Archive for August, 2017

Saying Yes May Come with a Hefty Price Tag

Working in any organizations does require saying yes.  However all those yes responses may come with a potential hefty price tag.

I just read of a noted TV commentary who is now saying yes to whatever the new boss wants. Part of this ongoing agreement is to “humanize” this particular individual.  Yet at the previous organization, she was quite successful without any additional “humanizing” activities.

Her acquiescing to her new employer reminded me that when we say yes all the time to the boss, we are consciously and even subconsciously agreeing to all the core values (business ethics) within that organization. This does not present a problem provided our own positive core values are in alignment with the organization that currently employs us.

We hear about entrepreneurs to even salespeople about saying No and the benefits of saying No. Yet rarely do we hear about employees saying No.  This is probably because the employees want to keep their jobs and may not have the opportunity to go elsewhere for a variety of reasons.

Over at LinkedIn, I made this update to see how others felt about always saying yes and the ramifications of saying yes all the time. Here is that update and you can click here to make your own comments.

“When you say “YES” to everything from the boss, remember you are also saying “YES” to that organization’s core values. This begs the following questions: #1 – Do you know the organization’s core values?; #2 – Are you in agreement with 100% of them?; #3 – If the answer is No, Are you seeking another position?”

These questions are truly important to consider.  Additionally if executive leadership has not reinforced their positive core values (business ethics), the overall sales culture  can literally run amok.

The bottom line two questions are:

“By always saying yes, are you saying NO to your own personal ethics, positive core values.” If so, what long term damage is such behavior costing you? 

And that second answer is the price tag you are paying for always saying yes.

Share on Facebook

Are Your Sales Results Suffering Because of this Confusion?

“I have plenty of lists, daily, weekly and monthly” said an acquaintance.  My next question was “How are your sales results?”  The not so surprising response was “they could be better.”

This acquaintance and many of my sales coaching clients share this confusion about list making and goal setting.

List making is very much like a simple mini action plan.  Each item on the list is an action based upon an objective to be achieved.  In some instances, having lists works on the smaller actions and usually fails on the bigger ones.

A goal is a predetermined objective to be undertaken with the desired end to be a positive result.  Sometimes especially if the goal is to increase sales, the goal must be thoroughly “thought out” or what I call “flushed out.”  This thinking or flushing requires some additional time.  Critical thinking skills such as integrative ability must be applied along with:

Lists work with goals, but lists alone will not achieve the desired sales results.

Consistent goal achievers are excellent critical thinkers.  They identify what they want to achieve and then look to the what is limiting them from achieving their goal.  These limitations may be also considered as challenges or obstacles.

The confusion between list making and goal setting may also explain why there are misguided decisions that create misdirection.  If the item on the list is more complex or must work with another action that has not been clearly articulated, then the ability to achieve the goal especially if the goal is to increase sales is severely limited.

Another tell tale sign of this confusion is the answer to this question:

Have you invested the time to create a strategic thinking plan with specific written daily, weekly, monthly, quarterly and annual goals?

Again, the answer over 95% of the time is NO! What this answer tells any sales coach or business coach is there is considerable misalignment happening which helps to explain miss guided decisions creating miss directed actions.

Yes, lists are great, but written goals aligned to an overall strategic thinking plan will consistently increase sales and far better sales results than lists alone.

Schedule some time to talk with Leanne by CLICKING HERE to improve your sales results.  Yes it could be as simple as just embracing a proven goal setting and goal achievement process.

Share on Facebook
RSS Subscribe!
Coaching Tip

People buy results or rather people buy the feelings the results deliver.

What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

Expand Your Business Horizons
Sign up to receive monthly newsletter devoted to small businesses and busy sales professionals Beyond the Black
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log