Carson V. Heady's Blog, page 39

The Key to Effective Sales Training: Consistency, Continuous Learning and Action Plans – Richard Vickers & Carson Heady

Introduction

Sales training is an essential aspect of any successful sales team. It equips sales professionals with the knowledge, skills, and strategies they need to excel in their roles. However, one common pitfall in sales training is the lack of continuity and follow-through after the initial training sessions. In this insightful conversation between Richard and Carson, they discuss the importance of continuous learning and action plans in sales training. They emphasize the significance of implementing what has been learned, adapting to new tools and techniques, and maintaining a focused approach. This article delves into the valuable lessons shared in their discussion.

The Challenge of Sticking to Landing

Richard and Carson both agree that sales training can lose its impact when it becomes a one-off event without any follow-up milestones. Often, after an exciting and motivating training session, sales professionals return to their daily routines without integrating the new knowledge into their practices. Carson compares this situation to going on a diet without a plan for what happens after the diet ends. Without a structured follow-up plan, the acquired skills and knowledge may fade away, rendering the training ineffective.

Continuous Learning for Ongoing Success

The key to maintaining sales momentum and staying relevant in a rapidly changing market is continuous learning. Just as a surgeon needs to learn new life-saving procedures, sales professionals must keep abreast of the latest tools, technology, and tactics. Adopting a growth mindset and being open to ongoing education is crucial for salespeople who wish to remain at the top of their game.

Carson draws a parallel between the relationship of a sales trainer or coach with a seller to that of a seller with a customer. To ensure success, a coach must invest in the seller’s growth, regularly assessing progress, and adjusting the approach as needed. Similarly, sales professionals must invest time and effort in seeking out the expertise of successful colleagues and industry leaders to stay updated and continuously improve.

Action Plans and Frameworks for Success

An action plan is vital for translating sales training into real-world results. Both Richard and Carson stress the significance of having a structured plan of engagement following the initial training. Such a plan may include milestones, goals, and actionable items to ensure that the training has a lasting impact.

Carson shares a personal experience where he introduced a brilliant plan but failed to sustain its effectiveness over time due to a lack of focus and a clear framework. He realized that smaller, strategic adjustments to the existing process are often more effective than radical changes. Regular follow-up action steps, such as progress check-ins and mentorship, play a critical role in solidifying learning and keeping the sales team on track.

The Power of Focus and Discipline

In the pursuit of continuous improvement, Carson emphasizes the importance of focus and discipline. Filtering out distractions and zeroing in on what works best is essential for success. As the conversation unfolds, it becomes evident that sales professionals must be diligent in seeking out opportunities for learning and growth. The thirst for knowledge and the willingness to adapt are qualities that set high-performing salespeople apart from the rest.

Conclusion

In the competitive world of sales, training is only as valuable as the actions and changes it inspires. Continuous learning and action plans are the cornerstones of effective sales training. Embracing new tools and techniques, and regularly reviewing and refining strategies, enables sales professionals to remain at the forefront of their field. As Richard and Carson conclude their conversation, it is evident that in the quest to become a master of sales, the journey of learning and growth is perpetual, and success lies in being committed to the path of improvement.

Growing Through Connected Teamwork: Self-Reflection & Transformation – Olena Sergeeva & Carson Heady

Growing Through Teamwork: Reflection and Transformation

In the fast-paced world of professional growth and development, it’s essential to pause and reflect on how we have grown, how we are currently evolving, and the impact of teamwork on our journey. Teamwork not only fosters collaboration but also serves as a catalyst for personal growth. Let’s delve into some key areas of growth and transformation that arise from active reflection and effective teamwork.

1. Direct Observation: Learning by Watching

Direct observation is a powerful learning tool that involves closely observing team members’ actions, interactions, and problem-solving approaches.By putting ourselves in a learner position, we open our minds to new ideas, best practices, and innovative solutions demonstrated by our teammates.

