The Ringleman Effect And How It Affects Engagement During Meetings

Ever wonder why some meetings it seems like everyone is engaged, but others people seem to be staring off at other screens.  Some people are busy working on other things and now really paying attention to what the team is discussing?  We are not talking about the mute button issues here either.

There is an effect that occurs especially in large meetings known as the Ringleman Effect.   The Ringleman Effect is basically summed up that as when group size increases, engagement decreases.  That’s right, when the size of the meeting grows then engagement actually decreases.  This is why we have people asking to please repeat the question quite often. 

During large meetings people tend to start working on other tasks “multi-tasking” which is actually ineffective.  Science has shown that we are unable to focus on more than one task at a time with effectiveness.  Think about how many crashes occur while someone is reading a text or email on their phone these days while driving. 

The size of the meeting will dictate the expectation that the attendees will have.  Most won’t realize it until they are in the meeting and see the list of attendees growing.  When I speak about trust there are certain levels of trust that are given in one-on-one interactions compared to larger groups.  So as the meetings get larger trust actually goes down.  Trust effects engagement levels.

If we want to have higher levels of engagement in our meetings we need to start looking at who really needs to be in the meetings for the specific topic.  We need to focus on who really needs to be in the meeting and not just dropping a calendar on every person’s schedule just to get the masses.  I know some people in larger organizations will say that they need to get managers involved as well to move things along.  Do we need them on the initial call to understand the situation though?

People also get irritated when a meeting is set up when they already have one or two meetings scheduled during that time.  They feel like others don’t respect them enough to look at their calendars before setting up a meeting.  That means that trust goes down.

What can we do to drive higher levels of engagement during meetings?

We can look at the topic at hand and only invite those that need to be invited to the meeting as one option.  Do we need to have the finance team, engineering team, and management when there is a small quality issue with the manufacturing plant forgetting to paint the product, or packaging the product improperly?

We can set up a couple of meetings to focus on specific topics.  Yes, it will take more time for us, but in order to get more traction, we need to move forward faster.  We can also only have the specific team members needed for each topic to talk so there aren’t others sitting online wasting their time as well as not paying attention.

We can set shorter meetings and keep them specific in topic so we are only running 15 to 30 minute meetings instead of trying to block out the entire hour which people are less likely to give up.  The smaller window of time will be a smaller investment to the attendees which will garnish more engagement.

We can also focus on building rapport with others.  If there is extra time, then we can catch up with team members even virtually.  We can see how they are doing, catch up on topics they may mention that they spoke in passing during the meeting.  Show others we care will go a long way in gaining engagement during our meetings. 

Focus on the other people we are asking to spend the time with us and how we can better use their time and we will have more effective meetings with more engagement.

Have a great week!

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

How are Your Goals Doing?

New Years resolutions are made each and every December 31st and fail by the first two weeks of the new year.  Only about 8% of people achieve goals according to the university of Scranton.  Only 8% succeed in their goals.  That is staggering.

We wonder why productivity is low and that we can’t stick to things?  It’s staggering to think about how many people don’t take time to work on their goals.  Now I have to say that it wasn’t until about 5 years ago that I jumped onto the 8% train.  I just pushed forward on whatever I thought I could do which is why I did not have much success throughout the years.  When I got disciplined and wrote down my plan, is when I started seeing change.

Each year I take time in December to look back at what I have managed to accomplish for my goals list, what I need to focus on, and what my core values still are.  I actually use the EOS system for my goal setting and I write them down and work through them each quarter of the year.  This allows me to keep reviewing and seeing how close I am towards the larger goals on a quarterly basis. 

Now I am not saying that I am perfect.  I do miss some goals like trying to get down to a weight target, or achieving my annual sales numbers.  Even if I fail for the target, I am still making movement which is better than aiming at nothing.  If we set a goal and hope to achieve it, then we are at a disadvantage because without a plan hopes / dreams perish.

We need to have action to put forth towards our goals.  Other leadership gurus will tell you that you have to have smart goals.  Which means they have to be specific, measurable, achievable, realistic, and time bound.  That has been the system that people have been using for the past few years to describe good goals.  That is fine if you just want to check in every now and then to see how you are doing, but for intentional people we need to be checking on them at least once a quarter if not more.

I’m more of an application oriented / task person, so my goals revolve around me using my goals as steps in a larger process to achieve them.  That is why I like the EOS system that I can make smaller goals each quarter for the larger goals.  

If I need to make so many blog posts per year, or videos per year, I need to break down how many I need to do per month and make sure that I action accordingly.  Because I also like to compete with myself, I try to beat the timing each and every time.

We need to have goals and break them down into manageable process steps that we can work to make our goals come true.  By simply putting something down on paper we will not be able to make goals come true.  We need to make a plan and have a process in place to work towards those goals each and every day / week.  

Kind of like waiting till the last minute of semester to study for a final exam.  It typically does not work out well to wait until the last minute which then seems like an overwhelming task.  If we take it small bits over time to truly learn the material, we will be able to walk into the final exam with more confidence.   

We need to set goals and back up those goals with a plan if we want any chance of success.  What are some of your goals that you are working towards and how are you doing on them thus far?  We are over halfway through the year so we need to pick up the pace to finish strong.  We don’t walk to the finish line, we run!

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Fit people Are Very Productive

I have met with a great deal of very successful people in my life.  Those that are success business professionals, owners, pastors, non-profit leaders, and heads of their family.  One thing that is common with all of these successful people is that they take time to invest in their fitness lifestyle.

