Posts Tagged ‘self management’

When Catch-Up Time Becomes Ketch-Up Time

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff.  Sound familiar?

catch-upYet how many times does this catch-up time becomes truly red much like ketchup.  The emotions overtake logic.  Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go?

Imagine for a moment what would happen if twice each day, you would look at your calendar, your schedule for less than 30 minutes. Review in the morning in 5-10 minutes what needs to be accomplished that day.  Make sure you have entered all of your commitments including travel times.

Then before you leave your office, you take another 10-20 minutes to not only look to the next day, but to reflect upon what happened in the last 8-10 hours.

What went well today?’

What could have gone better?

Did you accomplish those “Must Do” tasks where you gave your word?

Did you achieve any short or long terms goals based upon your goals in progress summary?

How many people did you support or help?

How many people did you fail to support or help?

Were your behaviors respectful and reflected a high degree of emotionally intelligent leadership?

What can you do better tomorrow?

Who must you reach out tomorrow that you may have slighted today?

Possibly you may be thinking, I don’t have time for all of these questions?  Yet upon further reflection you probably sometime in the past had the answers to these questions, momentarily because your day went well or went poorly. Possibly these thoughts were repetitive because of internal emotional angst for not getting something done?

By consistently demonstrating this behavior of investing time to avoid “catch up time,” you may avoid ketchup time.

P.S. A word to the wise, time management is an oxymoron. No one can manage a constant. What you can do, is better manage yourself.  This self-management is what is call self-leadership.

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Time Management Is Our Greatest Oxymoron and Lie We Tell Ourselves

Have you ever attended a time management training event or read a book on time management?  You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have.



Just to be clear, an oxymoron is a figure of speech in which contradictory terms appear in conjunction. Since time is a constant meaning there will always be 24 hours in a day, 60 minutes in an hour and 60 seconds in a minute, no amount of human behavior can change those facts.

We cannot manage time.

What we can do is better manage ourselves.

Time Management Is Self Management!

Believe it or not, there are five specific and measureable talents that can support us in overcoming what is limiting ourselves from better self-management.

Concrete Organization: The ability to understand the immediate, concrete needs of a situation and to establish an effective plan of action for meeting those needs.

Consistency and Reliability: The internal need to be conscientious in one’s personal or professional efforts

Project Scheduling: To understand the proper allocation of resources for the purpose of getting things done within a defined time frame.

Attention to Detail: The ability to see and pay attention to details.

Realistic Personal Goal Setting: To set goals for one’s self that can be achieved using available resources and operating within a projected time frame.

When we take a 30,000 ft view and see these talents all working together, it is much easier to understand how to specifically improve the self management of ourselves.

After working with executive coaching, sales coaching and leadership development clients now close to 20 years, I can personally attest to the impact of realistic personal goal setting as the talent that has the greatest and most immediate impact on self-management.  When people are intentional about setting personal goals, this behavior has a direct correlation on other talents such as consistency, attention to detail, personal accountability and results orientation.

If you want to better manage time, then take a time management course. However if you truly want to improve your results, then look to improving your self management through these 5 talents because time management is the greatest oxymoron and lie we have as human beings.

Special offer until 2/28/2017, have these 5 talents assessed along with 73 other talents plus the DISC and Values Index and a 30 minute executive telephone coaching session.

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Think Before You Jump into A Holacratic Business Model

The recent announcement by Zappos of embracing a holacratic business model has some mid-size to small business owners and those in executive leadership positions thinking is Zappos nuts to what is holacratic? Small Business Coaching Tip:  Holacratic is a flat organizational structure meaning no job titles, no managers, and no hierarchy. Everyone knows what to do and does it efficiently, effectively and with incredible energy.

holacraticGiven Zappos has centered its business around its people first, taking this next step of having a holacratic business makes perfectly good sense and is the next generation of talent management.

Yet for the majority of mid-size to small businesses, embracing this model without having gone through the evolutionary business growth process may result in a disaster.

For years business growth and business model have essentially been one and the same with revenues being the central focus.  Now some companies such as Zappos and even Southwest Airlines stepped beyond this revenue business model and established one where the focus was on their internal customers or employees.

Even some small businesses have recognized internal customers are critical to developing loyal external customers. These companies are in the process of eventually becoming holacratic if their organizational structures and operations support such a model.

So what needs to be in place for a holacratic business model to work?

First, develop a strategic plan with a long term goal of being such as holacratic business.  As had been said so often “Begin with the end in mind.”

Second, all processes must be documented, revisited on a regular basis and shared with all employees.

Third, the right people must be hired.  Not all individuals are ready to work in a holacratic environment.  Such a mid-size to small business  is most likely a high performance organization with a collectively high sense of emotional intelligence along with results orientation and self management.  Small Business Coaching Tip:  Use the 7 Rs to build a high performance organization.

