I received this thought from one of my J&J company resources. I found it a valuable thought, so I thought I’d share a portion of it here…
Occasionally, it’s important to stop and take time for self-reflection. Think about who you are and where you want to be in life. Thinking about these “big questions” can help you stay motivated to work toward your goals and can help you course-correct if you find you’re heading in a different direction. Here are some questions to consider:
1. What are my core values? Am I living up to them?
2. Am I giving my best energy to my daily activities and loved ones?
3. Where do I want to be in 5 years? 10 years? How do I get there?
4. Am I taking care of myself, physically, mentally, and emotionally?
5. What were my biggest successes and failures this year? What can I learn from those experiences?
6. What kind of impact do I want to make on the world?
In listening to Zig Ziglar Secret’s of Closing the Sale recently, I heard this quote:
Strive for 2 things every day…be the best you can be today, and learn something today that will make you even better tomorrow.
As easy as this sounds, “life” has a way of getting in the way and before you know it, another day has slipped away and you wonder…”Where’d the time go?” That is a valid question, and is the first step in making this quote come to life in your evolution.
It takes focus and energy to bring this to life.
Be the best you can be today – prepare, plan, execute, analyze the results…repeat…repeat…and repeat. What my career in sales and sales leadership has taught me is that success is a foreign concept to those who don’t plan and execute. Laziness will always catch up to those who practice it. It takes hard work to be your best, but why would you give any less to you or your employer?
Learn something today that will make you even better tomorrow – the concept of intellectual curiosity is one that has always come natural to me but appears to be foreign to some of my co-workers and family members through the years. I have “bet” some of my reps $5 during a field day that I could learn something about their territory by asking questions of customers that they didn’t know already. In most cases, I kept my money. Simply keeping your eyes open and listening to what is going on around you will give you insights that you can leverage to become better tomorrow. As Dave Ramsey has been known to say, the difference between you today and you ten years from now is the books you read and the people you meet. Make those encounters count!!
Nobody is perfect, but all we can strive for is continuous improvement! Who’s with me???
“A short pencil is always better than an long memory…so write it down!”
I ran into a former co-worker this week, and he quoted one of his former directors as saying something I had never heard before. He said his old director would say at meetings…”a short pencil is always better than a long memory…get ’em out.“
Now today I always struggle with using a pencil or a stylus…using paper or going paperless…but either way, I still agree with the concept of this quote. I live in a world where we are all about the “call continuum”…the concept of progressing a call forward from one time to the next. Nothing is more frustrating for me as a manger, and I’m sure for the customer also, to feel like we are just replaying the same call that has occurred multiple times before. Many times when we stop and attempt to diagnose why this happens, it boils down to the rep not writing down what happened before so by default they ask the same questions and re-run the call again.
One of the keys that I truly believe separates “good from great” in sales is the applying the skill of consistently taking notes and reviewing those notes prior to sales calls so the time we spend is as effective and productive as possible. I face this myself as a leader when I have interactions with my team. I can’t count the number of times that I’ve left a conversation with a co-worker and 30 minutes later a follow up item pops into my mind that I should’ve asked about. What a waste of time and energy that is! The better I am at writing things down AND REVIEWING them before interactions, the more effective I will be.
The same is true for you…regardless of the industry or business you are in. Write things down, whether using lead and paper or a stylus and tablet, so that you can keep up with what is going on and can become a more effective version of you. Now go get busy!
I love this video from Frank Martin and his early days at USC. The video title describes it as an **EPIC RANT**, and while I disagree with that description, you can tell he is visibly upset at his players. Throughout this video, he drops some great pearls about life, leadership, work ethic, and basketball!
Here are a couple I found particularly interesting:
You gotta have pride in your work
You gotta invest yourself to be good
If you have no passion for what you do, you shouldn’t do it!
You control who you are everyday in your life…if you walk around with your head and shoulders down, you got no chance!
(about his players) If I’ve lost them, they better disappear
For the ball to go into the basket you gotta have courage and you gotta work at it
In life, you get what you deserve
All of these statements have a similar feel to it, which is far less common than it used to be…You have to take responsibility for your actions! Don’t blame others, you aren’t a victim, you have created this situation you are in through a series of choices you made over time.
I posted another video from him in a previous blog post about his reaction to Castro dying (his family is from Cuba), and he speaks more about personal accountability in that one as well.
While he can be overly boisterous with his players during a game, this guy is deep into accountability and leadership. Good stuff here!
I came across this short little video today while searching for a video explanation of the “Oz Principles.” While only a couple of minutes long, it does a great job of calling out the 4 key steps in establishing a culture of accountability.
Inspect what you Expect
Provide Feedback and Consequences
This is a very timely video in my current leadership capacity as we begin 2019 and look to improve performance over 2018. One of the key areas for my focus this year is landing on and establishing the critical few expectations for the team. As simple as it sounds, if you can establish the expectations that will drive the performance you desire to have your team achieve, then you’re onto something! In a world where you get pulled in multiple directions, however, this isn’t as nearly as simple as you’d like to think it would be. It takes a lot of focus, analysis, and strategy to land on the critical few expectations that will drive the results needed to win in my company and yours also!
Take a look at this quick little video and I intend to break down each of these steps over the next 4 weekly blog posts and how I’m making it work in my business!
Now go out there and be successful in all that you do!
So I’ve got a master plan for 2018…I’m going to see if a planned approach to my blog and social media activity will indeed increase my followers. I’m not going to disclose my “plan”, but I’ll be interested in the results. There are many sites that talk about your “personal brand” which includes such a planned approach to social media. The one that spoke to me was this one from SproutSocial. Review it if you’d like!
My current social media following as of 1/1/2018 is:
Facebook – 880
Twitter – 195
Instagram – 106
LinkedIn – 644
Blog Subscribers – 1
I’ll keep updating this through 2018 to see if my “personal branding” plan generates the anticipated results.
I’m a Husband, Father, Son, and Brother who loves my Savior, my Family, my Church, and my Job. I am passionate about the Art of Selling, selling the RIGHT WAY, and learning to be a better Leader of people every day!!