Posts Tagged ‘role awareness’

Do These Limitations Unknowingly Restrict Your Sales Success?

In sales, there are many limitations to sustainable sales success. What I have discovered through years of experience reinforced by actual data from the Attribute Index, there are four somewhat hidden limitations that restrict sales success as well as in life in general.

Sales Success Limitations

Self Esteem (Self-Acceptance) – How do you appreciate your own unique self worth? Additionally one bases these feelings on “internal factors, as opposed to external ones.  This internal feeling of value allows them to appreciate themselves based not on what they do, what role they occupy or what success they attain, but rather how they judge themselves based on who they know themselves to be inside.” (Source: Innermetrix)

Remember Sally Field when accepting the Academy Award said “you really like me.”  She was revealing her own self-esteem with those four words.

Role AwarenessHow aware are you of your role in the world? Each role has specific expectations.  If someone does not understand those expectations, they may have further lack of clarity as to what he or she should be doing.

Self Direction How well are you excelling in your chosen career path? People who set personal goals, operate with a passion in this endeavors, be open to change and have a strong sense of duty to their own ideals and goals do not experience this limitation.

Possibly you have heard the statement “realizing your potential?”  When there is a lack of clarity with self-direction, potential is not realized.

Internal Temperament What is your degree of optimism or pessimism?  Our internal temperament is how we tend to view our lives either overly positive or overly negative through our biases.  Some individuals have no biases and are neutral.  I have come to call this potential limitation our “internal passion indicator.” 

Until we have absolute, clear, crystal clarity, we will continue to face our own internal limitations.  Now is not the time to meet the enemy and discover the enemy, the one keeping you from sustainable sales success is you.

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Clarity Is the Essence of Executive Coaching

Why engage in executive coaching?  The answer is quite simple – clarity.

executive-coachingAfter being an executive coach for over 15 years, clarity is the most illusive aspect of our lives, myself included.  Those individuals who have absolute clarity also have a clearly internalized purpose for taking the actions they take.

Over the years I have shared this personal story about my Swedish grandmother.  No, she did not have an executive coach, but she had incredible clarity.  At the age of 18 with less than a high school education, she made a decision to bring her family (that she did not have at that time) from Sweden to America and to have at least one child born in America.

Her clarity resulted in a 20 year plus action plan that involved her brother, her husband and her four children. She arrived in America at Ellis Island from Sweden at the age of 40 not knowing she was pregnant with my father.

Over the years I had the privilege to listen to her stories and all I can say, beyond she was amazing, was her sense of clarity.  I wished I had her clarity at 18.

Executive coaching is a process about bringing clarity to a client.  This clarity is the result of active questioning and not so active questioning. Much of the clarity happens by just changing the words the client thinks, speaks and writes.

By changing the words we think, speak and write, we shift our perspective.  That shifting creates new clarity.  Additionally through those new words, we have probably gained emotional intelligence.

The goal of executive coaching is for the client to gain crystal clarity around each issue currently being faced.  These issues may be:

  • Working with other team members
  • Better management of the boss and direct report relationship
  • Barriers to increase sales
  • Home life eruptions
  • Self awareness including role awareness

Possibly why today so many people lack clarity is because we are facing incredible amounts of change. I read today we experience more change in one year than our grandparents experienced in their entire lifetimes.

When life is simpler and filled with less ongoing change, it is easy to maintain one’s clarity as my grandmother demonstrated. Today, life is more complex because of change and finding clarity is more difficult.

If you are not happy with the path you are on; if you are having trouble separating the impact of change and the resulting behaviors; or if you wish to strengthen your own internal self awareness, then possibly executive coaching is a reasonable solution.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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Sales Leadership Temperament of Discriminating Part 38

If someone was hiring for a sales leadership role, this is one internal bias that may be a double edge sword. Individuals with this internal temperament display the following biases:



The neutral self esteem suggests this person is neither overly optimistic or pessimistic.  He or she “accepts himself or herself for who he or she is and he or she has a clear sense of his or her own abilities.”  (Source:  Innermetrix Attribute Index)

With the positive role awareness, those with this sales leadership temperament are “pretty comfortable with themselves in general.”  However these individuals may “choose roles that they feel will enhance their self-esteem.”  For example, these salespeople might want the big, glamorous accounts.  (Source:  Innermetrix Attribute Index)

Additionally, those with this sales leadership temperament specific to positive role awareness “may place a little too much importance on their jobs” and the ability of the job “to make them happy.” (Source:  Innermetrix Attribute Index)

Finally, the negative self direction indicates “some doubt as the best way to proceed in the future or which direction to go in the future.”  What this means for the sales management is this individual may not be around for the long haul and may be a short timer unless something changes internally for him or her. Here is where the two edge sword comes into play.

Having conducted hundreds of the Innermetrix Attribute Index, I have yet to assess a person in any role with this internal bias of discriminating.  If you wish to know your sales leadership talents and biases, then this talent assessment is not only affordable, but quickly taken (in under 12 minutes).  You will probably be surprised by the depth of information as well as its accuracy.

