"There is only one way... to get anybody to do anything. And that is by making the other person want to do it."
- Dale Carnegie
What if there were no sales people? A world with no one to push towards decision making, drive better ways of doing business or press people to examine their existing businesses. What if we did not have a world withy pushy people pushing us to push?
Personally, I have been in sales, the hard kind, since college. My business goals were always driven around revenue generation or market share. I have never known a world where there was not a goal to get someone to purchase at the end of the day. Yet, many people never want to sell. They don't want to think about the numbers. They just want to do their job.
Fine, don't sell... no one says you have to.
2 DEGREE SUCCESS STEP:
However...
If no one is selling, then there is no money to fund the people supporting. No accounting department, no marketing, no HR, no admin assistants. The business world stops when sales people quit.
As a business professional, you better realize you are ALWAYS selling. Whether you are a sales rep who sells direct or an admin assistant who ensures that the sales people have what they need, you are a part of the process. As a support person, your sole goal should be to find better ways to make more sales capacity and shorter cycles.
Do not fight the sales person. They are the ones that never get a day off (which is why they try to do as many non-work things when able) and never get to take a break. They are always on...
You do not have to sell, that is fine. But you every one of us better realize that if you are not selling, you must make sure someone else is... your job depends on it! Now go out and sell something!!
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
Morning Motivator - Become a Hacker
"If you give a hacker a new toy, the first thing he'll do is take it apart to figure out how it works."
- Jamie Zawinski
Do you know what makes great salespeople, well, great? They have "hacked" near every aspect of their clients business, mindset and apprehensions. They know more about what their clients need than the clients are even able to see.
Hackers are an amazing breed of professional (yes, I said professional). Sure, the ones you hear about are the bad guys stealing credit card numbers or launching viruses, but what about the Hackers at Google which "engineered" a better algorithm allowing us faster and broader access to information. What about the printing company that hacked the ideal formatting to maximize your exposure and effectiveness in their publications? or the doctor that hacked a new vaccine for the flu?
Hackers are not all evil. Matter of fact, most are just curious individuals "reverse engineering" their way to understanding the inner workings of a model. They are the intellectuals seeking a better way, better understanding and greater control over end-results.
2 DEGREE SUCCESS STEP:
I often ask if you are spending time working "on" your business, not just in it. Analyzing systems, processes, procedures, workflows and more. Breaking down the decision pathways of a reluctant client to ensure you "know" what questions or hesitations will arise on the way to a successful integration.
Take a few hours (if you cannot afford a full day) each week to "hack" a system you work in. Look at it inside and out. Tackle only one at a time. Look for the nuances of its inner workings and functionality. See if there is not a step that can be circumvented or streamlined.
Most often the greatest innovations are an improvement on a existing process or product, rarely a new creation. Innovation is improvement and hacking your way through a problem to its root allows you the understanding and power to make innovative change!
Here is to becoming a hacker... the legal kind that is.
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
- Jamie Zawinski
Do you know what makes great salespeople, well, great? They have "hacked" near every aspect of their clients business, mindset and apprehensions. They know more about what their clients need than the clients are even able to see.
Hackers are an amazing breed of professional (yes, I said professional). Sure, the ones you hear about are the bad guys stealing credit card numbers or launching viruses, but what about the Hackers at Google which "engineered" a better algorithm allowing us faster and broader access to information. What about the printing company that hacked the ideal formatting to maximize your exposure and effectiveness in their publications? or the doctor that hacked a new vaccine for the flu?
Hackers are not all evil. Matter of fact, most are just curious individuals "reverse engineering" their way to understanding the inner workings of a model. They are the intellectuals seeking a better way, better understanding and greater control over end-results.
2 DEGREE SUCCESS STEP:
I often ask if you are spending time working "on" your business, not just in it. Analyzing systems, processes, procedures, workflows and more. Breaking down the decision pathways of a reluctant client to ensure you "know" what questions or hesitations will arise on the way to a successful integration.
Take a few hours (if you cannot afford a full day) each week to "hack" a system you work in. Look at it inside and out. Tackle only one at a time. Look for the nuances of its inner workings and functionality. See if there is not a step that can be circumvented or streamlined.
Most often the greatest innovations are an improvement on a existing process or product, rarely a new creation. Innovation is improvement and hacking your way through a problem to its root allows you the understanding and power to make innovative change!
Here is to becoming a hacker... the legal kind that is.
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
Morning Motivator - Eat More with Smaller Bites
"It is not the horse that draws the cart, but the oats."
- Proverb
Everyone wants to land the huge deal! Why not? It takes the same amount of work and time to hit the big lick and it does to get a small one, right? Well, maybe...
In managing a rapidly growing business, I am finding that we may be better served to take many more small bites, chew and digest effectively, rather than try to shove a whole meal in our mouth and force it to be swallowed. We just cant chew fast enough to get it all down without choking.
Maybe it is the small deals that come in quick, simple succession that make more sense. If you could add 1 new client for the next 24 months, would that be better or worse than adding 1 client 24 times as big 24 months from now? You may just starve your business waiting to devour that big client.
2 DEGREE SUCCESS STEP:
Heavy hitting top producers will always say that you should go after the big guys. They contend that the time and effort is equal whether the client be large or small. They also are at a different point in their business...
How many top producers do you know of that only do 1 or 2 monster deals per year? Most, if not all, do many deals per year. Often, they have built a team and added support systems to handle the "smaller" deals so they can focus on the bigger ones.
Top producing individuals have one of two things: (1) Enough small deals coming in weekly/monthly that are handled by their staff - or - (2) Enough prior income/revenue that they can afford to feed off their saving sin pursuit of the monster deal. Both says work and both are successful.
The question becomes, "How do you get to that level?" Small bites may get you there faster.
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
- Proverb
Everyone wants to land the huge deal! Why not? It takes the same amount of work and time to hit the big lick and it does to get a small one, right? Well, maybe...
In managing a rapidly growing business, I am finding that we may be better served to take many more small bites, chew and digest effectively, rather than try to shove a whole meal in our mouth and force it to be swallowed. We just cant chew fast enough to get it all down without choking.
Maybe it is the small deals that come in quick, simple succession that make more sense. If you could add 1 new client for the next 24 months, would that be better or worse than adding 1 client 24 times as big 24 months from now? You may just starve your business waiting to devour that big client.
2 DEGREE SUCCESS STEP:
Heavy hitting top producers will always say that you should go after the big guys. They contend that the time and effort is equal whether the client be large or small. They also are at a different point in their business...
How many top producers do you know of that only do 1 or 2 monster deals per year? Most, if not all, do many deals per year. Often, they have built a team and added support systems to handle the "smaller" deals so they can focus on the bigger ones.
Top producing individuals have one of two things: (1) Enough small deals coming in weekly/monthly that are handled by their staff - or - (2) Enough prior income/revenue that they can afford to feed off their saving sin pursuit of the monster deal. Both says work and both are successful.
The question becomes, "How do you get to that level?" Small bites may get you there faster.
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
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