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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Attitude takes you from excellent to outstanding

 

The third step in outstanding leadership is attitude.  Have you ever met an outstanding leader?  Have you ever met an outstanding leader who did not have a great attitude?  They ensure, even on a bad day, that their ‘game face’ is one of a positive demeanor, always!  Without the right attitude your efforts towards the goal of being an outstanding leader are all for naught. 

 

Today I want to share with you a 8 simple leadership attitudes.  These are the attitudes that outstanding leader have.  How are you doing on the list?

 

1.         Positive Attitude

            This is what makes your team keep going even when they don’t want to.  You are upbeat even      when no one else is, you are upbeat even when things are tough.  The glass truly is half full.              You will not give up.  When everyone is talking about the bad economic times, you are talking      about             making money and creating success.  When everyone is complaining about what is             going on, you are talking about what to do about it.

 

2.         Winning Attitude

Failure is not an option, not an outcome to think about.  Your focus is on winning.  Your focus is on the finishing first in the race.  You are not willing to accept anything less.  You know you can win, it is that simple.

 

3.         Sharing Attitude

            “We did this”, is your battle cry.  You never say, “I did this”.  We made this great success happening.  The credit goes to all those with us here today and all those who have been with us    on this journey.  Without all of you, none of this would have been possible.  We made this            happen, we created this success.  We did it.

           

4.         Caring Attitude

            How can I help you with what you are struggling with?  What do you need?  How is your            family?  How are those you care about?  You remember the things going on in people lives and      you ask about             them.  “How did your son do with the tournament last weekend”?  How is your             daughter doing with her dance class?  Remembering the little things that mean so much to those    you lead makes them know you care.  People follow people who care.        

 

5.         Schedule attitude

This is what we are going to get done today.  Be on time. Be on time to start and finish.     Not      wasting anyone else time.  The meeting starts at 2, it starts at 2.  The meeting ends at 3, it           ends at 3.  It is that simple.  Don’t waste people’s time nor take advantage of them.  The time of   the people who you lead is more important than your time.  Stay on schedule.

 

6.         Discipline Attitude

            Do what you said you were going to do when you said you were going to do it.  Hold yourself     as accountable as you hold others.  Stick to it.  Put in what you need to do to make it happen.    Get it done.

 

7.         Contagious Attitude

            Create that, “I want to be like you” feeling.  That “I want to lead like you” feeling.  That “I want             my team to operate the way your team does” feeling.  If  you lead right your attitude is totally         contagious and you create success.  You create leaders that lead outstandingly.

 

8.         Focused Attitude

            This is what we are going to do.  This is where we are going to go.  I love you, but right now we   are on a mission and we need to get it done.  Later we can look at much else, but right now, this             is the focus.

 

Eight simple leadership attitudes.  How are you doing with them?

 

These are further expanded and part of the success keys in Coach Manny’s book:

Failure Creates Success.

Click here to order your copy today:

 

How to create real success in all you do

How to create real success in all you do

 

 

Success Requires Discipline

One thing you may have learned in the past is that persistence requires discipline.  But you will also learn that discipline requires persistence.

           

            “The everyday process of focusing on what you want.  And striving for it relentlessly until you get it”  Discipline according to Jeffrey Gitomer – Sales Bible.

 

            “The secret of discipline is motivation. When a man is sufficiently motivated, discipline will take care of itself” Alexander Patterson.

 

            Two excellent quotes.  How are you doing with discipline in your life, business, career, and family.  Do you have or don’t you?

 

            Today, I want to share with you some simple keys of being disciplined.  I will share them through the use of an acrostic of the word discipline.  What discipline means and how to make it happen in your life.  How to take control and create greater success in all you do.  So, here we go.

 

D – Decision making ability.

To be disciplined, you have to be able to make decisions and make them when they need to be made.  This is one of those great skills so few ever get hold of.  But, it might just be the most important skill you ever attain.

 

I learned it in my first real management job.  My boss, Nate, was just the best.  He did not beat me up for doing the wrong thing, and he did not give me a hard time about what I did.  He gave me a hard time about not making a decision.  He taught me the principle I have lived and work by since that time in my 20′s.  Simply put – make a decision. If you make the wrong one, then make another one.  At least, you are moving.  You all know that is how I operate and try to teach you. It is simply easier and more effective to ask forgiveness than to ask permission.

 

 

I – Integrity

The lost art of living and telling the truth.  How can you have discipline if you have to keep remembering what is truth and what is not?  If you live and work and operate only under the truth, life becomes so much simpler, and discipline becomes so much simpler.

 

To have great discipline, keep it simple and always tell, live, and work the truth.  Try it and see what happens.

 

 

S – Short cuts

Forget shortcuts.  Instead, learn to take the narrow road.  The wide road, or the road of least resistance, is also the road of least success.  That road is not for you.  When you get to those forks in life, when you have to make those tough decisions, remember: take the right road, not the easiest road.

