Last message of the week!

One of the biggest myths surrounding frontline sales professionals is what motivates them and drives them to succeed.

Ask a non-sales person, and I promise you that they will say it is all about financial reward – wrong! Totally, totally erroneous.

The reality is that most salespeople want to grow and show what they can do. They want to be able to say at the end of the work experience not that they vegetated, but that they are more than they were (know more, can do more and, therefore, are more). The only way to measure this is by what they have done in that experience.

They are therefore asking the following questions:

• Do I achieve? Am I contributing?

• Am I given increased responsibility?

• Am I advancing and growing?

• Is what I do meaningful and significant? Is its interesting?

• Is my ability recognized?

These are ‘The Motivators’. They are the variables that managers can use to motivate people, because people should want to do things – that’s motivation.

So if we want to talk about motivated performance, we have got to talk about:

• Achievement

• Recognition for achievement

• Meaningful and interesting work

• Increased responsibility

• Growth and development

In other words, the quality of the human experience at work.

But I can be even more specific than that. I can share with you the eight key motivating – de-motivating – factors that we measure when profiling salespeople, they are ….

• Relationship with manager
• Responsibility
• Promotion
• Acceptance by peer group
• Job content
• Financial motives
• Recognition and praise
• Achievement

And in 80% of cases, achievement comes out on top – not financial motives

Understanding what motivates each member of a sales team is absolutely vital for any sales manager wishing to maintain that team at optimum performance levels, because within my formula:

Attitude + Skills + Process + Knowledge = Success, attitude is fundamental to any achievement, because individuals with the right attitude are far more likely to embrace the essential skills, recognize the control that process brings and have the desire to continually expand their knowledge.

Where does Sales 2.0 fit into all of this? Arguably, as well as making us more efficient, via increased use of more sophisticated process tools, we are all, or should be, becoming more customer focused – and I will elaborate on this further next week.

Being more efficient should naturally work wonders for our motivation levels, because we achieve more and achievement is what it is all about!

Live!!!

If you have been in sales for less than five years, you probably will not be able to answer that question. So I suggest you seek advice from those “old fogies” in your office, who are old enough to remember what it was like before Nigel Edelshain had that epiphany during the Summer of 2006, which was before Gerhard and family had the wonderful idea of resurrecting conferences, at a time when we thought we really had had it with conferences. It was also before lead generation software houses – or even “lead nurturing” software providers – had considered describing themselves as a new “Sales 2.0 Tool”

Way back then,  Twitter was still a glint in its maker’s eye, and Social Media was a gathering of partying media types. Marketing hadn’t begun to flex its muscles, and was still that girl in the corner office with terminal acne, who helped out with the organization of the company newsletter and the occasional seminar … even those parasites in HR were more important in those days …yep, it does seem a long time ago.

So now, as we students of selling look forward to the next great thing – will it be Sales 2.1? (I did promise not to mention Sales 3.0 as an option – oh merd, I just did!) – maybe it’s time to examine just what effect Sales 2.0 has had, or not had, on the way we sell.

Most genuine sales gurus that I know – and have ever read – do agree that sustained success in a frontline sales role requires that we focus on a number of key areas/skills/competencies/knowledge areas: In fact, I have spent the past twenty years training, coaching and mentoring more than seventy thousand sales professionals and sales leaders, using a very well defined and proven formula – which no doubt you will have read about before here …

ATTITUDE + SKILLS + PROCESS + KNOWLEDGE = SUCCESS

Where do you think Sales 2.0 has impacted your performance in those critical areas? If at all?

Take twenty four hours to think about it.

I need to add that I do not believe that Sales 2.0 has been/is “smoking mirrors” I do think it has a profound effect on the way we sell. But I also believe that we need to understand what is missing, and we should also consider what is coming next … so do join me tomorrow?

Audio version ….

