In addition to being a great song, serves as a great reminder. There’s a start time and an end time. What are you doing in the time in between? From the Go to the Stop.
There’s so much opportunity there to connect, serve, persuade.
And it doesn’t have to be Big Time in Between. It can be minutes. A smile. Connecting eye to eye with someone.
It can be a Big Time in Between. A sales meeting. A demo. An SKO. (virtual or in person, these are all BIG.)
The latest Video Blog from Dionne Mischler: Are You a Thermostat or a Thermometer?
Welcome to the latest prep speech from Dionne Mischler. Today’s topic: the difference in being a thermostat and a thermometer – and why it’s better to be the former versus the latter.
Watch Dionne’s blog and get the full synopsis below. You can also click here to request a meeting with Dionne.
If you have been following my blog, you have heard me discuss the concept of being a leader by title or deed (or both).
Today, I’d like to discuss the concept of being a thermostat or a thermometer – the former is someone who has a ton of energy and can change the temperature of a room just by entering it, the latter is someone who is an expert at reading the room and taking its temperature.
I think this is a very interesting dynamic to bring to the table. Leaders need to have a heightened sense of self-awareness and understand at which points they need to be a thermostat and at which points they need to be a thermometer.
The key pieces for leaders are: know thyself and know the situation. Think about this as you’re coming up with your 2019 strategy and be mindful of the situations you are entering and what they call for on your behalf.
Looking to optimize your sales organization in 2019? Contact Dionne to help you coach and train your sales team to become all they can be. Schedule time with Dionne here.
Enjoy the rest of your holidays!
If you live by the words “this is how we’ve always done it” and really, really like a well defined rut, this is probably not what you’re looking for. If however, you are interested in making changes within yourself and your team, you’ve come to the right place.
If you’re someone who likes to get up and get stuff done, then you’re in the right place. If dangling items on your to-do list make you nauseous and procrastination make you cranky, you’re in good company.
As a leader, we are on the hook for numbers, relationships, process, initial onboarding, ongoing training, the list goes on and on. Can I get an Amen? Sometimes, tackling these big initiatives is so overwhelming, we don’t know where to start.
And even worse, we do nothing.
Well, let’s talk about eating the elephant one bit at a time, just like in the video. At the AA-ISP Leadership Summit in 2017, I was fortunate enough to lead a pre-event workshop titled Transforming your Inside Sales Team. During this workshop, we walked through an Inside Sales Infrastructure scorecard and everybody rated themselves.
The purpose of this exercise was (and is) to stop, think, and do.
The leaders in this workshop scored themselves and then rated what particular area of focus would give their team the most lift. Based upon those scores, they were then able to plot actions on an annual calendar for tackling.
Again, keeping in mind that things happen – both good and bad – and we should allow enough time so we’re not short-circuiting our efforts before they begin.
Resources for you:
Action tip of the day: (1) complete your scorecard, (2) figure out which area of your Inside Sales Infrastructure you could improve that would matter most to your team and deliver the biggest impact, (3) determine next steps and right them down, and (4) compartmentalize what you need, next best steps, and execute!
Dionne is a 20 year sales veteran having built and scaled Inside Sales team from the ground up. She started her own firm, Inside Sales by Design, to work with companies wanting to build their Inside Sales Teams right the first time and transform their current Inside Sales Team into something greater. Dionne believes in and uses common sense, practical approaches to inspire leaders and teams to greatness.