2. Embracing Feedback: A Path to Improvement

Embracing feedback, especially constructive criticism, is a crucial area of growth that allows us to overcome defensiveness and prioritize our personal and professional development.Constructive feedback is an indicator that others care about our growth and believe in our potential to improve.Accepting feedback graciously enables us to identify blind spots, fine-tune our skills, and become more effective leaders and team members.

3. Perception and Reality: Becoming a Better Partner and Leader

Acknowledging that perception is often a reality in professional and personal realms empowers us to gain self-awareness and understand how others perceive our actions.Being receptive to different vantage points allows us to identify areas where we can improve, be better partners, and lead more effectively.Recognizing the role of perception helps us build stronger relationships, foster trust, and enhance collaboration within the team.

4. Embracing Change: Navigating Uncertainty with Resilience

In the ever-changing landscape of today’s world, embracing change becomes a critical skill for personal and professional growth.Frequent self-check-ins help us recognize when we’re not feeling our best and enable us to take proactive steps to restore our energy and enthusiasm.Adapting to change with resilience and a growth mindset equips us to navigate uncertainty and emerge stronger amidst challenges.

5. Self-Reflection: The Path to Continuous Improvement

Self-reflection is the compass that guides us through our growth journey, helping us recognize how far we’ve come and identifying areas for improvement.Taking time for self-reflection allows us to acknowledge our strengths and weaknesses, fostering a deeper understanding of ourselves.As we gain clarity through introspection, we can make better decisions, set achievable goals, and chart our course to success.

6. Practicing Grace: Allowing Room for Imperfection

Recognizing that we don’t have to be our best every day grants us the freedom to acknowledge our limitations and embrace imperfections.Practicing grace with ourselves fosters self-compassion and encourages us to be patient with the growth process.Seeking support from teammates and communicating our needs openly allows us to build a collaborative environment where everyone can thrive.

As we continue to grow through teamwork and reflection, we find ourselves more connected—to our own aspirations and to the people we work with. By embracing direct observation, feedback, and change, and by practicing self-reflection and grace, we create a positive ripple effect that elevates not only our own growth but that of the entire team.

Remember, it’s the small, intentional actions and reflections that add up to transformative change over time. Let’s stay committed to our growth journey and inspire others to embark on theirs as we journey together through the power of teamwork.

Keep growing, keep reflecting, and keep thriving!

Building Authentic Relationships with Customers: The Finesse of Humanizing Sales in the AI Age – Richard Vickers & Carson Heady

In today’s sales and coaching realm, the significance of building authentic relationships with customers has never been more critical. With the rise of new tools and AI, salespeople must find a way to maintain genuine connections while embracing technological advancements.

The key lies in self-awareness. Beyond emotional intelligence, sales professionals need to understand not only their customers’ actions and thoughts but also their own responses and behaviors. By adapting and adjusting to different situations, salespeople can create a stronger foundation for authenticity.

In this context, personality profiles play a significant role. Although AI and tools can provide valuable insights, they should never replace the essence of human interaction. Instead, they should empower salespeople to understand their buyers better and tailor their approaches accordingly.

Authenticity means being true to oneself, just like on a dating website. Building relationships with customers requires consistency and transparency. When salespeople stand up for their values and deliver on their promises, they gain customers’ trust, becoming trusted advisors and ambassadors for both their brand and their customers.

Authentic relationships with customers are built on trust and transparency. Sharing personal experiences, including failures, opens lines of communication and fosters genuine connections. Taking ownership of any mistakes, empathizing with customers during difficult times, and providing solutions contribute to stronger, long-lasting relationships.

At the core of it all, salespeople are human beings first and human doings second. Engaging in authentic, human-to-human interactions with customers brings out the best in both parties. Reflecting on one’s identity and desired impact enables sales professionals to align their actions with their true selves.

In conclusion, while the world of sales embraces new tools and AI, the importance of authentic relationships with customers remains paramount. By maintaining self-awareness, embracing human-to-human interactions, and staying true to their values, salespeople can navigate the AI age with finesse and build lasting connections that lead to mutual success.

