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Common Questions and Answers
Everything you do has an impact!
Everything you do has an impact of some sort…as will everything you choose not to do!
You only have to look around the world at our political leaders to see evidence of the impact of decisions on the population and our environment. I’ve seen an increase of criticism of our political leaders during this pandemic, which is not surprising when there is an increase of fear.
Whilst it’s very easy to criticise others for not thinking things through, making hasty decisions, focusing on themselves, not incorporating expert advice, defending their mistakes instead of learning from them and anything else we don’t like in our politicians…how often are we making those very same mistakes?
Fortunately, your decisions don’t impact the entire population but have the potential to be devastating to an individual in your team, your entire sales team and most certainly on the results you achieve.
How often do you reflect on the impact of your actions?
When your impact is good you can take credit for good decision making. It’s a different story when your action or lack of action has a negative impact…especially as the impact isn’t always obvious.
Sometimes it’s easy to observe because you get an immediate reaction. Sometimes the impact isn’t noticed till later. The toughest one…sometimes you never find out the impact you have created because the person or persons affected are no longer in the business.
How to assess?
To really get a handle on your impact you will need to measure all the results that occur in your team. Yes, every result…good and bad.
For each one ask yourself the following questions:
1. What part did I play in co-creating this result?
2. What were the specific actions I took?
3. What actions should I have taken but avoided?
4. What actions should I have taken if I’d have had greater situational awareness?
5. What will I do differently going forward?
The more detail you go into the better. You really have to dig up all the dirt to get the best out of this exercise.
If you find you had no input in co-creating a good result then this could be a great example of your team doing the right things…celebrate 🙂
If you had no input in co-creating a poor result then you might want to spend more time on questions 3, 4 and 5. This could be a sign of avoidance or abdication 🙁
If you start blaming others, this is certainly a sign that you are in The Valley!
This takes time
You won’t be able to assess your impact immediately as you’ll have to measure the results over time but at some stage, you’ll notice that you are making better decisions that result in greater success for you and your team.
Until next time,
PS If you want to learn more about how a mindset approach increases the sales success of your team then please do get back to me.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking