Packing our offering in a compelling way is the second achievement (of eight) in Path of the Freelancer (my first book, about flourishing in the vocation).
Since I began freelancing in 2014, I’ve been in an ongoing and organic process understanding and defining my freelance offering. Iteratively, I've improved how I understand and present it publicly.
Explore the label gifted to me about the role I play with clients
Small companies live and die by the success of their sales team. And when it’s failing, the owner is forced to dive in and help right the ship, or at least they feel that way.
But them simply diving into sales to do it themselves is only a short-term answer (if at all). The key is for them (or a sales leader) to stick around long enough to train and empower their team towards sustainable selling.
While a critical component of sales success is a visible, data-driven sales engine, the other just as important factor is a personalized plan and motivation for each individual salesperson and team.
Personally aligning your people with the organization’s objectives creates a system driven tension and accountability for pushing and pulling your people forward. No longer are you or management having to do this. Instead, it’s driven by the individual.
When I clearly understand what I want and how to get it I’m personally invested in moving the ball forward. When I also clearly see how my work is contributing to the organization’s intentional goals, my work and team success now act as additional driving forces to perform at the highest level.
The following steps are a walkthrough for you to travel down with each of your salespeople one-on-one. This roadmap will guide you through the essential ideas, questions, and actions to cultivate personal and relevant buy-in from your sales team. Here's an outline of the eight steps.
- Formalize Personal & Professional Intentions
- Create A Personal Income & Growth Plan With Each Sales Person
- Discover Fun & Meaningful Non-Financial Objectives
- Identify Their Preferred Selling Approach
- Discover How They Personalize Your Well Defined Offering To Match Their Identify & Approach
- Help Them Build A Team of Advocates
- Set A Relationship Cadence For Active Customers, & Transition Transaction Clients Into Ongoing Ones
- Monitor Activities & Prod For Sustainability
Explore how you can motivate your sales team
Explore new experiments and what's on the horizon for September
We are two-thirds of the way through 2018 and we have another baby coming any minute now. In this update, I'll share progress on my second book, blogging, a freelancing financial milestone, lessons learned, notable, quotes, and updates on my 2018 goals. Let's get at it.
Explore what I learned and captured as I traversed through August 2018
What if you followed through on all the marketing initiatives you started instead of getting distracted by the many new things? Where could you and your business be today?
Trendy & sensational marketers chase the newest shiny object (social channel, marketing technique, etc..). And while there sometimes is merit in this chase, most that follow the masses usually miss what makes it worthwhile, to begin with.
What's tried and true doesn't fade away, so there's a lot for us marketers to work with.
Explore how to leverage marketing for growth purposes
If you were to start a new company, how would you manage your team? What would you do regularly to empower them to achieve more and grow as a strong leader?
As I've worked with clients recently, these questions have come to mind as I explore better ways to guide and support them.
For now, I’m not interested in traditionally building another company (with a team, overhead and others obligations). But, in reflecting on how I’d go about managing and leading a team generates insight for entrepreneurs who are.
In the hypothetical scenario that I launch another company, here is the simple foundational rhythm I’d use to lead and build that team.
Explore the benefits of looking forward and reflecting back
Several years into the journey of running a small business, I begin capturing and documenting ideas, thoughts, and projects for the business. The shift of juggling everything in my head to articulating it on digital paper began, and it was a freeing feeling to know I now had a reference for what mattered.
For years, we'd have sidebar discussions in meetings and calls. We'd "table" these conversations to come back to later. Finally, a team member called us out on these invisible tables we were leaving everywhere. We needed to take the concept of capturing seriously, or we'd never move forward what we said was important.
This drive to capture ideas and move projects forward was the catalyst for the development of IDEMA, the framework for capturing and sustaining ideas.
What is the life cycle of every project? Ideate, discover, execute, maintain, and audit. This awareness led to personal and professional applications to capture and process everything that came at me from emails to articles.
Explore how I leverage Pocket, Evernote and other tools in my save for later system
"It is the sick person who really knows what health is." - Oswald Chambers
We all have blind spots. They’re usually the things we don't know we don't know and we'd be wise to proactively seek them out. But, for much of our young life, we live in constant denial, thinking we know everything. No blindspots here!... We say.
But expecting we know it all, or know enough that our lack of knowledge never causes us trouble, is simply a slow-ticking time bomb for the moment when we truly realize we know nothing at all.
Explore a time when I didn't know what I didn't know
Many timid entrepreneurs are fearful of launching an endeavor without perfect direction on how it should happen and where these activities should drive to. They want it perfect before launching, and they don't want an imperfect project going out. But this undesired imperfection is the required step for achieving excellence.
Others want it all figured out from the beginning because they know they'll never come back and adjust it once they've moved onto the next project. But, they fail to know or articulate the direction for those moving it along. These leaders fear building bricks (small projects) that contribute towards a future wall (initiative), will cause alignment issues if the wall is not yet clearly defined.
Explore how we can avoid drift and move forward
Blogging is a journey. Like any journey, there's a pathway towards becoming a fully committed and consistent article publisher.
And, knowing where we're at along the path is a key insight to helping us get where we're going. This guide provides mile markers along the road so you can find your place and the unique challenge you can expect to face now and later.
Those that succeed long-term at blogging arrive and sustain the fourth phase (Achiever). Embracing reality, they’re focused and diligent in their clearly articulated vision. They reap the fruit of their reliable labor.
Unfortunately, others get distracted, fall into traps, or simply realize blogging is not their path. To help you navigate the journey, I'm diving into all four blogging stages we go through, starting with our final desired state and working backward to the first.
Explore the blogging stages & pitfalls