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The Ruby Group | Akron and Columbus, OH

Self Development

With the year winding down, perhaps it’s a good time to take stock of what you have accomplished so far this year, file away the lessons of your successes and failures, and begin thinking about what you’d like to accomplish in the coming year. 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change. More and more salespeople have larger territories than they used to have,  and are responsible for selling a wider range of products and services than they’ve ever sold. They've got a lot to do, and they usually have less time in which to do it than they had last year.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Once you’ve identified a goal that really matters to you, you’ll be more likely to attain it if you put the power of visualization to work on your behalf.

The Who, one of my favorite classic rock bands but funny enough that exact question comes up a lot in my role as a Sandler trainer. Who are you? One of the first things that we do with new clients at Sandler is an online behavioral assessment. There are a few reasons for this, but in short, it tells you and us more about who you are.

We just finished watching the first total eclipse of the sun since 1979. It got dark, it got cool, and it looked fascinating through the eclipse glasses. Which got me thinking, an eclipse is a blockage. It doesn’t let the sun come through to the earth.

Day in and day out, sellers are inundated with sales tips, new technologies, and industry updates. It’s easy to get caught up in the newest trends and forget about the basics. Today, I’ve outlined five simple tasks that salespeople can perform to improve their daily efficiency and make them more effective.

How many times have you faced a task and the first thought that came to mind was something like “I can’t…,” “That will never work…,” “What’s the point of…,” or “I’m afraid that…”?  More times than you’d care to admit, perhaps? Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well—filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such. 

Rule 14: Risk failure to achieve growth. I-10's learn from failure. Wow, I'll tell you what. This rule is action packed with Sandler philosophies and tactics. First of all, we have to embrace failure. Everyone's going to fail. You failed when you were a kid learning how to ride a bike. We fail in all the different roles that we have throughout the day.

In our constant pursuit to arm you with tools to become a sales master, we recently released a new book titled, Winning From Failing, by Sandler Trainer, Josh Seibert. While there are entirely too many teachings in the book to list here, below we have highlighted a few that encompass the essence of the book and are important takeaways for managers.

Summer can be a challenging time for businesses. Reduced productivity from individuals going on vacations or taking time off can lead to slow sales. This common phenomenon is a subject we’ve covered before on the Sandler Blog, with tips on how to combat the slow season.

Frequently people ask me how do I get better? How do I grow? How do I improve? Which are all good questions – and if you don’t ask yourself these questions – you should!

Josh Seibert is a long-time Sandler Trainer and our latest author. He joins us to talk about the lessons from his new book, Winning Through Failing. He shares why failure is a critical part of success, not the opposite of success. Learn how to set the stage for failure and use it to grow faster and expand your comfort zone.

There’s an adage that rings true for sales careers, “if it was easy, everyone would be doing it.” Proficient salespeople have some of the highest job satisfaction across all industries and can have very rewarding and lucrative careers. On the other side of the coin, selling — especially commission based selling — isn’t for everyone. Inexperienced or ineffective salespeople may have a hard time breaking into the profession.

It’s already the second quarter; is it too late to discuss sales mistakes to avoid in 2017?  Or lessons learned in 2016?  It matters not what month or year it is, for some sales lessons are timeless, and furthermore, we need to revisit them on a regular basis.

Setting an agreement on what will happen next is something we do every day. It is something we do naturally in most cases without even thinking about it. Why is this important and how can we leverage it in a business setting?

Think about the last time you felt pressure from a salesperson. It could have been when you were shopping for a mattress a month ago or the last time you bought a car. Or maybe it was that random cold call you received from a telemarketer in the middle of the day last week at work. How did it make you feel?

Need some motivation? Look no further than this group of TED Talks, from experts in a variety of fields. From the aid worker who battled hippos (and lost) to the analyst who discovered the power of drawing toast (and how those drawings revealed simple solutions to complex problems),” this roundup of TED Talks is ideal for motivating yourself or your sales team.

I do a lot of business and professional coaching. 9 times out of 10 the subject of work/life balance comes up. How do we establish boundaries for our work and family time? Are we allowing others to take over control of our schedule, pushing us towards burn out? There are 2 factors we need to consider when evaluating this.

