Posts Tagged ‘coaching clients’

Your Commitment to Your Professional Growth Is?

Yesterday, I made this short update at LinkedIn about professional growth for executive coaches, business coaches or sales coaches:

If you are not continually expanding your knowledge, testing your own boundaries, how can you ask your coaching clients to do the same?

Even though I referenced those in professional coaching roles, this question can be asked of any professional in any role including sales, executive leadership, management and even customer service.

With over 97% of all U.S. businesses being fewer than 20 employees, professional growth many times falls on the financial shoulders of each individual.  These investments toward continuing professional development may range from buying books, joining organizations to even hiring an executive coach.

Some recent research by RandstadUSA suggests that millennials expect their employers to pay for their professional development. This may be true if the firms are large enough in revenue to fund those expectations.

The question to be asked is why aren’t you investing in your own professional growth?  Possibly the fear of it might not work?  I can attest even when I purchase a book or attend a seminar that I discover is not up to my expectations, I still walk away with one tidbit of knowledge.  My growth is not dramatic, but there is growth.

FEAR is for the most part False Evidence Appearing Real. 

Right now write down your goals for your own personal and professional growth.  For example, read one recently published book per month on sales or leadership. Did you know that 23% of 18-49 year olds have not read a book in the last 12 months. This number increases to 29% for adults 50 years old and older.  (Source: Pew Research)

P.S. Remember, this old saying “The chicken was involved; the pig was committed.”

If you are unsure of how to construct a good goal statement or lack your own action plan for professional growth, then CLICK HERE. If you wish to speak with me, Leanne, then click here for a free strategy session or call 219.508.2859 MST.

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I Am a Weak Salesperson Is a Self-Imposed Limitation

i-am-a-weak-salespersonMany times I have heard this statement from my small business coaching clients to just general business to business conversations: “I do not like to sell” or “I am not a salesperson.” What these individuals are really saying is “I am a weak salesperson” and these thoughts are dead end streets to increase sales, personal and business growth.

When we have clarity regarding those self imposed limitations, we then can begin to construct an action plan to turn these negative, internal thoughts around. Sales Training Coaching Tip:  Written personal affirmations are effective tools to overcome any self-imposed limitation.

First everyone is in sales.

  • Parent are selling school to their children.
  • Teachers are selling learning to their students.
  • Ministers are selling their faith to their congregational members.
  • Politicians are selling their messages to their voters.
  • Employers are selling high productivity to their employees.

The only difference is between these just mentioned individuals and small business owners, salespersons, etc. is small business owners, salesperson, etc.  are actually getting paid (receiving direct monetary compensation) for their sales efforts.

If you want to increase sales, generate business growth, then possibly the first step is to remove this self-imposed limitation of “I am a weak salesperson.” Remember by changing the words you think, write and speak, you can improve your results.

P.S. Do you have a personal action plan to increase sales?

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Value In Sales Is a Local Cultural Perception

Living on the east side of the Indiana and Illinois is a prime example of how value in sales is a local and cultural perception. My executive corporate and coaching clients across the state line (in Illinois) have a different perception of value than my clients for the most part in the Indiana counties of Lake and Porter.

valueThis value in sales as a local cultural perception was discussed during a meeting of the South Shore Business Networking Group. The mastermind discussion topic started out about strategies in how to build a relationship and then migrated into the shadow discussion of “value.” What many thought was the steel mill industry pf the 1940s to 1980s where commodity and transactional selling was primary might have had a significant influence on how people perceive value in sales.

The general agreement was “I want it now at the cheapest price” or “help me with my problem for free” expectations are still very much alive and kicking. Those present agreed that finding the right potential ideal customer was critical in avoiding this well entrenched cultural perception. Also having a the ability to say “Yes you can have it at this price, but if you want it now, that will be a different price.” in a non-confrontational manner is also critical to small business success.

Having worked in corporate sales for over 25 years in Northwest Indiana, I was told first hand by high performing sales representatives that selling in Chicagoland area was the worst place to sell in the entire United States. St. Louis was the second worst place to sell. From these experiences I learned the importance of building relationships in business.

In speaking with colleagues who also had businesses in Chicago, they shared they earned far more sales out of the Chicagoland area than within it. And those increase sales were at higher revenue and profits.

With the economy transitioning to more and more small businesses, this cultural perception of value in sales may also change as well.

Will that change be for the good or bad?  I simply do not know.

What I do know is values in sales is a local cultural perception and is part of the psychographics of many potential buyers.

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How to Raise the BAR – Friday’s Editorial

This past week I had the opportunity to meet with one of my very first coaching clients, Jeff Sophian. (Jeff gave me permission to share his story.)  We started working together almost nine years ago and the results continue to grow.

Today Jeff is 2/3 of the man he used to be. He has shed 100 pounds and is committed to losing another 20 pounds. In fact he checked out the menu of the place we had lunch, Greek Islands, the night before to ensure he could continue the course with his new healthy life style. For he accepts total responsibility for his behaviors.

Beyond the improvement to his physical health including a commitment to take on the Sears Tower’s steps marathon, he has increased focus as to the other aspects of his life including his financial investment practice.  During these past 9 years, he has made some directional changes and ongoing course corrections to find the best place for him and his personal integrity.

One of the reasons I enjoyed working with Jeff is because of his personal integrity and his commitment to staying in congruency with his core personal and business ethics.  Jeff is a man of his word.

Being a man of his word starts with Jeff’s personal Beliefs. It is those beliefs that drive his Actions or behaviors creating his Results.  This is how Jeff raised the BAR.  Self Improvement Coaching Tip:  Committing your personal and business ethics to writing should be your first step before taking any other ones.

Even though Jeff has had numerous unforeseen obstacles including breaking his foot the first day of our executive coaching to personal issues that many baby boomers experience because they are sandwich between parents and children, he has managed to stay focused and committed to achieving his goals or his results. This achievement was a step by step forward progress with an occasional step backwards. Yet, he persevered which is a testimony to his talents of resiliency, personal accountability, personal realistic goal setting and self control.

In life we are lucky to meet individuals such as Jeff.  As an executive coach and sales coach, having a coaching client such as Jeff brings far more rewards than the fees I received.  Seeing someone who is so truly happy in his own skin, embracing each day with the same delight as a young child and committed to ongoing self improvement in all aspects of his life delivers joy beyond any words that I can write.

My thanks to Jeff for allowing me to be just one small part of his journey to finding all that he can be.

If your own goal is “how to raise the bar,” then begin with a plan, make a personal commitment to work that plan and plan your work, continue to monitor your progress, seek help from others and do not forget to take time to enjoy life.

Graphic Courtesy of Bing Images –

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