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Sales Leadership Temperament of Dependent Part 37

So far after conducting hundreds of Innermetrix Attribute Index profile assessments, I have yet to encounter this internal temperament for those in any sales leadership roles. An individual with this particular temperament displays:


What this means those with this temperament have attitudes about their selves which can “be easily influenced by the opinions of others.” In sales this capacity to be easily influenced is not a good trait.  (Source: Innermetrix Attribute Index)

With the neutral self-esteem, these individuals neither “overvalue or undervalue their own self worth.” However with the negative role awareness they may “allow the opinions to others to sway them one way or the other.” (Source: Innermetrix Attribute Index)

This negative role awareness suggest at this time, these individuals are “hesitant about exerting a lot of energy in one of their primary roles.”  Additionally, if they were in sales leadership roles or any other roles, they may be “seeking outside approval from others before making such an investment.”  This confusion may have this individual becoming “more easily distracted” and may “avoid commitment due to this fact.”  (Source: Innermetrix Attribute Index)

Not all internal temperaments are good fits for sales.  This is why knowing the person’s external and internal temperaments is essential to finding the right person for your sales leadership role. The Attribute Index is an incredible powerful talent assessment.

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Sales Leadership Temperament of Dynamic Part 35

In a challenging sales world, one might think the sales leadership of dynamic would be a very good internal temperament to have. However that may not be the case given these biases of:


With the neutral self-esteem, the  individual’s sense of “self worth is very impressionable and can be easily influenced by the opinions of others.” At this in their lives, those with this internal temperament of dynamic have a “realistic sense” of their own abilities. The very real concern is being impressionable and influenced within the sales process as the individual makes decision about his or her own life. (Source: Innermetrix Attribute Index)

People with this sales leadership bias “tend to be dynamic, energetic and possess good drive. “ These are excellent traits for any individual and especially those in any sales role. (Source: Innermetrix Attribute Index)

With the negative role awareness and self direction, this suggests the individual is “undervaluing” of one of  his or her “major life roles right now” and this in turn has resulted in a “lack of drive and persistence.”  Then what happens in many instances is “alternating back and forth between feelings of satisfaction to dis-satisfaction” with his or her “day to day role.”
(Source: Innermetrix Attribute Index)

Possibly this sales leadership temperament of dynamic is one of the better examples why a one on one executive coaching is necessary or at least a customized written debriefing report.  Our own experiences with the word dynamic may have us thinking entirely different and consequently we may not have crystal clarity as to what this means respective to our daily behaviors.

To learn more about your internal temperaments as well as 78 key sales leadership talents, then the Innermetrix Attribute Index is probably the best talent assessment you can take.

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Sales Leadership Temperament of Sensitive Part 34

We all remember the commercial about “please don’t squeeze the Charmin” because Charmin was so soft and sensitive. In sales leadership, there is also an internal temperament identified as sensitive. Individuals have these three internal biases:


With the positive self esteem, individuals value their selves for whom they are as people above their jobs or how well they perform in their jobs. Additionally, for those in sales leadership roles there exists considerable internal confidence with regards to their abilities. The downside is this self-confidence “may be unwarranted.”  There may also exist some difficulty in judging one’s own limitations and this may leading individuals to believe others do not appreciate their “true value.” (Source: Innermetrix Attribute Index)

The neutral role awareness suggests not too much or too little importance is placed on the job. (Source: Innermetrix Attribute Index) Neutrality with regards to any bias is the preferred state.

However with the negative self-direction there may exist some doubt about the “best ‘way’ to do it right now.”  Possibly something “has changed about the way such as e.g., techniques, products, clientele, etc.” in which the individual does his or her job “causing this confusion.” (Source: Innermetrix Attribute Index)

After issuing and reviewing the results from top sales performers (over $100,000 salary) who have taken the Innermetrix Attribute Index this internal sales leadership leadership temperament of sensitive is not one that has surfaced. The most common internal bias has been compulsive with every top sales performer I have issued the Attribute Index to having this temperament.

If you wish to learn of your sales leadership talents, decision making styles and 78 key talents or attributes, this consider this talent assessment. And for the month of November 2014, there is a special opportunity to also receive a FREE DISC Index.

