 Do you ever feel your company should pay you more? Dumb question because the answer is probably, all the time. The better question is are you getting paid what your worth, or are you earning what you’re getting paid?
I recently overheard a group of people talking (whining) about how much or little they were being paid. This group was a well-dressed, and clearly educated. They were talking about how hard they worked, how committed they were and how valuable to the company they were. This is a typical scene played out all over corporate America. Now let me set the rest of the stage; it was Wednesday at 10:30 am, in a Starbuck’s, they weren’t in sales and made excuses to get out of the office and they didn’t have any work material with them. Additionally, they also talked about leaving and working for other companies and pet projects. So I have to wonder, how hard are they really working, are they even earning what the company was paying them and how committed are they if they’re openly talking about greener grass? This scene is epidemic of today's workforce. People, not all of course, perceive they are working hard when in reality they are whining, gossiping, dreaming, wasting time and making excuses. Then they wonder why they aren’t being paid more. The answer is simple, if you want more you’re going to have to earn it. It’s time to stop talking and start working. How much you earn is directly proportionate to how hard you work and how valuable you are to your company. If you want to get paid what you’re worth, stop talking and start doing. Earn it! This may not be you, and I’m sure you have people you know who share the mentality of the Starbuck’s group I mentioned. If that’s the case, help them stop whining and making excuses and show them how to earn by producing. Get paid what your worth by executing, adding value and giving more of yourself than anyone else.
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 Sales Managers, Vice Presidents, Presidents, and anyone in position of authority over most sales teams pay attention.
Your strategies and tactics are causing your teams not to succeed. Let me rephrase that... You're causing them to fail - fail at closing sales, fail at meeting goals you set for them (another problem all together), and fail at meeting your company's budget. It's not that you intend too. It's that you've been taught that to be successful in sales you have to learn a sales process. This process is usually a combination of both strategic and tactical tools. The strategy is the high level overview of your sales process, and the tactical is the mechanics of implementing the strategy. Sales tactics at their core essence are; find the pain using questions and diagnosis, create solutions matched up to the pain/problems, sell yourself and your company, how to present, how to handle objections, and how to close. While all useful tactics, if you use them with the wrong top level strategy, your team will fail for the following 5 reasons:
Notice how each reason is strategy related and not tactical. That's because the tactics will be right if you match them to the right top level strategy. So what can you do? Change your strategic approach. Find out what stage the prospect is in their buying cycle and match your approach to that stage. Discover how they make decisions and how they like to buy. Investigate past purchases/investments and look for commonalities. Hint, they'll be obvious. Have open discussions where you're not focused on the objections to come, but rather serving your prospects real needs and projected needs. If you don't change the top level strategy it doesn't matter what tactics you use, your team will fail. Set them up to succeed by teaching them a strategy focused on learning about your prospects buying motives, patterns, strategy, history and what stage they're in. Then and only then, can you and your team apply the correct tactical strategy to close more sales.  Covey said have the end in mind - your RESULT. So what is, or are, results really?
Let's break down the word - RESULTS: Reverse Engineering Success Using Leadership Tactics and Strategies. That ties in nicely with Steven Covey’s, 3rd Habit, Begin With The End in Mind. In other words, if you don’t know where you’re going, you won’t know how to get there or when you get there. You can’t just start taking actions towards a result until you know exactly what it is you’re after. Your results must be crystal clear in your mind. That way you can focus your attention like a laser on exactly what you want. It’s the single-minded focus that makes all the difference. Some activities, actions and strategies will cause your success faster than others. It’s those that you must spend your time on for the highest ROI on your time, effort and money. You’ll never know that specific “how-to” until you know the specific “what” you’re going for. That’s why it’s so important to first decide what you want, and then reverse-engineer your success - the ‘how-to” part - with leadership tactics and strategies. To clarify, strategies are the big pictures plans and the tactics are the “get-to-work’ implementation of the strategies. The topdown approach, begin with the end in mind, will provide clarity, focus and most importantly, your RESULTS to happen much much faster. |
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