By being disciplined with fitness and taking care of their bodies, people are fueling themselves.  I know this sounds counter intuitive as working out and fitness is expelling energy, but things happen when we work out.  Our brains release chemicals that help our moods, mental capacity, and reduces the effects of stress. A study out of BYU helps us understand the benefits of fitness.

I have been working out disciplined for well over a decade.  Now I don’t have the 6 or 8 pack abs that trainers show off on their Instagram, but I do have a greater mobility and strength than I did when I was younger.  I am in better shape now than I was in high school and college.  I have been disciplined on my working out and stretching.  

What has happened is that I have been able to be more focused on other things, have more endurance when tough times happen, be more resilient, manage stress better, and by more disciplined in other areas of my life as a by-product.  

One of my mentors when I was getting into sales who was a successful business man and ex-navy seal always made time for fitness.  He worked about 90 hours a week on his business, but still found time to fitness.  He had hobbies, but was very disciplined on his fitness.  As a result, he was able to make clearer decisions and take risks that he was able to analyze better with more focus.  

In downtimes of our economy, he was able to take advantage and grow his business.  He was disciplined in the fitness area that also allowed him to make more mental decisions without the doubt that comes along with the stress.  

We need to make sure that we are disciplined in our fitness if we want to excel in our lives.  Without being disciplined in this area, we will have a harder time being disciplined in other areas of our life.  I know that some people will say that they just don’t have time to set aside for fitness, but if we read that article referenced at the beginning of this post, you’ll see that we don’t have time not do focus on fitness.  One quote that I am always reminded is the one below from Tony Horton, “The joy of discipline, or the pain of regret, which will it be today?”

Focus on fitness and let that bleed over into other areas of our lives and we will see ourselves improve, have better stress management, longevity, and have great levels of mental capacity.  

Keep in mind that fitness does not mean running a marathon, or doing an ironman, it is getting physically moving and strengthening in small increments over time.  It’s not great leaps, but small steps over and over that will achieve the greatest results.  

Maybe its taking a walk outside, or picking a fitness program that has been put on the back burner, or maybe it’s just paying with kids more so you can get started.  Either way start today and finish stronger! 

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

How Are You Managing Your B-Word?

I have posted multiple blog posts and Youtube videos on the B-Word.  That word that people often think about as a curse word, but one that used properly will help you succeed.  Yes, I’m talking about budgets.

Using the B-word sounds like it is taboo and most people don’t talk about it much.  The issue is because people don’t like talking about how much money they have.  They don’t want to risk others looking poorly on them because they make more or less than the others around them.

People do however like to talk about their cars, extravagant vacations, large homes / kitchen renovations, and other stuff.  They like posting to social media about all their stuff and experiences, but not how they are paying for it.  Budgets have become a taboo word just like talking about paying with cash.  People talk about cars and reference their monthly payment instead of the total cost.

I used to do this too to impress all the people that I didn’t like just to show my status.  What I found out though is that the really wealthy people actually use fundamental financial terms when they talk about doing things.  What is the budget for doing thing?

The really wealthy don’t even reference the financial part of budgets.  They refer to the time investment for this new venture.  The really wealthy actually talk about time as a part of their investment criteria.  Time is one of those things that no matter how much money we have, we can not add, or multiply time.  We can not add more time.  We can minimize the time required for a venture, but not buy more time.

We should be using budget into our vocabulary if we want to get to a better quality of life.  Whether it is a time commitment, financial investment, or energy commitment, we need to make sure we are budgeting for all aspects.  This will help us understand if the cost is worth the investment. 

I recently detailed my wife’s and son’s vehicles.  Total investment on a nice warm Saturday was about four hours.  Their vehicles are smaller than my truck and are easier for me to do.  I decided that I would work on their vehicles because combined it would cost me about $250 for five hours of my time to do both.  The cheapest detailer I could find would cost that much for one vehicle.  

The investment of my time was good and my son actually helped so it was a teaching moment.  For my truck that would take me at least four hours to do, I am going to pay to have that done.  The reason being is it will be able to be done while I work and the trusted individual doing the work will do an amazing job for me.  

I grew up with not a great deal of money so I value being able to do things with my own hands, but as I have gotten older and make more money I am realizing that by outsourcing some things it will free me up to do more meaningful tasks that will provide me a better return on investment. 

I will be allowed more quality time with my wife and kids by having someone else do some of the work as well as possibly skipping the potential for a harmful accident.  Another example is cutting down a large evergreen tree in my back yard.  I have the tools to do this, but paying someone to drop the tree that is in a tight spot will likely cost me a great deal less than dropping the tree on the neighbor’s fence, sending me to the emergency room, etc.  I would gladly pay someone the few hundred dollars to avoid a ride in an ambulance and potential to damage property.

Just because we can do something, does not mean we are less of a man or woman because we chose to let others perform the work.  By using budgets to figure out the payoff and decisions we will be able to make the most impact with our resources.  

We need to use budgets in our vocabulary in order to get to a better place.  

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

What Are You Learning?

It has been said that learners are growers.  Those that are constantly evolving in their learning are those that are successful.  Those that have excelled in areas typically don’t stumble into those successes.

I have been reading and learning trying to add new tools constantly by reading at least 12 books a year.  One a month.  I do this by reading ten pages a day.  Small steps over time to accomplish a larger task.  I also invest in myself for trainings as well.  I then take time to apply what I am learning.