Social Selling HQ: What We’ve Learned About Social Selling in the Past Year

What We’ve Learned About Social Selling in the Past Year:

Over the last year, during Season 1 of “Social Selling for Newbies,” the team has gained valuable insights into social selling and its impact on their sales efforts. Let’s delve into the key lessons learned through this period:

The Importance of Commenting:Engaging with the LinkedIn feed and commenting on relevant posts is a powerful way to connect with prospects and industry influencers.Meaningful interactions can lead to new connections, valuable relationships, and even opportunities for meetings with high-profile prospects.Through consistent commenting, sales professionals can differentiate themselves from the masses and become recognized influencers.Balancing Scalability and Focus:While casting a wide net might seem like an efficient approach, it’s essential to understand the value of targeted and personalized outreach.Social selling can be used in both focused and scalable ways. Identifying the right approach for each prospect helps build stronger connections and understanding.Leveraging AI for Efficiency and Personalization:Artificial Intelligence (AI) can play a significant role in streamlining social selling efforts.AI-powered tools assist in crafting concise and relevant messages, saving time and effort while maintaining a human touch.Utilizing AI for research and automation enhances the ability to provide value and resonate with prospects.The Power of Building Genuine Relationships:Social selling isn’t just about pushing products or services; it’s about nurturing genuine human connections.The value of engaging in authentic conversations and establishing trust with prospects cannot be underestimated.Consistent and thoughtful interactions can lead to lasting relationships that benefit both sales professionals and their customers.Persistence and Consistency Are Key:Social selling, like any sales approach, requires perseverance and consistency.Building strong relationships takes time, and staying top of mind with prospects pays off in the long run.Consistent efforts, even if they don’t yield immediate results, create a foundation for success in the future.Content Publishing and Engagement:Publishing content and getting engagement is valuable, but the true essence lies in building relationships with a select group of prospects.A focused approach to engage with a targeted audience fosters deeper connections and greater sales success.Aligning with the Prospect’s Buying Process:Social selling provides an opportunity to align with a prospect’s buying process by providing valuable information and insights.Tailoring messaging to address the prospect’s specific needs and challenges creates more meaningful interactions.Combating the “Sea of Sameness”:With the rise of social selling, many prospects are bombarded with generic messages from sales professionals.Stand out from the crowd by offering personalized and relevant content that resonates with the prospect’s unique situation.Understanding the Long-Term Impact:Social selling is not a quick fix; it requires investment and patience.By focusing on building relationships and adding value, social sellers lay the groundwork for future opportunities and ongoing success.The Human Element Remains Crucial:While AI and technology can enhance efficiency, the human touch is still vital in social selling.Genuine connections, empathy, and understanding form the basis of successful social selling efforts.

In conclusion, the past year has brought numerous valuable lessons about social selling. From the significance of meaningful interactions and personalization to the power of persistence and consistency, social selling is an ever-evolving approach that rewards those who prioritize building authentic relationships with their prospects. As the landscape continues to evolve, staying true to the principles of social selling while embracing new technologies will ensure continued success in the realm of sales and customer engagement.

Who’s In Your Head? Which Voices Motivate You To Improve?

Who’s in Your Head? Which voices echo in your mind when you’re striving to reach your goals and pushing yourself to the next level?

I was shooting hoops on vacation, draining shot after shot, and could still hear the basketball coach who once cut me, claiming I had a “low percentage shot.”

Rather than giving up, I embraced the challenge and worked tirelessly. The next season, I averaged 20 points per game, and in one game, I scored 32. I knew I wouldn’t go pro, but my love for the game never wavered.

Similarly, I can’t forget the sales manager who doubted my abilities, claiming I wasn’t a fit for the role. According to them, I lacked skills in pipeline development, advancing sales cycles, and closing deals.

Despite receiving positive feedback from customers and my team, their words held me back. I ended up on an improvement plan, and my bonus was withheld that year. The sting of that experience lingered for years.

