Eat Now or Eat Later

Posted Wednesday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals, Sale & Marketing

I had a coaching session last week that I thought you’d find interesting.  I was meeting with a client and their sales team was in a slump.  Up to this point they had enjoyed a great year, but over the past couple of months the numbers were slipping and no one seemed to know why.  They were the same team with the same manager and the compensation plan hadn’t changed.  What was it that was causing the problem?

The first thing we looked at was their activity.  We found that they were making the necessary quantity of prospecting calls, so that wasn’t the problem.  Next, we examined what they were saying to be sure our value proposition still had meaning.  Appointments were being booked so that didn’t seem to be the issue.

We didn’t find the challenge until we looked at WHO they were calling.  A few months before, the company had landed a mega account that was profitable for the company and a huge win for the sales person.  The marketing department had sourced a list of very similar prospects in hopes of closing another large sale by the end of the year.  A worthy goal, but they forgot one very important point…you have to eat today.

The sales people were so anxious to land a similar type deal that all other prospecting took a back seat to the “list.”  So, what happened?  Bigger sales are almost always more complicated and they usually require a longer timeframe to close.  So my client’s usual sales cycle of a few months blew up into nine months, drying up the revenue.

It was time to jump into a few ‘eat today’ strategies like contacting past clients and looking for potential smaller sales that could be closed more quickly.  Once they did that, we balanced out their numbers in quick fashion.

So, if you aren’t hitting your sales goals there are many areas to review to find the answer.   Just be sure you have a plan to Eat Today AND Eat Tomorrow.

Dawn Drozd is CEO and Master Business Coach at ClearVision Business Coaching. If you are serious about change, tired of swimming against the current or you would like to grab a cup of coffee and discuss how this article applies to your business…call us at (586) 323-5150.

I’m Content

Posted Wednesday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals

Consider a lonely tree. That single element in nature has to put up with the forces of nature and human existence to survive. Weather, pollution and general manhandling will test that tree, and it’s up to that tree to survive.

Ever see the crosscut of a tree trunk? The rings offer insight to that tree’s status each year, the fat rings proving that the tree gathered much water and nutrients during those years. The skinnier rings tell of some scarcity that made the tree grow very little.

It’s not up to the tree to say, “Hey, I like springtime and I want to keep living in it.” It’s up to the tree to persevere through drought or a long, brutal winter. If it doesn’t, it’ll die. And even when the year brought scarcity, you still saw a ring in that trunk—the tree still grew.

That is how each of us live in work and in life, day to day, year to year.

It’s easy to be stuck in a rut sometimes, or just being in a familiar routine that doesn’t illicit any sense of urgency or caution. If it ain’t broke, why fix it, right? But while you’re happy and oblivious in comfort, there’s a whole world of nature and human existence whirling around you, racing by to find the next best thing, the one thing that will take them to the next level closest to survival.

You might say you’re content at staying where you are now, and you’re certainly not alone. But here’s a little secret: you sure didn’t get there by simply “being content”.

Getting from Point A to Point B requires moving, and moving from place to place, whether you believe it or not, takes hunger, patience and learning. As you move you see things, you meet people, and you grow.

Like the tree. That tree knows that if it’s not growing, it’s dying. 

Change is happening all around you, and you need to change to keep up. You should want to change, because survival is not just a physical adaptation but an emotional one as well. Ask yourself how you can step out of your comfort zone, for only a brief while, to grow yourself and your business. You’re not dying—you’re growing, you’re surviving. Tell yourself each day how fat you want that next ring to be, and go for it.

Dawn Drozd is Master Business Coach and CEO of ClearVision Business Coaching, 586-323-5150 or dawn@clearvision.us.com

Change is Scary

Posted Monday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals

You’re in a box.  

Warm and snug, you’re content to stay in that box because you know everything about that box. You know how big it is and what it feels like. You know what’s inside that box with you. Stuck in the company of everything in that box, you are blissful in comfort. You are the controller, the owner, the virtual king or queen of that box. 

But then suddenly your world changes…not the world inside your box, but the one outside of it. Your box has become old, outdated, unwanted. Suddenly, what was once comforting and viable for survival is now inappropriate and dysfunctional. 

So what do you do—stay the same, or adapt with your surroundings? 

