Why Sharing your Failures with your Team Helps

Why Sharing your Failures with your Team Helps

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As a leader if you’re always talking to your employees about earning a lot of sales and reminding them about how much they are supposed to achieve, it can be overwhelming for employees to constantly be hearing about that. A simple way of having your team reach success is by sharing your personal failures in life.

Sets an Example

Once you are successful your achievements are obvious, but your failures to get there are not as out there. Usually people envy others that are successful. However sharing the struggles of how they reached that success allows individuals to admire and respect them instead.

Interpersonal Emotion Regulation

Interpersonal emotion regulation is when you can control how people feel and react by how things are said to them. For instance when you choose to be courteous or impolite, you are using your interpersonal emotion regulation. To add on, it is easy to feel envious towards managers since they move higher up in the company effortlessly through promotion programs. In order to not seem self-centred about the promotions when sharing it with others, it is wise for the manager to discuss any setbacks or failures that they encountered to get to where they are at this point.

Builds a Rapport

Sharing the struggle stories can help others to relate their stories with you, decreases internal competition with the other workers, and motivates them to want that success. An incredible way to encourage workers during meetings is to have them open up about their mistakes in life and what they have learned from it. Discussing your failures also helps others to avoid the same mistakes when they try to reach their success.

Shows Humility

People would find you more likeable when you disclose your successes and achievements along with your failures and battles. A positive workplace can only happen when people are grounded, supporting, and humble.

Email Addiction

Email Addiction

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Every day the average office worker can receive up to two hundred emails. It takes approximately two and a half hours to read and respond to all of these emails. So why can’t we stop getting distracted from our work and dropping everything else to answer these emails?

‘You have new mail’ – The Science behind this

Every new email activates a release of dopamine in our brains which is a feel-good chemical released by the brain. We quite literally become addicted to this feel-good feeling and hence drop all else that we are working on to respond. But studies have found that the interruptions caused by these emails are more detrimental than was previously thought. In a study last year, Dr Thomas Jackson of Loughborough University found that it takes an average of 64 seconds to recover your train of thought after interruption by email.

Email – Addiction Rehab Tips

By employing a few useful techniques we can beat the email-bug and focus more continuously without the constant distraction.
  • Design a Reusable Template
A lot of time is spent formulating the structure of one’s email because we do not know what the other person is expecting. When joining a new work-team any uncertainty can be avoided by explaining up front what your style of email is. Do you prefer long well thought out complete sentences or are you okay with succinct dot-jot style notes. If this is clearly communicated you do not need to worry about thinking of the perfect salutation each time or even responding if there is no need. Just  design  a  reusable  template  that  will  save  your  time.
  • Time out
Another simple strategy is to turn off your email notifications or close the email tab on your computer. If we don’t hear the ping notification every so often we will not be as eager to respond immediately.
  • Fix an email schedule
The average worker check their email a whopping fifteen times per day. A good technique is to schedule two times a day when you will sit and respond to all your emails. Once in the morning and once in the afternoon is usually sufficient. It is also serve well to advise your coworkers that if they need you for something urgent, a call would be the quickest way to get into contact with you.
  • Respond immediately
Often times once we read an email we leave it to respond to at another time. This usually means that we come back and must re-read the email once again. All this time re-reading email adds up! Instead, once an email is read it is best to just reply immediately and finish the task completely so it does not need to be revisited.
  • Choose other mediums if possible
Depending on what the message you are trying to convey is, consider whether email is the most effective medium. For more complicated issues often times a quick ten minute meeting can take the place of a long email thread. And, remember you do not need to CC and BCC every single team member in every email that is sent. Including just the relevant people in a message can reduce the clutter by a lot. By employing these simple techniques you can beat the email addiction and actually get work done at work!

Why is content marketing so effective in business growth?

Content marketing is the art of influencing highly targeted leads to take the desired action. It helps businesses because it converts their leads to clients.

Therefore, it is designated to be an important aspect of marketing strategy.

It differs from other marketing concepts, namely direct response and brand marketing as it is used to stimulate interest in a product or service by creating helpful, informative content rather than promoting a brand.

It gives the organization liberty to explore and decide different forms of representation of the information. To mention a few: infographics, videos, images, social media posts, blogs and more.

Why is content marketing so effective?

Three important reasons are:

  1. It tells a story

In reference to a famous quote, “In content marketing, telling is selling”

the focus is given to answering the target audience’s questions through demonstrating the product/service provided by the organization.

  1. Builds expert reputation

Through content marketing, when one receives positive responses – they gain the trust of the audience thus influencing business growth.

Gradually, they are portrayed to be experts in the field or specialty.

Hence, one becomes a valuable resource and attracts to-be clients.

  1. Creates engagement

Overtime, relevant information you provide interests your audience and they engage with you.

During instances where the audience,

  • Responds to a question you posed on social media platforms
  • Follows and constantly reviews your page
  • Replies to your blog post
  • Replies to a promotional email

You interpret the audience made the decision to reach out to you and the probability of their interest in your product/service is high.

This gives you the opportunity to deepen your relationship with them and ultimately lead to a sale.

Thus, opting for content marketing as a marketing strategy will help in the business growth.

How strong is your proposal process?

 

How strong is your proposal process?

  1. A robust process answers the most important questions in a proposal lifecycle, starting from the readiness to bid followed by the steps that need to follow. Of this, the readiness to bid ensures that you are well prepared and answers a specific set of questions.Who should do what?

It is essential to frame responsibilities of each individual who is involved in these processes. Clarity will save us time and resources.

  1. How will expectations be set?

It is important to clarify a set of expectations before planning these processes. An advantage of answering this question: unnecessary hindrance will be avoided.

  1. What guidance should people get in performing tasks? 

We are aware that it is insufficient to just assign tasks. One must prove to be capable of fulfilling it. If guidance is provided when required and demanded, one improves and provides better results.