However, I found motivation in an unexpected place—a movie called “Invincible,” featuring Mark Wahlberg as Vince Papale. Vince, a bartender down on his luck, made it to the Philadelphia Eagles and kept a note from his wife, calling him a loser, as a source of motivation.

Inspired by his story, I held onto my appraisal, turning it into fuel for my growth.

I analyzed my strengths and weaknesses, obsessed over creating pipeline, and built a powerful social selling engine that now serves as a global training model. The results were astounding—I closed dozens of deals worth over $300 million.

My hard work and determination paid off, and I won the company’s biggest awards multiple years in a row. My colleague even nicknamed me “Man on Fire” because of my intense passion and drive.

So, I ask you, whose voices are in your head, and are they helping you win?

Embrace those that fuel your ambition, and turn any doubts or criticisms into stepping stones toward success.

It’s time to unlock your potential, create meaningful relationships, and become the best version of yourself. Let’s rise together!

#Motivation #GrowthMindset #AchieveYourGoals #SuccessStories #Perseverance #Inspiration #OvercomingChallenges #BeYourBestSelf

Reflect, Grow, Thrive: The Power of Self-Reflection in Teamwork – Connected Teamwork E8 7/24/23

Welcome to the Connected Teamwork Podcast!

In this episode, we delve into the value of self-reflection for leadership and teamwork. How can self-reflection help us grow, stay connected to our authentic selves, and achieve our purpose as a team, especially when faced with challenges? Let’s explore the practical tools to elevate the connectedness of your team to the next level.

The Importance of Self-Reflection: In the fast-paced world of business and teamwork, self-reflection might seem like a luxury. However, it is an essential tool for personal and team growth. It allows us to discover more about ourselves, our interactions with others, and the dynamics of our team. By taking the time to pause, breathe, and evaluate, we gain insights that lead to more enjoyable and effective experiences.Embracing Feedback and Perception: As leaders, feedback is invaluable in our growth journey. Instead of becoming defensive, we should embrace feedback as a gift given to us by people who care about our development. Perception is reality, and understanding how others perceive us can lead to deeper connections and improved leadership. Proactively seeking feedback from team members and mentors can be a transformative practice.Creating a Growth Mindset Culture: Cultivating a growth mindset culture within your team can drive innovation and collaboration. Encourage your team to be open to learning, failing, and improving. Establishing a personal advisory board of mentors and coaches can offer valuable guidance and broaden perspectives.Practicing Self-Reflection: Make self-reflection a regular practice. Journaling can be an effective tool to record your thoughts, ideas, and insights. Looking back on your achievements and progress allows you to celebrate your growth and recognize how far you’ve come. Regular check-ins with team members that go beyond work goals can create deeper connections and foster a supportive environment.Role Modeling Self-Reflection for Your Team: Lead by example and share your experiences with self-reflection and growth. Encourage your team to set personal goals and engage in self-reflection regularly. By doing so, you create a culture of openness, trust, and continuous improvement. Remember, self-reflection is not only about achieving success but also about learning from failure and using feedback to become a stronger leader and a better team member.

Conclusion: In a world that seems to constantly demand our attention, self-reflection is a powerful tool that helps us grow, thrive, and stay connected in our personal and professional lives. Embrace this practice, make time for it, and encourage your team to do the same. By nurturing a culture of self-reflection and continuous improvement, you’ll pave the way for a more connected and successful team. Enjoy the journey of self-discovery, and let it lead you to new heights of achievement and fulfillment.

The Profound Impact of Unconventional Mentors in Our Sales Journey – Jeff Kirchick & Carson Heady

In the world of sales, success is often attributed to strategy, skill, and knowledge. While these are undeniably crucial aspects, there’s another significant factor that can make a world of difference – having a mentor. A mentor is someone who guides, supports, and inspires us to grow both personally and professionally. In this blog post, we’ll explore the stories of two sales professionals, Carson Heady and Jeff Kirchick, who share their experiences with mentors who made a profound impact on their journey.