One subject that is guaranteed to whip up a storm amongst certain sections of the “Sales 2.0 community” is the very mention of Sales 3.0 – it’s as if Dracula has entered the room, and they scatter clutching their crucifixes. Note that I say “certain” and not all, and that is significant, because the “thinking section” is far more open-minded, after all many of them helped to create the phenonomen that is now Sales 2.0. Like me, they are open-minded when considering what might come next – and we can be assured that something always comes next.

I am in the midst of examining the current state of the sales space – specifically, the impact that Social Media and Sales 2.0 has had – is having – on the way we sell. I am talking to and interviewing good chums, who are recognized thought leaders, with many years’ experience working at all levels within organizations, like myself.

The reality is that as much as 80% of the global sales population is still not clear - absolutely clear - what Sales 2.0 is all about. I am not really surprised by that figure, neither am I surprised that the figure is even higher for the “buying fraternity”

An entire “sub-industry” has been created around the term – and good chum, Nigel Edelshain, who first came up with the expression in the summer of 2006, will be the first to admit that he hardly anticipated what has happened since (Oh, and lookout for my Sales Hardtalk interview with him over at Top Sales World next week)

My quest for answers will leave few stones unturned. I have no point to prove, I simply want to discover if Sales 2.0 exists, or if it has all been a case of “smoking mirrors” as one commentator felt moved to describe Sales 3.0 recently.

Tomorrow, I’ll be examining a simple formula for sales success, and asking where Sales 2.0 fits into that - and if indeed it is relevant.

Do join me ..

PS: From now on in, I have no intention of mentioning the dreaded “Sales 3.0″ expression again – well at least for a while. From henceforth, I shall refer to anything that might come next as “Sales 2.1″ – that shouldn’t worry anyone, should it? Time to put the garlic away chaps!

Listen and smile!

The organized sales professional is usually a successful sales professional! Organized means being assertive, and assertive means coping with interruptions.

Where do interruptions come from?

• Boss – Who often has the power when it comes to setting priorities

• Subordinates – The more accessible you are, the more they’ll use/abuse you

• Fellow workers – Interrupt for many reason, from social to work-related

• Clients and customers – These you can’t ignore

• Phone

Sound familiar?

Dealing With Interruptions

When you’re interrupted, ask yourself what’s more important – the interruption or what you’re working on? You can keep a ‘To Do’ list to re-focus on what you should be doing after the interruption has gone away.

What you can do is try to keep interruptions short – ‘what do you want, why, when, etc?’ You can also keep a log of who/what interrupts you – a pattern may emerge.

You should also consider the following – they work for me!

• Be assertive – learn to deal with ‘Have you got a minute?’
• Invent deadlines
• Continue to look busy
• Stand up to interruptions
• Remove the chair in front of your desk
• Reduce eye contact
• Collect your papers, check your watch
• Go to them – this way you can leave any time
• Learn to say ‘no’
• Plan a quiet hour

And Finally – Beware Of ‘Monkeys’

Despite being a busy person, it is easy to get sucked into doing things for others. Often these tasks have nothing to do with your job (perhaps they interest you or you are flattered to be asked!).

Each time we say ‘yes’ to these requests, we collect another ‘monkey’ -namely a problem that started with someone else (who is working for whom?).

Furthermore, ‘monkeys’ eat into our discretionary time – the amount of time left after meeting the demands of boss and job.

‘Taking the monkey’ often means that you are taking on a problem. Also, you are preventing others from taking the initiative and dealing with it themselves.
 
So, to handle monkeys ….

•  Deal with them as they happen (say ‘yes’, you can help or ‘no’, you cannot)
•  Do not allow them to become too many to handle
•  Feed them face-to-face only, or by phone (avoid memos or email)
•  Feed them by appointment only – ‘Come and see me at …’
•  Assign a next feeding time – ‘Try and if you get a problem, come back and see me.’

TIP: Never say ‘Leave it with me’!

Today’s audio version for you ….

On Saturday, I wrote about my time management skills and I said: “Productive is a very good word to describe my week, but then again, I always think all my weeks are productive, quite simply because they have to be.