In his recent book, Change or Die, author Alan Deutschman claims that although we have the ability to change our behavior, we rarely do.  In fact, the odds are nine-to-one that when faced with a dire need to change, we won’t.  Most smokers who are presented with a wealth of scientific data on the dangers of tobacco do not quit smoking.  Our beliefs are what we feel in our gut and those beliefs are hard to change; we spent a lifetime developing and defending them.  This explains why providing information rarely changes how people think or act.

What do the first seven seconds of meeting you say about you, your work ethic, and your ability to be successful? Every fiber you zip, shrug, or button into tells a story about you. Smart business people understand this and use it to craft a strong personal brand. While you don't need to wear a business suit every day of your life, unless you are in a super-professional industry, it's critical to selectively choose your clothing. 

It’s natural to want to avoid adversity. Life would be easier, right, if we just didn’t have so many problems/challenges/issues? But, avoiding all adversity would actually impede your ability to grow, to learn, to live!

We all need a coach…. Being comfortable being uncomfortable is a motto we have here at my office. I know that if I am uncomfortable, I am growing. As we start 2017, my question to you is: Who do you have in your life that pushes you to grow and be better than you were yesterday? My son Cody was looking at colleges for next fall for academics and wrestling.

It's almost always the decision maker that makes the decision work or not work – not the choice.  You can make decisions – better decisions – and you can make them work.  If you are not feeling “up to it,” no amount of concentration or wishful thinking will make your dreams come true.  Things in motion tend to stay that way and things at rest do too.  When you stop spending so much time THINKING IT OVER, and start making decisions, your prospects will too.

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

When it comes to the best of the best, it’s easy to land on the Navy SEALs. Not only are there very few people who are selected to even be considered, but of those, only one in four successfully complete the training program each year. It’s grueling work, often pushing young men and women to the brink of exertion, even close to death.

You have an inventory to take, a phone call to make, and a report to write. But instead of diving in and getting the tasks completed, you put them off. “I’ll get to them soon,” you tell yourself. But your definition of “soon” and Webster’s definition have little in common. Can you relate to these situations…or perhaps other recurring situations of similar thought and behavior?

Not sure if you’re a Walking Dead fan? If not, here’s the quick summary: Zombies have taken over the world and the living are forced to survive by whatever means possible.

In a scene from an episode I watched recently, (I’m a season behind, so no spoilers here) one of the primary characters, Maggie, enters a room to “negotiate” a potential trade deal between two surviving communities – this one has food and Maggie’s has weapons.

Stress reactions have also been shown to be beneficial in business situations — in small doses. A recent study even states that short periods of stress can increase a person’s cognitive functions, resulting in brain power improvements. As long as we’re able to channel stress to solve problems, the body’s stress reactions can help us focus, get more done, and think more clearly.

“Dear Mom, I wanted to thank you for all the great sales lessons you taught me growing up. You may not have known, but you were priming me for a career in sales since the very beginning.”

Here are seven sales lessons I learned from my mother – and I’m pretty sure she didn’t even realize it:

Golf is a game not everyone can play, but most can relate to. I’d be willing to bet either you or someone you know plays golf. One of the great things about golf is it’s a sport you can learn at ANY time in your life – from preschool to retirement – and you can still enjoy the game whether you’re a scratch golfer or a hacker. Besides being a lot of fun, golf can also teach valuable lessons – particularly in sales. Here are four specific sales lessons you can learn from the game:

What keeps you up at night? If you’re passionate about your business or your sales job, it’s likely got something to do with work! Here are 12 facts about sales that may very well keep you up at night.

Ever have a bad day?

Yah, me, too.

In fact, I’ve had lots of them; but I’ve also had lots of good ones. And, even though there will always be good days and bad days, good meetings and bad ones, good calls and pure rejection, at your core, you are still 100% YOU – not good, not bad…but AWESOMELY you!

Anyone can become a salesperson. There’s no real barrier to entry and no barrier to continuing a career in sales. As with most professions, anyone can become a “subject matter expert,” but that does not automatically make that person a good salesperson.

