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  • 27 Jul 2020

    Do you have a culture of engagement in your organization?

    Adopting a philosophy that puts people first, strengthens engagement, provided it’s backed by actions. In my work as a coach, I’ve seen enthusiasm skyrocket when leaders create a positive environment, promote helpfulness, value their staff, and provide the resources necessary for success.

    If you need to strengthen engagement, send a clear and consistent message that you value your employees. One way to convey this is to provide the tools they need to do their best work. Are you aware of any gaps? For example:

    • Do they need additional manpower or funding?
    • Are better supplies or equipment required?
    • Do your people have the direction and plans they need to ensure projects are completed successfully?
    • Are procedures and policies thoroughly communicated, and is training adequate?
    • Do people know exactly what to do—and why they’re doing it?

    It may seem obvious, but without these baseline provisions, people feel lost, frustration builds and disengagement flourishes. Frustration leads to resentment and low morale when leaders fail to implement solutions.

    Never forget that people need adequate skills to accomplish the tasks you’ve assigned. Only then can they be confident in their abilities and enjoy success. Doing good work compels people to continue on the right path. As they reap the rewards of a job well done, they continue to grow and can make greater contributions to the organization. They’ll look forward to new challenges and opportunities. It’s your job to provide them with the tools they need to advance.

    A culture that fosters empowerment and accountability motivates people to find their own solutions and make a difference. Enhance this by giving people as much authority as their abilities allow. Let them suggest improvements to their processes, and authorize them to implement as many as feasible. This gives your people a greater sense of ownership—one of the greatest professional motivators.

    Leaders who establish an excellence-oriented mindset provide these basic organizational benefits so their people feel valued and achieve short- and long-term success. Caring for your people raises their level of engagement by building strong bonds of trust, thankfulness and respect.

    What do you think? Are you creating a culture of engagement? How have you made your employees genuinely feel valued?

  • 26 Jul 2020

    It’s a great question to know the answer to, where are people finding you.  Even Google likely lists your LinkedIn page. If your profile there is weak instead of strong, you are losing touch with people who were at least curious about you to begin with.  If you don’t tell a convincing story of how you can solve the problem they came looking for you in the first place for, then you’ve lost them before you even had a chance to talk. If these two things are failing you, it’s time for a makeover. 

    After Your Makeover

    Now that you have an appealing and professional LinkedIn Profile, you’re bound to raise curiosity with people who’ve just discovered the possibility that you may be holding the key to solving their problem.  If your story resonates, you can build a relationship for educating and providing your product or service offerings. This is the ‘funnel phase’ where a series of emails and texts keeps your relationship growing and their future desire to do business with you gaining ground.  Few people buy without doing research and getting to know and like the people they decide to do business with. A follow-up funnel of personalized messages helps establish trust and recognition that you are able to deliver them high value results.

    • Improve your personal brand using LinkedIn
    • Tell a convincing story of how you help solve specific problems
    • Build a funnel that leads to conversions

    These are three solutions people seem to have the most trouble with.  Just getting these three things right, you can help more people and prosper yourself.

  • 22 Jul 2020

    WARNING: If you are an entrepreneur or leader and are struggling with sales, this article may save your life. (Ok, not literally your actual life, but certainly your business one!)

    Every day I work with business owners and other sales leaders on how to address sales issues inside their company or team. Some of them are small issues, some of them are major ones. Most deal with external clients or customers, others deal with internal ones, such as partners, vendors, or employees. I’m often shocked by stories I hear about how entrepreneurs or other leaders handle sales interactions of all types. The purpose of this article is to arm and prepare you for how to avoid the mistakes and guide your company or sales team to explosive sales success.

    First things first: Go back to the headline of the article and read the first three words. Sell or Die. If you are an entrepreneur of any kind, you certainly know this. If you can’t convince investors, partners, employees, and clients that what you do or what you offer is special and valuable to them, you will FAIL. It’s that simple. Now, it’s not all doom and gloom. Nobody is saying that YOU exactly have to do it, but ultimately, someone has to. In fact, it’s not that uncommon at all for the visionary leader and creator of a company or product to struggle with being able to “sell” what they do. The good ones quickly realize they need to develop the necessary skills or find people that have them already. The GREAT ones often do BOTH.

    That brings me to my second point: There is no such thing as a “born salesperson.” You see, no one is born with the ability to be a great salesperson. It’s completely learned. The best of the best are always learning. Even when they are performing at a high level, they are always looking to improve. You see, many people fail because they don’t work to develop the skills necessary to continue to grow. Sales skills are one of the most neglected developmental areas for professionals. Why? Because it takes work!

    You see, we live in a world of amazing tools. Many can automate and make our lives more simple, but at some point, a SALE needs to be made. It’s that simple. Some are easy, some are much harder. But ultimately, the skills necessary to make the sale are critical to your success.

    So how do you avoid falling in sales? Here is a simple checklist to remember:

    #1) Be honest with yourself: Are you the best-qualified person to sell for the company you founded? Odds are you aren’t. Why? An example is your body. You know it personally better than anyone else in the world, but if you are sick or struggling, you find a doctor. You bring in an expert to help you fix it. That way you can focus on the business as a whole.

    #2) Hire professionals: Recruit and engage experienced, valuable sales professionals. If you aren’t ready to do this in your business, then you must do #3.

    #3) Invest in education and coaching: For you to avoiding failure in sales and to help you ultimately reach significant sales success, you simply MUST invest in education and coaching, for you and your team, on the subject of sales. The best in any professional endeavor always invests in growth and development. That’s the difference between average and professional.

    #4) Create the right sales SYSTEMS: Once you have the correct sales skills, it’s crucial that you create the correct sales systems for tracking and momentum.

    If you are looking for tips and direction on how to improve sales skills and create the right systems for EXPLOSIVE sales results in your business, contact me for a FREE sales strategy session at joe@thesalesactivist.com.

    Happy Selling!