Actions have consequences. The policies you put into practice, the decisions you make on the job, the structures you design for life in the field–these will yield results. Sometimes good, sometimes bad. You have to own up to all of them, the good and the bad, and that means allowing the results to inform the…
Everybody fails. Not everyone succeeds. When you fail–and you will fail–the way to success is found in knowing what you did wrong, why and how the failure happened, and what you will do in the future to prevent it from happening again. Don’t play the blame game, pointing fingers at others for your mistakes. Own…
We’re creatures of habit, either improving or getting a little worse at what we do. Our skills have to be put into practice, but we also have to practice them, i.e., focus intensely on their growth and proper development. Just as athletes can’t rely on skill building during the game, sales professionals can’t rely on…
As I discussed the other day, you need people in positions for which they have the right attributes and skills, but you also need to expect top performance. Attributes and skills mean little if they’re not embodied in action. Let your team members know that each of their assigned positions is not a given, not…
Now here’s a real estate agent who’s mindful of a unique clientele. Are haunted houses enough of a problem that “Not Haunted” house for sale signs are a thing? Props for knowing your prospective customers, I guess. Image via
Do you position your team members in the roles that best suit their attributes and skills? This is important. If you’re baseball coach, you don’t want farsighted players (with no corrective lenses) playing outfield. You do want pitchers who can throw the ball with speed and precision. You do want sluggers who can bash the…
Success is there for those who want it and are willing to do what it takes to achieve it. This desire and willingness to succeed make up what I call a winning attitude. It’s not a passing thought or feeling that you get every once in a while. It’s the air you breathe, the beating…
Do you want a winning team? Then you have to set standards and accept nothing less. What are these standards? A winning attitude Attributes required for each job Top performance in the assigned position Eagerness to practice and improve Willingness to learn from failures Ownership of results Respectful support of the team. Over the next…
Accountability means no excuses. You acknowledge your responsibility for your actions, decisions, and policies. You take ownership of their consequences. If you are a leader, you expect your team to be accountable to you and themselves, but they also expect (rightly!) that you will be accountable to them. If you tell your team to exceed…
A quality sales plan will tell you where you are, where you want to be, and the steps you will take to get there. Work your plan. Make it happen. Don’t let it be a vague idea in your head or a detailed map buried in your desk. Keep it front and center, stained with…