Keeping Sales People Energized

With commission-based employees, it’s not always about the money. Promising boatloads of cash for results doesn’t necessarily motivate, just as chastising someone for failing to make quota often has no effect. That’s because with salespeople, “the desire to be successful in their profession and among peers is extremely important,” says Dawn Brolin, an accountant who offers QuickBooks training and support to small businesses. As a result, recognizing top earners through sales contests (find out who’s top dog), incentive prizes (for reaching various milestones during a campaign) and peer recognition (a shout-out from the boss in a newsletter or meeting, your photo on the wall for best sales in a specific month) works well because the seller stands out from the rest of the team. For a fairness approach, set up different compensation plans for your salespeople based on their productivity. Don’t have your A-team compete against the C-team, or the C-team’s performers won’t bother trying. It’s like weight classes for wrestlers. Brolin suggests giving each salesperson a written list of objectives. Beside each goal indicate your expectations for completion, perhaps with a numeric system­—an 8 or 9 for those with a strong possibility of completion and a 10 for a certainly accomplishable goal. The tougher ones might be assigned a 3 or 4; doable goals that aren’t slam-dunks might be rated 5 to 7. “You’ll find your salesperson will not only achieve those goals but have the passion and desire to continue that success with the next set of goals,” she says. Above all, don’t view individuals who sell for you solely as moneymakers, Brolin says. “Find out what they love to do outside of the job and reward accomplishments with a set of tickets to see their favorite sports team play or a gift certificate to their favorite restaurant, whatever you can do to show appreciation in the short term will provide success for everyone in the long run.” Old sales models are broken in many ways, thanks to an uncertain economy that makes retailers wary of taking on new products. Wendy Krepak, founder of Card Cubby, a small organizer that stores loyalty and credit cards, says salespeople face additional challenges from retail websites and social media, which help businesses sell directly to customers. So just having sales reps in far-flung locations is no guarantee of success. “You need to stay in contact with [remote salespeople] and manage them, so they’re not discouraged by rejection,” Krepak says. Coach them, check in often, solicit their opinions and feedback, let them know what’s working in other regions, and share good news often. She adds that “you absolutely cannot rely on commissioned reps as your sole source for exposure in the retail market.” To move products in today’s marketplace, Krepak says you must market through multiple channels—social media, traditional print and broadcast marketing, networking and building word-of-mouth through speaking engagements, and by attending product fairs and selling them yourself.

3 Keys to Greatness

Three Keys to Greatness by Jim Rohn Years ago, Jim Rohn recorded a 56-minute video for teenagers called Three Keys to Greatness. Although his focus was on teenagers then, the principles he shared certainly apply to adults, too. Here, he lists the three things he believes can lead a person to greatness: 1. Setting Goals: I call it the view of the future. Most people, including kids, will pay the price if they can see the promise of the future. We need to help ourselves and our kids see a well-defined future so we will be motivated to pay the price today to attain the rewards of tomorrow. Goals help us do this. 2. Personal Development: Simply making consistent investments in our self-education and knowledge banks pays major dividends throughout our lives. I suggest having a minimum amount of time set aside for reading books, listening to audio, attending seminars, keeping a journal and spending time with other successful people. Charlie Tremendous Jones says in five years you will be the sum total of the books you read and the people you are around. 3. Financial Planning: I call it the 70/30 plan. After receiving your paycheck or paying yourself, simply set aside 10 percent for saving, 10 percent for investing and 10 percent for giving, and over time this will guarantee financial independence. If a young person, or for that matter an adult, focused on doing these three simple things over a long period of time, I believe they will be assured success!

