5 Simple Sales Leader Techniques Wednesday, Jan 26 2011

Active Leadership!

Leadership is one of the most exciting roles to “wear.”

Leading a team of winning sales managers and sales people is the ultimate high. The wonder and beauty of people in sales is their energy.  They are hardy, enthusiastic, dynamic, embrace challenge and usually love what they do and how what they sell changes things for their customers.

Nothing is more fun than participating in the high energy when your team is “hitting their numbers.”  Finishing strong means awards, celebration, appreciation and acknowledgement for you and your team!

Inspiring your leadership team when things are doing well is easy.  Because there are extreme highs in sales, the opposite also exits – those extreme lows when some contract doesn’t come through after months of hard effort, loss of a big account or the challenge of aggressive goals for the coming year.

This is the stimulating and challenging part of leadership that gives you your moments to shine!

What’s a leader to do?  A few simple ways to keep growing!

1. Prevention

By having a policy in place where you enforce the need to continually resell your existing customers you can keep business and often prevent loss.  Focus existing customers on the benefits of being with your company and prove that you value them.  Are the benefits increased satisfaction or greater effectiveness, an overall savings in intangibles, greater value to their customers?  Drop in on some of the customers yourself as a way to extend appreciation and value.  People are mobile today and building loyalty is transferable in a big way. Create your list!

2. Support

As the leader your availability to teach, coach and advance skills is one of the best ways to build a high performing team that keeps growing each year.  Build a promotion track with cross-training and mentor programs.

3. Listen

When you work with your team ask questions about their needs, the needs of the customers, what they want from you as their leader.  Highly effective leaders take the ideas, concerns, and suggestions and act on them.  Your credibility increases exponentially when you carry out one of those great ideas.

4. Relentless Effort

Demonstrate unwavering resolve.  Encouraging your team to keep going in the face of adversity, or the big “no” brings rewards.  This builds resiliency and perseverance needed when it’s their turn to lead.

“Resolve never to quit, never to give up, no matter the situation.” Jack Nicklaus

5. Possibility

Engage in possibility thinking with other leaders in your company.  Ask what values and policies they put in place in addition to the ones from corporate that are giving them greater success.  Utilize the knowledge that is available to you.  Stimulate the innovative and creative side of yourself and others to come up with ways to grow the business that gives you an edge.  Do this monthly.

A last note from “Tribes” by Seth Godin –

“The secret of leadership is simple – do what you belive in, paint a picture of the future, go there…people will follow.”

These are just a few simple, straight forward methods.  I’d love to hear some of yours!

What are some of the ways you successfully led year after year? How do you reduce the complexity of retaining business, gaining new business, and developing the next leaders? What are the key characteristics you value on your team?

——————–
Kathy Holdaway is the CEO of Kathy Holdaway Ventures.
She helps maximize leadership, sales, and business growth possibilities
Release your inner genius and experience extraordinary results!

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A brief on how to re-invent how you lead Thursday, Dec 30 2010

 

 

"Pondering re-invention"

Thoughts on how to re-invent and revolutionize how you lead.

Step 5 in my last blog talked about engaging others as a form of collaborative leadership.

Now that you have opened the door for innovation, creativity, and the flow of ideas from all stakeholders, what you do with the information and the ideas can make all the difference. Your leadership legacy is at stake.

 Most managers are not leaders because they are unwilling to take innovative risks.  They don’t want to rock the boat.  You have a chance to improve the way things are done that will increase sales, profits and move you and your team to the edge of greatness because you listened to the ideas from your stakeholders and decided to move on them.

“You can’t manage without knowledge.  You can’t lead without imagination.” Tribes-We want you to lead us by Seth Godin

Action speaks.  Test the ideas. Do a small market test of an innovation that came from your creativity team.  Transfer the “power” to run the test to your trusted high performance team.  Give them a fixed time frame to run the test.  After you experience its success, expand it.  Take the results of your test and determine its viability as a new process for the entire company.  You will be surprised when others begin to see you as a “revolutionary leader”…

What ways can you being to revolutionize the way things are done?

