Posts Tagged ‘theoretical problem solving’

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

Sales Leadership Talent of Theoretical Problem Solving

Theoretical problem solving as a sales leadership talent differs from the three other problem solving related talents discussed earlier this month:


The difference is simply one of environment.  Theoretical problem solving is all about the “what ifs” within the environment of the  mind allowing the person to imagine what could be while the other three talents deal with the existing “what” of  the actual real environment.

Theoretical problem solving is defined by the Innermetrix Attribute Index as “capacity involves a person’s ability to apply their problem solving ability in a mental scenario.  Creating, operating and identifying problems in a hypothetical situation, then to manufacture the appropriate response to resolve the problem.”

Individuals with this sales leadership talent can:

  • Identify future problems
  • Formulate appropriate steps needed to correct them
  • Take action on these decisions (Source: Innermetrix Attribute Index)

For those in sales leadership roles that do not demonstrate this capacity may:

  • Have difficulty in visualizing future scenarios
  • Be unwilling to take action after collecting the data
  • Require require validation their decision is the right one
  • Take more time along with more information before making a decision (Source: Innermetrix Attribute Index)

Theoretical problem solving is a strong talent for those dealing with complex sales or longer sales lead time. This talent also unites other talents or personal sales skills such as:

What we know is that each individual is unique.  How they use their talents will be different.  Those who are continually successful recognize thought leadership and use that capacity to catapult themselves ahead of the flow.

Is this a necessary talent for you in your sales or leadership role? Then this quick and affordable talent assessment may answer that question for you.

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