 

This is a major problem today, because fewer and fewer people have integrity.  We are always looking for the easy way out.  We know what has to be done to do the job, but instead of just doing it, we try to find the short cut.   Disciplined people know what has to be done to make it work, and they do it.

 

C – Character.

Do what you said you were going to do, when you said you were going to do it, the way you said you were going to do it.

 

“The ability to make yourself do what you should do, when you should do it, whether you feel like it or not” Elbert Hubband.

 

Imagine the difference when you walk this way. 

 

 

I – Investor.

To be disciplined, you must be an investor, not a gambler.

 

When I tell people it is easier to ask forgiveness than permission, sometimes, they put that into the realm of gambling.  I think it is actually the other way around.  You see, by doing nothing, you gamble that it will be OK.  Usually, doing nothing makes nothing happen; that is a gamble.  Make the investment in taking a risk, in deciding to do what you need to do.  Then watch what happens.

 

P – Prepare.

You cannot prepare when it is time to get rolling; it is too late.

 

For many of us, our moms taught us this simple principle, but as we grew, we thought we knew better – we didn’t.

Prepare for what you have to do.

Get the stuff together.

Get what you need to do the job.

Be ready; have it together when the opportunity presents itself.

When you are prepared, you cannot be stopped.

 

 

L          Listen.

When you open your ears and shut your mouth, you will be amazed at how different things look.  You will be amazed.

 

Listen to what is going on around you.

Listen to those on your team.

Listen to your inner self.

Then decide and move forward.

 

I           Initiative

It doesn’t just happen, and if you think it does, you are wrong.  Make it happen through your action.  Stop thinking about it and move forward.

 

How many are sitting around, still waiting for it to happen?

Too many.

Discipline requires you to do something, to move forward, to make it happen.

 

N – No.

Busy people don’t know how to say no.  That is why, instead of being productive, they are busy. 

           

To be disciplined, you have to know how to say “NO.”

Be willing to say “NO.”

Say “NO.”

 

Think about all the times you got into trouble.

You have too much to do, because you could not say “no”; now, you have to take shortcuts.

You knew you couldn’t do it, but you could not say “no.”

You know you shouldn’t, but you can’t say “no.”

 

Am I getting through?  Learn to say no and say “NO.” 

 

 

E – Extra mile.

Disciplined people don’t just do it; they do it right.  They do more than the minimum.

They go that extra mile.

 

They do things, but they don’t just do them.  They do them to the best of their abilities and then even more.  Are you ready to do that?  Can you do it?

 

Simple enough right?

Can you do it?

This week, work these simple steps and watch what happens to your life.  Once you learn real discipline, you will be amazed at the results.

 

So, stop thinking about it, stop hesitating, and get moving.

Build yourself into that very disciplined person, starting today.

 

If you like this article then you are going to love the book.  This is a chapter out of our newly release best seller:

 

What’s Your Excuse – Everyone’s Got One and They All Stink: Winning Means Being Consistent, Persistent and Self-Disciplined

Coach_Manny (1) 

 

Also, please watch this video on Discipline:

 

Success Requires Discipline

 

 

 

Dump Your Excuses for Not Selling more!

Posted by Manny on June 14, 2016
Posted in Leadership 

Dump Your Excuses for Not Selling more!

 

As I state in the title my new book, “What’s Your Excuse, Everyone’s Got One and They All Stink!”  now available on amazon – click here to get a copy today.

 

Everyone’s got one.

They are always ready to spring it on you.

They take no shame in the fact that, instead of giving you results, they are giving you excuses.

 

Enough!

 

It is time to put the excuses aside and get down to business. 

It is time to raise the expectation level and no longer accept excuses.

It is time for us to step up our game to the fact it has to be accomplished, period.

 

It is a hard road, but so is having an excuse for everything.

 

Here are excuse breakers I want to share with you, today.

You can also watch our weekly webinar from last week in which we discussed these and more in great detail.  Click here to watch:

 

 

1/       Set the expectation you do not accept excuses.

            When new people start with your organization, you tell them upfront that excuses are not accepted.  You either succeed or you don’t.  End of story.  You know I always say, “People do what you expect.”

 

            For those who already work for you.  Just bring them in and share.  We do not accept excuses anymore.

 

            By using this process, I have been able to clean up the sales teams of many companies. 

 

Those who remain, get good.  Those who come in new, never get the job, unless they were approved by those who were already doing it. 

 

I raised the expectation of myself and everyone else.  It works.

 

 

2/        Raise the bar higher.

            If people are not making the numbers, don’t decrease them; instead, increase them.  So you didn’t make the numbers and now you have even higher numbers you will have to reach.

 

            I know it seems tough.  But what are you accomplishing by lowering the targets?  They are not making those either.  Again, people do what people expect them to do.

 

            When Sarah started, she was not doing well.  After 3 months, she came in with the same excuse I had heard before.  My quota is too high; can you change it?  I did.  But to her surprise, I raised it, instead of lowering it.  She left 4 days later.