I am often asked how I manage to achieve so much, and I usually reply that “I just do” Achievement becomes second nature after a while. Tasks simply have to be completed, and so they are. I do think busy people make time. I like to challenge myself constantly to do better than last time – I am very, very competitive, and I always have been. Winning for me is everything – but not at all costs!”

The reality is that I am very much a “Running Towards” personality – let me explain …

In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it may be misnamed, Pareto’s Principle or Pareto’s Law as it is sometimes called, can be a very effective tool to help us manage efficiently, but it can also be applied to virtually every facet of our lives.

The “Running Away” Personality:

The “running away” salesperson is awoken by his alarm clock and he immediately hits the “snooze” button. Ten minutes later, the buzzer goes off again. “Just ten more minutes” he says to himself, “I won’t go for a run today” and he again activates his friend, Mr Snooze. This happens three more times and each time he determines that he will skip a vital activity in order to enjoy a few more minutes slumber – he has already decided to skip breakfast and he will shave in the car on the way to the office.

Finally, a full hour after his first alarm call, he leaps out of bed, the image of his boss standing outside his office door, purple with rage at his continual poor time keeping is just too horrible to contemplate and it acts as his spur.

So what actually happened here? Well, if we apply Pareto’s Principle, we identify that approximately 80% of the world’s population fall into the “running away” category including professional salespeople. That is to say that they do things not because they planned to do them or that they want to do them but rather that they fear the consequences of not doing them. They drift through life, as I have said often enough before, like “rudderless boats” completely at the mercy of the currents. They never go beyond the first few stages of Maslow’s “Hierarchy Of Needs” and certainly “self-fulfilment” is completely out of reach for them because they either lack the courage, or the commitment required, or quite simply they lack the energy. After all, it is nice and cosy in the comfort zone isn’t it?

As someone famously once said: “Some people make things happen whilst others just stand and watch what happens”

My take on that is: “A few people make things happen, others just watch what happens, but the vast majority wonder what the heck happened!” (But “heck” is not the word I usually use!”) The “running away” mindset falls into the last category.

Let’s look at the other side of the coin, let’s see how a “running towards” personality handles their relationship with their alarm clock.

The “Running Towards” Personality:

To begin with, our “running towards” salesperson has invested some of their time the previous evening preparing for the next day: The suit has been pressed, shoes cleaned, notes prepared for those important meetings, in fact all of the next day’s objectives have been thoroughly rehearsed mentally and planned for.

When the alarm clock goes off, our “running towards” typically awakes refreshed and completes their final preparations for the day. They have plenty of time for exercising, for bathing, and to eat a proper breakfast with their family – they are in control. They arrive at the office before most of their colleagues,(80% of whom arrive at 8.55 am – just in time, because they fear the consequences of being late!) so that they can respond to e-mails and attend to essential administrative tasks which would otherwise take up valuable “business time”.

Life for these people appears effortless, relatively stress free, because they have made it that way, they are busy working at self-fulfilment as they have no need to worry about shelter, security and the like.

These people are”Winners”

The “Winners In Life“

“Winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don’t do” – Dennis Waitley

Can we all become “Winners?” Yes, of course we can. We cannot have everything we want in life but we can have anything that we really want, because if we want it badly enough we will find the means to bring about its happening – this is called “fulfilled expectation”

Unfortunately, most people when asked don’t really know what they want from life. Some talk vaguely about success without being able to articulate precisely what success means for them. I have heard many interpretations of the word but the one I still like the best comes from Earl Nightingale: “Success is the achievement of a worthwhile goal or set of goals”

Therein lies the secret – in order to be successful, to become a “Winner in life” we must have goals.

This extract from “Alice’s Adventure in Wonderland” accurately illustrates my point.

