Large Crowd Energizing Techniques

The sight of any large audience can give the heebie-jeebies to the best of public and professional speakers. To get nervous is normal. To be in awe of the energy pulsating from crowds is also normal. There are however, across the world, a handful of speakers who know how to manage and motivate large group energy by using the energy that emanates out of these crowds. These brilliant speakers are conversant with the science and psychology of large groups and have mastered a few techniques to tame and entertain the beast. Here are a three of my ideas and the science behind them.

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Coaching Seventy Times Seven

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So, at the end of the 5th HeART2HeART Sales Management and Coaching Workshop, this question “How long and far into the future must a Sales Manager coach his sales force?” was answered and answered well.

One of the participants, a Sales Manager with over 15 years of experience and who heads a team of over 50 salespeople nationally, quickly and smilingly responded with “seventy times seven!”Well, close we all thought, not exactly from that perspective but definitely with that kind of an attitude.

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Five Questions on Sales Coaching

It has been an interesting day one at the 5th HeART2HeART Sales Management & Coaching workshop at the Ascott in Makati, Philippines. Though I have talked many times about the various aspects of coaching at several venues still the questions that come up from a brand new audience create brand new opportunities for deepening and broadening my understanding of the field.

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Coaching and Mentoring

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As I am about to walk into another session of HeART to HeArt Sales Management and Coaching, a thought enters my mind saying people will ask me the difference between coaching and mentoring. It is a common question because many are still learning and will always continue to learn new disciplines.

Coaching is when you work with a ‘client,’ not a ‘coachee’ as many refer to the partner, to help him achieve a specific set of goals in a specified area within a chosen period of time ad with the outcomes having a measurable and beneficial impact on the client. In coaching, a coach does not teach, does not instruct, and does not impart any part of his own beliefs or choices at work or in life upon the client.

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Sales Coaching, a Calling

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The real value underlying coaching others, especially your sales teams, is the fact that while you are helping, guiding and nurturing others into being their own best and unleashing personal resources for personal success, is that you as a coach, as a leader learn thrice as much. These are just three of the things that happen to YOU when you coach others:

  • Your own insights into the finer nuances of selling skills multiply exponentially.
  • You become a more cautious and a careful person and develop an uncanny ability into seeing what others need, what others say and how others express themselves.
  • You also learn to assimilate information in a dynamic and a holistic way.

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Enterprising Young Musicians

It is true that the cognitive business skills for starting, running, and succeeding at a business venture can be gleaned from a book and learned from business schools. But there is no entity that can impart and equip an entrepreneurial candidate with what economist Joseph Alois Schumpeter rather romantically described back in 1912, as “the will to conquer, the dream and the will to found a private kingdom, and the joy of creating, of getting things done.”

Most successful entrepreneurs do discover and master the science behind, “the will to conquer, the dream and the will to found a private kingdom, and the joy of creating, of getting things done.” But, after suffering excruciating pain and paying an enormous price.

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26% at 3 Hours Per Month, Per Sales Rep

The three major ingredients for expanding and increasing company wide sales are:

1.) Flawless Sales Planning
2.) Employing and Deploying Slick and Self Motivated Sales Personnel
3.) Training and Coaching everyone on the Team and beyond.

Of these three ingredients for expanding and increasing company wide sales the least understood and executed well is the discipline of coaching our sales forces.

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Serenade!

“20,000 for the premises and 30,000 for instruments” offered a 13-year old from the Philippines.

“All of us will be partners and be open to regular feedback,” declared an 18-year old from Malaysia.

“Your music is our command!” claimed a 19-year old from a team that called themselves “Serenade.”

These and another 40 young musicians were my partners in creating new enterprises, serving music as a product and a service, last May 24th at the Eugenio Lopez Center in Antipolo, Philippines.

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I hate brocolli!

I hate brocolli! I hate the sight of it. I hate it’s name. “Brocolli?” What is that? It sounds like some tropical disease. Like, “He’s got brocolli between his toes. She’s got brocolli in her armpits.  But then again, we do know its good for us. Its green and healthy for our insides and for our cancer fighting cells. And, some claim, it adds and multiplies brain cells.

Similarly, in my work-life there are things that I know that there are things we must do which will be good for us. Like learning to and keeping proper accounts. Learning to and keeping proper records and files of projects and programs. And, for professionals and small business owners like me, learning to build an active website and sustaining, nurturing it over time.

I hate brocolli!

I hate brocolli!

I knew this. I was told this, many a times, years ago by colleagues and friends in the industry and yet I kept thinking _assigning this to a professional or a professional team would be the smart thing to do. And, boy was I ever wrong! Nearly every other year, I’d look for to outsource this work and they’d come back and pick my brain, have me do the thinking, the brainstorming and making the website work for me and my business. ” At first I was doling out money in spades and getting aesthetically impressive returns. Then I tightened my fist and began to get function but no charm and no ease. All through, in the back of my head, I kept thinking…”I wish I was computer savvy. I wish I understood the internet as well as they do. I wish I were Generation X or Y or Z. I wish I weren’t a late-bloomimg baby boomer baby! Grrr!

Website building, maintenance and the world of internet marketing loomed over me like a huge clump of rotting brocolli.

Yet, a small voice kept telling me, “Go ahead, take a bite and start chewing. Go ahead, roll up and your sleeves, tie a nappy around your neck and dig in!

So, two week ago, I rolled up my sleeves, put a nappy around my neck, put on my reading glasses, plugged in the earphones and hauled my lap top closer to me and began clicking, punching, rewinding, undoing, doing, highlighting, reading, taking a power nap in between, and clicking, punching, rewinding, undoing, doing, highlighting, reading, listening until it began to make sense, until it began to take shape.

What you are browsing through right now is a still a rough draft, a skeleton of what is yet to come and grow. In essence, not only am I learning to eat my brocolli but I am also learning to plant, grow and make it flourish organically. That’s the way to go when it comes to learning and succeeding at something you consider hard and something that you figure you can set aside and a let divine intervention resolve it for you. No sirree! It doesn’t happen that way.

Can this same principle be applied for accounting, book-keeping and or maintaining records. Yes!
Nothing is more empowering and liberating than tackling any and all kinds of huge, ugly brocolli clouds that loom over you and slow you down. Hate that brocolli? Eat it first! It’s good for your soul;)

Inner Sun

An Unbalanced Life.

Most everyone is focused on living a balanced life. What exactly is a balanced life? Twenty fours divided equally between work, play, family, personal needs and service to the world? Or, is it stress at work, peace at home?