Posts Tagged ‘Motivation’

Teamwork DiSCIn the last post, we covered the first two team building tips on culture and communication.  Below are final three team management tips related to trust, accountability, and recognition.

Tip #3 – Build trust among team members. Success will always be limited if trust is lacking. The job of a good team leader is to cultivate a safe environment, where members feel comfortable being open and honest with the group about their weaknesses, fears and limitations.  Teambuilding activities can be incredibly effective.

The idea of activities has gotten somewhat of a bad rap, because most people hear “team-building exercise” and immediately assume they are going to be crammed in a room, thrown in an awkward and unrealistic scenario, and asked to share their deepest fear with a group of people they are forced to spend the afternoon with. However, when these exercises are done correctly and in a healthy environment, the positive results are astonishing. We have successfully been helping teams build vulnerability based trust using our program, The Five Behaviors of a Cohesive Team, based on Patrick Lencioni’s best-selling book, The Five Dysfunctions of a Team.

Tip #4 – Encourage accountability. In addition to frequently checking in with your team, give them permission to check-in among themselves and hold each other accountable. This can only work when concrete expectations and timelines are set. Not only will this reinforce communication and trust between team members, it will also help to avoid pitfalls, remove obstacles and assure constant progress. This seems to be one of the most difficult tasks and when issues and timelines are not addressed, it later becomes a personal issue.  There are a lot of activities that can help team members practice accountability, including have everyone go around the room and share what they believe is their strength and their weakness as it relates to the team. Then, let the peers share their candid feedback.

Tip #5 – Recognize achievements and give sincere praise. It is a widely known fact that when you positively reinforce a desired behavior, a person is far more likely to continue repeating that behavior. Leading your team from a posture of praise for good outcomes, achievements and behaviors is far more effective than teaching them to fear negative consequences. They will feel valued by you and strive to exceed expectations. A few tips to ensure your comments are perceived as sincere. Never make a statement of praise, thanks or appreciation unless you can tell them why. Try dropping hand-written notes to your co-workers and team members.

When we ask, in many of our training sessions, if anyone has received a hand-written note from a co-worker or a boss to raise their hand, we follow it up with the question, “where is that note now?” Only about 3 in 300 have ever said they do not know or they threw it away. The rest of them say they, treasure the notes and keep them in a safe or visible place. By taking just a few moments of your time to acknowledge a person on your team and show them how much you appreciate the job they do, you will not only make their day but also reinforce the desired behavior.


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2016 has already started with or without you!  Blink, the holidays over!

I actually experienced a nice vacation in NYC enjoying Rockefeller Center and all the other wonderful things “The City” has to offer and then a few days of pure rest in Oklahoma closing 2015 and entering into 2016.    No computer, no work and it felt good.    A week later back to work and whether I like it or not, this year is moving with or without me.  I realized yesterday, I had not taken the time during that time-off to reflect on what I had accomplished nor write any new goals for the New Year.   This is the time of year I usually take stock of where I am and where I want to be.  As Yogi Berra said “If you don’t know where you are going, you may never get there.” 

goalDEFSitting in a Bible study hosted by a legend, Mr. Garry Kinder of Kinder Brothers International, it reminded me to take time to put my dreams and goals for my life and the New Year in writing and keep them in front of me.   While I take the topic of goal setting for granted due to growing up in the life insurance industry, I realized how many people do not have any formal process nor recognize the importance of taking the time to write the goals and action plans down on paper, for no other reason than they have not been shown how.  So here are a few great tips that Garry Kinder reminded me of along with a few tips that work of me.