Just because we are learning new items, does not mean that we have it automatically engrained.  We actually lose about 50% of what we learn in the next 24 hours.  If we don’t apply the newly gained knowledge then we will forget it and that is actually just a waste of time.  

We need to apply what we learned so that our mind and body start to really save this information for future use.  Whether it is a book, training, trick, etc we need to apply what we are learning if we want to record it for future application. 

It’s like learning to waterski.  It took me about three years to learn how to waterski and gallons of water up my nose.  I thought I was going through an interrogation at some points.  I kept trying to learn how to get up on two pieces of wood and a rope that was tied to a boat.  

After I learned how to waterski on two ski’s I learned how to ski on one.  Balance was not something I had a lot of when I was younger so this took some time.  There were a great deal of highlight reel wipeouts.  I’m sure if digital cameras and social media were around back then, I would have been one of those celebrities of fails.

I finally got good enough now that I can start from deep water on one slalom ski and cut across the wake at speeds of 50 mph without wiping out.  I also don’t have to attempt every day to do this.  I actually only do this once or twice a year now, but because I learned and applied, I am able to show up now and do it without too many attempts.  I can enjoy all of the work that went into learning and go out and have fun.  

By applying what we learn we are able to achieve higher levels.  We need to keep learning and keep growing if we want to get to a better place.  We have to keep up with this process to accomplish more.  It’s okay to want more and to work towards it.

To do this, we need to apply a date to when we want to accomplish by.  Having that target out there will keep us focused on moving forward because it is real.

What is something that you have been putting off learning, or applying that you have been nervous to?  It’s okay to try and and have set backs.  If we don’t try that is actually failure.  As long as we try we are not failing.

Post in the comments something that you have been wanting to learn / apply that you are going to do now.    

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Celebrate Good Times!

This is. The time of year in the US that people are out enjoying the warm weather celebrating independence.  BBQ’s are fired up cooking all sorts of meats, beverages are flowing, and people are getting tank top tanlines from not applying sunscreen.  It’s a great time of year!

We all enjoy the celebrations that we get to attend.  In sales it’s when we win that $100 million contract for our organization, the new platform launch that has finally rolled off the manufacturing line, or any other large event that we get to celebrate all of the hard work.

Everyone likes the celebration, but often complains about the work to get there.  Work is often thought of as an obstacle to get to the celebration.  We want the easy life, we hope for a restful relaxing retirement, but don’t want to spend the years of working to get there.

I sometimes get caught in this rut of complaining that I have yet another task to complete before the business award.  I understand it.  I’d love to just have everything handed to me sometimes when my pride is high.  I’d like the easy road in those moments.

What I have learned though is that we actually find a great deal more satisfaction in the achievement when we work towards it.  If we have hours of blood, sweat, and tears in the gym we are a great deal more grateful for the process when we look in the mirror of our accomplishments.  

When we are just handed things, we typically do not hold them as close as when we have some skin in the game.  

I started to realize this when I viewed how my son takes care of the things that he purchases than what is given to him as gifts for Christmas or birthdays.  When he has to work to earn the money and save, he takes a huge pride in his possession.  I mean making sure they are in tip top shape.

He works hard and enjoys the things he worked for a great deal more.  

The same is true for when I work on these large multi-million dollar deals.  They take a great amount of time and effort to capture, and when the day to celebrate arrives, I am able to really sit back and enjoy the accomplishments.  I find more satisfaction when I work for things than when they are just given to me.  It gives me a real sense of accomplishment.

I know that is different than what we may think, but really take stock and look at the things that you find more valuable to you.  Are they the simple gifts you have received, or the things that came from the accomplishment of hard work that you poured in?  

We are wired to work and we should celebrate those wins when they come.  We need to not just hope for easy life, but to enjoy those accomplishments.  The United States when through a great deal of struggle to become free so we could enjoy our freedom.    

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

We Need A Break!

This weekend is a reminder of my father who recently passed away in April.   This would be his birthday week as well.  As I reflect on this I am reminded about a few things about him.

He was a father, fire fighter, electrician, beer truck driver, and the list goes on and on.  It was hard to keep up with him most days even when he was retired.  He was a worker which resonates with our last name.  See back in old country as I am told our name comes from where you were on the mountain.  Being we were not Topbottom means we were workers.  We were not royalty, we did the hard work and thrived in it.

He worked three jobs at once when I was a child and was both my father and mother for quite a bit of my life.  He made it to all but one of my highschool competitions, in which he consistently beat himself up about missing. I reminded him that it was okay, but he kept to the tasks.  He was always working to finish the next task.

He was a remarkable man, but one thing he didn’t do much was take a break to go have fun that often.  He was all about finishing the tasks and moving on to the next task.  This is a trait that I have adopted for most of my life, but with the help of my caring wife, we have grown my ability to take time and slow down. She was very influential on buying a boat and taking trips which is good for me to slow down.  Who doesn’t want a wife that would encourage us to buy a boat?

We need to work hard and get things done, but it is good to take time to relax and go to a lake for a weekend, take a trip to the ice cream shop, and spend quality time with the kids.  We need this to refuel our tanks.  We can’t keep running on empty all the time or we will get burned out.

We need to have these breaks especially with the stress levels we have been under from the pandemic.  We are meant to get out and have community.  We also need to have fun and enjoy our lives.  

Too many people keep putting off fun until later.  Telling themselves that when they retire, they will finally relax and take time to enjoy life.  The issue is a good deal of these retirees end up sick, or die soon after they retire.  Maybe it’s because they are bored to death, or something else, but I believe we should be working even after we retire from our day jobs.  

