When Alan Mulally took over as CEO of Ford in 2006, the company was in dire straits. It had lost over $12 billion in the previous two years, and employee morale was low. One of the biggest challenges facing Mulally was the lack of psychological safety in the workplace.
Video sales meetings have become an integral part of the sales process, especially in the wake of the COVID-19 pandemic. With remote work becoming the norm, sales professionals must know how to conduct effective video sales meetings to build relationships, close deals, and achieve sales goals. This article will discuss some best practices for having better video sales meetings.
Andrew Carnegie was a Scottish-American industrialist, philanthropist, and one of the wealthiest people in history. Carnegie was also a proponent of mastermind groups and played an essential role in influencing Napoleon Hill's thinking on the subject. Carnegie believed that success was not the result of individual effort alone but instead of collaboration and teamwork. He believed that individuals who come together in harmony and cooperation could achieve far more than they could on their own.
The sales profession has significantly changed in the last two years due to the COVID-19 pandemic and the shift toward digitalization. Here are some of the ways the sales profession has changed:
Do you need hunters to find new business? Are you relying on relationships to grow sales? We have a more aggressive approach. Why this training? Hunting is a skill. Far too many sales reps rely on relationships and personality to earn business. What happens when the phone stops ringing, or the emails stop? My eLearning series will focus on three key components to become a hunter.
In her book "Multipliers: How the Best Leaders Make Everyone Smarter," Liz Wiseman describes two types of leaders: Multipliers and Accidental Diminishers. According to Wiseman, Multipliers are leaders who bring out the intelligence and capability in those around them. At the same time, Accidental Diminishers are leaders who inadvertently suppress the intelligence and ability of those around them.
Are you looking for industry experience when hiring? If so, I plan to challenge your thinking and hope to change your mind when we finish this time together. A friend of mine named Scott Hardegree introduced me to a concept called G.A.S. regarding the people we hire and retain at work. G.A.S. is an acronym for Gives A S@!t. Scott and I are ex-military, so the language is less offensive. For this intellectual work, I toned things down. We were deep in a conversation when he shared this gem, and the language is too sticky not to share it with you.
I watched a documentary about Nolan Ryan last night called Facing Nolan. In case you don't recognize the name. Ryan is the only pitcher in AL/NL history with at least 5,000 strikeouts. He was a right-handed pitcher who consistently threw pitches clocked above 100 miles per hour (161 km/h). He maintained this velocity throughout his pitching career. Ryan was also known to throw a devastating 12–6 curveball at exceptional speed for a breaking ball. Ryan is the all-time leader in no-hitters with seven, three more than any other pitcher. Did you know his career almost did not happen?
This subject is challenging in many organizations. It is complicated and full of traps and pitfalls. Do you transition your best sales rep into a manager? What does this cost the organization in lost sales? What if a great sales rep is a terrible manager? Are you hoping a good sales rep can teach other sales reps how to be successful? What if the sales rep makes less money as a manager? Is this a promotion? There are some revealing statistics regarding this topic at the end!
Why should anyone work for you? Learning how to become the employer of choice can be challenging. Just like the baby boomers before, the younger workforce will have a significant impact on the workplace. First, not all employees are the same, and many consider themselves different from each other. With Gen Z entering the workforce, everything is more challenging. Following are quotes from today's younger employees:
I fell in love with music at a very young age. My mom said I could repeat song lyrics from the time I was three years old. When I got older, I loved sneaking into her bedroom and playing her record albums. One of my favorites was and still is Simon and Garfunkel Live at Central Park. An iconic song from that album is The Sound of Silence, which was released in 2015 as a haunting cover by the band Disturbed.
This week we're addressing the fundamental, foundational behaviors which, when practiced consistently, enable you to live at your fullest potential. These foundational behaviors are breathing, sleeping, eating and moving. That seems like a big DUH doesn't it? We all do them daily after all.