Growth Dynamics Get Down

Hey, everybody. Charlie Hauck — founder, president, head trainer, and coach at Growth Dynamics. And I'm gonna talk about a little bit of a touchy subject that's happening out there in our world today.

Symptoms:

Bob found himself staring blankly at his calendar. The year was nearing an end and the speed with which the year had flown by surprised Bob again, just like it had each of the last 15 years, since he had started in this business.

Hiring. It is an important part of any business. Yet, not everyone feels they know the best way to go about it or know what made them successful, or maybe not so successful, in past hires. Even more, hiring is expensive business and not just the pay and benefits to the new hire, but the cost to get to that final outcome. 

Hey, look, the seasons are changing, and the warm weather is coming. I think there are actually some flowers poking their heads up in the gardens around our house. And that's just a reminder... The first quarter is now over.

Symptoms:

John's territory involves working with many prospects that ask for samples, demonstrations, proposals, references and all the usual items that buyers want from a vendor. Trying to appear accommodating and professional, John finds himself spending hours of time preparing, writing, setting up or sending all this information that he believes will help "convince" his prospect.

Hey everybody, Charlie here. President, founder of Growth Dynamics. How's everybody doing? We're here for another Fast Tip Friday. I admit I'm a little disappointed I didn't get as many ski days in as I wanted. But hey, look, there may be a couple weeks left where I can get back on the snow and get my legs loose and have a few more runs to savor the winter season before we break fully into spring here in the Philadelphia area.

Symptoms:

Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings.  Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter.

Hey everybody. Sarah Waple here, and I am not here with a mid-week motivation. I am doing a Fast Tip Friday, and this is my tip for this Friday: You need to engage your child-like ego state and do some role-playing before you make that big sales call we talk about all the time—calling and getting your coaching, discussing all the things that can go wrong, going over your discovery card.

Symptoms:

After having been in the same role for over 5 years, Ted was stuck. "What else can I talk about with these people that we haven't gone over all ready?" was the question Ted kept asking himself (with no answer) after he did a review of his clients. He knew he didn't want to be the pesky salesman that just made a meaningless follow up call, or who stopped in to drop off donuts and see what orders might be around to pick up, but he was also very aware that his manager expected him to keep growing the territory and expanding the accounts.

This one is something I have to remind myself of regularly, and that is to slow down and figure out why I am reacting the way I am to any situation.