“Would you tell me, please, which way I ought to go from here?”
“That depends a good deal on where you want to get to,” said the Cheshire Cat
“I don’t much care where” said Alice
“Then it doesn’t matter which way you go,” said the Cat
“- So long as I get somewhere,” Alice added as an explanation
“Oh, you’re sure to do that” said the Cat “If you only walk long enough.”
- Lewis Carroll

In Summary:
I believe each of us has the choice; we can choose to be successful – however we measure success – or we can choose not to be. But if we really do want a more fulfilling and satisfying life – more happiness, greater security, improved health, the means to help others - then we have to accept full responsibility for ensuring we have a rudder on our boat and work to the maxim: “If it’s to be, it’s up to me“

Productive is a very good word to describe my week, but then again, I always think all my weeks are productive, quite simply because they have to be.

I am often asked how I manage to achieve so much, and I usually reply that “I just do” Achievement becomes second nature after a while. Tasks simply have to be completed, and so they are. I do think busy people make time. I like to challenge myself constantly to do better than last time – I am very, very competitive, and I always have been. Winning for me is everything – but not at all costs!

So, what have I been up to this week?

The two projects closest to my heart right now: “Tougher at the Top” and the “2011 Top Sales & Marketing Success Conference“ in aid of the Japanes Disaster Fund, both moved forward in the last few days: Linda Richardson and I do have a pretty good idea of what our messages will be in the book, and I have discussed the design of the site with my team here. End of May looks to be achievable for the site, and we have become pretty adept at coming in on time.

As far as the Conference goes, twenty five of the available thirty presentation slots have been allocated, and I am now waiting on the final group of experts to slot in. We will be announcing the schedule and opening the doors for registration on Monday April 11th. It is a huge undertaking, but such a worthhile cause – I am totally confident that we can deliver, because so many fantastic people are lending their support.

Over at Top 10 Sales Articles Jim Domansski was a very worthy winner of the “March Top Sales Article of the Month” he will of course now go on to the final in December, which is part of the “Top Sales Awards” ceremony. I came second! Clearly the panel were not impressed with Percy and Prudence’s sexual exploits! Oh, and we have another great ten nominees for April, very worthwhile checking out.

We continue to push on with the development of Top Sales World - on Monday we finally launch the Top Sales Hardtalk interviews and these will feature three times every week. Next week my guests are: Tibor Shanto, Jill Konrath and Paul McCord. Short, sharp, snappy ten minute recordings that you can download and listen to anywhere!

April Fool’s Day passed off fairly quietly yesterday, I do think that we have entered a new period of “humourless constipation” in many quarters – it is as if frivolity means we are not taking ourselves seriously enough. Maybe “personality by-passes” are the new “cool?”  Thank God for the British, who are never afraid to see the amusing side of everything!

My favourite “prank” was from Richard Branson – “Branson buys Pluto, reinstates as planet”

At least all my good chums accepted my “prankishness” in the right spirit – that’s probably why they are good chums – if you missed yesterday’s post, simply scroll down …

Next week, I am going to post about Sales 3.0, which is still of course a “theory”, but nevertheless a very hotly debated one. I think I am going to retreat a little, and re-name it “Sales 2.1″ In that way, we can move all the doubting Thomas’ on one small step at a time – well actually, if you are still wedded to Sales 1.0, which I estimate is around 80% of the sales population, then it is going to be a huge stride!

Do join me?

Have a great w/e – JF

So, here is a round-up of the latest news and gossip from the “sales space” …

Best selling author, sales strategist, popular speaker, and all round good egg Jill Konrath, has just announced the publication of her new book, which follows hotly on the heels of her mega successful “SNAP Selling”

This time out, Jill has focused on what she describes as “serious deficiencies” in the way most frontline sales professionals are selling.

And another best selling author has also decided to let her feelings be known ….this is the latest from Linda Richardson.