How do you intend to stand out and be counted?

Kathy Holdaway 

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Five Insights on Why Leadership is Everyone’s Business! Wednesday, Dec 22 2010

Collaborating...

 

1 – Input from every level of an organization is a key reason industries are known as movers and shaker’s.  To stand out and be noticed it takes a “nation”.  It isn’t only the people in your company that matter anymore. It is a collaborative view from your inner and outer tribe.  (“A tribe is a group of people connected to one another, connected to a leader, and connected to an idea” – “Tribes – We Need You to Lead Us” – Seth Godin)

2 – By transferring some of the leadership to the smaller players in your organization you begin to empower them to share their brilliance. Freeing up the creativity in unrelated departments invites participation, new ideas, and ownership of the “project” vision and desired outcome.  By creating openings for contribution you enrich as a leader and create people willing to follow dynamically.

3 – Your outer clients/customers have constantly shifting viewpoints, different priorities, and fleeting loyalty.  When you are working with a moving target leading becomes more challenging.  By engaging the thinkers, the idea people, and the creative artists in your organization, and on your teams, you begin to shift your mindset and become more open to making the swift changes that make a difference. Invite your follower’s to participate by listening to their input and ideas of how to keep them interested.

4 – It is especially important in product driven companies to find the sparks that fire up loyalty.  Why are they choosing you and your product over the competition?  Hone in on that, take it to your “creative team”, and see how to expand your reach.  You might be surprised at the ideas that come from someone in an unrelated part of your inner or outer organization. 

5 – Things to ask yourself as you make leadership everyone’s responsibility -

• Am I engaging the brilliance of everyone on my team, or just a few?
• How am I staying current with the changing dynamics and needs of our customers?
• How am I preparing the others in my organization or team to lead our outer tribe?
• What way is social media being utilized by the inner and outer influencers?

 

Let us know how you use collaborative leadership to inspire and influence!  How is it working?  What else is working for you?

Thank you!

 Kathy

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Managers – 5 Ways to Help Underperformer’s Wednesday, Dec 8 2010

The best way to move someone you know is destined for greatness from a mediocre player to performance excellence is often easier than you think.  Try these 5 ways as starters.  They are proven methods you can tweak to your leader style.

1. Begin by making sure this is the job they want.  Ask them what they think is not working for them.  Combine their answers with your observations and develop a strategy to assist using some of the following techniques, plus your already proven methods.
2. Using the information you gathered, review the top performers on your team, and match the developmental needs with one of the team members.  Send the person on a three-day field trip to work in the other person’s territory.  Set up the three days to include the developmental areas.  At the conclusion of the three days invite both people to report the results based on the criteria you initially set up.  What this does is provide leader development for the top performer, helps the person who needs the help realize the level of your commitment to his/her success and often delivers immediate improvement.
3. Depending on the needs, invite product managers, customer service representatives, or marketing to work in the territory of the person who is struggling to be their best.  I found that this works wonders when there is a disconnect between what goes on in the field and the home office.  This increased awareness for both parties facilitates a better working relationship, greater understanding of what transpires in each department and a willingness to collaborate on “sticky issues.”
4. Develop a mentor program and have that mentor work in the other person’s territory and make observations, suggestions and provide incentive for an ongoing exchange.  Include working in the person’s territory two days a month.  Again this increases the leader potential of the mentor and demonstrates willingness and commitment to bring out the best.
5. Increase your focus on the strengths of this person.  See if there are other areas they can contribute and boost their confidence by helping them use their strengths to assist other team members.  They may also have innovative ideas for better ways to do things that would make their job easier.  By utilizing their strengths and giving them an opportunity to help others will increase their field effectiveness.

 What other ways have you tried that work for you?  I’d love to hear your successes!

Thank you,

Kathy

 

 

 

 

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“Tolerations” – the background noise that begs eradication! Thursday, Oct 7 2010

What was that I need to handle?