  1. How do you measure and track progress?

This question is important as it reflects your position. Thus, implementing and maintaining tracking and feedback systems will keep you in line and aware of your deadlines.

  1. How do you estimate and track resources?

It is essential to build a tracking system for resources and an approach to estimate their need in the process. Wrong estimations leading to insufficient resources will result in proposal failure.

  1. What are the deliverables and how should they be prepared?

A proposal process requires deliverables like planning documents, review comments, forms, templates, and checklists. One must have a predefined set of deliverables.

  1. Are non-business requirements being met?

Some of them include food, lodging, recognition, feedback, and information.

  1. How do you validate that things were done correctly?

It is essential to build a system for validation in your process. This ensures work is checked and done correctly.

  1. How do you know if you’ve created the right proposal?

One must define what a right proposal is, and work towards achieving it.  You must utilize the measure and validation systems for further improving your proposal processes.

How strong is your proposal process?

  1. : A robust process answers the most important questions in a proposal lifecycle, starting from the readiness to bid followed by the steps that need to follow. Of this, the readiness to bid ensures that you are well prepared and answers a specific set of questions.Who should do what?

It is essential to frame responsibilities of each individual who is involved in these processes. Clarity will save us time and resources.

  1. How will expectations be set?

It is important to clarify a set of expectations before planning these processes. An advantage of answering this question: unnecessary hindrance will be avoided.

  1. What guidance should people get in performing tasks? 

We are aware that it is insufficient to just assign tasks. One must prove to be capable of fulfilling it. If guidance is provided when required and demanded, one improves and provides better results.

  1. How do you measure and track progress?

This question is important as it reflects your position. Thus, implementing and maintaining tracking and feedback systems will keep you in line and aware of your deadlines.

  1. How do you estimate and track resources?

It is essential to build a tracking system for resources and an approach to estimate their need in the process. Wrong estimations leading to insufficient resources will result in proposal failure.

  1. What are the deliverables and how should they be prepared?

A proposal process requires deliverables like planning documents, review comments, forms, templates, and checklists. One must have a predefined set of deliverables.

  1. Are non-business requirements being met?

Some of them include food, lodging, recognition, feedback, and information.

  1. How do you validate that things were done correctly?

It is essential to build a system for validation in your process. This ensures work is checked and done correctly.

  1. How do you know if you’ve created the right proposal?

 

One must define what a right proposal is, and work towards achieving it.  You must utilize the measure and validation systems for further improving your proposal processes.

 

 

 

Key factor in customer buying

While there are several factors that influence customer buying, research shows that “Sales Experience” is critical to get customers on the right side of your fence!

The sales field however has become more erratic and peppered with multiple influences and options, such as digitisation, which makes realising the value of rep experience become a lot harder. Steering decision makers through the complexities means sellers are required to express a deep subject understanding and possess the ability to quickly customise to each buyer.

Research has it that those who were quick to adapt to the needs of their teams and treated their sales teams like customers were organisations with the best growth.

With top sales leaders having a customer lens on their sales team, there are three important ways in which these leaders excel.

  1. They are methodical in concentrating on the intrinsics that truly matter.

Strong sales organisations require a mix of characteristics, which can differ depending on the situation. Sale leaders need to classify what attributes best align with the top sale performances. For example, an insurance company found individuals who were inherently more assertive and good at turning objections into opportunities. Contrastingly, a telecom company strongest performing reps were those capable at debating business issues, navigating internal resources and prioritising leads.

  1. They identify the skills that matter and tailor their training accordingly.

Strong sales organisations customise the trainings to different sales roles and spend substantial time on development. Also, they are highly likely to spend more on technology and support for various sales-team members, leading to stronger abilities in all key skills.

  1. They make it easy for their people

The most effective businesses appreciate that lumbering customers with painful sales processes is the easiest way to lose them. Alternatively, they look to have a process with minimal disruptions and steps to get past in order to have the smoothest and easiest experience for their customer. In a similar fashion, the best sale leaders try to make things seamless for their reps, allowing them to sell more.

In summary, organisations that respect and value their sales force and ensure their environment is conducive and hassle free experience a significant increase in sales performance.

Why is sales management important?

Sales management can get tough at times, However, it is important for two reasons:

  1. For appraising the performance of the organization
  2. To meet the increasing competition

Some clients  take advantage of a sales conversation – free advice, leverage for a better deal elsewhere and demand concessions.

Result?….

They put you off, never arrive at a decision, beat around the bush, dance around issues, avoid confrontation etc.

With experience, you will develop the ability to identify the difference between a client who’s being straight and the one who’s not.

Most sales personnel will just make coffee conversations about the “time-waster” clients, but choose not to take action.

While it might be an interesting story, if you want to improve your sales tactics, you must do something. A good start will be to be forthright and ask the client directly, without being rude, of course! If a client is not convinced or is avoiding you, ask them if they are stuck or the reason which holds them back. More often than not, the client will appreciate the straight forward approach and open up with the real issue.

It is important to build a relationship with the client -one that can be trusted.

What you can do to maintain a good relationship with your clients?

  • Every time you meet your client make sure you,
  1. Do your homework
  2. Address the right problem
  3. Avoid competition criticism
  4. Don’t rush, invest time and give them time to form an opinion
  • Be confident and most importantly – HONEST

Remember, you cannot build a good relationship without honesty.

  • Base the relationship on serving the client and his requirements

If they trust your organization, they will be loyal.

  • Set up a process in place for them to share feedback

Attend to the red flags of the existing clients.

These are attributes that you must value, because your client values them even though they don’t tell youOnce the client feels confident that they are dealing with a decent person with strong integrity, the deal is more than half done and you have won yourself a client!