Developing Discipline

Developing Discipline by Brian Tracy H.P. Liddon said, “What we do on some great occasions will probably depend upon what we already are, and what we are will be the result of previous years of self-discipline.” I believe that with all of my heart. Discipline is doing what you really do not want to do, so you can do what you really want to do. What makes it hard is that in our own human nature, we do not want to do certain things, and so therefore, what happens is we have a tendency to be undisciplined in the areas that we do not care to do. Three areas to develop discipline: 1. Disciplined Thinking. George Bernard Shaw said, “Few people think more than two or three times a year. I have made an international reputation for myself by thinking once or twice a week.” One of the major differences in this discipline of thinking is that people that think their way to the top have the ability to do what I call “sustained thinking.” They have the ability to think on an issue for a long period of time, until that issue becomes clear on the decision that should be made. People who do not think their way to the top have the unwillingness of discipline to master sustained thinking. They will think about something for a while, and then they will get off it and go on to something else. They have never learned how to discipline their thoughts by writing them down. I always keep a pad with me of things that I am thinking. I write thoughts down so that I can stay concentrated and disciplined in that area. 2. Disciplined Emotions. We have choices when it comes to our emotions –We can master them, or –They can master us. I was playing golf the other day at East Lake Country Club, a great golf course here in Atlanta. It is known for being the links where Bobby Jones played. As you may or may not know, he is a legendary golfer who won a major tournament at twenty-one. By age twenty-eight, he had already won the grand slam and retired. Jones had an uncle who said that by the time he was fourteen, Bobby was probably already the best golfer in the world. He certainly was popular. However, Jones was also known for his temper because he would throw his clubs when he got irritated. Jones's uncle sat down with him and said, “Bobby, your problem is you've mastered the game of golf, but you haven't mastered your emotions; and until you master your emotions, you'll never be a champion in golf.” 3. Disciplined Actions. I call the two actions of initiating and closing the “bookends of success” because I really think they are. I know some that can initiate but they can never close; I know some people that can close but they can never get it cranked up. You have to kick start them every time. When you can do both, initiate and close, you have the bookends to success. Allow me to leave you with this closing thought about developing discipline: you cannot give what you do not have, and self-improvement precedes team improvement. The only way that I can keep leading is to keep growing. The day I stop growing, somebody else takes the leadership baton. That is the way it always is.

Good Health - Good Business

Good Health = Good Business A company is only as healthy as its employees. Yet with healthcare costs at an all-time high, the impact of poor health on employee productivity and company profits is leaving many business owners struggling to find a solution. While many businesses have implemented internal wellness initiatives and begun educating their teams about the rising costs of healthcare, these small changes are not impacting the overall health of their workforce, says David Atkinson of Cooper Consulting Partners, a division of Dallas-based Cooper Aerobics. “To influence a true culture of wellness in a business, leadership must educate employees on rising healthcare costs and how an active lifestyle can contribute to the success of the company,” he says. Cooper, which has developed several employee wellness programs, offers these tips for encouraging healthy practices at work. Lead by example. Employees are more likely to participate in wellness programs if their executives and, more important, direct managers are already doing it. Encourage quick health sessions. This can be as simple as a 15-minute stretch break or daily meditation. Combine exercise and relationship building. Try a “Walk the Boss” program, where employees can connect with their bosses during short walks around the building or even stair climbing. Encourage use of the stairs. Give public recognition to employees who complete a certain level of flights each month. Even something as small as painting the walls a bright color can make the climb more enjoyable. Improve selections in the vending machines. Keep the foods and drinks that are better for increased energy and better for you. To manage vendor costs, price unhealthy options higher than the healthy ones.

I love reading inspirational quotes. I hope these pump you up as well. Even on the springboard of success, you have to bounce a little. Zig Ziglar