The recent posts has been about helping ourselves feel good.  There are things in our lives that are like radio static that can have an unsettling feeling – coaches call them “tolerations”. 

 Tolerations are something I work to clear in my own life as well as with clients.  These are the persistent things running in the background of your mind that need doing yet you forget about them until they show their little face.  They are the things you mean to get to yet seem elusive.  One of the ways to identify them is to notice the voices in your head as you go throughout your days.  How often do the same things keep coming up?  

 Tolerations can be any of the following things: 

• A persistent squeak in your car that you only remember when you are driving down the road. 
• A windshield wiper that needs replacing and you only remember when it rains
• A missing button on a favorite suit that you forget about until you go to wear it – again!
• A dripping faucet that you only notice when you can’t fall asleep
• A “serious” conversation you need to have with someone yet you keep putting it off
• Always being late to meet a specific person and you chastise yourself every time
• Overdue books, movies, phone calls, appointments
• Not planning your day and ending up doing every one else’s priorities- on a regular basis
• Not doing the important things first and ending up with all urgent things
• Something you need to return to a friend

  

 What are some of the things you tolerate? 

What purpose does this toleration have in your life? 

What are the benefits of not having them? 

How will being rid of the toleration make a difference in your life? 

 Unlike a habit or a ritual, these are things that can be turned around pretty quickly –It is important to remove them from your life because they do drain energy and steal your focus.  They can interfere with your joy and ability to reach your desired goals.   

Commit to take action  on them now!  Let me know how eliminating them feels for you! 

Thank you for reading this mini-series on ways to improve how you feel about you and your life! 

Kathy

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Developing Habits to Achieve Deep Satisfaction Monday, Oct 4 2010

Winning Habits for You!

 

Building habits and developing rituals are another means of bringing deep satisfaction into your life. They facilitate accomplishing what you set out to do each day.  Some habits take longer to develop while others can happen easily and without much effort on your part.  All it takes is a willingness to begin.  

Staying on the theme of the prior blog – (finishing what you set out to do each day)these are the habits to remove our “undone” frustrations, help us get out of our own way and establish boundaries that prevent unnecessary distractions from others.  

Here are a few things that will be helpful to examine before you create new habits of accomplishment -  

• First identify what gets in your way.
• Clarify the things you can control.
• List the people you will allow to interrupt your actions and why.
• Develop a list of alternative actions.
• Create boundaries for the people who are frequent “intruders” in your day – for example, what times are you available, when is it ok to contact you etc.

   

Next create a list of “whys” you want to do “it” or for “this” to change.  This is the list you go back to when you are tempted to get off course.  The why is what pulls you back.  

Examine the answers to the list above and find the time of day and all the other particulars of your life and decide the process you will take to begin and stick to your new habit.  

Establish a day to begin your new habit or new ritual.  I was reading “Inner Simplicity” by Elaine St. James and came across her piece on creating self-discipline.  She suggested you get a calendar, buy some gold stars and every day you do what you set out to do, put a gold star on that day.   

At the end of the month you want to have “gold stars” on every day.  If not, to establish a new habit or a new routine, you need to begin again.  But wait - all is not lost – you get to see the number of days you had increased satisfaction and celebrate as you begin again determined for an all-star month! 

What are some of the ways you can gain more satisfaction in your day?  How do you go about establishing a new habit or a daily ritual?  How long do you find it takes before it is “second nature”?  

Next…tolerations and how they affect your life…  

Thanks for reading!  

Kathy

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What would cause you to feel GREAT if you accomplished it today? Friday, Oct 1 2010

I am learning from coaching others that the everyday things that go unfinished frequently add up to frustrate and create a pattern of dissatisfaction in life.  I thought I would begin some shorter blogs to address some of these common situations…one bite at a time. 

What would cause you to feel great if you accomplished “it” today?  

We set intentions of how we want our day to go and often at the end of the day we realize what we set out to do did not get done.  Has this ever happened to you?  How many times have you had outside distractions pull you away from the very thing that if done would make your day? And one last question, have there been times when you were the one who got in your own way for whatever reason?  

