You Own Your Personal Development

Own Your Personal Development

A trio of lists focusing on Personal Development.

  • One is all about excuses you may have heard why people don’t invest in their personal development.
  • Two is all about what you can do to own your personal development.
  • Three highlights the benefits to you of taking control of your personal development

5 Excuses From Sales Professionals Not Owning Personal Development

Ever hear yourself using these excuses?

🙉 Excuse 1 – Negative Self Talk

  • This is probably the biggest barrier to personal growth for the majority of people
  • “I’m not as good as her”, or “He is more of a natural at this than me”.

🙉 Excuse 2 – Lack of Support

  • There’s no one around that even understands, let alone supports your desire for personal growth.
  • “I want to do it but they wont give me the time”, or “If I ask I don’t think they will let me”

🙉 Excuse 3 – No Clear Goals

  • Until you know what you want you can’t make a map of how to get there.
  • “I’m just to busy with work to write down my personal goals”

🙉 Excuse 4 – Playing the Blame Game

  • Until you take full and total responsibility your chances for personal growth success will be limited at best.
  • “I would have done it if she hadn’t had done that”, or “Its only because of him that this didn’t happen”

🙉 Excuse 5 – I Know it Anyway

  • This belief that our ego needs to always be right. Be better-than, more successful than
  • “If they had done it my way”, or “If only they had listened to me”

Remember these are 💯% excuses and you 💯% own your personal development!

Ten quick tips that will help you build your self development plan:

💪🏽 Start Now

  • It’s that simple start now and build on what you learn daily

💪🏽 Take Baby Steps

  • Break your goals into smaller steps and keep the end result in mind

💪🏽 Learn From Others

  • Find a mentor, read books and attend events

💪🏽 Love Change

  • You can’t escape it and your plan needs to embrace change

💪🏽 Be Accountable

  • Your responsible, nobody else. If you don’t bother there’s no fairy godmother

💪🏽 Recognise Your Value

  • Don’t discount the value in getter better at what you currently do

💪🏽 Be Deliberate

  • Make sure you really want to do it. Is your goal and intention aligned?

💪🏽 Stretch Yourself

  • Find the middle ground. Goals that are easy or impossible don’t work

💪🏽 You’ve Got To Love It

  • Don’t do things if you don’t like doing them. Your goals must match your values.

💪🏽 Be Resilient

  • You will hit highs and lows so your development plan needs to be achievable and balanced.

Personal Development is About Investing in Yourself. It’s not about waiting for your company or employer to do it for you.

Here a Six core benefits to personal development:

👍🏽 Heightened Self Awareness

  • You get to know who you really are, your values and what you truly believe.

👍🏽 A Clear Sense of Direction

  • Decision making and prioritisation becomes a lot easier.

👍🏽 Improved Focus and Effectiveness

  • Meeting deadlines and ignoring distractions becomes natural.

👍🏽 Exceptional Motivation

  • When you know what your setting out to achieve its much easier to see the benefits of taking action.

👍🏽 Greater Resilience

  • Personal development cant stop bad things happening but it will help you be able to deal with them.

👍🏽 More Fulfilling Relationships

  • You are better able to see what relationships are worth investing in.

A differentiator between average and top performers is that a top performer owns their personal development.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts.

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Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

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Become A Great Sales Coach

Being a great Sales Coach is a differentiator when it comes the results of sales teams and the results of individual sales professionals.

The quality of a Sales Coach has a direct impact on sales performance whilst also positively impacting attrition rates when it comes to your star performers.

Effective Sales Coaching is critical in driving sales performance and addressing attrition rates

So we know the problem and challenge we are faced with.

The activities performed by a Sales Coach are not always supported by a company manual, a set of documented processes or the luxury to observe a role model.

Recognising this I wanted to offer some of my experience gained over the last three decades as a Sales Coach.

Here are the three different approaches to Sales Coaching that I use:

Dedicated infield Sales Coaching session:

  • These are not joint customer visits. These are dedicated Sales Coaching sessions.
  • Personal development goals are agreed based on a previous observation(s) or agreed competence gap(s).
  • The sales call has been selected in order that the Sales Coach can observe these specific development goals.
  • The Sales Coach will not play an active part in the sales call and will observe the sales professional.
  • A feedback session is held after the sales call to reflect on progress and any future development opportunities.

    Structured Sales Meetings create clarity win performance and development goals.

Sales Coaching in structured Sales Meetings: 

  • These are diarised Sales Meetings, they are weekly and are in place to support the sales effort.
  • Sales opportunities are identified and prioritised to improve success rates. Considering likelihood & confidence to close the deal.
  • Blockers or resource(s) required to move the opportunity forward are identified and a time bound action plan is agreed.
  • Recognition opportunities are actively sought and performance concerns addressed.
  • These meeting provide a safe place for performance to be discussed and build trust between Sales Coach and Sales Professional.