 

            Now, Janet was in the same situation, and she also got her quota increased.  The difference was she stepped up and not only made her numbers, but she exceeded them.  I kept raising her quota over the years, and every time, she blew it away.      

            Great sales people love a challenge and step up.  When they step up, they are not interested in stepping back down.

 

 

3/        Help them to make it happen.

            I know many of you may think I am too tough, but guess what? It is better to be too tough than to be too soft.  Plain and simple, that is the way it works.

 

            But I also believe in helping people.

            You don’t help people by helping them get better at what they don’t do well.

            You help people by finding out what they do well and then helping them get better at it.

 

            See what they are good at and help them get better at it.

 

            Ted was not closing business, and after I raised his quota, he was angry.  But I worked with him.  His strength was in cold calling.  He was one of the best I ever worked with. 

            So I helped him get even better at it. 

First, I had him drop the other methods and only do cold calls.  It was what he did well.  Then, I started him making calls to a better list.  And third, I taught him how to use better words and language.

 

The results: Ted also exceeded his numbers for many periods into the future.

 

So, you can keep playing and being soft.  Or you can get your sales people to do what sales people are supposed to do.  Step up and make the numbers. 

 

The choice is yours.

 

However, one final comment.  For sales people to excel, you have to have a sales strategy and tactics that can make it happen and that work.  If you don’t, no matter who the sales rep is, or how much he/she tries, it will not work. 

 

Set up a 30-minute call with me to learn more about building the right sales system.  From Strategy to tactics to execution. 

Just click here to schedule a 15-30 minute call at your convenience. 

 

Consistency Will Create The Results You Want

Posted by Manny on June 6, 2016
Posted in Leadership 

 

 

Consistency Will Create The Results You Want

 

How consistent are you:

 

  • In Sales?
  • In Marketing?
  • In money management?
  • In life?

 

 

 

As super-success sales and motivational teacher, Zig Ziglar, has taught us: “The only difference between a big shot and a little shot is the big shot is a little shot who kept on shooting.”

 

 

 

Are you doing the things you need to do consistently or are you just thinking about it? One of the greatest things a coach does for his/her team is getting them to do the right things, consistently.

 

 

 

Are you wondering why your results are not hitting the target you want? Could it be you are just too inconsistent? Things work and results happen because your efforts are consistent; consistency creates great results. Anything else is just a crapshoot.

 

 

 

Never forget that inconsistency opens the door to failure.  If you do it sometimes, it won’t work. If you do it when you feel like, or when you have time, it won’t work.

 

Start doing it consistently and watch what happens. This next year, pick a few things and do them consistently and watch what happens.

 

 

 

Let’s take a look at how you might implement this to take your business, life or career to the next level:

 

 

 

1/         Saving Money

If you put away $2 a day in a jar and forget it, at the end of a year you will actually have $730 dollars. This is not because you did anything fantastic, or big; it is simply because you consistently put away $2 a day in the jar.  You can talk all day about putting the money away, but somehow it never happens.

 

 

 

Now if you need $400 to get the car repair done, you have the cash and you pay for it. Simple right? What if you put away $10 a day in a jar instead, that would be $3650 after a year? That sounds like a vacation on a topical island. See you on the beach!

 

 

 

2/         Sales -

What would happen if you were to consistently contact two people every day? What would happen if you made ten cold calls a day, every day, or even attended two networking events every week? From doing all of this you will generate additional business because you did something consistently and this is what creates new business.

 

 

 

This is what separates the stars from the superstars. Superstars know you have to do it consistently to get the results. Sales is a game of doing the right things consistently. It is really that simple.

 

 

 

3/         Marketing -

Send out that newsletter every week and ensure you make that post on social media three times, every day. Follow up on those tradeshow leads within two weeks, every time, all of them and do ten mailers a week, every week. Be sure to add twenty-five email addresses to your contact file every week. Simple, right? Consistency creates results and makes things happen.

 

 

 

 

 

 

 

Simple right?

 

Consistency creates results and makes things happen.

 

So – are you ready to make this next year your best year every?

 

 

 

Then start by doing things consistently.

 

Make your list.

 

And do it – consistently.

 

  

 

Exercise 

 

 

 

Pick one thing and set a consistency goal in that area.

 

The best is to do the money thing.

 

Pick a number 1, 2, 5, 10, or 20 dollars a day.

 

7 days a week.

 

For 52 weeks.

 

 

 

Commit to it – see chapter 1.

 

 

 

You will be amazed.

 

 

 

Email me with you feedback.  Manny@mannynowak.com

 

This article is part of Coach Mannys new book:

 

What’s Your Excuse?

 

Everyone’s Got One and They All Stink. 

 

 Winning Means Being Consistent, Persistent and Self-Disciplined

 

Get your Free Kindle Copy:

Just email me with subject:  I want a copy free Coach_Manny (1)

Manny@mannynowak.com