We are meant to work and to have community.  So why not focus on taking time to rest and enjoy quality time with friends and family going on small adventures periodically instead of waiting until retirement?  All work and no play drains us mentally and physically.  

Stop putting off tomorrow for tomorrow may never come.  This does not mean that we need to just have fun and live under YOLO (You Only Live Once).  We need to enjoy ourselves and fill those tanks that will get emptied during those not so fun times.  Especially when those times that drain us seem to last for longer periods than the great times.  Take the small wins and savor them so they can fuel you during the next grind.

What is something you have been putting off for tomorrow to refuel yourself? 

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers.  How can our business make more profitable transactions and stay out of the commodity battle with low profits?  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Why You Should Use The B Word

Have you ever wondered how you are going to pay an unsuspected bill that pops up?  Ever had a surgery that you did not know how you were going to pay for, but it was life or death?  What about dreading to go to work, but you do because there are car payments, house payments, credit card payments etc.

Most people are living paycheck to paycheck and can not afford to take pay reductions, furloughs, or worse being let go. One slip up in the paycheck will put us in a downward spiral financially.

Today I want to focus on how to add security to your way of life!  Today we talk about the B-word.  That’s right…Budgets.  Now stop rolling your eyes for a few minutes and read on.  This will truly help you!  It helped me over a decade ago when I finally got control of my finances.

Dave Ramsey offers an amazing course called Financial Peace University that I took over a decade ago.  I have applied his principals ever since taking that class.  The core aspect to this training is you guessed it, the Budget!  The budget is the foundational part about becoming a millionaire.  Of all the people doing their debt free screams on his show and the millionaire half hours 99% run off of a budget.  If you want to be wealthy in the future, you’ve got to do your budget! When interviewed the millionaires said they use a budget to make money work for them to grow their wealth.  No surprise lotto tickets, no rich uncles deciding to bless them, a budget.

Corporations also use budgets to make sure they do not run out of money.  By using budgets, corporations are able to apply income to certain business units in order to fund develop products, marketing, employee growth, legal services, etc.  The point here is that they are very intentional to make sure they are on budget to make money work for them.  Successful Corporations (Banks, Amazon, Apple, etc.) make money work for them to grow their wealth.  

We cannot just fly by the seat of our pants and hope for the best with financial security.  You Only Live Once (YOLO) unfortunately is not a term that works well with finances.  It’s the B-word that most people make disgusted faces when said out loud that will enable you to thrive long term.

During this pandemic season, I have had to reduce my income by 20 percent, we bought my wife a new used vehicle, and my wife changed jobs with a month of no income from her.  We were able to review the budget, see where we could cut costs during this season as well as move forward without getting into arguments.  It was one less item to worry about during this not so fun time.  We have been able to pay down the mortgage as well during this time.  Not just pay the mortgage payment, more payments onto the principal.

Budgeting has brought my wife and I closer as we talk about our future dreams and actually budget to make it a reality as we travel along in our marriage.  We even give our kids a budget for clothing and after school activities that they can manage how they choose.  They just need make sure they can afford it.  If they don’t have enough money, then they can’t do the activity.  Now the emotion is taken out of the discussion and the focus is on simple mathematics.  

If millionaires and corporations do budgets to succeed, what is keeping you from doing a budget?  

Do you not have the time?  

Does it seem like you don’t know where to start? 

What if I had a quick excel file you could use that auto calculates and allows you to do a budget?  Would that be useful to you?

Reach out and I would be glad to help you succeed with your finances and help you start the conversation with a financial advisor in order to win and have a better future!

Have a great day!

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Why Your Team Needs Investment

Have you ever wondered why your team just seems to be stagnant?  As the years go on the growth of the organization seems to hit a ceiling?  No matter how you as the leader push, the sales and growth just seem to flat line?

When I first started in sales, I was thrust into learning by so many different programs to get me up to speed with the rest of the sales team.  We had annual trainings that we took part in as a group every year.  Most of the sales team would groan about the annual sales meeting that took them out of their market from seeing their customers.

It was odd because the owner of the organization would basically have the sales trainer from outside the organization come in and train us with basically the same message the owner constantly presented us with.

It was odd that someone would do this, but as I learned when sales people hear the same thing over time it becomes real.  I’ve since learned that with all areas of our life that the more we hear the same message, the more it becomes truth.  Having an individual come in from outside the organization annually that aligns with the organization’s goals will help solidify with this. 

We would spend a couple days in sales training and at the end of the training from the individual outside of the organization, we would then be held back for a debrief.  Now the organizational leader was ex-military, but it is the same thing as watching the game film from professional sports teams.  The team discussing what they learned and what they can add to their tool box for becoming better is very useful.  

When we discuss with others on our team that we trust and they give perspectives and items they learned that we may not have caught from the training it is very helpful.  We are typically drinking from a fire hose with information that we cannot capture everything, so discussing with others will help us catch some things we missed.  

By discussing this information, the team will form bonds and will become stronger together.  This is crucial as the team will start calling each other instead of the leadership when the trust levels are high between each other to bounce ideas off of each other before bringing to leadership.  This is crucial because as the team unites in trust, it becomes more efficient and drive faster sales growth.

The last thing we did was do competitive analysis and each person from the group chose one specific area to teach on.  The easiest way for us to learn is to actually teach.  It took time to prepare for this, but was very beneficial for all of us to learn.  