Thriving Through the Holidays by Jim Rohn

The holidays are upon us; a time of celebration and joy. I love the last days of November through the beginning of the New Year. The pure magic of the holidays is something that I anticipate and enjoy each and every year. For some though, the holidays have lost the joy and excitement they at other times have had. The pace of life has grown so fast—much faster than those first holidays I remember in my life—that some people don’t enjoy the times they get to spend with their family and friends during what is supposed to be days filled with joy and peace. Why is that? Probably a lot can be laid at the feet of how fast-paced our times are, but that isn’t all. I believe our holiday times should be wonderful and filled with lasting and enjoyable moments and memories. So how can we ensure that we come out of the holidays in January with great memories of the past month? Here are six thoughts that will help you experience the holidays the way they were intended to be experienced: Be Temperate Holidays can be days of excess for many—too much food, too many cookies and treats. Too much chocolate, schedules that are too busy. One thing that will help you enjoy the holidays is to be temperate. Enjoy the food. Enjoy the treats. Enjoy the busy schedule of activities and parties. But also be disciplined enough to know when to hold back, when to say, “No.” When we go overboard we regret it and lose the opportunity to fully experience that moment. But when we enjoy a little and refrain from going too far, then we can enjoy all that little piece of time has to offer. Lower Your Expectations Much of the frustration people experience from the holidays is from setting their expectations too high. They expect too much from friends or family, and when they don’t get what they want, they get frustrated. They expect presents to be perfect and when they aren’t, they get frustrated or disappointed. Instead of having huge expectations this holiday season, just take it as it comes and enjoy what you can. And this brings me to my next point. Enjoy What You Can and Ignore the Rest This holiday season, go with an attitude of knowing that things will be what they will be. You can’t control other people or their actions. If a family member pushes the limits of your patience, ignore that and instead focus on how much you can enjoy the time you have with other family members. If things don’t go perfectly—which they won’t—then enjoy what you can and let the rest slide. You will feel a lot better about life if you can take all things a little easier. Stay Out of Debt Debt is a killer. It will steal your enjoyment of life. Be sure to stay within your financial boundaries this holiday season. The last thing you want is to start the New Year with a deeper burden financially. Know where you are financially and stay within those limits. You don’t have to impress anyone, just buy gifts that you can afford and express your feelings in the giving of the gift. Take Time for Yourself Be sure that, no matter how busy you get, you take time for yourself. Take time to read. Take a long bath if that relaxes you. Take a walk. Spend some time of quiet in front of a fire. Don’t rush through the holidays and sap all of your energy. Your mind and body need to be reenergized, so be sure to take time to do so. Focus on Your Spiritual Life Ultimately, no matter what tradition you come from, the holidays are historically days in which we focus on the spiritual. Men and women are created with a natural draw toward spiritual life. However, our culture today tends to stay away from a focus on the spiritual, and that has even crept into our holidays. Be sure to place an emphasis on building your spiritual life and growing in that area. This will help keep you grounded and able to deal with anything that may come your way. Friends, this time of year is another chance to remember the important truths of life and to enjoy time with dear friends and family.

Nine Things More Important Than Capital - By Jim Rohn

When starting any enterprise or business, whether it is full-time or part-time, we all know the value of having plenty of capital (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How? You may ask. Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the list. 1. Time Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time. How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your time. 2. Desperation I have a friend, Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I’ve gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few flyers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer. My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the first job he got was as a night janitor. Someone said, "Bill, why would you settle for night janitor?" He said, "Malnutrition." You work at whatever you can possibly get when you get hungry. You go to work somewhere—night janitor, it doesn't matter where it is. Years later now, Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job—night janitor. Desperation can be a powerful incentive. When you say, “I must.” 3. Determination Determination says I will. First Lydia said, "I must find a customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it will work again." But then the next person said, "No." Now what must you invest? 4. Courage Courage is more valuable than capital. If you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic, unbelievable stories of being in the depths of hell and finally making it out. It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's what now takes over. 5. Ambition "Wow! If I can sell 3, I can sell 33. If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams of the future. 6. Faith Now she begins to believe she's got a good product. This is probably a good company. And she then starts to believe in herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a millionaire today. 7. Ingenuity Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things to do. Ingenuity. What's ingenuity worth? A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work. 8. Heart and Soul What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are ineffective. But, heart and soul is like the unseen magic that moves people, moves people to buy, moves people to make decisions, moves people to act, moves people to respond. 9. Personality You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, effective no matter who you talk to, whether it is a child or whether it is a business person, whether it is a rich person or a poor person. A unique personality that is at home anywhere. One of my mentors, Bill Bailey, taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor. And it makes no difference to you who is rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that 's comfortable. The kind of personality that's not bent out of shape. And lastly, let's not forget charisma and sophistication. Charisma with a touch of humility. This entire list is more valuable than money. With one dollar and the list I just gave you, the world is yours. It belongs to you, whatever piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the resources.