When I first started working for Southwestern Consulting, I spent four years on the road touring with our seminar division. We had a big conference that toured the country and every four months that conference would go to a different city and I would move with it. I lived in 12 different cities, and every four months I would start […]
Goals. Why do we need to have them? I’ve done roughly 250+ workshops all across the country. Each and every time, I ask how many people in that room have their goals written down. Note that these are mostly salespeople. I would say when I ask that question, there’s truly about 25% of the room that actually writes them down. […]
I am writing this just before “transition week” for our family—where we change locations. For me, this part of my life preaches the importance of transition. That period of “in-between.” How I transition makes all the difference. Mind shifts, activity changes, and motivation can reverse. This is the place of momentum or directional disintegration. Our travels show this on a […]
A day of our life goes by. Did we improve a little? Did we regress a little? Do we even know? What if we had a magnificent obsession to improve 1% per day? Would this be worth having? The effects of compound interest can significantly increase the value of your bank account over time, but what about the compounding effects […]
Imagine if we all thought like millionaires. Our success and drive would be unparalleled! We would be unstoppable! Never afraid to step outside our “comfort zones.” One thing successful people do consistently is keep their self-talk positive. Sixty to eighty percent of what we say to ourselves is negative or “voiced” in survival mode. Negative things such as: “This is too […]
Have you ever thought about the things you are thankful for from the past? From learning experiences to victory over struggles, the present you should be thankful for the past you and the future you should be grateful for both the past and present you. After all, you are what you were. I know. That was a little confusing. Let’s […]
Pretend it’s January 1st. You’re exploding with excitement for the new year, but you still sit staring at your handwritten goals for the year. “There is no way I’m going to let last year happen again,” you think. Fast-forward to exactly one year from now. You might be stuck feeling the same disappointment. What has happened? Is it that you set your goals too […]
Today, I get to bring you Chad Blanton with Simplicity Financial Marketing. I believe he is a top leader in the world of sales. I have enjoyed watching him succeed at a high level no matter what role he is in, whether sales or leadership. I asked Chad what he can attribute his success to and to give me his […]
Do you implement and enforce your performance recovery plan (PRP)? The 11th income producing activity of sales managers is to have a solid PRP in your arsenal when you have a team member get off track. Many times, we find that managers either do not have one or it is filed away and is not used. With regards to a […]
“My attitude is, if you try to help people, good things will happen to you. Taking the focus out of how much money do I make per hour, which I do well, but that’s not the focus. By helping a client determine what they want and what they need, we can help them make intelligent and informed decisions.” -Bill Manby, […]
Are you running specific contests for your team with incentives attached to them on a regular basis? As a sales manager, we always get what we promote. When you’re creating a contest, you want to think about what sort of activity or behavior do you want to promote? At Southwestern Consulting we teach our clients to structure contests around things […]
Does your team tend to interrupt you during the work day? The one thing I find critically important as I work with sales managers is helping them to set up weekly personal conferences or one-on-ones with their team members. These meetings will significantly cut down on your daily interruptions. If you have been following along in this series, the 12 […]
As sales leaders, are you doing actual sales training EVERY week to help your team grow? Ask yourself these questions: Am I training my people how to manage their time? Am I training them how to close? Am I training them how to leverage online media to build their brand to generate more leads? It is one of the most […]
Maybe you have heard the age-old saying, “Comparison is the thief of joy.” I see this time and time again in the workplace especially when it comes to goal setting. Goal setting can either make you feel: 1. Fired up- eagerly anticipating tackling the goal and exceeding expectations 2. Discouraged- why haven’t I achieved this yet? I am so far […]
There’s something surprising about confidence that I wanted to share with you. Believe it or not, but I struggled with confidence in my life in different ways. I didn’t really understand confidence, so because of that misunderstanding, there were times in my life when I was under-confident. There are other times when I might have had too much confidence, again […]
Pretend I’m lying on a couch. It’s because we’re doing a therapy session today. I’m going to play the role of therapist and patient. Guess what? Sometimes I feel completely overwhelmed. I do. Yes, I’m an expert who helps people multiply their time, take action and be productive. This year, though, was huge for my family and business. My wife […]
What makes someone a warrior? We all compete at some level, whether we’re athletes, performers or workers. But in each profession, there are these performers. At Southwestern Consulting, we call them ultra-performers. Or top producers. One percenters. Legendary leaders. You can interchange any of these terms with “warrior.” Warriors are people who can’t be stopped. They’re tough. They fight and […]
You’re either living by faith or you’re living by sight. If you’re living by faith then you’re believing in the possibility of a better future – which is empowering. If you’re living by sight then you’re only able to believe in what you see today – which is limiting. If you’re living by faith then you’re making choices in the […]
Entitlement is a disgusting disease that destroys our ability to reach our dreams. You may not even realize it. None of us like to think of ourselves as entitled. Yet, we see all the time that when people don’t achieve their dreams it has nothing to do with not being smart enough or not having access to information or tools. […]
As I write this it’s February 13, 2017, and if you’re like most people the goals you set for the New Year were either never written down or are now buried under a pile of bills, meeting notes and your kids’ homework. I wanted to bring our focus back onto goals this week, as they’re really something that should be […]