All too often we set out to do something and we don’t do it… 

What are the most frequent reasons we don’t get something done? 

I did it again - two hours on e-mail!

 

• Not a preferred task
• Forget
• Focus
• Unplanned Meetings
• Checking e-mails every time one comes in
• Procrastination
• Interruption

 What is your “favorite” method of distraction? 

 A way out – One way out of this common dilemma is to take the action on that “thing” you know would make your day at your earliest opportunity.  Try it.  

 What is something else you might try to make sure the task, purchase, paper, project, conversation, sale, phone call, appointment, etc, is done today?  

Thanks for reading and adding your thoughts!  Have a great day… 

Kathy 

Next…developing habits that help you stay the course.

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Empowerment for Women…Article 1 Thursday, Aug 5 2010

Empowerment  for Women – Article 1

A colleague and I were talking this morning about empowering women to live their life authentically.  We have been working on a series to help women discover, open and empower themselves through the key areas of greatest concern. In today’s discussion we talked about the things that we can do to help our “tribe” in the areas of our passions.  My journey has invoked strong passions regarding empowerment.

 One side of this story told below is after the power has been “lost”; the other is the evolving process of moving into your power. It is transitioning into authenticity where nothing has been lost or given up, but there is the desire to be fully self-expressed. The tools are similar; the experiences differ.

 One is not born a woman, one becomes one” – Simone de Beauvoir

Background and how “power outages” can occur –

Because women are such great care givers, it often translates to yielding who you are to the tasks of life, business, and relationship.  Women have been known to frequently surrender who they are, to put others needs before their own, to give way in order to feel acceptance, to please, to avoid stepping on toes and to protect themselves.  The effects over time of such behaviors can leave women empty shells unable to give without further depletion.  It happens over time without notice until something stirs within, a life altering event occurs or something causes an awakening.

 Society fortunately has favorably altered their viewpoint of women; business has changed to accept with welcoming relief women in increasing numbers at the highest levels.  The glass ceiling has been shattered significantly.  More choices mean entering careers later in life to have family first or flexible hours to accommodate the changing dynamics of the generations. There are more places to shine our light and be who we are created to be, yet I still see increasing numbers of women at all age levels, in various careers and “roles” diminished.  Sometimes it is because of these very opportunities and the dedication it takes to remain in these positions that causes a loss of ones true self in the process.  Delicate balance and life management is vital.

 Becoming Authentic and Symptoms of “Power Outage” -

It is easier to know that you are still evolving and moving into your state of authenticity with awareness and focus, but how do you know if you are the “frog in the pot”?

Symptoms - The women who “fall under this spell” are the ones who look in the mirror and no longer recognize the face before them.  Their audaciousness, vivacity, humor, and lightness is replaced with worn, tired, and vacuous eyes. They may find themselves passed over for promotion instead of getting what they want because they “surrendered” when it was not required.  They may experience chaos regarding their next career choice and they may just be “tired of it all” and want to start over!  They may be victims to their own choices not knowing they can make a different decision.  And through no obvious intent on their part, they may find themselves someplace they never thought they could end up.

“So often I have listened to everyone else’s truth and tried to make it mine.  Now, I am listening deep inside for my own voice, and I am softly, yet firmly, speaking my truth” - Liane Cordes 

I know what it is like to be in your fullest power and to fall to the lowest ebb and dive to places that seemed beyond rising.  And because women are resilient beings we come back stronger, vibrant beings with sirens blaring because we can!

 In our seminar series and our corporate programs we provide tools and processes to integrate into your life to either regain your power or prevent its loss and grow into your authenticity, to retain your vitality, embrace your inner power, stay rejuvenated, take risks, and live life fully.

Thank you for reading – more to come this topic!