Change is not an easy thing to accomplish. In fact, it’s often hard to do and downright scary. And what are the biggest reasons why we are fearful? Perhaps we don’t have a good plan set in place, or the support or knowledge we need to keep moving forward, or the confidence we need to push through adversity. 

Do not fear—help is here! Fear is the body’s natural response to something we don’t know that could cause us pain, embarrassment, or just plan failure. It’s the mind’s automatic need to turn away from the unknown in order to remain happy and comfortable. Breaking out of one’s comfort zone is not easy, but it’s necessary to change, to learn and to grow. And when you have the strength to break out of your comfort zone—your virtual box—you will find yourself moving with the fast-paced current of change, and you will find yourself around new peers who can help you, and new customers who will keep your business afloat!

And guess what? It’s okay to make mistakes, because that’s all a part of learning and growing as well! When learning something new, you’re bound to make a few mistakes, but that just makes you strong and your confidence even stronger.

Dawn Drozd is Master Business Coach and CEO of ClearVision Business Coaching, 586-323-5150 or dawn@clearvision.us.com

The Power of Peer Accountability

Posted Wednesday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals

Lack of accountability is frequently used as the reason why businesses fail to grow. Although the word ‘accountability’ may make you think of management enforcement, the top-down approach is not the most effective means of maintaining high standards on a team or achieving high levels of ownership. Peer pressure, quite frankly, is much more efficient than any policy or system could be. The anxiety of letting down respected team members is a key motivation for performance.

However, if you are a team leader or manager, this does not let you off the hook. Accountability needs to become part of the team’s culture and has to be modeled by you as the leader.  What does that mean?  Leaders need to hold their own team accountable for both results and behavior.  Unfortunately, for many leaders, it is frequently easier to hold individuals accountable for the results and ignore behavior issues.   But since behavioral problems almost always precede results, it’s critical to call people on behavioral issues even though it may be uncomfortable.   One important area where this can be demonstrated and addressed is meetings.

For example, in a team meeting, one individual decides to deviate from the stated agenda and spends five minutes complaining about the lack of business.  Another team member opens his laptop and ignores the planned discussion on standards.  Both individuals are solid performers and achieve results so the team leader doesn’t say anything.  What tone does this set for the team? If everyone observes that the leader does not have the courage to call people on their behavior, it’s likely they will not be comfortable saying anything either.  Conversely, if the leader can redirect the off-topic complaint or request that the laptop be put aside, he/she is demonstrating the type of action that is desirable from other participants in their interactions with each other.

One of the largest obstacles to achieving peer accountability is overcoming the hesitance to give each other critical feedback. Sometimes people think it will risk their positive relationship; but, ultimately, if there is a lack of long-term accountability, the positive relationships disappear anyway. Not that it is comfortable to step into these conversations, but continuing to ignore the constructive feedback will not breed a culture of accountability. It hurts the team and it hurts the teammates themselves.

In order for team members to hold each other accountable, they must know what each person is working on. The best way to do this is usually a quick thirty-second update during meetings of each person’s top priorities for that day or week. If anyone feels that those priorities are not the best use of time or that they need their involvement in another area, this would be the time to bring it up. This needs to be done within the context of the team’s goals and objectives so that proactive actions can be taken to ensure results.

Clearly, accountability is most effective when it is modeled by the organization’s leaders but ultimately it must occur directly among peers on the team. Only then can a company advance to become a high-performance organization.

 

Take Action

Helping my clients improve their bottom line results by creating a culture of accountability and ownership with the entire team is one of the ways I help them reach far more success.  If you are frustrated with your current results, then stop guessing and let me show you our proven system for integrating best practices. What you don’t know might be costing you big time.

I have a 6-step coaching process that I custom design and implement for each company. The design phase takes place with you and select members of your team over a few weeks, then, over the next few months we implement, test and measure to ensure long lasting results. What would it be worth to you to double or triple your sales results and have more peace of mind than ever before?

If you are serious about change, tired of swimming against the current or you would like to grab a cup of coffee and discuss how this article applies to your business…call us at (586) 323-5150.

Steps That Are Crucial To Your Success

Posted Wednesday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals

Last Sunday, October 16th I participated in the Detroit Free Press Half Marathon by walking and running my way through the 13.1 mile course in 3 hours and 7 minutes.  I certainly didn’t break any records, but it was by far my greatest athletic accomplishment and at 55 years old I’m darn proud of that.

