Are You In Your Element?
Sir Ken Robinson wrote a book called “Finding Your Element” that I recommend to all sales leaders I work with. You can find it here.
The essence of it is that all of us have that specific area that we are uniquely competent in. (Dan Sullivan, The Strategic Coach, calls it your “unique ability.”) Robinson says it’s where “natural talent meets personal passion.”
This notion came to mind recently, when I watched a series of sales presentations given by a sales team. They were presenting their 2015 Business Plans, which by the way, is an awesome way to give people practice at presenting as they work through plans.
I see the mistake lots of sales leaders make which is putting people in roles where they fail to use their element. While impossible to spend 100% of our time in our element, it’s useful for leaders to do a quick assessment on each of your people – to see where their strengths are.
And then ask the question: Are we using him/her in the best possible way?
And if not, what do we need to do to make sure they are spending more time in their element?
In my coaching practice, I often get asked to turn someone into a top sales performer. But if it isn’t their element, it’s a waste of time.
So do a quick survey on your people and come away from that with a plan of emphasizing people spend more time doing what they’re naturally great at.
Bill,
Just wanted to reach out and let you know that even though our last “face-to-face” training was many moons ago – I continue to utilize your methods in my daily life, both professional and private. At the time we did our training session with you in mid-2000, I was coming off of consecutive Salesman of the Year awards (’01 & ’02) and a year after our session (’07) I was blessed to win S.O.Y. for a 3rd time. For the last 5-6 years it has been a terrible grind and I often questioned what I was still doing with this company, in this business, etc. Happy to say that I went back to my Caskey roots; valued my time (to the prospect,
I know your time is limited and important and mine is to so…”), became even more focused on solution rather than transactional sales, became much more selective about who I allowed to be my customer, and employed the “as you look forward to …what is your biggest challenge” and I am happy to say I am back on track with my 4th S.O.Y. in ’14.
Not saying it was entirely thanks to you (I often looked to my passenger sheet during all the windshield time and didn’t see you there) BUT, your methods really worked for me last year and continue to do so….thank you!
Sincerely,
Mark A. Wyrick
Solution Specialist
Cannon IV, Inc.