Kathy

Summertime Sass Series for Women

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“Summer Recess for Leaders” Tuesday, Aug 3 2010

Summer Recess for Leaders…

 While I have been absent for a time from writing, I wondered how many leaders take the time to reflect on where they are and where they are going.  After this time away I decided I would begin to encourage leaders to step away from the daily and embrace the idea of a “summer recess”.  I also decided my re-entry to writing would be brief and on the lighter side.

 re·cess (r s s , r -s s ) n.

1. a. A temporary cessation of the customary activities of an engagement, occupation, or pursuit.

b. The period of such cessation.

http://www.thefreedictionary.com/recess

Notice it talks about cessation and if you follow the link – suspension… a great visual – suspension, as if hanging in the air without boundaries – total freedom!

What form could your recess possibly take?  What benefit could one gain from such action?

A few thoughts on Form -

• A day at a spa
• A day at the beach – alone
• A brisk walk pondering only one great idea, thought, or possibility
• A week without television, radio, e-mail, newspapers, business reading etc.
• A month abroad in a country with sweeping landscapes, wonderful food and serenity for the senses
• A daring action adventure!

What other forms might your recess take?  How long could you indulge?

 Benefits –

• Rejuvenation
• A new perspective on your life, career or business
• Appreciation
• Gratitude
• Fun
• Laughter
• Joy!
• Rest
• Restoration
• Sanity

 No matter what your position, everyone benefits when you take time away from your dedicated responsibilities.  You get to breathe new life into everything you do.  You may even find some unimportant activities to drop, new ones to start, and others to continue.  Enjoy your recess and drop a comment on what it did for you!

 Thanks for reading!

P.S.  Meanwhile during my “recess”, I worked with a colleague on a program designed for women – check it out …Summertime Sass Series.  It’s about empowerment, connection, and life enrichment.

Kathy

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“That’s Why Pencils Have Erasers” Wednesday, May 12 2010

 

 ”That’s Why Pencils Have Erasers” – Donald L. Holdaway   

  

Erase Away!

 Wisdom from my dad…I was speaking with my dad Sunday and I shared a disappointment/perceived life mistake with him and he said “I’m not sure what to say about that; what comes to mind is “that’s why pencils have erasers”.     

 I reflected on his wisdom after the call and thought how perfect!  How many times in our life do we feel the decisions we have made are irreparable.  We look at the consequences, our present circumstances and wonder how we will ever get out of our own way.  His simple wisdom took years off my life in ways I cannot explain, except the perspective of not “seeing” those things any more because they have been erased, created a blank page for a new beginning.  I yelled a big WAHOO and danced!   

Estatic!

 How many times do you wish you could begin again – even just to re-start your day!  Maybe you lost it this morning with your kids, your S.O., your boss or someone who reports to you.  We can at any given moment adjust how we see something, modify a behavior, apologize, take out a clean sheet of paper and begin again.    

 I think a lifetime of what we might perceive as “errors” or “mistakes” can be erased in a moment.  I felt the weight of the world lifted off my shoulders as I realized that even a life time of old patterns, beliefs and ways of being can be rectified that simply.    

 It really boils down to the experiences we want to have NOW.  By asking a couple of simple questions – What is possible now, right here?  Where is the joy here?  Do I need to apologize to anyone, besides myself?  How can I see the beauty, the lessons, and build on the past.  As Shakespeare said “what’s past is prologue”…and what that means is what has happened sets the scene for the next steps, the stuff our greatness and immensity will be made from.  Isn’t that awesome?  These life and business experiences are building blocks for our success.  They are the steps up that give us wings to fly.  So soar!    

 So if you have held yourself hostage in any way, have been blocking your own path – move on, be brave – step forward, slay those old dragons and being again – the slate is clean!  (Now don’t go ask for the raise just yet…it might take the “boss” a moment to realize you just turned a corner…)    

 Questions to reflect on – Are you holding anyone hostage for things you think stopped a good business deal?  Did someone offend you today and are you still carrying the baggage with you?  How can you let go and re-create your day or your life?  Is there anything you need to move forward from?  What part of your business needs an eraser?     

 Share your experience – we’d love to hear!    

 Thank you and have a great NEW day!    

Kathy

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