any individual’s ideas or goals can be formed, thus becoming the team’s vision. It becomes more than an order from management. It’s a team plan.The team may better understand how to improve performance or production. If it affects them directly, they probably have a more current and complete understanding than you. Listen and learn.Don’t you want to know what your team is thinking? Especially if you’re not thrilled about the thought process. If you know what’s on your team’s mind, you can help direct them through questions.How to Ask Effective QuestionsIf you want to know what someone thinks or you want them to think for themselves, use open-ended questions. Open-ended questions begin with what, why, and how and call for thoughtful responses.Don’t ask leading questions, like, “You agree, don’t you?” or choice of positives, such as, “Do you want to begin at 7:00 or 7:30?” or yes or no questions, like, “Do you know what to do?” These kinds of questions will not engage your team.

What kind of manager do you want to be? Leading subordinates through questions and gathering their input is team building. Their ideas don’t always have to be implemented, but they should be solicited. If you use questions to find out what they know, think, and believe, you’ll be rewarded with new ideas, improved teamwork, and loyal camaraderie.

How Can I Help You? 

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because if not, many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. Check it out. It might help you stop putting off what you want to do.

If you enjoyed this post you might also like How to ask Questions for Understanding.

Image by Gerd Altmann from Pixabay

 

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If You Want to Actually Hit Your New Year’s Resolutions Read This

So, do you want to hit your New Year’s resolutions this year? Hitting long term goals can be a challenge and what I’m about to share doesn’t make it any less challenging. What it does do is make it possible to hit your goals.

Day-after-day I read articles, watch videos, and browse blog posts about setting and achieving goals and time-after-time they’re missing a key ingredient. Action plans. A goal without a plan of action is a wish.

If You Want to Actually Hit Your New Year’s Resolutions

I know, I know you put a lot of thought and work into your New Years resolution so it’s not a wish, but without a plan of action it’s nothing more than something you hope to do. Have I made my point?

I blame some of the lack of action plans in goal setting on SMART goals. Nothing wrong with any of it, specific, measurable, achievable, results focused, and time-bound, it’s all good, except where’s the plan to hit the goal? How will it be reached?

“Here’s an example I found on a SMART goal tutorial. A poorly written sales goal would be to set a goal to sign up more customers, I agree. However, the example of a SMART goal was to set the goal of adding two additional customers per month. That’s not a well-planned goal; it’s a wish. What’s missing is how. For example, in this scenario, it might be to cold call five new prospects per day and set two appointments per week. And then follow up these activities with training and tools to achieve the goal, such as the manager travel with the salesperson to appointments, the manager conducts cold call training once per week, and talks with each salesperson about their activities daily.” — Why SMART Goals Are Dumb.

Here’s an Example

I made resolutions and goals with good intentions on three things I wanted to achieve, but I never had an action plan. Although I knew what I wanted to do, and when I wanted to get it done, I never got close until I made an action plan. “I committed to three things I wanted to do. I call my plan 90. It’s 30 minutes a day on each of the three, five days a week. It’s how I stopped putting off what I wanted to do. Could it work for you?” — How I Stopped Putting Off What I Wanted to Do.  

One of the three things I’d been putting off was writing fiction. I had a couple of stories halfway completed that I started in 2008. They were collecting dust in a folder on my laptop. My action plan was 30 minutes a day 5 days a week writing and editing short fiction. Occasionally I’d miss a day and when I did, I made it up on the weekend. One year and one month after I started I published a 40 story, 41,000 word book of short fiction, Terrible Smiles: Short Fiction with a Twist. 

I’m not bragging, to the contrary. I began this goal in 2008. I completed it in 2020. So, I failed for 12 years. For 12 years I knew I wanted to write short fiction. I knew what I wanted to write, I had ideas, I was motivated but what I didn’t have was a plan of action. It’s that simple and that hard. This wasn’t the first time I’d not reached a resolution due to lack of planning. I Failed My New Year’s Resolution and So Can You! (Originally published in 2012).

So, look at your New Year’s resolutions. Do you have an action plan that will make it happen or only what and when? What is your how?

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because if not, many organizations, large and small, use my book, The New Manager’s Workbook a crash course in effective management, as the basis for their leadership development program. Check it out.

Image by Simon from Pixabay

 

The post If You Want to Actually Hit Your New Year’s Resolutions Read This appeared first on Randy Clark Leadership Training.

10 Tips for Motivating Salespeople

Motivating salespeople can be a challenge. I’ve spent more time managing sales teams than any other activity in my long and varied career. When I first became a sales manager, I was a good salesperson but a crappy manager. Although I tried, I wasn’t effective at motivating salespeople. I managed people as if they were projects, like they were all the same, not understanding individuals are motivated in various ways. It shouldn’t have been difficult for me to understand because my motivators drastically changed quickly. I went from a 19-year-old college student to a 20-year-old working father. What motivated me at 20 differed from what motivated me a year earlier.

10 Tips for Motivating Salespeople It’s not always about money

However, it may be. Salespeople, in general, are motivated by money. However, be careful; not every salesperson is as motivated by money as the next person. For example, as a new father, I was motivated by family time as much if not more than money.

Most Salespeople are competitive—to some degree

Some of the most successful sales campaigns I managed were challenges and contests, and often for nothing more than pride. Salespeople, in general, are competitive, but once again, be aware that the competitive spirit differs by individual. It’s not one size fits all.

