This is a bit of a rant and justifiably so. In the last few months it has come to my attention the most disruptive student who attends my corporate sales training seminar is the sales manager.
We tell all leaders the training is most effective when the CEO, Owner and Management team attends. It is a strong message to fully engage as an active participant and demonstrate by action, rather than words the importance of education. Makes perfect sense doesn’t it? Yet, here is the reality; the Blackberry remains on, and is constantly checked, and in most cases email replies are actually taking place. Furthermore, if an incoming call is deemed important the (ineffective) leader will leave the room and take their call.
I could give you a few clichés such as “walk the talk”, or actions speak louder than words”, or even “people do not listen to what you say, rather they watch what you do.”
Rather, I’ll quote Albert Switzer: “Teach people at the school of example, they will learn no other way.”
The people I respect most in business are generally instant decision-makers. Sure, if data is available, it is considered but they don’t need to know every “minute” fact first. Confident decision-makers accept in advance that they are bound to make a fair share of wrong decisions, yet they are also confident in knowing that, most of the time, they will make the right decisions.
My friend and mentor Nido Qubien has a four-step decision-making method he shared with me that takes the risk out of decision-making.
Initially, he said, you must be willing to take a risk with your decisions, but as he emphasizes, “There is a difference between risk management and risk aversion.”
Here’s Nido’s four-step formula to managing risk and making confident decisions:
1. Ask the question, “What is the best possible outcome that can occur if you were to move forward with your decision?” Then remove the rose-colored glasses, and ask the second question.
2. What is the most likely outcome that can occur if you decide to venture forward? In most cases, you will find the most likely outcome is the probable-case scenario. If the most likely outcome will move you toward your goal, then you are probably on the path to the right choice.
3. You have now pondered the best and the most likely outcomes, so step three is to ask, “What is the worst possible outcome of this decision?
4. Finally, ask yourself if the worst possible outcome should occur, are you willing to subject yourself and/or family to it?
After thinking through the outcomes, if you conclude that the most likely one will take you where you want to go but, if the worst outcome happens, you can live with it, then launch ahead confidently.
A final bit of advice - Most decisions are self-fulfilling prophecies. A lot of seemingly great decisions have worked; not because of the quality of the decisions, but rather because of the determination to make them work. Conversely, a lot of good decisions fail because the people who make them undermine their chances for success by not conquering their doubts.
Hiring Practices: How Long Does It Take You to Make a Decision?
Most executives decide whether or not a job candidate is suitable for the position in only four or five minutes, and then spend the rest of the interview looking for additional information to confirm their decisions. One study showed that 74 percent of the executives determine the suitability of the applicant within five minutes.
Printing Industries of Northern California Newsletter
Mind your appearance! In a USA Today poll of 651 sales managers, the biggest deterent to a salesperson selling was appearance-by a whopping 94%. You do not have to be the best looking in a group, though you always strive to look your best. A book is always judged by the cover and judgement is passed in one to four seconds during the meet and greet phase of the selling process. In that one to four seconds you will be sized by your appearance.
I’m constantly searching for ideas that help my readers and clients move from good to outstanding. Although numerous factors create success, great employees are essential to create a great company.
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Visit Amazon.com and buy this outstanding book. Read it from cover-to-cover. Then continue to visit this site for Steve’s postings that will specifically address the challenges we all face when recruiting top sales and sales management talent. Steve’s insights and knowledge will increase your ability to attract and retain outstanding performers.
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