Yes, this took us out of the market for a few days, but it was sharpening out axe to chop down the tree.  If we sharpen ourselves, we will be able to cut mor efficient.  Sales organizations need this investment to become better especially since they are so limited in actually selling these days.  Typically, only 36% of sales time is actually spent in the sales process with customers with all of the other activities that are required.  Sales teams need to be invested in if we expect them to grow sales!  

Do you team this favor and invest.   By doing so, you will benefit greatly!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Travel and Staying Fit. How Do We Do This?

Now that vaccine numbers are up and the COVID numbers are getting lower in many locations in the US.  Business organizations are starting to open up customer visits and traveling to see customers.  In person events are even starting up at the end of Q1.  Things are starting to get back to normal. I hope!!!

With things opening back up, the question is how to we stay fit while traveling.  Maybe it’s summer vacation, maybe it’s work travel, maybe it is even trying to shed the COVID 15+ lbs.

What fitness programs can we do anywhere at any time?

How do we schedule time for fitness as our schedules get tighter and tighter? 

I have spent a great deal of time on the road in my career and I can say that it is extremely hard to stay fit when traveling.  I have spent hours trying to plan workouts whether traveling for business or pleasure and was mostly unsuccessful.  I had excuses like not enough time, too stiff from sitting too long, to Oh they came out with vanilla oreos!!!

Some things I would do was research where I was traveling to in order to find hotels with fitness centers that were not just a treadmill and an exercise bike, map out gyms near hotels, or figure out routes to run.  I would get so exhausted from all of the planning that I would usually just give up and find something on tv to watch.

My epiphany happened one day I was watching informercials when I could not sleep from an extensive business trip.  One caught my attention mainly because it was stating that fitness could be done in a small amount of space with limited workout equipment.  The infomercial was for P90X taught by Tony Horton.  This is where my beach body adventure started.

I bought the program and I have to say it worked.  I was able to get in the better shape than I was in college.  The program worked so much that I have done it at least once a year for the past decade.  I was able to travel with minimal workout equipment.  Usually just fitness bands and running shoes.  I could also plan my workouts.  I could do plyometric training, kick boxing, and yoga while I was on the road.  I was even able to use a small 8’ x 8’ space to workout at home.  Beach Body now has streaming service called Beach Body On Demand (BOD)

There are over 40 different workout programs on this system with different coaches. There is a great variety of workout programs on this service so whatever you are feeling like that day you can push play and get to work easily on your schedule.  Now here is the cool part about this.  You don’t need a gym membership, a bunch of gym equipment at your home, or a great deal of space.  You also don’t have to waste time waiting for people to get done sweating over equipment you need to use.  It’s efficient and wide open for you to decide what you want to do that day.  You can also stream it on your phone from the app, or from a laptop.

They even have nutrition programs that go along with the workout programs.  One stop shop to help us stay fit when traveling and even at home.

Peloton, Nordic track, and mirror all have similar formats for working out without needing much equipment.  Some work out facilities and hotels even have equipment set up to use these programs as well. Getting outside and walking / running is also a great way to see the location, but that will take some planning on how far you want to go for your fitness goals. 

No, I am not a beach body coach, I don’t sell the materials, or their magic shake formula (which I don’t use), but I do endorse this format especially if you are a busy individual.  It works if you put forth the effort and push play.  I have used this workout formula which helps me mitigate stress, process ideas, and clears my head.  If it worked for me then it can work for anyone.  

Also, when I finish a workout program entirely, I treat myself to something as a way to set a goal to complete a program.   

We are getting back into the swing of things as well as the summer travel so it will take some planning and execution if we want to stay fit as we get back to normal.  It is achievable, but we need to start now if we want to hit our goals!

As a side note the new 645 program that has come out on BOD has really helped me learn more about why we do certain workouts, and why we need to stretch.  My hip flexors have been tight all my life, and now I am able to move better with less pain.  Check out a program that works for you and if it doesn’t then find something else.  They key is to try something and learn something new to make yourself better.  

See you out on the lakes!  

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10- Trustworthy Online Training

What Employees Think Management Does

Most employees wonder what their management and leadership teams are doing day to day.  Constant commands of new requests rain down from above constantly.  When employees state that they are too busy the response from management is that they just need to prioritize.  

The funny thing about prioritization is that each day it changes to the new fire that has popped up as being the most prioritized issue.  Employees are just asked to do more without clarity or help in some cases.  This is a huge frustration with employees and typically drives burn out.

Employees want to feel like they matter. When management tells the employee to do a new task that has popped up without support that feeling of frustration sets in.   It can feel like a hamster on a wheel every new day.  When it comes time for the end of year review the main goals that were requested at the beginning of the year have been missed.  The only trigger for a raise, promotion, a future with the organization was missed because of the ever changing priorites.

What can employees do?  Can they fight back?  Should they push back to management?  Will management accept this stance?  What is management doing to help the employees become more successful?

Most employees think of management as people sitting on a couch enjoying their favorite cereal, in their comfy pants. Meanwhile the employee is struggling to keep going.  The employees become resentful that the manager is just barking orders to keep from being on the hotseat like an underperforming NFL coach.

Managers are meant to keep things moving forward by managing people and processes to maintain the flow.  Just like a flowing river, if something gets jammed up then the water becomes stagnant and smells awful.  Managers are there to keep things flowing.  They manage a group of employees typically called the span of command.

Managers are working hard trying to manage priorities of the organization as those issues arise.  They don’t want to keep pushing new orders, but they have to so they can stay in their position and collect their paycheck.  Far too often new managers are not equipped to grow trust and influence with those that they manage driving dissention and hate in their groups.  This then turns into having to fill another spot on their team when employees have had enough and leave.

