Blog

Recruiter Tip: Accountability Partners

Posted on August 15, 2012 by admin in Recruiting

Get an accountability partner. When you share your weekly performance targets with someone else and ask them to hold you accountable, you will be amazed at how much performance output you can muster, just because you know somone else will be checking up on you. But you really have to honor this commitment to others and also to yourself.  It’s easy to ask someone to hold you accountable. It’s harder to follow through.  I’ve had at least a half dozen people over the years who have hired me for coaching, pre-paid for several sessions in advance, and then disappeared because they knew that I was going to check up on them as they asked me to. I call it the "Dodge the Coach" syndrome. Deep down inside, we want to disappear and not be found out. Don’t let this happen to you. Face your fears, put yourself in a position of accountability, then face them again as you push your way through to success.

Read More

Be Selfish With Your Time

Posted on August 3, 2012 by admin in Recruiting

Most sales people aren’t selfish enough with their time.

They give it to people who can’t provide value to their sales. I’m not talking about not being nice and not being cordial with your colleagues.  I’m talking about drawing boundaries.

Draw boundaries with others when they interrupt your prime calling time to tell you about their weekend. Draw boundaries with prospects who aren’t qualified to buy.  You can do this with respect because everyone deserves dignity.  But be firm and genuine and be genuinely concerned about where you spend your time.  It never ceases to amaze me how many sales people spend time texting and insta-messaging and emailing friends during prime calling time. There are thousands of blog posts out there that are also fantastic distractions and add no value to you. Stay away from them. Only do things that bring you closer to hitting your targets. If it doesn’t help you hit your goals, do it after hours.

As a good rule of thumb, ask yourself these questions:

1) Does this activity/conversation/blog I am reading/email I am writing bring me closer to or further away from my goals?

Read More