As I trained for the race I took it one step further and decided to raise money for a charity – The Hope Center.  This great organization operates a food pantry and offers many other resources for struggling Macomb County families.  Through the support of family, friends, and my amazing clients we raised $1,308 which equals $23,544 if the food were purchased retail!

Participating in this journey was a great learning experience for me and I kept realizing that training for it was also a metaphor for how to succeed in business.  So, here are the steps I believe are crucial for success in both training for physical excellence as well as running a highly successful business:

Set goals:  I was clear on what I wanted to do and even more important “Why.”   Be honest about your real reasons why because if they aren’t super important, your chances of success significantly drop.

Follow a plan:  I knew exactly how to train week-in and week-out for 16 weeks.  There was no guessing.  Without a solid plan that you have confidence in, the chances of you getting to your final destination on time drop.

Have the proper tools/equipment:  I wore great shoes and clothing that kept me “working” in an optimal way.   What are the tools you need to be more successful?

Celebrate small victories:  As I trained I celebrated each mile on the longer distances because it kept me going toward the finish line.  If we don’t stop to celebrate those wins it makes quitting so much easier.

Overcome obstacles:  It’s so easy to make excuses or to blame other things for not following through on your goals, but if you’re going to succeed you have to push through.  Finding the time to train was always a challenge, but I did it.  The weather didn’t always cooperate, but I found ways around it.  On a journey there will always be obstacles – the question is, ‘how will you overcome them?’

I’m wishing you good health and prosperity always!

All my best,

Dawn Drozd
CEO & Master Business Coach

Take Action

Helping my clients improve their bottom line results by having the right mindset is one of the ways I help them reach far more success.  If you are frustrated with your current results, then stop guessing and let me show you our proven system for integrating best practices. What you don’t know might be costing you big time.

I have a 6-step coaching process that I custom design and implement for each company. The design phase takes place with you and select members of your team over a few weeks, then, over the next few months we implement, test and measure to ensure long lasting results. What would it be worth to you to double or triple your sales results and have more peace of mind than ever before?

If you are serious about change, tired of swimming against the current or you would like to grab a cup of coffee and discuss how this article applies to your business…call us at (586) 323-5150.

The Power of Stretching

Posted Monday by dawndrozd
Categories: Motivation/Mindset, Reach Your Goals

I’ve been training to walk in the Detroit Free Press half-marathon that will take place in downtown Detroit on October 16th, for about 4 months.  My husband convinced me it would be a good idea since he’d walked it twice before and loved it.  I was also in the process of losing weight and generally getting into better shape, so I thought, ‘what the heck.’

During my walks I began to think about how many life/business lessons I’ve learned while training, so I decided to share some of them.  In my last newsletter, I talked about how getting in the “groove” could help with walking as well as with business.  Listening to music is what ‘being in the groove’ means when I’m walking.  In business it means I have systems in place and a clear direction I’m headed.   Both help move me forward with less effort and in turn, I enjoy the journey much more.

Today, I want to talk about the benefits of ‘Slowing Down, Breathing and Stretching.’

After a long walk at a very brisk pace your muscles become extremely tight.  Stretching becomes extremely important if you don’t want your legs to cramp up.  I know that first-hand.  It was an August morning and the temperatures had soared.  When I finished my ten miles I couldn’t wait to get in the car and blast my air conditioning, so rather than take the time to stretch at the park; I left and thought I’d stretch when I got home.  After just a couple of minutes in the car, my calf muscles started to cramp up until I had to pull over and stretch.  I learned an important lesson that day.

So, what does that have to do with your business?  Let’s look at the past 90 days.  My guess is you’ve been busy, running at a pace that a sprinter doesn’t keep.  You get up day after day and work hard.  One week blends into the next, then the month is over and the next thing you know the seasons are changing.  And we’re surprised that we’re burned out and keep making the same mistakes over and over again.

What’s the alternative – Slow down.  Breathe.  Stretch.

Slow Down and Breathe – Each quarter take the time to reflect.  Step away from the phones, emails, and interruptions.  Get out of the office if you have to and ask:  What went right?  What could have been improved?  And, what lessons did I learn in the last quarter?  If you keep going without ever slowing down, you’re missing a tremendous opportunity to cement in all the learning from the previous 90 days.