Fourth, do not skip steps in this evolutionary process. All businesses start out in the “turn on” stage or what some may call “start-up.” The next phase is transitioning from the first phase to the third phase transformational. From my experience, very few small businesses actually go beyond transitioning because revenue cannot be transformed.  This is why a revenue business model prohibits true transformation change because only people can be transformed.

When executive leadership recognizes their current revenue business model is not working, they must abandon it within the transitioning phase and start again with a people driven model that “turns on” their workforce.  Then they can proceed through the next two phases.

Even the transformation phase has 3 evolving organizational structural steps leading to a truly holacratic business:

  1. Cross Functional Teams where titles and hierarchy are still present
  2. Collaborative network where some titles and  hierarchy have been removed
  3. Holacratic culture where self leadership is demonstrated consistently by 100% of the workforce

Yes a holacratic business model make work for your small business because it would reduce executive leadership time in managing people allowing you as the executive leader to have time to be more innovative.  If this makes sense for your small business, then start planning to achieve this goal within the next 3 to 8 years.  Remember, even Zappos founded in 1999 took 13 years before it embraced this approach to organizational structure and consequently organizational development.

Possibly this book, Fail-Safe Leadership, may start your small business on the road to having an holacratic, high performance organization.

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Self Management in Sales Required and Yet Ignored

With 97.7% of all businesses here in the US having under 20 employees, self management in sales is a critical sales leadership talent.  Almost a year ago I wrote about this talent of self management and what is means to have a good capacity as well as a not so good capacity relative to this sales leadership talent.

self-management-in-salesThis week during a mastermind group with several other small business owners, one of them admitted to investing the time to work on himself and to reflect upon his personal life and not just his business life.  He shared establishing a business is difficult and has been somewhat all consuming for the last five years.

Now, he is recognizing the importance of marshaling specific self leadership qualities toward managing himself.  He is using the slow time for his business to work on himself so in the future when his business returns to being very busy he can leverage this talent of self-management.

Self management in sales is truly about “self.”

Who are you?

What do you do well?

Understanding one’s self begins with reflection, introspection.

The more accurate information and knowledge one has about one’s self, the better a salesperson he or she can be.

Sales is about people buying from people they know and trust. (Sales Buying Rule #1)

When we have exceptional deep clarity around who we are, we then can better manage our beliefs and sales skills along with our innate intelligences. These actions work in tandem with self management in sales.

From my perspective and experience, one of the biggest challenges facing salespeople is they lack clarity about themselves. If you do not know yourself, how can you truly improve yourself?  What happens is you may enter into self-deception as explained in the book, Leadership and Self Deception,  by the Arbinger Institute.

Yes to increase sales does require going outside, prospecting, calling and meeting your customers to your prospects. However to ignore self management in sales makes all that other work so much more difficult and keeps sales success out of arm’s reach.

If you truly want to increase sales, then scheduled a no risk 20 minute Business Growth Accelerator Session with Leanne Hoagland-Smith at 219.759.5601 CST where you will receive:

#1 – Quick assessment of your current sales process

#2 – One business growth strategy to increase results by 20% in 60 days

Consider giving her a call especially if what you have tried has not worked and you are ready to challenge and then change the current status quo.


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Are You Spending Your Capital in the Correct Circle of Control?

We spend time, money and physical energy each  professional sales day working to control or influence the people and events around us.

circle-of-controlAnd most of those efforts are focused outside of our circle of control.

Then suddenly we realize our emotional capital is suddenly depleted.

We may become short tempered and frustrated.

Our internal talents of self-confidence, self-esteem and self-management become weaker.

Our sales remain stagnant or even plummet.

Our focus is on the wrong circle of control because we lack clarity.

Then sometimes, something happens and we suddenly experience greater clarity.

We begin to realize that by focusing on the correct circle of control we can truly change our behaviors.

Now, we look to investing our resources instead of spending them.

Our self-control grows and strengthens our capital.

Suddenly it appears we are far richer.

We have the resiliency to weather the expected and even unexpected forces of business and life.

If your sales, your business and even your personal life are not where you want them to be, then print out this graphic and keep it nearby.

Ask yourself when events happen and you react, are your reactions in the correct circle of control?

Learn to let go of what you cannot control and direct your focus on what you can control.

You just may be surprised by how much more capital you have not to mention sales.

Did you know there are 78 talents that can be measured?

To discover these  talents, consider this assessment, Attribute Index, and receive a tailored, written debriefing report along with 90 minutes of executive sales coaching.

