Posts Tagged ‘self direction’

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.

Share on Facebook

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.

Share on Facebook

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.

Share on Facebook

Are We Sending the Wrong Leadership Message?

The leadership message is continually being redefined for what appears to be this primary reason:

leadership-messageTo sell more books, CDs and speaking engagements

If I sound cynical, I am because the same problems continue to exist in spite of all the books, leadership experts and programs.

Fact #1

Young people are leaving college without the necessary employment skills think leadership skills or rather self leadership skills.

Fact #2

Organizations still suffer from a plethora of symptoms that some less than ethical firms and experts are willing to solve and resolve because they never have the courage, the skills or the truthfulness (business ethics) to address the real problem.

Fact #3

Self help books to achieve personal and professional excellence continue to be published and bought without any sustainable results.

Earlier this week I was asked to speak at a local middle school about careers.  As I thought about this topic, I realized speaking about my career would be a disservice to these young people. Current and future workforce research suggests young people will have 15-20 jobs over the course of their career.

Instead I realized it would make far better sense to discuss instead a leadership message focusing on the transferable skills that would allow them to be successful in their overall career endeavors. Those skills begin with what I call self-leadership that being the ability to lead one’s self first and foremost.

This self leadership message is comprised of many talents including:

  • Reflection – Ability to proactively think about  the future, recognize the present and remember the past
  • Consistent goal setting and goal achievement – Ability to set, monitor, and consistently achieve WAY SMART goals for short term to long range planning
  • Emotional intelligence – Ability to recognize emotions of others; of one’s self’ and manage both through diplomatic behaviors
  • Application of critical thinking skills – Ability to see potential problems; analyze problems and situations;  think conceptually allowing for quality
  • Self-starting ability – Ability of personal drive leading to personal accountability
  • Active listening – Ability to evaluate what is said
  • Self-direction  – Ability to want to be better than someone currently is and requires self-awareness and self-confidence
  • Initiative –   Ability to direct one’s own energies toward a goal completion without any external catalyst
  • Personal relationships – Ability to relate to others and through those relationships to build a grateful  “network of communities”
  • Self-directed learner – Ability to direct self improvement to those areas needed in the current role or a future role without external motivation

So if you had to share your leadership message with young people or even your staff, what would you say?

Fail-Safe Leadership even though it addresses organizational leadership begins to open up the discussion about self-leadership.

Share on Facebook

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.


Share on Facebook

Sales Leadership Temperament of Introspective Part 29

Our internal temperaments are the degrees of optimism or pessimism from which we tend to view ourselves and our lives.  A sales leadership temperament of introspective is for the most part neutral and with the negative self-esteem does impact how we see ourselves.



Having a neutral bias is considered preferred. This neutrality creates an objective attitude specific to how an individual sees himself or herself.  This objective attitude guides these individuals about how they “should do things” and how they should live their lives. (Source:  Attribute Index Innermetrix)

The neutral bias specific to role awareness as well as to self direction has these individuals seeing their jobs as a way to express themselves more completely. However the job does not become the most important thing in their lives. (Source:  Attribute Index Innermetrix)

Those with this sales leadership of being introspective see themselves as more than the sum of their jobs.  However with the negative bias of self-esteem they may not give themselves as much credit as they should and can be a little too harsh on themselves. (Source:  Attribute Index Innermetrix)

Effective sales leadership is understanding not only the internal temperaments but external ones as well as the 78 key attributes or talents. This talent assessment can in under 12 minutes can reveal a depth of information that may surprise you. The question is if you do not know your top talents are you losing potential opportunities or working harder on shoring up non-talents or even weaknesses?


Share on Facebook

Sales Leadership Temperament of Reluctant Part 27

In the hundreds of Innermetrix Attribute Index talent assessments I have delivered this internal temperament has surfaced only two times.  What is interesting to note, both individuals did not want to be in sales less alone any sales leadership role. Their current positions were choices of necessity.



