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

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

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

One of the guys in my Thursday morning men’s group asked the following question today:

“What will be different for you in 2010?”

I immediately became present to the difference this group has made for me - what a gift it has truly been.  For the past 18 months, I’ve been showing up every Thursday morning to explore my relationships, my faith and myself.  Our weekly conversations always invite me to make a difference rather than just accomplish something.

The New Year is a common time of reflection and promise for accomplishment.  Did you reach your goal(s) for 2009?  What do you want to accomplish for 2010?  As customary this process is, perhaps what’s more familiar is realizing the majority of us don’t reach many of our goals.

So what if following this habitual process strategizing accomplishment was actually the thing holding you back?  What if focusing on what you want to accomplish is actually the Achilles Heel you’re fervently seeking to overcome?

What if this year, rather than asking “what do I want to accomplish”, you ask “what difference will I make?”

What difference will you make if you:

• Took more risk?
• Embrace dangerous authenticity?
• Refuse to stop when confronted with obstacles?
• Create a deliberate and intimate relationship with God / Spirit?
• Forgive those who have caused you pain?
• Give up your insistence in looking good and got messy?
• Give up being separate, right and alone in exchange for creating relationships that make a difference?
• Replace 50% of your busy-ness with reading, walking, laughing, or just sitting still?

Consider taking some of these on.  2010 will be a new year of possibility, relationship and connection.  It will be a year of you making a difference.

Are you willing to accept you actually can and do make a difference?

What a gift that will be to us all.

Happy New Year,

- Coach Preston

Preston True Leadership Development, Marketing, Spirituality Faith and Business, Leadership, Personal Development, Spirituality