Jeff recounts the story of an unconventional mentor – his high school wrestling coach, Steve Ward. Initially, one might wonder what a wrestling coach has to do with sales. However, Jeff explains that Steve’s influence went far beyond the wrestling mat.

Steve was known for his ability to make people feel relaxed and less serious about themselves. He brought a sense of levity and authenticity to challenging situations. In a high-pressure environment where students aimed for top achievements, Steve’s approach to wrestling and life was to not take oneself too seriously.

One lesson that Jeff took away from his coach was about embracing authenticity. Steve’s straightforward and honest communication style made a lasting impact on Jeff. When Jeff wrote his book, “Authentic Selling,” it was no surprise that Steve praised it, recognizing their shared dedication to authenticity.

Carson shares his story about a remarkable mentor who deeply influenced his career. This mentor was a manager he worked with for several years. What set her apart was her genuine care and prioritization of people – both customers and team members.

She had a unique approach of putting the personal first in business interactions. Instead of jumping straight into business discussions, she would take the time to understand and connect with people on a personal level. This created a strong bond of trust and respect between her and her team members.

One significant moment Carson recalls was when he considered leaving the organization. Despite receiving an offer from another company, his mentor fought to keep him. She prepared an elaborate slide show presentation explaining why he should stay, which demonstrated the depth of her commitment to her team.

The Impact of Unconventional Mentors:

The stories of Jeff and Carson highlight the extraordinary influence that unconventional mentors can have on a person’s life and career. It goes beyond traditional sales teachings and delves into valuable life lessons. Jeff’s wrestling coach taught him to embrace authenticity and not take life too seriously, while Carson’s manager emphasized the importance of putting people first and encouraging personal growth.

These unconventional mentors remind us that mentoring relationships can be found in unexpected places. Their guidance and support can shape not only our professional success but also our personal growth and happiness.

Conclusion:

In the world of sales, mentors play a vital role in shaping the careers of professionals. Jeff and Carson’s stories show us that mentors need not fit the conventional mold. Unconventional mentors can have a profound impact by imparting valuable life lessons, encouraging authenticity, and prioritizing the personal aspect of business relationships.

As sales professionals, we should remain open to learning from unexpected sources and be receptive to the wisdom that lies beyond the boundaries of our profession. By doing so, we can continue to grow both as salespeople and as individuals on a fulfilling journey towards success.

Mastering the Winning Mindset: Embracing Fundamentals, Growth, and Resilience

You have to set the table before you can feast. We don’t talk about the fundamentals, prep & landing the step in front of us as much because it’s not as sexy as other buzzwords, but it’s essential for consistent winning.

The difference between winning and losing is how you’ve controlled the controllables, the foundation you set (prep, studying, research, knowing all of the nuances of the playing field) and how you execute. Small tweaks here or there in process can make fundamental differences. And there’s a significant amount of chance involved.

Life can deal some pretty cruel hands, but pray you keep getting dealt. It’s what we do with circumstances, talents, and situations that matters, and it’s how we learn, grow, adapt and keep moving forward that determines where we go on the journey.

Figure out who or what you need in order to win. Invest in those relationships – help them win! Be resourceful. Figure out why you lost and do it better next time.

It’s normal to be stung by change or unfairness – that happens to all of us. I’ve had jobs created for me and promised to me that were given to someone else, lost 2 jobs through no fault of my own, won an annual award only to have my role eliminated, had my top sellers and top customers moved elsewhere to balance the business time and time again.

Dust yourself off, take a look around at your new surroundings, determine what it takes to be successful in this new environment.

You know what you need to do. Do it!

#WinningMindset #SuccessFoundations #ConsistentGrowth #AdaptAndThrive #ResourcefulnessMatters #LearnFromLosses #EmbraceChange #OvercomingChallenges #TakeActionToday

The Power of Personal Branding: Defining and Living Your Brand

Understanding, embodying, and living your brand is crucial for personal and professional growth.

