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Champs Use Neuroscience To Acquire and Develop High Performers

With this change in our working environment, you may notice that the capabilities and skills needed for sales success in the work from home (WFH) environment are different than your “old” A-Player profile.  The pressure is building and the need to make the right decision or reply to “what now” and “how do we generate revenue in record time” is apparent.  Smart Leaders are turning to neuroscience to make better decision, reduce stress and develop better thinking in their teams in order to meet the challenges of 2020 and beyond.

As a young sales leader I was given 3 main goals by the president upon being hired as the Sales Manager for a fortune 500.  These goals were written on the corner of a torn piece of paper.  They were then, and still are, the top goals for sales leaders who are given the monumental task to increase revenue.

  1. Grow new business
  2. Increase existing business
  3. Train up or move out underperformers

Given my...

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The Mindset Of The "New A-Player" Sales Executive

Do you know whether or not you have a mindset that is helping you to get ahead or if you have negative thoughts impacting your performance?  There are many jobs that are performance based and knowing will help elevate your performance by 10-30%. 

The Think-X profile is unique in its ability to tell if the individual will be able to perform given their current thinking and mindset. Think about the difference between a growth mindset and a fixed mindset for example. People who exhibit the traits of the growth mindset will keep going in adversity and find ways to get the job done. People with a fixed mindset will hit a wall and give up. When it comes to behavior or strengths assessments, neither of these can tell you how they will perform and what thinking is causing the lack of performance. Have you ever hired someone who was supposed to be the perfect fit, but something just didn’t work out or performance problems developed after the 90-day...

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Scaling Up 3: Maximize Your Resources

Hi Champ!

In the last post we talked about three more ways you can work on maximizing your current resources. They included:

  • Reveal your business’ soul
  • From breaking even to breaking the bank
  • Stand up and stand out

Today we’ll talk about the last three areas you can work on to maximize your current resources. They are:

  • An offer they can’t refuse
  • Would you like fries with that?
  • Stay away from the edge of the cliff

An Offer They Can’t Refuse

The secret to success is to stay ahead of your competitors- maintain the competitive edge. To do that you need make it easier for your customers/clients to say “yes” rather than “no”. You do this by eliminating all the psychological, financial, physical, emotional and other roadblocks they may have.

You can take the risks for them by offering warranties and guarantees that make the customer feel more confident in you, your business and your products/services. You also must be serious about your...

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Are You In The 1%

HI Champ!

The Rule of 1% is simply defined as adding to your customer service one percent at a time. Before you can do this you must have your consistency perfected or it will never work. This one percent may seem small, but if you approach the vision for your company with baby steps, you will find a huge increase over a solid chunk of time. It’s not a sprint, it’s a marathon.

Avoid doing too much at one or you’ll set yourself up for failure. Think of the confidence you and your employees will have when you improve one percent each week. By the end of a year, you’ll have improved more than 50%!

While, rules and standards are necessary for growth, always be flexible with your best customers. Most retailers only allow a set number of items into a dressing room to reduce the risk of shoplifting, but it generally restricts the large percentage of people who are not stealing from you. Flexibility is the key to what you deliver to your customers and consistency is...

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