Gallop did a poll and found that this lack of loyalty to the company can cause turnover, which can cost businesses approximately 1.5 times the annual salary of every person who quits.

What managers need to think of themselves is team leaders.  Leaders help their teams by pouring into them and helping the team grow together.  By investing into the team and helping them get better as well as fighting for their team, the leader will be rewarded with trust and influence.  Leaders don’t just bark orders, they serve the team members.  They serve by going the way and showing the way.  

If you are in a management position, think about how you can serve the team so that they can improve.  By serving you will get higher levels of engagement and success with your employees.  Heck, they may even stay with you instead of chasing a pay raise at another organization.

Employees want to feel like they matter.  If they feel like leadership and management does not care for them, they will ultimately disengage and look for other opportunities.  We have just gone through what people are calling the great resignation.  Leadership and management need to look themselves in the mirror and evaluate how they are leading their teams.  They are costing the organization a great deal of money if they don’t take this hard look in the mirror.

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The Supply Struggle Is Real

In the past couple of years with a pandemic and supply chain issues, it has become crucial to make sure we still deliver at high levels with low costs.  Organizations have had to pay higher costs to ship goods from overseas, weather has affected larger parts of the country, and there are constant requests from suppliers to increase pricing in the name of higher costs.

As sales people we don’t always want to go to customers with price increase after price increase.  It sometimes feels like death by a thousand cuts as one VP states.  Sales people want to sell and then collect a pay check in most cases and hate the constant requests to get price increases.  It is a difficult balance between customer relationship and keeping our organization afloat.

If you are in leadership, or in sales these issues have been hitting all of us quite regularly.  It seems everything is increasing and there is no end in sight.  There are plenty of factors to blame, but pointing the finger never resolves the issue. 

I’ve worked in organizations that do not want to hedge market stability so they set up raw material adjustments.  Now it seems like there is a request for logistics adjustments that will be needed.  A great deal of purchasing and sales teams are wishing things would go back to what they were, but unfortunately the reality is that it will take a market crash to really level set.  Especially with the consumption of raw materials increasing to where even lumber mills can’t keep up with demand.

There will need to be quite a few things that need to change in order for us to make things get to a calm state and fluctuations to calm down.  Better forecasting will be crucial with greater levels of communication from customers and suppliers.  There will need to be a seize to just in time delivery imposed by some industries.  There will also need to be some holding more materials to support the demand right now.

We all need to work together, customer and suppliers creating a better communication system with lower finger pointing if we are to get back to a better quality of life.  Every industry is impacted with these issues so simply jumping to a new organization is not necessarily the resolution.  We need to really work together to find a better way. 

Yes some ideas that we try, will not work.  But that is the great thing about the lightbulb.  It took over a thousand attempts for Thomas Edison to create the lightbulb.  We now have the technology to improve efficiency, but we need to look at how we can work together, team up, and give each other the benefit of the doubt.  No one software package, communication tactic, or demand will cure this.  We have to have empathy for each other and work together to solve the issues.  

Greater levels of communication and transparency will be required to move forward.  Those are crucial in building trust.  Let’s stop the finger pointing and find solutions and we will all get to a better life soon enough.

Have a great week!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

How Selfish Are We?

Today let’s talk about the most important variable in building trust with others.

Over the past few weeks, we have been walking through the trust equation explaining three other variables in building trust.  If you have not read them, I highly recommend you go back through and read the past three weeks.  It will likely take less than ten or so minutes, but will help you understand the variables that affect trust.

Today we focus on the denominator of the fraction on building trust and the variable is Selfishness.  We have seen politicians, CEO’s, and sales professionals all brag about how they did something great and how they deserve all the credit.  Unfortunately, anything worth doing takes a great deal of effort and typically takes support of others.  We need to make sure we are not killing trust with selfish gain.

When I created the trust equation it was to make it easy for people to see the basics of building trust.    You can be very creditable, reliable, and vulnerable, but if we are only doing this to help ourselves “WIN” we actually “LOSE.”   We will not be able to gain trust and sustain it if we are only out for our own gain.  If we are selfish and only doing things to be able to leverage in another instance, we will soon erode trust.  People will see it especially if we are doing this over and over again.  True we may be able to hide our selfishness for a little while, but trust is really a long-term plan.  People will figure us out, as selfishness is like a spotlight shining bright into the night sky.  

Selfishness tells people that we do not value them and do not care about them.  Who wants to trust someone like that?  Have you ever been around someone that you tried to give more and more trust and it just seemed to blow up in your face each and every time?  It is really hard to keep wanting to extend them the benefit of doubt.  After a while, trust in that person is just not an option.

By being selfish we can quickly turn relationships sour.  In sales or leadership if this happens, we  start losing our influence, which is the key ingredient to business success.  Without trust there is no influence.  We may think that if we have leverage over others we can influence them, but I challenge that thought because once that leverage is gone there is no more influence.  There have been stories in business where boards have thrown the CEO out of the organization overnight.  Even Steve Jobs was asked to step down at one point at Apple.

I am constantly taking inventory in my life to gauge how selfish I am being.  I’m sure I fail to live up to my standard, but my focus is on not being selfish and trying to help everyone that I can.  I put my expertise out there to help others gain knowledge.  I do not do it so I can say, see what I have done, but to share so that people can avoid mistakes that I have run in to.  My goal is to help others become more efficient and successful especially with areas of sales and influence.  