The Essence of Personal Branding:

Richard and Carson begin their discussion by emphasizing the essence of personal branding. They describe it as a unique set of qualities that defines who you are, what you stand for, and what you want to be known for. Carson notes that your brand should be summarized in just three words, which act as a guide to staying true to yourself and your goals.

Your Brand as a Journey:

Both Richard and Carson stress that personal branding is not an overnight accomplishment. It’s a journey that evolves over time as you discover your strengths, passions, and values. Richard compares it to carving away everything that doesn’t represent your brand, much like a sculptor creating a masterpiece.

Personal Branding in Sales:

Given their experiences in sales, the duo delves into how personal branding plays a crucial role in selling. They explain that your brand as a salesperson influences how customers perceive you. By consistently embodying your brand, you build trust and credibility with your audience, leading to stronger relationships and more significant opportunities.

Building Authentic Connections:

Carson highlights the importance of creating authentic connections through personal branding. He shares his journey of utilizing social media platforms to engage with like-minded individuals, positioning himself as a thought leader in sales and leadership. Richard suggests reaching out to both satisfied and challenging customers to understand how your brand is perceived and where you can improve.

Embracing Change and Evolution:

Throughout their conversation, Richard and Carson stress the significance of embracing change and evolution in personal branding. Your brand may shift and adapt as you gain new experiences and skills. Instead of being confined by a rigid definition, allow your brand to evolve while staying true to your core values.

As Richard and Carson conclude their conversation, they leave us with valuable insights into the power of personal branding. Your brand is your calling card, showcasing your unique strengths and values. By refining and living your brand, you can build stronger connections, open doors to new opportunities, and achieve greater success in both your personal and professional life. Embrace the journey of discovering and nurturing your brand, and let it guide you towards a brighter and more fulfilling future.

The Most Important Attributes in Sales: Endurance and Adaptability

As a seasoned sales professional, I am often asked what the key to successful selling is. Is it the ability to overcome objections, prospect effectively, exude charisma, or display confidence? While all these attributes contribute to success, there is one quality that stands above the rest: endurance. Endurance, coupled with the ability to learn from experiences, adapt and evolve, is the true secret to excelling in sales.

I’ve witnessed numerous sales representatives burst onto the scene, achieving immediate success. It’s like a baseball player hitting home runs in their first five games, only to slump later. These individuals might clamor for promotions, believing they’re ready for the next level. However, it’s when they face a slump or a change in the environment that their true mettle is tested.

How you react and respond to challenging situations, such as a downturn in sales, a new boss, a merger, or a shift in commission structure, is what defines your trajectory and ultimately determines your success. It’s easy to perform well when everything is going smoothly, but the ability to weather storms and remain resilient during tough times is what separates the best from the rest.

In my earlier years, I too fell into the trap of being a one-trick pony. Achieving success in a specific aspect of the business, I became complacent and comfortable, failing to explore new opportunities and avenues. It’s essential to continuously learn, expand your knowledge, and strive to master all facets of your role. Embrace discomfort and be willing to tackle new challenges outside your comfort zone.

Information and numbers are essential in sales, but it’s your ability to leverage that knowledge and craft your unique process that truly adds value to your business. Seek ways to innovate and improve your methods continually. The true measure of your worth lies in your ability to weather any storm that comes your way.

We all face setbacks, whether it’s dealing with a challenging manager, adapting to drastic changes in the business, or navigating fluctuations in commissions. Remember that these are temporary blips on your radar. Embrace the mindset of taking each opportunity, each call, each deal, and each day as a blank canvas on which you paint your masterpiece.

Endurance is the bedrock of success in sales and business. Embrace the journey with resilience, understanding that each day presents new opportunities to excel. Stay focused on your personal process, and success will follow. By enduring all challenges and staying committed to your goals, you’ll emerge as a true leader in the business world.

So, let every day be a great selling day – one where you endure, adapt, and thrive. Your endurance will pay off, and you’ll unlock the true potential of your sales career. Remember, it’s not just about closing deals; it’s about embracing the process and weathering all storms on your path to greatness. Stay persistent, and success will be yours!