Individuals with this internal temperament of reluctant have these biases:

What this suggests these individuals are potentially in a state of confusion or uncertainty due to their negative self esteem. They are attempting to determine “who they are, how they are.” This confusion currently has them holding a less than positive viewpoint of themselves. (Source: Innermetrix Attribute Index)

The neutral bias in role awareness suggests they do not identify themselves too much with their primary social or work roles in life. This reluctance keeps these individuals from fully engaging in their chosen role or career; hence why any sales leadership role is probably not a good fit for such persons. (Source: Innermetrix Attribute Index)

Finally, the negative self-direction is because of the neutral role awareness. There is a lack of “personal achievement” from the individual’s career. In sales leadership, success is centered around personal career achievement. (Source: Innermetrix Attribute Index)

By understanding these internal biases before the job is offered helps any firm to avoid miss hires and all the costs associates with a bad hire. For small businesses, hiring the wrong person in sales can be a profit disaster and one that can be avoid through this talent assessment.

Share on Facebook

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.

Share on Facebook

Sales Leadership Talent of Project and Goal Focus

Staying the course regardless of circumstance is a necessary sales leadership talent. Being able to maintain one’s direction in spite of obstacles is critical to small business sales success and business growth.

sales-leadershipThe Innermetrix Attribute Index identifies this capacity as project and goal focus. To achieve such clarity is dependent of self direction and an appreciation for structure and order.

Those in leadership roles who consistently and positively demonstrate this talent as noted above have “a good ability to stay on track  (stay the course) while involved in a project, even if there are unforeseen obstacles that occur during the process.  They will tend to ignore the problems, but will stay on the path even if some event causes the course to be slightly altered.  This person will also have the ability to keep a single task from diverting them from overall project goals.” (Source: Innermetrix Attribute Index)

Obviously this sales leadership talent works with other talents including:

When individuals do not consistently demonstrate this talent, they “may tend to be easily swayed from the prescribed course of action.  Their project and goal focus can change quickly and without much effort.  They may require direct supervision in order to stay focused on a particular task or project.” (Source: Innermetrix Attribute Index)

In today’s ever changing market place where new obstacles to sales success sometime appear instantaneously without any warning, having this sales leadership talent of project and goal focus is essential and sometimes not discovered until it is too late.  This inability appears to be reinforced by sales research which suggests 90% of all sales are earned after the fourth to 12th contacts and yet 90% of all sales people stop after the third contact.

To learn your own score respective to this talent along with 77 other attributes, the Innermetrix Attribute Index can provide you far more information in under 15 minutes than you can imagine.


Share on Facebook

Sales Leadership Talent of Self Direction

Later this week will be Valentine’s Day.  In years gone by many cartoons showed Cupid accurately directing and shooting arrows at the hearts of men and women.

sales-leadershipFor those in sales leadership role, they too must be accurate in their actions while striving always to be better. This strong desire comes from an internal drive and is identified as self direction.  The drive to become better never stops no matter how good the salesperson becomes.

In the 21st century where the marketing channels have changed, where small businesses face considerable competition, if salespeople do not demonstrate this talent of self direction, they and their firms will suffer potentially negative consequences.

Having strong self direction is directly connected to:

More importantly, this sales leadership talent showcases the “passion” of the salesperson’s endeavors.  He or she is obviously “open to change” and “have a strong sense of duty to his or her own ideals and goals.” (Source: Innermetrix)

When salespeople have low self-direction, they “may be lacking in a sense of mission and willingness to do more than is asked of them.”  Even worse in today’s every changing marketplace, these individuals  “can be averse to change, and may not work up to their full potential.” (Source: Innermetrix)

With more and more small businesses lacking a sales manager, hiring salespeople with this sales leadership talent of self direction is critical to the overall sales success and business growth for those small businesses.

In larger organizations, those in sales management roles must encourage self direction not discourage it. Yet, in so many instances, sales management is more responsible for poor sales performance than the sales team. Depending upon management’s own failed leadership style, this sales leadership talent of self direction may be viewed as a threat especially if the salesperson is advocating necessary change or changes to adapt to the current marketplace.

If you are curious about your sales leadership talent of self direction, then this talent assessment may bring the clarity you need for this talent as well as 77 other ones.

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 Main Website

Sales Corner

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