Salespeople want to be recognized

Almost everyone likes to be recognized for their efforts, results, and character. One of the keys to effective recognition is learning how individual team members prefer to be recognized. Some want to be lauded in front of their peers, while others prefer private acknowledgment.

Be a coach

Help individual salespeople improve. Use observable behavior and objective criteria to pinpoint areas of needed improvement, then provide the training to reach new levels.

Salespeople want direction

Most people, including salespeople, don’t want to be totally on their own. They want a plan that will help them succeed. For example, don’t order a sales rep to get more leads this week; direct them to make two new customer calls daily and then send you a report on the results.

Instill belief in your product

It’s hard to sell an inferior product. It can be done and is by con men. Give your sales team products they can proudly represent and back them up with superior service.

Meet market price points

When a competitor offers a similar quality product for less, you lose not only sales but also salespeople.

Provide support

The lack of administrative, customer service, and product installation support often forces salespeople to fill those roles. This detracts from sales time, but it’s also an attitude killer.

Manage but don’t micromanage

Give salespeople the training, direction, and support they need, and then give them the freedom to do their job.

One More Lesson

As I stated earlier, learning these lessons took me a long time. And here’s one more. Not everyone is motivated alike, and they shouldn’t be managed the same. Don’t make managing a sales team a project by expecting every salesperson to be motivated by the same things. They’re not. You have to get to know each person to learn what motivates them. If you’d like to discuss this, leave me a comment or contact me. It’s a topic I’m fond of discussing. It motivates me.

Are you in Sales Management?

Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve or do you strictly look at the results? Do you believe one sales strategy fits all your clients and all your sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager and so can you. This workbook is the place to start. The New Sales Managers Workbook

If you liked this post you might also enjoy The Platinum Rule

Photo by Redd F on Unsplash

 

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What Makes a Winning Sales Attitude?

So, what makes a winning sales attitude? I’ve been in sales and marketing most of my life. I’m typically an upbeat, positive individual. When I was younger, my nickname was the “can do” kid. I approached sales as an optimist; my glass was always half full, and I was going to fill it to the top. My positive attitude served me well, but a “can do” attitude is only a small part of the mindset needed to succeed in sales. There’s a lot more to it than RA-RA Sis Boom Ba.

What Makes a Winning Sales Attitude?It’s a CASE Study

As crucial as PMA (positive mental attitude) is to the success of any salesperson, there are four additional states of mind that, when combined with a positive outlook, lead to sales success and happiness. I’ll make a CASE for them.

C is for Consultant

Successful salespeople act as consultants to their clients. They listen to their customers, share best practices, and solve problems.

A is for Advocate

The best way to help your customers is to promote them. Shout their virtues to the world. When a salesperson helps a customer find customers, it transcends salesmanship—it becomes friendship. Friends help friends.

S is for Student

The best salespeople never stop learning. They research their customers, know their industry, follow their competition, and know more about their products than anyone.

E is for Educator

Professional salespeople educate their customers. They even tell them when they’re wrong and why. They learn, share, and teach.

It’s More than a Glass Half Full 

A winning sales attitude is more than a charming smile and an upbeat swagger. It’s about sharing, advising, and supporting. It’s about doing what’s best for the customer—even when it’s not what’s best for the salesperson. It’s about listening to and learning from the customer about their needs, wants, and desires and then fulfilling them. It’s about solving problems and making customers happy. And if that puts a smile on a salesperson and a client’s face—that’s a positive thing, isn’t it?

Are You in Sales Management? 

Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve, or do you strictly look at the results? Do you believe one sales strategy fits all your clients and sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager, and so can you. This workbook is the place to start. The New Sales Managers Workbook

If you enjoyed this post you may like The Three Biggest Challenges Facing Sales Today.

Photo by Austin Distel on Unsplash

The post What Makes a Winning Sales Attitude? appeared first on Randy Clark Leadership Training.

Cheers! 10 days of Holiday Beverages Number 10!

I had several ideas for holiday beverages, number 10. However, for my number 10 of 10, I kept it simple by sharing two of my favorite drinks. When 5:00 hits the clock, one of these two is my go-to. The cocktail is a dirty martini.

Holiday Beverages Number 10!Dirty Martini

If you’re unfamiliar with a dirty martini, it’s simple. It’s vodka and olive juice. I keep vodka in the freezer and blue cheese-stuffed olives in the fridge. I either pour a little olive juice from the olive jar or a bottle of olive juice. Yes, you can buy olive juice. Here’s an example: Roland Dirty Martini Olive Juice.  

When I researched dirty martini recipes, many included Vermouth, but not mine. As usual, I don’t measure ingredients. I pour vodka into a chilled glass, a splash of olive juice, an olive or two, and a couple of ice cubes. Using a proper martini glass is essential for me. I want to drink my dirty martini from a triangular bowl with a long stem.

Flavored Sparkling Water

Flavored sparkling water also tastes better when poured into a martini glass. My favorite is the lemon-lime zero-calorie sparkling water beverage that can be purchased at most groceries. I use the same chilled glass and ice cubes but no olive juice, olives, or vodka. It’s refreshing and fun.

So, there you have it: 10 days of holiday beverages, hot and cold, cocktails, and mocktails, all to brighten the season. Cheers and Merry Christmas!

Image by Erwin from Pixabay

The post Cheers! 10 days of Holiday Beverages Number 10! appeared first on Randy Clark Leadership Training.