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

Yesterday, I had a conversation with Alex, a business owner who expressed his frustration with the current state of affairs.  He’s coming off a roller-coaster year in revenues and worried that 2010 will be the same or worse.  The exasperated question came about half-way through our conversation, “Why does this have to be so difficult?”

I had a conversation with Jeff, another business owner later in the day who’s had three consecutive years of increased growth.  His question to me was a bit different… “When will this actually become difficult?”

The similarities in business, service and geographic location are clear between these two owners. 

So what is it that creates the seemingly enormous difference between the two?  How come one is having the experience of dread while the other is having the time of his life?

I asked and here’s what I found:

Consistency vs. inconsistency - Each year, Jeff makes a commitment to employ only three marketing strategies for the year and to stick with them regardless of the results each provides monthly.  After 12 months, Jeff determines whether to stick with it or start a new strategy.  When asked, Alex shared that he’s tried more than seven marketing initiatives during the past six months.  If he felt it wasn’t working, he’d jump to the next idea.

Integrity vs. incongruity - Jeff makes a point to keep his intentions, speaking and actions aligned no matter what the effort.  He shows up on time, follows through on all commitments, and practices saying “no” more frequently than saying “yes.”  Alex is rarely on time, gets complaints from staff that he rarely follows through, and finds himself overwhelmed consistently.

Action vs. inertia - Jeff starts every day mapping out the five most important actions to take that day, then takes those actions.  Alex spends most of his day reacting to the concerns and emotions of the day.

Neither business owner is a rock star or a buffoon.  They are simply examples of the way we support or cripple ourselves.  Although our present circumstances frequently dictate our behavior and attitude, we really do have a daily choice to be a Jeff or an Alex. 

Which one are you right now?

Choose powerfully,

-Coach Preston

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

This past weekend, I was in my local bookstore walking through the business section.  I was absolutely amazed at how many books there are on marketing strategies and techniques.  There certainly isn’t any reason a business can’t flourish considering the abundance of marketing resources available.

Yet one of the biggest mistakes a business owner can make is to invest in any marketing effort before knowing exactly where the business needs to go.

A powerful solution to that issue… attend our P3 Workshop tomorrow in Ferndale.

Jump into 2010 with both feet.

- Coach Preston

Preston True Leadership Development, Marketing Business Development, Client Development, Coaching, Leadership, Sales and Marketing

Notice is guaranteed

Expert marketer (and dare I say philosopher), Seth Godin, offered one of the most powerful ideas I’ve heard in years:

“The reason they want you to join them is, that once you do, then they can ignore you.”

How frequently do we want to fit in?  Isn’t that the lifeblood of most all communities?  So what could Seth Godin mean?

Perhaps leadership is what he’s inviting us to consider.

Leadership means:

• Being different when all others want you to be just like them
• Being outrageous when all others want to be safe
• Being loud when all others want to be quiet
• Being creative when all others choose to react
• Being responsible when all others prefer the familiarity of victimization
• Being on the margin when all others race for the middle

Communities, businesses, families and organizations require us to join them so they can thrive.  But joining them doesn’t have to mean subscribing to “sheepdom”.  Be willing to bring your crazy ideas, your over-the-top energy, your unrelenting pursuit of integrity, and your quest for excellence.

Leadership Practices:

1. Notice where you complain and don’t act in your business, family or community
2. Make a list of 20 things you’d like to change in your business or life
3. Starting today, make one of those changes - then make one change per day for the next 20 days
4. Practice asking “For what?” about and in all meetings and conversations - (Is the meeting and conversation truly in service to what you’re trying to create?)
5. Practice embracing and having compassion for criticism, upset and funny looks - avoiding those means you’ve moved to the middle
6. Make a list of your three favorite leaders and ask “What status quo are they unwilling to join?”

A bumper sticker on a neighbor’s car reads, “Women who behave will never make history.”

I love it.

Happy Attention-getting,

- Coach Preston

Preston True Leadership Development, Marketing, Spirituality Coaching, Entrepreneur, Faith and Business, Leadership, Personal Development, Professional Development

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