A Thought on Empathy

Life is about perspective. It’s how we experience situations and the lens through which we view things…good, bad, or indifferent. Empathy is a powerful attribute for us all. Being able to relate to each other is what makes human beings…human.

I just watched the movie The Forgiven starring Forest Whitaker and Eric Bana. This movie is based on real events that took place in S. Africa. It is incredibly moving and serves as proof that it is possible – even under the worst circumstances – that we can all find common ground, forgive when needed, and find a positive path forward. Rarely have I seen something so powerful in a film.

#Empathy

#Coaching

#Selfimprovement

#SelfAwareness

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Business – it’s all personal

Business exists to serve peoples needs. It doesn’t matter if you work for a B2B, or B2C company. Somewhere downstream in the process, is a consumer who is making a decision to buy a product or service you make, or contribute to making.

Business is very personal. Only people can care, a business cannot. A business may be a culmination of caring people but by itself, a business is nothing more than an idea. People bring ideas to life. People bring passion to their work and workplace. People bring thoughtfulness and caring for one another and a community. That all happens with people. A business can only serve as a conduit to deliver what the collection of these people express.

When I hear “it’s not personal, it’s just business”, I would say, it’s all personal. People give their most valuable asset they have to a business…their time. With that time they could invest it elsewhere to generate different returns. With their families, with other businesses, other ideas, other objectives. It is a trade-off. Yet once that trade-off is made, an individual is committing themselves – their person – to the business. This is how business gets done, and it becomes very personal.

Empathy is a key emotion to bridge the gap between business and personal. Why? Because time is the only thing that binds us all together. We all have a set amount of sand in our hourglass. When it’s gone it’s gone. Take some of your sand, and use it with others at work to demonstrate that you hear them, you understand their challenges, and you have ideas to share that can help them. By doing this you add value. And while no one can put more sand into anyone’s hourglass, we can all put a little value into each other’s lives…in, and outside, of business.

Type A Personalities – 3 ways to confront anxiety

Worker thinks solution of his problems

Hard charging, Type A personalities, often struggle with taming their fear of failure.  Most would agree that fear, when kept in check and under control, is an emotion that can both protect and propel us.  Understanding the cause of the fear you’re experiencing is the first step to developing a plan to calm it, contain it, control it.

Anxiety is the result, or symptom, of fear. If I fear I won’t be able to hit the ball, anxiety causes me to dread my up-at-bat.  If I fear I will fail my statistics class, then anxiety will kick in and cause me to block any learning that will ultimately help me pass the class. If I fear I will miss my monthly sales number, my anxiety will cause me to go into rapid-fire mode doing as many things as I can simply to create the appearance that I’m working hard.

Anxiety perpetuates fear, creates the stress, and force, strong enough to shut you down.  Dealing with anxiety is critical to successfully navigating change, taking risk, and managing failure.  Here are 3 ways to keep your anxiety in check:

  1. Ask the question “why not me?” When we think we will fail it is because we don’t feel competent, smart enough, savvy enough, or insightful enough to win.  Why not? Rather than thinking about the failure, replace that thought with the question why not me.  I’m smart, why not me?  I’m intelligent, why not me?  I’ve accomplished a number of great things, why not me?
  2. Turn anxiety into excitement. Replace, what if I fail, with what will I learn? Replace what if this doesn’t last, with how much better will I be no matter how long this lasts?  What will I have experienced that will make me more valuable, more fulfilled?
  3. Breath. The power of 10 minutes of just breathing is quite powerful.  Call it meditation, self-reflection, self-empowerment, or self-love, whatever you call it the purpose of this 10 minutes is to rebalance your inner self.  To bring calm to any internal bubbling that’s taking place.  There are thousands of books on this subject, apps for your smartphone, and calming music for your ears.  Get one, or some, but act now to calm the storm from building.

12 Things Great Leaders Do Daily

McChrystal

By definition a leader is a person who leads or commands a group – at least that’s what Professor Google says.  My definition is a bit different.  Who wants to be commanded?  Sure there are times, situations, and circumstances when being in command is required.  Directing, ordering, and controlling are verbs that often come to mind when we think of leaders.

Just about anyone can be taught to do these things.  Just about anyone can dish orders, direct others, and attempt to control.  Many “leaders” regardless of training can do this for some period of time before being discovered as ineffective.  Great leaders however, take a different approach.  These leaders must do all the directing, ordering, and controlling as previously mentioned but it’s how they accomplish these things that set them apart.

Great leaders are great because they:

  1. Understand how to empathize
  2. Effectively communicate their vision
  3. Ask great questions, deep questions that provide insight
  4. Act in their own authentic way, not trying to be someone else
  5. Adopt a beginners attitude
  6. Surround themselves with people smarter than they are
  7. Spend time on self-reflection, how they operate and the result produced
  8. Network and connect with others to learn
  9. Ask for, and accept help when needed
  10. Lean on mentor(s) for coaching and perspective
  11. Roll up their sleeves, never asking others to do something they haven’t or wouldn’t do themselves
  12. Inspire others through their words, actions, and behaviors

So start today with some self-reflection.  What are you doing?  What do you spend most of your time on?  How do you interact with those around you?  What’s the reaction of others when you walk in a room, speak during a meeting, engage with others in a break-room?  Consider this list and strive to embrace each one in a genuine way and you’ll find your results improve in a timely manner.