Special Offer, today only: Order both books direct from Amazon $15.95 HERE

And that’s not all Linda is jolly cross about. Philadelphia PD have launched a full investigation after a thief broke into Linda’s home and stole all of her favourite curlers. She is never shy to let her feelings be known and this very strongly worded appeal appeared on the front page of the Philadelphia Inquirer

No such problems for another popular sales personality, Cindy King. Apparently her weekly hair “treatment” involves inserting her finger in an electric socket for five minutes.

Meanwhile, enthusiastic aviator, and CEO of ES Research Dave Stein, thought he was flying at 15.000 feet on a recent trip to Cape Town, until he heard an insistent tap on the window

- suffice to say, he is now having his altimeter and all other instruments checked out thoroughly

Word reaches us from Eric Taylor, author of  “Mastering the World of Selling” that the book is now available in tablet form – greatest stories ever told? Probably not!

“Cold Calling versus Referral Selling”

The battle hotted up this week, with the release of Wendy Weis’s new book ..

Joanne Black responded immediately with her second book, following on from the highly successful “No More Cold Calling“

- this time she left us in no doubt about her feelings …

Here in the UK, the Royal family have responded to the recent economic downturn and swingeing budget cuts, by accepting responsibility for their own protection ..

Asked if she had any previous experience in handling sophisticated firearms, Her Majesty responded “One should try me … slime ball!” Once again demonstrating her deep loathing for the tabloid press.

In Peking, Jeffrey Gitomer is drawing huge crowds as he launches his “Little Red Book of Selling” in China.

However, our own correspondent reveals that there is considerable confusion, as thousands of purchasers claim that they thought they were buying a revised version of a certain other “Little Red Book”

In Hollywood, they have begun casting for a re-make of “Santa Claus” and guess who we caught slipping out of the back door at MGM? Yep, it was the one and only Dave Brock. Apparently he was auditioning for “Chief Elf” and he is quite confident.

The studio told us that he does indeed stand a very good chance, not least because very little make up would be required …

It was with considerable sadness that we learnt of the imminent retirement of Playboy’s Hugh Heffner. Heff has kept us entertained for many years with his tales of derring do, and other sexual adventures. However, the Playboy empire will survive, thanks to a generous offer from one of the really big names in the sales space .. Yes, our very own Gerhard Gschwandtner, without any thought for his own safety or well-being, volunteered to “stand in” immediately. As you can see, Heff is hardly being missed, and the girls seem genuinely excited to have a younger man around the place.

It appears that those two determined protaganists, Tibor Shanto and Craig Elias, may have finally kissed and made up …or have they?

Announcing their next collaborative effort, it appears there may yet be a final twist in the tale – will this be the most talked about “Trigger Event” ever?

Over in Paris, Jonathan Farrington’s corkscrew is deeply unhappy at his master’s decision to reduce his wine intake ahead of the summer.

 Apparently, JF is answering a call from Sir Alex Ferguson, Manchester United’s manager, who has an injury crisis ahead of crucial European and domestic fixtures

As a consequence, his corkscrew has designed its own keep fit schedule ….

And finally, our thanks to Anthony Iannarino  for his very detailed Tweets, like …

I’m at Galaxy Diner (665 9th Ave, W 46th St, New York) w/ 4 others,  OR
I’m at Westin Times Square (270 W 43rd St, New York)  

But more recently, his tweets have become a little more personal, like …

I’m in the washroom at (275 East 47th Street, New York)
I’m listening to Village People (789 W 56th St, New York)

Advice: Too much information Anthony. Go enjoy yourself in private!

Finally, finally …

The exotically named Lou Du Bois (I am certain my Aunt Vera used to have a poodle with the same name) Editor over at The Customer Collective, posted a coded explanation of what it takes to become the “Most Popular Author”

So far, the only words we have been able to decipher are “tongue” “Swiss bank account” and “bottom”

Today’s Quiz:

a) Who is this man?

b) Why are his initials JF?

c) Which soccer team does he play for?

Think you know? There are big prizes on offer. Just go here and enter your answers

So, it’s good night from me, and it’s good night from him