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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

German philosopher Frederick Nietzsche once said, ‘He who has a why can endure any how.’

 

You have goals – and they look great.

 

You have the tasks to accomplish those goals laid out – and they look like they will do the job.

 

You have the accountability system in place to keep you on track and correct you if you need it.

 

But do you have the “WHY?”

 

Why are you doing this? What is your driving force that gets you up each day and makes you push far beyond the norm?  What pumps you up, motivates you, excites you, drives you?

 

Do you often wonder why some people accomplish such great things, while others do very well, but not at the same level?

 

Because, you see, those who really excel have a definite, powerful “WHY.”

 

They don’t just know what they want or how to get it – they know why they want it.

They know exactly why they are chasing their dream,  and that is the key we want to talk about today.

 

Do you know your why?

 

As I was thinking about this the other day, I was inspired to write this article and focus myself on my current why.

 

Please take a moment right now and focus back on the great things you have done in your life (yes, all of us have done great things – just take a moment and think about it).

 

When you take a moment to consider these actions, you might be amazed at what you have been able to accomplish. It might inspire you to focus on developing your why for where you are going right now, or it might force you to stop, change directions and alter your focus.

 

I looked back in my own life to three significant whys and what they did for me.

 

1/        Why did I make it through USMC boot camp and graduate?

            Not how, but why.

            The how was simple, I did what I was told, when I was told and never gave up.  That is all good, but it was not enough, I needed a why.

            The why was because I wanted to wear that uniform and stand proud as one of the few and proud, the elite group, USMC.  That is what made it happen: the why.

 

2/        Why did I make it though college with honors when I had barely made it out of high school?

            I had the goal.

            I knew what I needed to do.

            I had an accountability system.

            But what was the why, the real reason?

            The why was because I was determined not to have to work in a factory and be told what, when and how.  The why was not having to hate my job like my mom had.

            That was the why that made it happen.

 

3/        Why did I build my own business?

            Freedom – yes.

            Wanting to work for myself – yes.

            Wanting to build something – yes.

            But the why was because I wanted no limit on how much I could earn and what I could do.  I want to go for the gold.

 

Now I could have done all those things well, but instead, because I had a why, I excelled at them.

 

Find your why, and you too will be unstoppable.

 

Learn more about how to make that happen for you.

Watch these 18 minutes of inspiration, and find your why.

 

Finding good sales people is very difficult today.

Ask almost any sales leader out there, and they will tell you it is one of their biggest problems in moving sales forward within their organization.

They cannot find good sales people.

 

However, is that the real problem?

 

You now have tests that can tell you if a person can sell.

You check the history of the candidate and find they have sold.

You check with other people, and they give them thumbs up on selling skills.

 

Still, the new rep does not work out.

Their results are nowhere near your expectations.

 

Watch on video:

 

 

Perhaps the problem is not there are no good sales people, but instead that:

 

1/        You have no consistently updated system defined for selling your products and services.

2/        You do not have sales people who can follow a system.

3/        You do not have sales leaders who can make sure it gets done.

 

 

What if you had a standard sales process for your company?

This is how we sell, step by step.

This is what we do and when.

This is how you handle this.

 

Defining what the sales person must do based on a history of what has worked; a consistently updated history.

 

 

A system that defines this is how we sell our product/service.

This is how we manage our sales process.

 

A detailed system that gives the sales person answers to:

their questions,

the prospect’s questions,

questions about the competition.

 

A detailed database that gives them a step by step of how to sell the product.

 

A system with a history of what has happened – both good and bad.

 

A system that learns from each sale and teaches it to the team.

 

Not an outdated sales manual, but a database which your reps add to and update every month, as a team.

 

Making it better and better.

Taking the lessons they learn and making them part of the process.

Making it easier and easier to get the results you want and so much more.

 

If you had a standard sales process, then you could take a good sales person who can learn to follow the process.

 

Who stops trying to do it their way.

Who stops thinking they know so much better.

Instead, they take what has been learned and apply it seamlessly.

They follow the system.

When they learn something new, it gets added to the system, and everyone now knows it.

 

Then, sales leaders could:

Teach them the process.

And they would generate sales.

Meeting and exceeding the expectations.

 

Kind of follows the Tony Dungy process of coaching NFL football.