  1. Know what your Chief Aim is in Life – Dream and Dream Big. To paraphrase Daniel Burnham, “there is nothing in the small dream that stirs the blood.”
  2. Goals are what help you meet your dream and goals are set to be met. Set goals for various aspects of your life including:  Business and Professional, Educational, Physical, Financial, Personal including family and hobbies, and don’t forget Spiritual.
  3. Tom Landry was the first to promote setting two goals, your superior goal and your minimum. Your minimum is the accomplishment that no matter what gets in the way, except an act of God, you will meet.  Let me repeat, goals are set to be met!
  4. Break your goals down into daily “do-ables” and put an action plan in place to get thing done.
  5. Monitor and measure where you are on a weekly basis and make adjustments along the way.
  6. And as my husband says, “GOYA” – Get Off Your Anatomy. Or as Nike says, “Just Do It”.  You can talk about your dreams all day and wake up mid-life to have others realize, “they are just a dreamer” rather than a success.   Garry Kinder, God bless him in his 80’s stated, “You can’t coach people who live in la-la land.”
  7. And the greatest Garry Kinder statement that I walked away with after the goal setting talk was, “Compete, but don’t compare.” Compete, work to accomplish your goals, financial and otherwise, but do not compare yourself to others.  Competition is good; comparing can hurt us and others.

To learn more about goal setting for sales results, chapter one of my book, The Sales Messenger: 10 Lessons for Sales Success in Your Business and Personal Lives is all about setting sales goals and how to accomplish them.    Invest in yourself; hire a business coach, a sales coach, personal trainer or anyone else who can help you in this process.

Dream big, set goals, and develop a plan.  Make 2016 your best year ever!


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My last post on great sales success quotes was so popular, I decided to share a few more.

“Successful people form the habits of doing those things that failures won’t do” – Albert Ian Gray

“The secret of success in life is for a person to be ready for their time when it comes”.  ~ John Maxwell

“We don’t argue with those who sell for less for they know what their product and service is worth”. – Robert Cruikshank

“Why is it the ship beats the waves when the waves are so many and the ship is one?  Because the ship has a purpose.”” – Winston Churchill

“There are only two reasons people do not buy your idea, product or service. They are not aware they have a problem or not sufficiently disturbed enough to do anything about it.” –  Lee Dubois

“Confidence and enthusiasm are the greatest sales producers in any kind of economy.” O. B. Smith

“Everyone lives by selling something.”  – Robert Louis Stevenson

“You have to perform at a consistently higher level than others. That’s the mark of a true professional.” – Joe Paterno

“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” – Patricia Fripp

“If you work just for money, you’ll never make it. But if you love what you are doing, and always put the customer first, success will be yours.” – Ray Kroc

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – William Clement Stone

“The secret of man’s success resides in his insight into the moods of people, and his tact in dealing with them.” – J. G. Holland

Also, below is something I had on a laminated card taped to my small day timer.  I read it daily throughout my early career selling insurance.

“When things go wrong as they sometimes will, and the road you’re trudging seems all uphill.  When funds are low and the debts are high, and you want to smile but you have to sigh. When things are pressing you down a bit, rest if you must, but don’t quit! Life is strange with its twists and turns, as every one of us sometimes learns.  And many a failure turns about, when he might have won if he’d stuck it out.  Don’t give up, though the pace seems slow—you might succeed with another blow. Often the goal is nearer than it seems, to a faint and faltering man.  Often the struggler gives up, when he might have captured the victor’s cup. And he learned too late, when the night slipped down, how close he was to the golden crown. Success is failure turned inside out- the silver tint of the clouds of doubt. You can tell how close you are, it may be near when it seems afar. So stick to the fight when you’re hardest hit—It’s when things seem worst that you mustn’t quit” – Author unknown!

Again, I suggest you take a few seconds every morning to read a new quote to begin your day.  Try it and see how it may change things for you.

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Often training participants, associates, and friends ask me how I stay full of energy and even stay up when things are down.  I try to feed my mind as I would my body.  Sales managers and top sales professionals often find it amazing how a short, simple quotation can quickly provide inspiration, perspective, or motivation. Below are a few of my favorite sales quotes.