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Is Got No Time Your Excuse For Your Own Professional Development?

professional development

With information doubling, tripling, staying ahead of the constant information drip is difficult especially when it comes to a small business owner or sales professional own professional development. Yet I ask my clients if you won’t invest in yourself why should any company invest in you?

Professional development today has gone way past being a life long learner. Today’s truly business savvy professional is a self directed learner who is looking to continually improve his or her own skill sets.

This week I am attending a professional development conference, sponsored by Resource Associates Corporation,  for business consultants and executive coaches in Reading, PA. Over the course of 3 days, the 150 or so conference attendees will explore a variety of breakout sessions and general workshop sessions including these areas of interest:

  • Customizing Solutions Based on Client Needs
  • Client Perspective on Annual Goals Review Leads to More Business
  • Helping Clients with Crucial Conversations

And in many instances, what is gained in the Knowledge Library (aka the bar) sometimes has greater value than the actual breakout or workshop sessions. Additionally this conference provides opportunities to know others and build those necessary strategic partnerships.

Of course attending conferences is not the only professional development action. Listening to webinars, YouTube videos, audio CDs and reading all advance the knowledge of business professionals.

So what are you professional development goals for this year? And if you say you “got no time,” then you truly need self improvement around your own self management because you are probably short changing your clients and even worse yourself.

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Sales Leadership – The Talent of Self Management

With the holidays demanding more from those in sales leadership roles to increase sales, this talent of self management is probably what separates the successful  crazy busy sales people and small business owners from the not so successful. During hectic times, if  an individual cannot manage his or her self, then he or she is potentially disaster doomed.


According to Innermetrix, self management is a leadership quality and “this capacity measures a person’s ability to marshal similar abilities toward managing themselves.” Within this sales leadership talent, there exits multiple factors including “empathy, understanding, the ability to gain commitment and various other leadership qualities.”

Those small business owners and sales professionals who excel applying this talent of self managment “will be able to objectively and accurately assess their own strengths and developmental needs, and tend to be realistic in deciding what they are capable of doing and in what time they can do it.” (Source Innermetrix)

Conversely, those who find this sales leadership talent of self management a challenge “may have trouble applying these capabilities towards themselves.  This is not to say that they do not posses the proper tools to ‘manage.’  Rather, that they simply may not be very practiced at internalizing such efforts towards themselves.  Without properly analyzing their own abilities they may fail to maximize their abilities to their fullest potential.” (Source Innermetrix)

When effort is applied to those sales skills or sales leadership talents that focus on internalization, then significant and measurable performance improvement (increase sales) is a much greater possibility. 

After issuing over 500 talent assessments that measure this talent of self management, there exists a very strong correlation between this talent and realistic personal goal setting.  Additionally self management is considered from my experiences to be a “Power Talent” and by improving this talent can “kick-start” other sales leadership and personal leadership talents as effort are applied to increase sales.

P.S. Self management is ingrained within each of the 3 Dirty Words in Business. Attend this FREE webinar on Thursday December 6, 2012 from 12-12:30pm CST.

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Business Myth of Time Management Prevails


The business myth of time management still prevails because it is much easier to provide some “time management tips,” some surface solutions than to really address the real problem of self management.

No one can manage a constant. 

Time management is an oxymoron.

Time is a constant as there will always be 60 seconds in a minute; 60 minutes in an hour; 24 hours in the day; 7 days in the week; and 365 days in a year.

Yet workshop after workshop in order to secure the quick fix, maintain this business myth and not too mention make oodles of money, the short term thinking solution focuses on the symptom of the problem and not the problem.  For if the focus was truly on the problem of better self management, these business training, self improvement training to sales training workshops would not be able to fly in and fly out in just one day.

With my practice, I provide a diagnostic tool (performance evaluation) to determine 78 key attributes that have been sorted into specific roles or categories including time management.  There are 5 key attributes or talents within this category of time management and include:

  • Attention to Detail – ability to see and to pay attention to details
  • Concrete Organization – understanding the immediate, concrete needs of a situation, establish an effective plan of action
  • Consistency and Reliability – being conscientious in personal and professional efforts as well as consistent and reliable in life roles
  • Project Scheduling – understanding the proper allocation of resources for the purpose of getting tasks (goals) completed within a defined time frame
  • Realistic Personal Goal Setting- setting goals that can be achieved using available resources and operating within a projected time frame.

Effective time management is a direct result of goal setting and achievement. For without goals, who cares if you are here or there?

Notice there is nothing about a “better time management” skill because one does not exist. Time management has and will always be a self management skill based upon specific attributes, talents or capacities.

If you want to get a handle on how to better operate within a given and constant time frame, then look to solutions that address self management or self leadership.  Invest a little more dollars and time to secure sustainable results otherwise next year at this time if not sooner, you will once again be seeking another time management solution and continuing this very expensive  business myth.

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