Stretch – Now that you’ve slowed down it’s also a great time to stretch and ask:  What else is possible? Stretching gives you the chance to break away from old patterns and expand opportunities.  And, I know with certainly that never stopping to “stretch” and “breathe” you’ll eventually cramp up and lose your pace.

Successful business owners, just like great athletes, know that periods of slowing down, breathing and stretching keep you at the front of the pack and ahead of the competition.

I hope you’ll be back in a couple of weeks when I share my actual race experience.  In the meantime be prosperous, happy, and healthy!

All my best,

Dawn Drozd
CEO & Master Business Coach

Take Action

Helping my clients improve their bottom line results by having the right mindset is one of the ways I help them reach far more success.  If you are frustrated with your current results, then stop guessing and let me show you our proven system for integrating best practices. What you don’t know might be costing you big time.

I have a 6-step coaching process that I custom design and implement for each company. The design phase takes place with you and select members of your team over a few weeks, then, over the next few months we implement, test and measure to ensure long lasting results. What would it be worth to you to double or triple your sales results and have more peace of mind than ever before?

If you are serious about change, tired of swimming against the current or you would like to grab a cup of coffee and discuss how this article applies to your business…call us at (586) 323-5150.

 

Juggling Chain Saws can be Hazardous to Your Business

Posted Friday by dawndrozd
Categories: Reach Your Goals

Tags: , , , , , , , ,

This story is for those of you that are burned out, frustrated, and fed up because you can’t seem to get anything done.  Projects get started and never finished.  Every day is a new idea that is hot one day, but disappears a few weeks later.  Your business is stuck and you don’t know why…

 There was a man who wanted to become a juggler.  So, he took a class and learned to juggle three rubber balls.  It was so much fun.  In fact, it was easy and he delighted his audiences.  But, soon he was bored and he decided he needed to juggle other objects. 

 He learned to juggle fruit, bowling pins, even special knives.  He was having such a great time and, once again he delighted larger audiences, so much so, that he decided he would become a world-class juggler.  He continued to train and add unique items to juggle, until the ultimate “apparatus” caught his eye – he would learn to juggle chain saws.  It was dangerous.  If he made a mistake it could mean serious injury – even death, but the thrill of being the best urged him on.  Once again, his audiences were delighted. 

 But, soon he was bored and rather than juggle merely three chain saws, he added a fourth.  Then a fifth.  It was getting really dangerous now, but the juggler couldn’t seem to help himself.  He was driven to risking life and limb for the thrill of the new challenge.  Finally, he added a sixth and his audiences started to become nervous, knowing at any moment it could all come crashing down.  It was stressful; his heart pounding, his eyes wild.  He added a seventh.  Seven chain saws flying through the air, buzzing, ready to cut whatever got in their path, but the juggler didn’t care.  He was famous now and the rush of doing more was everything.

 But after a few years of constant stress, the juggler began to grow tired.  The chain saws seemed heavier than they were before.  One day, he dropped one.  Fortunately, he wasn’t cut badly, so even though his arms were fatigued from the weight of the saws, and his brain was weary from concentrating on each movement, he picked up the dropped saw and continued on.   A few moments later, he dropped another one.  This time he received a deeper cut, the audience gasped.  The quality of his juggling act was declining and the audiences began to grow smaller and smaller. 

 Desperate, the juggler tried harder to hold the massive chain saws, but the harder he gripped, the more they fell to the ground.   Every day became more of a struggle.  All the joy the juggler had known from his early days was gone, as were the audiences that he had enchanted for so many years. 

 If only he had disciplined himself to juggle less chain saws.  He could have done an amazing job each and every performance and felt such accomplishment at the end of every show.  He could have continued to see the smiles on the audience faces and remained a world-class juggler. 

 The man sat and thought for a long time until he saw clearly… It was time to start over, but this time he would stay focused on what was really important.  The juggler took 3 rubber balls from a velvet bag and began to toss them in the air.  Joy came rushing back.  He felt alive again and knew that someday he would delight audiences again.

 If this sounds like you and you’re ready to really focus on what’s important to be world-class, please give me a call and I’ll be happy to help.  Dawn Drozd, ClearVision Business Coaching - 586-323-5150 or dawn@clearvision.us.com


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