Adhoc Sales Coaching creating motivation & intimacy:

  • Reach out to a sales professional offering specific coaching support if you know the call that are making will be a challenging one.
  • Check in with a sales professional at the end of the day after they were making a challenging sales call.
  • Ask if they had the opportunity to work on the development goal and ask what they did differently this time around.
  • Share materials that will assist the development goals of your sales professionals: articles, blogs, data etc.
  • Provide the space for your Sales Professionals to make safe mistakes.

Using Sales Excellence Principles #3’s  Sales Leadership Toolkit  your effectiveness as a Sales Coach will increase. 

The 5 Principles of Sales Excellence are:

Business Strategy – Leadership has a genuine commitment to develop Sales Excellence.

Growth Management – Meaningful targets are set and the performance of the business is made visible.

Sales Leadership – Managers spend their time on business performance and people development.

Sales Execution – Sales standards are clear & consistency in Sales Execution is achieved.

Pipeline Management – Sales pipeline and lead management practices are in place and are effective.

Contact me if you want to talk more about The 5 Principles of Sales Excellence & about how I can help your company “sell more“.

If you enjoyed this article please click LIKE and click SHARE to share it with your network.

I also invite you to read some of my recent posts.

8 Tips For Managing a Sales Team

Use Recognition To Drives Sales Results

Weekly Sales Meetings Drive More Sales

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Weekly Sales Meetings Drive More Sales

Weekly Sales Meetings Drive More Sales

Conducting Weekly Sales Meetings is a skill.

It’s a skill that is often incorrectly assumed to be second nature to any Sales Manager.

But like most assumptions it’s someway of the mark.

In Sales Excellence Principle 3Sales Leadership I take you through a set of  behaviours, processes and learning modules to get your Weekly Sales Meetings firing on all cylinders.

I see gaps in this core discipline for three main reasons:

  1. There is no process or structure set out for them to follow.
  2. They have not had an experience that has allowed them to learn from a role model.
  3. They are put in the role and told to get the sales team to “sell more”.

There are 3 🔑’s that if followed the effectiveness of Weekly Sales Performance Meetings increase:

🔑 #1 – Focus on future activity as there is little point raking up the past. Take the learning for sure, but, 70% of the meeting should look forward & focus on setting the next week up for success.

🔑 #2 – Make them snappy and 30 mins duration per meeting is plenty. You have to create the boundaries for these meetings to ensure they are focused performance reviews & not chat shops.

🔑 #3 – Your job is to listen and ask probing questions as required to move the conversation & opportunity forward. This is a meeting for your sales professional to own so ask them to take notes & record action points.

But it cant stop there as the expectation of holding Weekly Sales Meetings is to create more sales.

So as an extra….

The 5 👣 that Sales Manager should take to create more sales by holding effective Weekly Sales Performance Meetings:

👣 Culture – Effective weekly sales performance meetings are one of the most critical activities required to sustain a sales culture. Specifically as they create, support and sustain growth.

👣 Support – reviewing pre call plans for the next week & post call reports from the prior week are ways to help you evaluate how effective your sales professionals are in executing the strategies & expectations you have set.

👣 Numbers – know your numbers as they give confidence & build trust. Use numbers to give a kick when it’s needed & use the numbers to reward and recognise successes. Sales Performance Meetings must be about the numbers & not the maybes, should’ve or could’ve.

👣 Motivation – for sales professionals peer pressure and competition are a very powerful form motivation. Leverage this motivation in Weekly Sales Performance Meetings. Why not use League Tables to keep this visible?

👣 Consistency – hold your sales performance meetings at the same time, on the same day of the week, every week & with an agenda that is the same every time. This will ensure your integrate this step into your sales DNA & sales process.

Follow all this advice and your sales outcomes will improve and your effectiveness in holding Weekly Sales Meetings will improve.

The 5 Principles of Sales Excellence are:

Business Strategy – Leadership has a genuine commitment to develop Sales Excellence.

Growth Management – Meaningful targets are set and the performance of the business is made visible.

Sales Leadership – Managers spend their time on business performance and people development.

Sales Execution – Sales standards are clear & consistency in Sales Execution is achieved.

Pipeline Management – Sales pipeline and lead management practices are in place and are effective.

Contact me if you want to talk more about The 5 Principles of Sales Excellence & about how I can help your company “sell more“.

If you enjoyed this article please leave a COMMENT, click LIKE and click SHARE to share it with your network.

Please also take some time to read some of my other recent posts.

Set Sales Targets That Get Smashed!

Missing Your Quota? Then Up Your Call Rate

Take control of your Sales Pipeline

8 Tips For Managing a Sales Team

When is the best time to make a Sales call?

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

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