The key is to really take an inventory of our relationships and see if there are any areas where we are being selfish. Are there some relationships that we have been one sided on?  Have we made any recent mistakes that an apology will help start the road back to building trust?  Selfishness can be fixed when we take an honest look at how we have behaving with others.  

If we want to have a greater trust level, then our selfishness must be put in check.   

Just remember what our math teachers taught us.  It does not matter how large the numerator of a fraction is.  The denominator will affect the outcome greater.   Below is a picture of the complete trust equation for you to have.  Take a screen shot, or make it a graphic for yourself and keep where you can see it often to remind yourself what trust is affected by.

Have a great week!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with higher profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

A Crucial Contributor To Building Trust

Today we are finishing up the numerator of the trust equation.  For those that don’t remember, the numerator is all of the variables above the dividing line in a fraction.  So far, we have talked about credibility and reliability in building trust.  The third and most important numerator variable is vulnerability.  

I was raised in a single parent family for most of my younger years and being vulnerable was not a soft skill I was taught. I was taught to “man up”, “suck it up”, etc.  We didn’t show emotions that often except for anger and sarcasm.  Vulnerability was something I have and continue to work on to this day.  This was one of the hardest skills for me as a man, but one of the most beneficial skills as a person of influence.  If you can be vulnerable and go deeper with people you will gain more trust and influence with others over time.  

I know what you may be thinking at this moment.  I don’t have time to be vulnerable.  I just need to push through with my team or my customers and get the job done to move on to the next task.  I understand business and getting work done. What I am talking about is building a trust with your team or customers that gives you the benefit of the doubt in bad situations.  The kind of trust that will provide you help when fighting against the competition.  This kind of trust is more than the superficial arm-length kind of relationship.  It brings people in to get to know us on a deeper level.  A level that when the chips are down, they will step in to help without question.

Now let’s talk about what vulnerability is.  Vulnerability is a soft skill that is not typically taught.  Vulnerability is about going deep and opening up ourselves to be potentially judged, let down, hurt emotionally, and disappointed.  It is that uneasy feeling when we are about to disclose something about ourselves to someone because we are risking our comfort level.  Vulnerability is deeper than honesty. 

When being honest, we can speak the truth, but still not show our true self.  People can be rubbed the wrong way with honesty and not trust us.  We can’t gain the connection with others when we are just being honest.  We need to develop our level of vulnerability with those individuals to gain the next level of relationships.  Vulnerability is a scary place for most people because there is that risk of being hurt, but the payoff is definitely greater than the risk.

I have worked with ex-navy seals, business owners, entrepreneurs, engineers, contractors, etc. and those that are most successful are vulnerable to those they need high levels of trust with.  Leaders learn how to be vulnerable.  Leaders strive to grow the relationship with those around them so that when the time comes to dig down the leaders will have the buy in from those around them to work together and accomplish great things.

The reason why I have had such great success in sales is because I am vulnerable with my customers and team members.  I trust them and pushed through my comfort zone to allow others in to see who I am.  By doing so I have gained great relationships and trust with those around me and built strong bonds that helped me when working on new businesses, growing a men’s ministry, my marriage, and some close friends that would drop everything and run to help if I truly needed it.  

This week I want to challenge us to open up when we are trying to bottle up things that we don’t want to let others know about.  It’s okay to take off the mask of perfectness and let others see our true identity.  Let others open up to us while we use active listening and not just give solutions.  I should also say that “suck it up buttercup” would not be the best phrase when someone opens up to us and is vulnerable.  That might get you quickly thrown out of their circle of trust.  My commitment this week is to listen and be more vulnerable to those around me and not jump in to fix it and move on.  What is your next step today to be more vulnerable with those around you?    

Go ahead and post your next step in vulnerability in the comments below.  

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with higher profits!”

www.kevinsidebottom.com

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

To Build Trust You Need To Have The Letter C

The last couple of weeks I have been helping you with understanding that there are different levels of trust needed for different levels of relationships and the three questions that we need to answer to build trust and influence.  Today I would like help you with a concept that I created for people to visualize an easy way to understand what goes into trust.  I call it the “Trust Equation” and it has helped many people start building trust easily by understanding the components of trust.

There are four main components of the trust equation and I will break down each of them in the next few blogs so that you can better understand each and excel at building higher levels of trust in 2022.   Without trust we can’t make movements, sell, lead, or do anything of substance with others.  We need trust.

Without any more delays let’s get into the first component of trust:

Credibility  

We have have credibility before people will trust us on a specific topic of concern.  This is crucial, but does not mean that we have to go to school to learn about everything and anything.  No one knows everything.  

Credibility is typically linked to knowledge.  A person goes to school, gets a degree and then they are finally credible on a subject.  While that is very true, there are other aspects to Credibility that many do not think about.  One is effective communication and the other I call “being the bridge.” 

I have seen very intelligent individuals lose credibility because they could not effectively communicate their topic.  That’s right, just because they have a great deal of knowledge, does not automatically grant them credibility.  Everyone needs to be able to communicate effectively!  

There are many courses that help on effective communication topics, but the biggest effect on communication is the ability to break complex topics into simple understandable pieces.  That means not using really big dictionary words when a simple word can be used.  If we can communicate effectively then we can build trust and generate credibility.  

Now the other component I mentioned earlier is what I call “being the bridge.”  This is something that I learned when I first got into sales.  If I was able to connect people needing help in a certain area with those that had the knowledge, I actually built credibility.  That’s right because I was bridging the gap for them, then I am deemed a credible source as well.  