Stress is a natural response of the body to challenge, fear, attack, excitement and other external stimuli that gets our heart racing and the blood vessels pumping. However, too much stress, which happens regularly in a stressful workplace, and the body starts to break down. It’s not a good formula for a successful career, no matter how hard a person works. 

Clients, vendors, sales representatives, and products fill up most of your time, leaving few minutes each day to organize yourself and clear the clutter from your desk or mind. January is “get organized month,” but busy sales representatives and managers can’t devote an entire day to administrative tasks without losing potential profits. Here are seven ways you can create organization to drive success in ten-minute increments any day of the year.

We know from some extensive research on goal setting that most people make a New Year’s wish instead of a resolution. Proper goal setting requires commitment to your dreams. It gives you a road map to follow, allowing you to focus your efforts on the right thing at the right time, and holding you accountable for progress. If you are committed to succeeding in 2016 and want to do something about it, then follow these 6 steps to a perfect goal setting plan for this year and the rest of your life.

Ken’s closing ratio had been the lowest on the team for four months running. Juanita, his manager, asked him to meet with her privately so they could figure out, together, what the possible obstacles to better performance might be.

When someone hands you a business card and says, "you should call this person", it's not really a referral. Without more information, it is more like they're sending you on a cold call. Cold calling is way down the list of favorite prospecting activities for most salespeople, and sometimes that frustration can spill over to referrals.

Effective communication plays one of the biggest roles in a functional work environment, but the ability to interact well with one's peers is one of the hardest skills to master. Develop stronger relationships with your coworkers using these seven tips to improve your professional communication skills.

As a salesperson, here is something you probably already know: people don't feel a strong connection with companies. So in this day and age, having a personal brand is no longer an option; it is a requirement. If people do not see you as a relatable individual and instead starting viewing you as simply the voice of a corporation, you aren't going to last long in the fast-paced world of sales.

Those thoughts seem pretty close to opposite, don’t they? But, in fact, one very much leads to the other…in sales, as in life.

Many years ago, David Sandler created a psychological model, called I/R Theory, to differentiate between identity and roles, and to help salespeople understand the interconnected nature of these two concepts. The gist is this: we tend to connect our success or failure in our roles (salesman, father, friend) with our level of self-worth.

High-performing sales teams are led by strong sales managers who embody leadership skills that motivate and empower the team. Exceptional sales professionals display certain traits that allow them to stand out from the rest and achieve great sales success.

I had a position coach during my freshman year in college that made the comment, "Point the thumb, before you point the finger," and it has stuck with me ever since. Our football team was in a transition period, new coaches, new players, new strategies and we stunk pretty badly.

People make buying decisions emotionally and justify those decisions intellectually – Sandler Principle 6

While your personal presence has a lot to do with your physical presence, it’s often more about your self-belief (or self-doubt). Whether you know it or not, your thoughts – the attitude, the head trash, the doubts, the questions – are coming across loud and clear to the person across the table.

Ever struggle with self-confidence? Ever have a moment (or several moments) of self-doubt? Ever feel like maybe you’re not cut out for sales? We all have those thoughts from time to time, and these self-limiting beliefs have the potential to crush us if we let them. Here’s how these beliefs can sound…

Your mindset has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken and have appealing personalities, yet their sale performances are average...sometimes, only marginally acceptable.

I often get asked by prospects and clients to give them the secret ingredient that will help them get motivated or how to motivate their sales teams. I hear comments like, "Most of us know what we need to do, why don't we just do it?" I chuckle when I hear this because we all know that the only person who can motivate us to do something is ourselves. It's like going to the gym: friends and family can encourage and suggest that we go, however the ultimate decision lies with the individual.

In Sandler, we often refer to “having the cure for my industry’s cancer.” In other words, my product or service is here to save the day. If I walk into a prospect’s office, and I hold the key to his or her success, I’m going to let them know about it. I’m going to be confident in the results it brings or the money it saves or the help it provides.

Why? Why do we get up every day and go to work? Because we have bills to pay: Really? Listen to the news-not paying your bills is now as much a status symbol as a Gold Card in the 1980's. Because that's what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed-and you don't know what is really expected, do you? Because employees depend on us: Really? Management texts say a great manager implements systems that will operate well when management is not there. Really it's because Mom or Dad said so