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Sales Leadership Temperament of Elevated Part 33

Having delivered hundreds of Innermetrix Attribute Indexes to small business professionals and top sales performers, this sales leadership temperament of elevated is not one I have come across.  This internal temperament reflects these biases:


With a positive self-esteem, there exists a tendency “to place  a lot of focus” on one’s “role and appearance.” Those with positive self-esteem have a “very positive view” of their selves. This positive view may reduce the drive for these individuals because of this elevated view.  The reduced drive may lead to having “a slight lack of ambition.” (Source Innermetrix Attribute Index)

Having the positive role awareness, those with this sales leadership temperament feel they “have already achieved significant levels of development in many areas and will have to look harder to find” their  motivation. The need to simply improve one’s self is reduced.   (Source Innermetrix Attribute Index)

Due to the negative self direction, an individual may “also place too much importance on” his or her job with regards to “how much it means” to whom he or she is as a person.  Additionally, this negative self direction suggests some confusion “as to the best way to proceed to the next higher level of success” in his or her “life at this time.” (Source Innermetrix Attribute Index)

If this sales leadership internal temperament revealed itself during an initial screening process, it would prudent to also given this individual the Values Index (what motivates the individual), the DISC Index (identify some key behaviors) and an emotional intelligence assessment.  These three additional assessments would provide far greater clarity to ensure if hiring this individual for any sales leadership role would be the best action.

The Innermetrix Attribute Index is a powerful tool to understand one’s self and provides a powerful platform to close the gaps between today’s results and tomorrow’s goals. Learn more about this talent assessment.

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Sales Leadership Temperament of Indulgent Part 32

Many of us probably would not think of the word indulgent when it comes to sales leadership. Probably we may think of indulging in chocolates or some other incredible rich food. Yet this internal temperament may be a good fit for some specific small businesses.

sales-leadershipSalespeople with this temperament of indulgent demonstrates these internal biases:

As in past blog posts, when the self-esteem is positive, individuals have “reached an objective appreciation” for themselves. Additionally those with this temperament “don’t undervalue” their “own self worth.” (Source: Innermetrix Attribute Index)

What happens is with the negative role awareness, they “are more likely to undervalue the ability of any single job” they could hold to make themselves “complete or feel totally satisfied.”  Those with this sales leadership temperament “place more value on being disciplined and following their own sense of direction or own internal rules.” (Source: Innermetrix Attribute Index)

The neutral self direction (internal systems judgment or thinking) is neutral meaning showing neither positive or negative bias and this is the preferred temperament state.

Possibly with this sales leadership temperament, these individuals might be good for independent sales representatives where there is flexibility when it comes to rules or procedures. Allowing those with this temperament of indulgent to write their own rules or to find agreement between the firm’s rules and their rules may help to retain them.

If you are curious about learning more about how you may decisions, your biases and your talents (all 78 of them), then consider this talent assessment.


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Sales Leadership Temperament of Dedicated Part 31

As much as small business owners to sales managers would like to have their team demonstrating this sales leadership temperament of being dedicated, we know that is not reality.  In reviewing my collected data from hundreds of small business professionals I found very few with this internal temperament.  As far as top sales performers, none demonstrated this specific temperament instead all top sales performers had compulsive as an internal sales leadership temperament.

sales-leadershipThose who are dedicated display these biases:

What this means it the positive self-esteem indicates these individuals have clarity about who they are as individuals and are accepting of their true limitations and strengths. For the most part, they are “realistic” about themselves. (Source Innermetrix Attribute Index)

The negative role awareness suggests these individuals tend to view their “job or major life roles as something that they could never truly fulfill as individuals.”  Consequently their jobs or major life roles are seen “as merely as means to an end that allows” them “to meet other more internal needs for self expression.” (Source Innermetrix Attribute Index)

Having a positive self direction keeps those with this temperament of dedicated from becoming “burned out in a job” or from over “sacrificing” themselves. If this person was in a sales leadership role, the job would never get to him or her and the job would never come first. (Source Innermetrix Attribute Index)

Curious about your sales leadership talents and temperaments?  Your curiosity could be settled in under 12 minutes through this talent assessment published by Innermetrix.


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Sales Leadership Temperament of Industrious Part 26

In sales, hard workers who are industrious are always valued. Believe it or not within the Innermetrix Attribute Index there is an internal temperament (the degree of optimism or pessimism which one tends to view oneself and one’s life) of industrious.  These individuals including those in sales leadership roles have:


Sales people having this internal temperament strongly identify with their primary social and work role. With the negative self-esteem, they may undervalue themselves.  Having the positive role awareness, they are able to compensate for this undervaluation of their self-esteem through overvaluation of their role awareness. (Source: Innermetrix Attribute Index)

For these individuals, their roles are who they are.  Additionally,they place a high value on that sales leadership role. (Source: Innermetrix Attribute Index)

With the negative self-esteem and positive role awareness, much of their self worth is placed in their jobs. At this time, there may be some confusion about where they want to be in the future. (Source: Innermetrix Attribute Index)

Having a neutral self-direction allows these individuals to be “neither too rigid nor too impressionable with regards” on how they “get things done.”  In their sales leadership roles they “tend to appropriately weigh the consequences of actions before taking them.” Even with this tendency to weigh the consequences of their actions, there is still a greater inclination to be “more reactive than proactive.” (Source: Innermetrix Attribute Index)

Remember, people change as do their temperaments.  The Innermetrix Attribute Index benchmarks a moment in time. If you wish to discover your temperaments both internal and external, your decision making styles both internal and external along with 78 key attributes, consider this talent assessment. By the way it is a great predictor for sales success.

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