Inspiring Conversations, LLC

Many sales professionals know that a positive attitude is a key element, perhaps the most important element, to success in sales. Even though they know this, most sales professionals find it extraordinarily difficult to maintain a positive attitude all day, every day.

The reason? Most likely because they believe that their attitude is the result of external circumstances rather than something that is within their control.

Here are some tips to help you stay positive:

1. Create a new definition for yourself of "external circumstances." You might think that hitting a few red lights on the way to an important meeting with a prospect could be seen as "bad luck" and put you in a bad mood. Definitely not a mood you want to convey to your next potential client! However, if you view those red lights as an indication to yourself of how wise it was of you to leave early, they take on a whole new meaning. If you are late because of those lights, take it as an opportunity to collect yourself and brainstorm a damage-control strategy.
2. Begin every day with 15 minutes of positive input. If you fill your mind with positive thoughts, you'll have a larger library of positivity to pull from when your day might not quite go as planned. Read an inspirational book or listen to motivational CD's in the morning. We happen to know where you can get a few of those! Might we suggest popping in your Sales Development CD's on your way to prospecting meetings? (If you need one contact us today)
3. Choose your news. You get bombarded every day with a news media that believes in the mantra, "If it bleeds, it leads!" followed by commercials designed to make you feel better. Our media strives to ramp up your feelings of anxiety by highlighting horrific stories and follows them with advertising that helps you to buy comfort food or medications to relieve the pressures of everyday life. Unplug yourself from this negative imagery. Find alternative sources to keep yourself up to date with the day's events, such as public radio or print news. It's easy to choose what to read and listen to.
4. Surround yourself with positive people. Business associates, friends, and relatives who have a negative view about life can make it hard for you to maintain your positive attitude. These people can drain you mentally and physically. Wherever possible, avoid them or at least limit your contact with them. If you cannot avoid them, don't get drawn into lengthy gripe sessions. Listen empathetically and turn the conversation to a more positive topic as soon as you can. On the other hand, positive people can enhance your life and help to keep you upbeat and with a good outlook on your world.

Successful
Attitudes
Leverages
Everything in
Sales

That man is blest who does his best and leaves the rest.
—Charles F. Deems (1820–1893), preacher and writer.

By Susan Nielsen

Attitude is defined as "manner, disposition, feeling or position, with regard to a thing or person; a tendency or orientation, especially of the mind" (dictionary.com). Basically, attitudes are our habits of thinking.

Did you know: it is impossible to feel bad about yourself without first thinking badly about yourself? How are you using your thoughts: as a tool or as a weapon? Not sure?

Try this: For one week, write down everything you say to yourself out loud or in silence. You may be surprised by what you learn. So often the things we say to ourselves we would never think about saying to someone else—particularly someone close to us. How much time do you spend each day affirming positives about you?

Do you affirm your strengths and successes, or dwell on setbacks? Successful leaders choose their attitudes. They use their habits of thinking as a tool to overcome obstacles and achieve goals. When they make mistakes, they learn from them, recover, and move on. They know success is something you decide on ahead of time.

– Adapted with permission from Leadership. Copyright © Resource Associates Corporation. All rights reserved.
Copyright protected worldwide. Susan Nielsen. (888) 850-2206 Ext 701

By Arno Ilic

Many organizations spend a great deal of time and money measuring productivity yet fail to consistently achieve the bottom-line results they want.

Why is that?
There are a number of reasons for this, and most can be attributed to some very basic causes.

One that can easily be overlooked is your company’s game plan. Where are you planning to be in five years from now, 10 years? What is your expected annual growth? Do you have the necessary support staff to get there? Are there enough sales people? Are you selling a product that people want or need? Has your “best before date” peaked for your product? How integrated is your Human Resource department with planning? Do your departments have the skills needed to achieve their objectives? Are the various functions performing the work aligned with your corporate goals? Do your employees know what they are?

How about the short term? Do you have standard work procedures in place? Are you meeting your production targets each day? Do you even have targets? Do you follow best practices when laying out your workplace and assigning tasks? Are your employees fully engaged in what they are doing or are they simply there to collect a pay-check? Does management have the wherewithal to properly coach performance for your employees? Does your management team know how to motivate and engage their employees? (I have seen instances where management really did not know the job, and relied on their employees to come up with workable solutions). Do you treat your employees the same? Do they react the same?

Finally, are you using your Human Resources department to its maximum advantage? Are they a full business partner in the planning stages? Do you have succession planning? Are they assisting with performance planning and measurement? Does your collective agreement work for you? Do your employees meet your attendance expectations? Is your accident rate in line with others in your industry? Are your employees involved in changes? Do you have a proper change management strategy in place?

By correctly measuring the proper factors, coaching managers at every level to perform at their very best and focusing on the things that matter most, your organization can consistently and continually improve its bottom line results. Having worked in Operations and Human Resources, we are in a unique position to provide your organization with greater consistency to your bottom line by strengthening the links between people, productivity and profits.

– Copyright protected worldwide. Arno Ilic. (888) 850-2206 Ext 705

Align Goals

All goals are not created equal. Some focus on results (become the top sales manager), while others are directed toward action (make 60 sales calls a week). If you're having trouble achieving your goals, perhaps it's because you've failed to make the connection between results and action. Review your list of goals. For each action goal, you must have a desired result. For each result goal, you must have corresponding actions. Once you've connected the dots, you'll find it easier to accomplish your objectives.

– Adapted from "Six steps to improving your business in any economy," by Paul Lemberg, in the Ziglar Newsletter
Contact Jeff Johnston.  (888) 850-2206 Ext 704

What matters is not the idea a man holds, but the depth at which he holds it.
— Ezra Pound

This is how humans are: we question all our beliefs, except for the ones we really believe, and those we never think to question.
— Orson Scott Card

He does not believe who does not live according to his belief.
— Thomas Fuller