Blog archive

Do Over

Over the past few months I have written often on the impact of emotion in the role of sales leadership and as a salesperson during the sales process. This time, I am taking a slightly different viewpoint: you as an individual, and your personal life.

In the role of sales management, here's a coaching technique I recommend: After every face-to-face sales call and after every sales training session at your office, you should ask that person, "If you had it to do over again, what would you do differently -- if anything?" The purpose is for the salesperson to self-critique first before you provide your insights. The real secret in building a self-managed sales team is for you to train your salespeople to personally use this coaching technique when you are not with them -- so that it becomes a daily self-improvement, self-check system for each salesperson.

The "do over" question is one that I ask people to ask of their personal lives. In my keynote, I sometimes open with that question. My objective is to help each person evaluate their lives both personally and professionally. During the program I ask each person to evaluate their personal and professional life on eight categories on a score from one to eight, with eight the highest. During this brief exercise, each attendee determines where they are in balance or out of balance and then we cover what I like to call the "balance finders."

We then discuss what I call the "Passion of Impact." As sales leaders and as people, our greatest potential is to impact the lives of others around us -- this is done through coaching, positive attitudes and a giving spirit. I have found that by impacting others, people on a personal and professional level tend to soar, and that often leads to more balance and a sense of fulfillment.

We then ask, "How will you leave this world a better place?" If the answers to your rating shows that you aren’t in the right place, right now, you can always do a "do over" to get yourself there.

What tends to be missing in those individuals that are struggling is they are out of balance or have not built a philosophy to lead. I end the keynote by allowing each person to think about what ingredients they need to make their lives better and what their menu for life will look like.  My theme: Think positive, take action! This idea came out of the 9/11 events of a decade ago, when many were really shocked and frozen.

My mantra is "think positive, take action!" What is your mantra or theme for life? Write me here

Posted by Ken Thoreson on April 16, 2010 at 11:59 AM


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