I am fascinated by the way salespeople define success.
It is usually very personal and intimate and reflects their perspective on their own life.
Some define income as "he who dies with the most money" is deemed successful.
Others use the importance of their job to determine whether or not they are successful.
A third group speaks of balancing professional life with personal pursuits.
We all learn to define success and, to a certain degree, failure at a very early age.
It happens when we receive our first report card in grade school.
Whether we were educated in a pass-fail system or an A - F system, the marks all of us dreaded were the words "fail" or the letters "D" and "F".
In my world of training and coaching high-performing salespeople, success is a hard-wired mindset, not a result.
It is based on these beliefs:
* I can always do better
* Challenges are motivating
* I can positively impact any outcome.
We all have the aptitude to succeed, so the missing ingredient is determining whether or not we have the ability.
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While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit. |