Building habits that become second nature.

Consistency, persistence and knowing what to watch for and what to do.

 

It might be hard to learn, but once learned, it is totally effective.

 

As a CEO, business owner or sales leader:

 

1/        Do you have a system that keeps learning and teaching the sales team?

 

2/        Do you have sales people who can follow a system?

 

3/        Do you have sales leaders who can make sure it gets done right?

 

Are you ready to learn more about how to make this happen in your organization?

 

Reach out to me and let’s have that discussion.

Schedule a 15-30 minute call with Coach Manny today.  Click here:

 

Increasing Sales – Dominating Your Market

 

People say, “You can’t get rich saving money.”

 

I say, “You cannot build your business through saving money – you have to build it by increasing sales.”

 

To build a successful business you have to increase sales every year.

 

To build a great business you have to generate a greater amount of business every year.

 

So what are you doing to make it happen for you and your business?

 

Here are 3 simple ways to make a dramatic difference in your business:

 

  1. Focus on what you do well.

  • Find the things you do better than anyone else and then do more of them.
  • Find the things you sell well, the products you have that are so much better when you add your sales team to them.
  • Stop trying to perform services that you don’t excel at.
  • Become unique and dominate the market.

 

A company was in the business of making appointments for people, writing articles, consulting, making calls and building content.  Then one day the CEO said, “Stop! What do we do better than anyone else? We excel at appointment setting. We do it so well that we are going to dump everything else and focus entirely on that. Yes, it will take some revenue away in the short term, but we will make it up.”

 

Today, they are one of the fastest growing companies out there – setting appointments.

 

 

2.         Set goals for your sales and exceed them. Then, take it further:

  • Set them higher than you think and then blow them away.
  • You know what it takes –now all you have to do is execute the plan.

 

Goals are meant to be broken.  They are the steps before the pinnacle, not the pinnacle itself.

 

Take for example, Jim. Jim was really having a problem generating sales.  He had his goals, but usually he did not achieve them.  The company was OK with this because most people in the company never made their sales goals. 

 

            Then a new sales director came in and on day one he set a new platform:

Quarter 1, you don’t reach your goals, we cut your commission 25% of each sale.

            Quarter 2, you don’t reach your goals, we cut you commission another 25%.

Month 3, you don’t reach your goals, we cut you.

 

An amazing thing happened – once challenged to step up, Jim exceeded his goals every month. 

 

If you are not setting and exceeding sales goals, start today.

 

 

3.         Work harder than anyone else.

  • Stop hesitating and holding yourself back.
  • Let people know who you are – get out there physically, on the phone and on electronic media.
  • Let people know you are there – show up and be there.
  • Let people know what you have and why it is better than anyone else’s.

 

            “The early bird catches the worm.”

 

I was telling my 10 year-old granddaughter this old saying the other day and she had never heard it and asked me what it meant. So I explained it to her this simply way: The early bird is the first on the scene, the one who gets out there before anyone else.  While everyone else is waking up and thinking about stuff, the early bird has already gotten the worm and is moving on to the next thing.

 

            Amazing. Stop thinking too much and start taking action.

 

So there you have 3 ways to improve your sales. 

 

Please join us this Friday for more information on our weekly free Google Hangout.  Click here to register today.

 

Now go and focus on what you are best at.

Set high goals and exceed them.

And work harder than anyone else.

 

Need some help with some of those excuses?  Remember that consistency, persistence and self-discipline help you get there.

 

Read my new book – “What is your excuse?” available on Amazon for only $5.99.

Click here.

 

 

 

What?

You want me to take the shot?

Now?

 

I know some of you reading this are already blowing it off.

Manny, how can you talk about this ridiculous process?

It doesn’t work.

Everyone knows it is Ready, Aim and Fire.

 

Yet!

How is that process working for you today?

Are you getting all that you really want?

Or are you settling for less and convincing yourself that it is all you want.

 

So many people hold back from what they really want.

They never go for gold, even though they have all the God given talents and abilities.

 

Ready, fire, aim simply means – make the decision and get moving forward.

Take the action and then grab the wheel.

Stop thinking about it and start making it happen in your life.

 

Remember what I always try and teach you.

Make a decision, will you please, “now.”