“Successful people ask the right questions, and as a result get better answers.” – Anthony Robbins

“If you don’t know where you are going, you may never get there.” – Yogi Berra

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.” Estée Lauder

“If you are not taking care of your customer, your competitor will.” Bob Hooey

“The key is not to call the decision maker. The key is to have the decision maker call you.” – Jeffrey Gitomer

“To succeed in sales, simply talk to lots of people every day. And here’s what’s exciting – there are lots of people!” – Jim Rohn

“I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.” – John D. Rockefeller

“Forget about the business outlook; be on the outlook for business.” – Paul J. Meyer

“Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.” – Bob Burg

“In sales there are going to be times when you can’t make everyone happy. Don’t expect to and you won’t be disappointed. Just do your best for each client in each situation as it arises. Then, learn from each situation how to do it better the next time.” – Tom Hopkins

“If it is to be, it’s up to me.” – William H. Johnsen

“Those who believe they can do something and those who believe they can’t are both right”. – Henry Ford

I suggest you take a few seconds every morning to read a new quote to begin your day.  Try it and see how it may motivate you too.

If you missed my radio interview in October on managing sales objections, you can listen to the radio recording or you can read the related article:  Close the Deal by Managing Objections, Not Hard Sales.

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In The Sales Messenger, sales professionals are encouraged to motivate themselves, have a great attitude, and be continuous learners.  These are not a new concepts.  In the 5 minute video below, “You could be a great salesman” thru “integrity” is expressed by the motivational speaking legend and best-selling author Zig Ziglar.

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Being Tremendou

Being Tremendous: The Life, Lessons, and Legacy of Charlie “Tremendous” Jones book

In Being Tremendous the biography of Charlie Jones (motivational speaker and author) his Seven Tremendous Laws of Leadership are shared.

In summary those laws (with quotes from the book) are:

  1. Learn to put excitement in your work – “No job can make you, but anyone who can put excitement into their work can make a job.”
  2. Use or lose your talents – “Nobody is ever a failure until they blame someone else.”
  3. Give to get – “If you give to get, you’re not truly giving – you’re trading.”
  4. Production to perfection – “Production will teach you a little about perfection, but perfection will never be more than your own fantasy.”
  5. Exposure to experience – “The experienced person gets to know which keys unlock which doors, while the inexperienced person doesn’t know if they even have a key.”
  6. Flexible planning – “Plan on it going wrong.”
  7. Motivated to motivating – “Our problem isn’t motivating them, but keeping them from demotivating us.  The motivation will flow when you are totally committed an involved.”

For another chapter summary, visit Seven Tremendous Things for Improving Your Leadership.

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What is it that winners do, that also ran’s do not do?

What separates the good from the great?

Why is that skill, talent and ability is not always enough?

Skills, talents and abilities are the can do, i.e. the inherent.

Attitude is the will do.

We have seen great talented people, settle for less, simply, they were not willing to do what it takes to be successful.  We have seen people with a strong will; succeed, despite adversity or even lacking in the natural talents and skills.

So, how do you get and maintain winning attitude in a world that is filled with negative messages and media?  Five keys are presented below from the book The Sales Messenger 

Feed your mind like you would your body.  Put in good, positive music and messages while driving, walking or jogging.  (such as Think and Grow Rich, by Napoleon Hill; The Richest Man in Babylon, by George Clason; or The Psychology of Winning by Denis Waitley).  .

Keep up on your industry.  If you do not, you’ll be stale and not be able to keep up with the competition.   I have seen too many people who are stuck in the land of “this is how we do it,” or “this is how we have always done it”.  The world is changing and you can change with it or be left behind.

Set aside time each day for self-improvement.  Invest time in yourself which means you might have to give up a TV show, playing Words with Friends.  Spend time working on your dreams versus watching others achieve theirs!

Know the difference between a vision and a goal.  Have a vision for your life and set goals in all areas such as financial, spiritual, education, physical and business that are obtainable and get your to the person you really want to be.

Hang around with winners.   Yes, people who do something better than you. Learn from them.  As the late great Charlie “Tremendous” Jones said.  You will be the same person in 5 years as you are today, except the people you meet and the books you read”.    Yes, hang around with winners in life and know that you will be amazed what that “can do” influence will have on your future.

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