Accomplishment Coaching

Remember starting that new job?  Or moving into a new position after a promotion?  As exciting as it can be, it frequently comes with some challenges, especially for a new sales manager.

So, what are the greatest challenges a new sales director / manager faces?  And most importantly, what are some ways to move beyond those challenges?

1) Overcoming the context of “You need to fix the mess your predecessor left behind.”

Suggestion = Start a dialogue with your boss and direct reports to get their experience of your predecessor complete. No matter what happened with your predecessor, you’re walking into an existing context that may not support your success. Context is decisive, so if you don’t address this, you will have a heck of a time “proving yourself” because your boss and team will be constantly comparing you to your predecessor rather than the actual goals of the organization.

2) Align the existing sales team on your vision, commitment and goals for the organization.

Suggestion = A new sales director/manager (like any human) will automatically focus on their performance. That’s not your job. Your job is to publicize your vision, commitment and goals for the organization by fostering partnerships, defining clear expectations, and implementing a uniform project design or results plan that everyone is accountable to - including you.

3) Ensuring an effective and fair system for having the right team in place.

Suggestion = Fostering authentic and responsible relationships with your team AND defining crystal clear expectations is paramount. In doing so, you have the ability to inspire, acknowledge, discipline and terminate members of your team with the fewest negative consequences. Have a clear results measurement system, publicize it, coach your team to take appropriate action on the plan, offer feedback immediately, and don’t be afraid to make changes to the team at any time.

As a new leader, you have a terrific opportunity to make a difference.  By focusing on serving your new team, you will accelerate relationships and results immediately.

Preston True Career Development, Leadership Development, Marketing Business Development, Career Development, Coaching, Entrepreneur, Leadership, Sales and Marketing

Goal #144 - “Ask my partner to give three hours of his/her time per week, to release me to do something I really enjoy.” ~ Thomas Leonard, www.thomasleonard.com

Can you imagine that? 

Most of us can’t.  Time is just too scarce.  Just too valuable.  Plus, we’re the only ones who can do what we do.

What a crazy trap we set for ourselves.  Much of it is based in ego; the rest based in the concept that suffering under current circumstances is still more comfortable than changing them.

So why not ask your partner, friend, spouse or colleague to give three hours of his/her time this week.  Sure it might seem a bit uncomfortable, but imagine what those three hours will be like if you’re doing something you really, really want to do.

If you’re really saavy, you might just consider spending those three hours developing even more awareness and breakthroughs around time - check out our Time Leadership Workshop on February 25^th.

Tick tock,

- Coach Preston

Preston True Career Development, Leadership Development, Marketing Business Development, Client Development, Entrepreneur, Personal Development, Professional Development, Sales and Marketing

Leadership is often thought of as a mysterious title or set of skills, available only to a priviledged few.  That is not the case.

Listen in to my interview with architect and carpenter, Roger Wade.  Roger shares an inspirational story of leading by example in family and career.

Listen in by clicking here.

Happy Listening,

-Coach Preston

Preston True Career Development, Leadership Development, Marketing, Spirituality Career Development, Leadership, Personal Development, Sales and Marketing

As leaders in business and life, we’re called upon to have lots of answers.  Frequently, we come up with an answer that works.  As well, we come up with ones that don’t.

But maybe being a powerful leader isn’t about having the right answers.  Maybe it’s about creating and asking powerful questions.  Consider some of the most powerful leadership is delivered through questions.

Eric Vogt, Juanita Brown and David Isaacs wrote a fascinating article called The Art of Powerful Questions.  In it, they explain the architecture of powerful questions.  I’ve paraphrased the definitions below:

1. Construction - We all understand open-ended questions to be far more powerful than closed-end (questions that get only a Yes or No answer).  Use questions that begin with “what”, “how”, “when”, and “where”.  These evoke insight and discovery.
2. Scope - When asking questions, be aware of how big your question is.  There’s nothing wrong with the question “How can we fix the SE Michigan economy”, but it’s a doozy to answer.  Rather narrow the scope down to your immediate audience - i.e. “What action can you take today to create a new client?”
3. Assumptions - Almost all questions we ask will have assumptions built into them.  “How should we revamp the automotive industry to improve our economy” assumes that if the auto industry is revamped, our economy would improve.  Perhaps it would and perhaps it wouldn’t.  The lesson in this architectural component is to become MORE aware of the assumptions in questions and to use assumptions appropriately.  Here’s a great example:  “What went wrong and who can we blame” vs. “What can we learn and what new possibilities have arisen from this situation”?