If it is wrong, then make another decision to correct it.

 

Let’s look at the 3 elements you need to make this work.

 

1/        Make a decision.

            There it is again.

            It is the first step in moving forward.

            Does it generate fear – yes?

            Does it create hesitation – yes?

            Will it drive you crazy sometimes – yes?

 

            Yet, if you simply make the decision to move forward, you are already half way there.  You feel great and you accomplish so much more.

 

2/        Take action.

            Once you make the decision, then the next step is to do it.

            Don’t re-think it.

            Don’t second-guess your decision.

            Don’t keep rolling it over and get some other opinions.

            You know what to do, now take action and do it.

            How many times have you hesitated and wished you had not?

 

3/        Grab the wheel and make the next turn.

            Now that you are moving, determine the next turn.

            You made the decision to move and now you are doing it.

            Grab the wheel, make the turns and hit the accelerator.

            Claim the prize. 

 

Is it really that simple?

YES!

 

Suppose you want to start a new business.

Then, once you make the decision to do it, you start moving.

Next, build the plan.

 

Suppose you need to hire a sales person.

Then simply make the decision to do it and go into hiring mode.

Amazing isn’t it?

 

What if you need capital to move your business to the next step?

Make the decision to go find it.

Then get going.

 

Those who spend their life aiming never hit the target.

Not because their aim is bad, but simply because they refuse to pull the trigger.

 

Pull the trigger today.

Ready, Fire, Aim.

Great sales people do not necessarily make great sales directors and leaders.

Prior experience or background in an industry does not necessarily make you a great sales leader.

Great sales leaders are leaders first, then sales people.

 

WOW!  Does that fly in the face of so many hiring managers today?

Yes.

 

Ever read the ads for sales leaders.  Most of the skills required have little if anything at all to do with sales leadership.  If you want a sales person then hire a sales person.  But if you want a person to lead your sales process, then hire a leader who knows how to get the best and most out of sales people.  They are not the same skills.

 

This is also why so many mistakes are made when trying to hire the best person to run your sales process.  To many sales leaders are great sales people, but poor leaders. 

 

One of my greatest success stories comes from going into an industry I knew almost nothing about.  Hired as the VP of Sales I built a team that took sales up 80% in less than 2 years.  Why?  Because as a leader I built the best team and got them to produce.  It was my job to increase sales though others, not to sell.

 

Yes, sales leaders should have a sales attitude.  But you all know from following me that I believe everyone in an organization should have a sales attitude. 

 

So what are the skills a great sales leader should have?  Well here is what I look for when helping others find the best in sales leadership. 

 

1/        Ability to build relationships with members of your team.  

The problem with most sales people is they are great at building relationships with customers, but terrible at building relationships inside the organization.  Sales leaders have to build great relationships inside, both up and down.

 

2/        Ability to get Commitment of your team.

Ability to set, communicate and get commitment of the sales people to the expectations the company has.  This is what is expected.  No hidden agenda.  This is what you have to do.  Commit to it now or perhaps this is not for you.

 

3/        Not accepting excuses as to why things are not getting done.

Instead, what can you do to make it happen?  Don’t come in and tell me it is not happening.  Instead come in and ask for help, come in with some solutions.  Let’s make it happen.

 

4/        Teaching ability

Number one, you need to teach and develop your team to be super stars.  It is no longer about you but about your team.  As a sales person, it was about you being the star.  Now it is about you making your team the star.

 

5/        Give the credit and take the blame. 

If it works, they did it.  If it fails, I did it.  The days of getting all the credit are gone.  This is hard for many.

 

6/        Get out there and work with them. 

Not doing their job, but doing yours.  Leading them and helping them to be great.  Support and kick butt.  Both are needed.  You need to be out there.  When I manage a team, I live on an airplane, in a car and in hotel rooms. That is just the way it is.

 

7/        Give them a process and plan to follow, and hold them totally accountable. 

Give them a process that if they follow it, they will be successful.  If they don’t follow it (This is the way we use to do it.  You don’t understand! ), then they need to move on.  The process works if you follow it.

 

Don’t get me wrong.  Some great sales people, just like some great athletes make great leaders.  But leadership is a different skill.  So if you want great sales leaderships, then hire people who are great leaders that can get the maximum out of sales people.