Strive For Mastery, Not Perfection

obi-wan-kenobi

Recently I was having a conversation with a long-time mentor, coach, and friend.  I was sharing my thoughts on a new endeavor and happened to mention that I was “trying to perfect” the thing I was working on, before attempting to market it.  My mentor stopped me in my tracks and said, “Not perfect.  Don’t focus on perfect, you’ll never get there.  Focus on mastery.  You want to be a master.  No one is perfect, nor will anyone ever become perfect.  But you can become a master.”

While certainly a profound statement, it wasn’t the first time I had heard this.  In fact, I recently went back and re-read one of my favorite books by Seth Godin, Linchpin. For Seth fans, you’ll know that he strongly believes in creating remarkable experiences.  In Linchpin he talks about being an artist.  Making your work, art…and art by definition isn’t perfect.  Some of the most valued art in the world is not “perfect”, instead it was created by a master, and even loved for its flaws.

Mastery is an ongoing journey while perfection suggests you’ve arrived, you’ve made it, you’re done.  What lies after perfection?  What’s left to learn?  What’s left to develop? What’s left to explore?  What’s left to invent?  The world is a timeless collection of things and events that simply prove perfection isn’t possible.  Instead, the world is changing, evolving, reinventing every day, minute, and second.

So with that, I will begin reframe my perspective to focus on mastery rather than perfection.  By accepting mastery as my goal versus perfection, it empowers me to accept life’s fact that there’s always something new to learn and invent.  Will you join me on the journey to mastery?

3 Quick Ways to Know if Your Team is Sales Enabled

Detective

You’ve got a great product, competitive pricing, and best-in-class service. Your revenue numbers should be exploding and new recruits should be beating your door down for the chance to work with you. But none of that is happening. Revenue is flat, turnover is higher than average, and your sales team can’t seem to provide accurate forecasting that you can depend on. So what’s wrong?

For the moment we’re going to focus on your sales efforts and put Marketing to the side. You seem to have many positives in your direction but progress is alluding you and your team. Start by probing into these 3 areas of your Sales team:

  1. Education. Knowledge is only powerful if the owner knows how to apply it. What’s your philosophy on learning? Do you run your team through sales training and consider it a box checked off? How much self-educating and self-development is taking place? Are you encouraging your team to expand their horizons beyond what you’re providing them? What actions are you taking to facilitate or develop a learning culture? Without continuous education and learning your team is at a disadvantage.
  2. Resources. How well equipped are your sales people? The best warriors need weapons. A sharpshooter can’t perform without bullets, nor can a drummer play without sticks. Your sales people need tools. They need resources. Resources could include a killer website, an eBook, a webinar, or podcast. No matter what the product or service is that you’re providing, your team needs tools. It’s been reported that the average B2B buyer consumes 6 pieces of content before making their purchase. The days of a handshake and charismatic smile winning the deal are over. In the “age of the buyer” the demands are much greater for tangible value.
  3. Application. Simply having the knowledge along with great tools still isn’t enough. Direction on how to apply that knowledge and those tools is critical. This is where the true “enablement” piece of Sales Enablement happens. Navy Seals aren’t great just because they are educated on warfare tactics and have great weapons. Seals are awesome warriors because they are taught how to use their knowledge and resources available to win the fight. The same is true in Sales. Great content and an impressive presentation are meaningless if the sales person doesn’t know how to present them. Are you providing application training?

To create a winning Sales team requires great talent, an executable strategy, clear tactics, knowledge, tools, and application training. Pulling all these pieces together is called Sales Enablement. If you’re struggling to hit your number step back and ask yourself, “What am I doing to enable my team to win?” If you don’t have a clear answer to all 3 areas above start there and begin developing them.

There’s No Such Thing As Too Big For Social Selling

too-big-by-half

Many management teams are struggling to align around the significance and impact social selling has on complex products or services. Most agree that some products like consumables, and other “quick purchases”, benefit from a social media strategy.  But what’s the difference between social media and social selling? While differences are many, think of social media as the channel of communication and social selling as the user of that channel.  Social sellers, otherwise referred to as today’s modern sales people, leverage multiple forms of social media to achieve their goals.  Social sellers are communicators, sharers, educators, networkers and connectors. The size nor the complexity of what they’re selling matters… they are socially connected.

If your company provides a highly complex and/or expensive solution and you’re still wondering about the value social selling can have on your sales efforts consider these points:

  1. 92% of all B2B purchases begin online
  2. 300 billion emails are sent each day
  3. 40 – 70% of the purchase decision is made before the buyer meets with a sales person
  4. Less than 40% of sales teams reach their quotas
  5. Average sales force turnover hovers at 50% each year
  6. Google alone reports more than 1 trillion searches each year
  7. The global average of time spent on Facebook each day is 20 minutes, in the United States it’s 40 minutes per day
  8. 500 million tweets each day
  9. 4 billion videos viewed daily, totally 6 billion hours of time watching videos daily
  10. More than 50 marketing automation platforms on the market designed to “push and pull” content into the public domain

It’s hard to imagine any product or service being immune to the impact of hundreds of social tactics available to buyers. If a buyer isn’t looking at your company you can rest assured that he or she is looking at you, your sales people, your management, and even other customers using your service.  The fact is, you’re open for business 24/7/365 thanks to the internet and the tools that have been introduced to buyers over the past few years.  The company’s brand, your brand, and that of your employees is on display for all to see, evaluate, judge, avoid, or select… the controls rests with your buyer.  Are you ready? Social has arrived. There’s no turning back. It’s up to you as to how you want to be seen, when you want to be seen, and where you want to be seen.  One things for sure… if you’re not visible… by definition… you’re invisible… and it’s quite difficult to sell something when the buyer can’t find you.