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Sales Training: Develop A Clear Vision
By Brian Tracy - Motivational Business Speaker
Do you lead a sales team?
Even if you don't, you lead yourself in your sales career. In this
inspiring, thought provoking article, Brian Tracy helps us become more
influential leaders and sales professionals.
Take Action Sales Editor
The one quality that
all leaders have in common is that they have a clear and exciting vision for the
future. This is something that only the leader can do. Only the leader can think
about the future and plan for the future each day.
Take the Time to
Think
Excellent leaders
take the time to think through and develop a clear picture of where they want
the organization to be in one, three and five years. Leaders have the ability to
communicate this vision in such a way that others "buy in" and eventually see
the vision as belonging to them.
Motivate People to
Give of Their Best
It is the vision of
the future possibilities, of what can be, that arouses emotion and motivates
people to give of their best. The most powerful vision is always qualitative,
aimed at and described in terms of values and mission rather than quantitative,
which is described in terms of money and numbers.
Money is Important
Of course, money is
important, but the decision and commitment to "be the best in the business" is
far more exciting.
Keep Your Cool
Another key to
leadership success is for you to "keep your cool." A study at Stanford Business School
examined the qualities that companies look for in promoting young managers
toward senior executive positions, especially the position of Chief Executive
Officer. The study concluded that the two most important qualities required for
great success were, first, the ability to put together and function as part of a
team. Since all work is ultimately done by teams, and the managers' output is
the output of the team, the ability to select team members, set objectives,
delegate responsibility and finally, get the job done, was central to success in
management.
Practice is
Everything
The second quality
required for rapid promotion was found to be the ability to function well under
pressure, and especially in a crisis. Keeping your cool in a crisis means to
practice patience and self-control under difficult or disappointing
circumstances.
People Are Watching
The character and
quality of a leader is often demonstrated in these critical moments under fire,
when everyone is watching, observing and privately taking notes. As Rudyard
Kipling once said, "If you can keep your head when all around you are losing
theirs and blaming it on you, then the world is yours and all that's in it".
Your job as a leader is to have a clear vision of where you want to go and then
to keep your cool when things go wrong, as they surely will.
Action Exercises
Here are two things
you can do immediately to put these ideas into action:
First, project forward 3-5 years and imagine your ideal future vision. What does
it look like? What steps can you take immediately to begin turning your future
vision into your current reality?
Second, resolve in advance that, no matter what happens, you will remain calm
and cool. You will not become upset or angry. You will take a deep breath and
focus on the solution rather than on the problem.
Brian Tracy is one of the World's leading Sales Experts. He can be reached at his website
http://www.BrianTracy.com.
One of motivational
business speaker Brian Tracy's best programs captured Live on CD. The Success Mastery Academy. This is a must if you really want to succeed!
Grab hold of your success & close more sales.
Click here for more information.
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