So, how can you apply these concepts to your own leadership?  Lots and lots of practice.

Here are some questions to get you started:

• What’s possible for you to spend an hour more time with your family each week?
• How does discipline impact performance in your organization?
• What situation in your workplace, community or the world would you like to see turned around?
• What does a blessing look like?
• What “fray” are you involved in that you could “rise above” by taking an aerial view?
• What project or relationship have you been hanging on to so tightly that it’s causing you to lose balance?
• What in your life still has the plastic on it, being saved for that “special occasion”?
• What’s the payoff for giving up?  For digging in?
• What are ten new ways to increase your visibility as a leader?

Getting the question “right” is not the point.  It’s about expanding by practicing.  Keep asking questions each day and observing the results.  Take the questions above and use them in your business and community.  Empower others to come up with the answers.  Soon enough, you’ll become the leader you’ve always wanted to be with a heck of a lot less work.

How exhausted have you become in trying to have all the answers?

Happy Inquiry,

- Coach Preston

Preston True Career Development, Leadership Development, Marketing BNI, Business Development, Coaching, Leadership, Personal Development, Professional Development, Sales and Marketing

One of the founders of the coaching industry, Thomas Leonard, came up with a list of 546 goals to keep us focused and evolving.  I wanted to share one of my favorites:

Goal No 29 - Start reading the books that will help you evolve instead of merely develop.

I’ve not shared much about the books I read and the impact they have on me - shame on me.  Perhaps one or several will make an impact on you as well.

Here are several in no particular order:

• Immunity to Change - A bright, new perspective on the idea of Context, the lens through which we see the world.  Our immunity system (physiologically speaking) is a powerful deterrent to nasty stuff.  It can also be a deterrent to the things that are good for us as well.  Not only do authors, Kegan and Lahey, offer powerful case studies, they walk you through a simple exercise to open up our immunity systems to what we do want to let in.

• Rediscovering Catholicism - You DO NOT have to be a Catholic to appreciate this book.  Matthew Kelly is one of my all-time favorite authors (Rhythm of Life is another winner).  Rediscovering Catholicism takes you on a journey of faith, exploration, and responsibility that any leader must practice.  Whatever “church” you subscribe to, a key message is that you as a leader must take the church to the people rather than demand they come to the church.

• The Last Word on Power - This is the BEST book on the concept of Context and Reinvention.  Author Tracy Goss walks with you on a journey in discovering your winning strategy, understanding your ultimate limitation as a human being, putting everything at risk, playing an impossible game and more.  This should be required reading for anyone older than 18.

• A Year with Rumi: Daily Readings - If you don’t know who Rumi is, you’re missing out.  This dude rocks - period.  Although I grew up saying “I just don’t do poetry”, Rumi has invited me to turn 180 degrees.  Coleman Barks has done a magnificent job in translating Rumi’s works to daily readings that will make an enormous difference in your life.

• The Bible (NRSV or NLT Version) - This is the ultimate leadership manual.  I have both my Catholic version as well as a life application version.  One keeps me connected to my faith translation and the other keeps me connected to using the messages of the Bible in my daily life.  I recommend investing in at least one, leather-bound Bible - don’t skimp and buy the cheap versions.

The list will go on. 

Please email me at preston@prestontrue.com with other book suggestions on leadership, faith and discovery.

Happy Evolutionary Reading,

-Coach Preston

Preston True Career Development, Leadership Development, Spirituality Coaching, Faith and Business, Leadership