In challenging economic times, it is important to mobilize everyone to help boost sales. Here are some thoughts for managers, salespeople and employees on how to generate more business.

Managers

Look for opportunities to mobilize your staff to create more sales. Customer Service employees can look for new opportunities or upsell and cross sell customers additional products or services – McDonalds famous line is “Do you want fries with that? or do you want to make that a combo?” When they experimented with doing without those suggestions, they discovered that sales dropped. An existing customer can be your best source of sales growth.
Remember that setting your goal as “To Survive” is not particular motivating. Set goals so they are ambitious and then you will likely overshoot the “survival” outcome and do better.

Salespeople

When times are good, salespeople can ease up a bit and become order takers instead of order makers. If you are in sales, a turbulent marketplace can create new opportunities with new prospects. You may be able to take advantage of weaknesses in your competition. Focus on the fundamentals, maximize your selling time with new prospects and existing accounts. Go after the business and you will succeed.

Employees

All employees can make sure that existing customers are looked after by meeting and exceeding customer expectations and providing great service. Look for opportunities to expand the business relationship by suggesting other products and services. Look for opportunities to let people know the positive aspects of doing business with your company.

Together, you can grow sales in challenging times. For more information, please visit www.LeadershipWizard.com

There are a large number of people who are lacking in the self-confidence they need to move forward in their career so we will look at ways to boost your own self-confidence and how to boost the confidence in others. Each of these strategies can be used personally, with employees and even with your kids.

The Confidence Paradox – Have you ever heard someone say, “I just want to feel more confident before I try X?” In reality confidence is not something we gain before we do something. Instead confidence happens after we do something.

While you can prepare for something new, confidence will only come after you do it.

How would you encourage people to build up confidence?

Block unhealthy messages – we may put ourselves down, or we might replay what someone else said – either way, if we have been told that we are not good at something, or we keep telling ourselves that message, we will not give it a try. And even the words, “I’ll try.” are a cop-out. People say, “I’ll try” when they really don’t believe they’ll be able to use it. As Yoda said, “There is no try, there is only do.” Start eliminating negative self talk and don’t accept someone else’s opinion on what you may or may not be good at. Their opinion likely has more to do with their own self-confidence.

Think it through – Help prepare yourself for the challenge. Most people over estimate risks and underestimate benefits. What really could go wrong and how likely is that to happen, and so what if it goes poorly – you will still learn something.

Go for it – When you watch a baby learn how to stand and walk – it is an impressive feat – with many falls and bumps on the head, they stick with it. Imagine if babies had the tenacity of many adults. You would see a colleague crawling along the floor, “Hey Bill, what’s with the crawling?” “I tried walking a few times, its not for me, I’m going to stick with crawling.”

You will be amazed at what you are truly capable of if you get out there and do it.

Visit www.LeadershipWizard.com for great solutions to increase your personal and organizational effectiveness.

Sometimes we have the impression that being an effective leader means that we have to be macho when in fact taking a macho approach can actually hurt results.

What Does Macho Mean?

The tendency for a manager to think that they must always be tough, push hard for results, be the smartest person in the room and relentlessly focus on tasks.

Why Isn’t Macho Good?

The macho manager is like a one-trick pony. By relentlessly focusing on results, he or she can burn out people on their team, and once the motivation drops, the performance also drops. This of course drives the macho manager crazy and they get even more intense only to see the results enter a spiral dive. In fact a recent study published in the Harvard Business Review illustrated how the macho manager actually tended to cause a greater number of safety issues, reduced output, and higher turnover.

What’s the Alternative?

The best approach from a leadership perspective is to have a balance between focusing on the tasks to be completed and developing a coaching relationship with your team to maximize motivation and engagement. Recognize that productive leadership relationships begin with good relationships and mutual respect. Let your employees take the lead on projects and initiatives. Even if they don’t do it exactly the way you would have, realize that their commitment is higher and will likely have greater success. Let your guard down and show your humanistic side. Be pleasant and approachable.

You are a Macho Manager if:

- You feel the need to tell people what to do most of the time.
- You feel the need to show people how smart you are.
- You push relentlessly for results without consideration for people’s motivation
- You believe that force is the best way to maximize results

Be Less Macho by:

- Involving staff in decision making and problem solving
- Saying good morning, please and thank you
- Asking instead of telling
- Encourage and provide positive feedback for a job well done
- Provide challenge for motivation

With national elections in both Canada and the United States, the question on most voters’ minds is, “Who will be the best leader?” Business owners, managers and supervisors can learn from this scrutiny to strengthen their own leadership skills.

While leading a department, division or company may not be in the same league as Prime Minister or President, it has a big impact on the lives and careers of many employees and their families.

Charisma

The American Heritage Dictionary defines charisma as “A rare personal quality attributed to leaders who arouse fervent popular devotion and enthusiasm.” Based on this definition, charisma is rare and many people might perceive that you either have it or you don’t. The good news is that charisma can be cultivated and developed to make you a better leader at work, at home and in the community.

Charismatic leaders inspire people around them

A colleague of mine shared the story of how employees who worked for her late father’s tool shop still approach her on the street to express their feelings for her dad. He had such a way of connecting personally with each employee that tears of joy and sadness still come to their eyes months after his passing. The demise of this kind of devotion to leadership could be blamed on cultural shifts. In reality there are very few leaders who are charismatic and competent enough to warrant such fervent support.

Want to be more charismatic? Take an active interest in others, be a good listener, and speak from the heart. Confront the annoying or aggravating behaviours that work against you. Ensure there is integrity between what you say and how you behave. Charisma comes from confronting your own self doubts and letting your talents and gifts shine.

Competence is essential

People evaluate competence through the decisions you make, the plans and strategies you craft, your knowledge and experience. Your achievements and track record are scrutinized to determine whether you are able to get the job done.

Your competence is called into question if you are uncertain about making decisions, fail to learn from your mistakes and exhibit questionable judgement.

Seek opportunities to demonstrate success. Challenge yourself to tackle projects and goals, even if there is a risk of failure.

Competence is a must have, Charisma is a bonus

Respect is earned from your competence and integrity. A charismatic leader may be charming, however they may not stand up to close scrutiny if they are deemed incompetent. The most powerful combination is competence and charisma together in one package.

Competence and charisma are judged by others and not simply a declaration you make about yourself.

Would your employees elect you as their leader?

While your employees may not cast votes at a company ballot box, they do vote with their feet, and your leadership can either attract or repel talented team members. The behaviour and performance you see in your employees is a direct reflection of the influence you have as a leader.

So in the upcoming weeks, as you see political candidates in action, observe their style and substance and see what you can learn in order to become a more charismatic and competent leader in your organization.