When we bridge others together, we are associated with credibility because we are associated as one that adds vallue. Adding value is key in trust building and being a bridge will help us gain influence.  This is one of the main ways I have been so successful throughout my career.  I have built a great deal of credibility by bridging others together.  

Bring knowledgeable, communicating effectively, and being the bridge will allow us to become more credible with others.  Consistently showing up to add value and help others is the way to growing trust with anyone we interact with.  

If you would like more information on building trust reach out and set up a call so we can discuss and I can point you in the right direction!

The next few weeks I will discuss the other variables in the trust equation.  Look forward to helping you gain more trust and influence in the weeks to come!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with higher profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - SPU Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

How Trust Works

I hope you are doing well this week and ready to move forward with others that you interact with.  In order to do that we need to make sure we are elevating the trust levels with those we interact with.  

In order to do that we really need to understand how to build trust, why others give us some trust levels of trust, and what effects trust over time.  Even though some people say they just give people trust when they meet them, would they trust someone to hold them a high rise building with just a rope?

We give some levels of trust to people, but don’t typically put our lives in their hands right away, unless there is some kind of emergency.  I have made a diagram for trust levels that is in the picture of this post above.  This gives an idea that the closer we are to people the more trust that is needed.  That is why we do not have as many people in intimate relationships with us like our significant other and children.  

We would not tell the world our deepest secrets like we would those in intimate relationships with.  

That means that we have different levels of trust and we have to grow trust with others if we are going to learn more about them.  Not to leverage them with their secrets, but to learn about them.  Sales professionals for years have learned how to build rapport with customers and grow the relationships as well as trust levels.  Sales professionals know that if business transactions are going to occur then there must be high levels of trust established. 

Investments of trust take a lot of work and we need to be ready to do the work to grow trust.  People will only interact with those they know, like, and trust.  So, in order to build trust, we need to answer three questions on every interaction.

Do I like you?

Do I trust you?

How can you help me?

In order to build trust levels, we need to focus on these three questions and what I can tell you is the techniques that sales professionals use (not the sleazy ones) will help you understand how to do this effectively.

I would encourage you to pick up a sales book, or take and online training to help yourself learn and equip yourself to succeed in growing trust with others.

If you’d like to use mine that is great, but not a necessity.  My links are below for my book “The Sales Process Uncovered” and the link to my trainings are also below:

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”

Influencer or Influence, What Do You Want?

Have you ever thought about how to build influence in your marketing efforts?  Have you ever thought about using an influencer to endorse your product / service to gain more customers?  

Marketing has made a shift in the past few years relying on those social marketing influencers to endorse their products / services.   Marketers believe that followers of these influencers will buy whatever that influencer has mentioned.  Unfortunately, there is a limit to this theory?

By using an influencer, we are essentially using social proof with customers.  That is the basis of gaining trust from someone else’s endorsement that others trust their recommendations.  It’s literally a exchange of trust.  This will work for commodities, but if you are offering a service, you may find it difficult to capitalize with this type of marketing.  

When it comes to influencers, they hold up products, but to show how a service works it may be difficult and take time for them to really show how it works.  When getting our marketing plans secured, we really need to understand what we are offering before we just throw money at the effort.  If we believe we have a commodity then we have already lost because a commodity is only differentiated by price.  That is why we need to make sure we have figured out how we are different from others in our same product / service demographic.

Successful organizations that have focused their efforts on customer service have secured reoccurring customers.  That’s right the customer experience is more impactful than having a super star wear our products.  We need to focus on building customer service and trust with our current customers and yes this takes time.  We live in an era with two-day shipping, moves on demand, and grocery shopping online world, but the one true way to gain reoccurring customers is to serve them consistently over time.  

Ever try to get a chicken sandwich from Chick-Fil-A at lunch or dinner?  It’s a chicken sandwich, not a new cure for cancer, but because they have focused on customer service over time, they have passed up the other fast food competition with fewer locations.  That’s right the golden arches which have been a staple were passed by Chick-Fil-A.  Their customer service has accomplished this cult following.

We need to focus on the long-term vision of building trust with our customers.  Without trust we will not gain influence with our customers.  We need to have high levels of trust with our customers before they will tell their closets friends and family members to use us.  That is also still the best form of referral.  I am also not talking about bribing the customers with a coupon if they share with others.  

I am talking about natural raving customers that can’t help but tell others to do business with you.We need to serve our customers well consistently if we are going to having reoccurring customers and eventually partners that will only buy from us and all that we sell.  Wouldn’t it be nice to not have to market because our customers are buying everything we sell and partner with us?  

That is why I consistently post blogs every week for over three years and consistently post videos online to help customers gain more knowledge and understanding about sales and influence.  I am here as a guide to help you become successful in your endeavors. 

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”

www.kevinsidebottom.com

Goal Setting with Purpose

Wow, just like that 2021 is gone and we are in 2022.  Can you believe how fast 2021 went?  All of the events that happened in our world, the good, the bad, the ugly.  How about you, did you accomplish all your goals in 2021?

Chances are that 2021 had us stumbling a bit in our goals and we also needed to shift our goals with the everchanging environment. 

This year when we sit down in some of our quiet time to think about 2022 we need to make sure we have some firepower behind our goals.  That’s right just because we have a goal does not mean we will achieve the goals.  We need to have a “WHY” behind our goals.  The why will keep us moving forward when times get tough.

There are areas we can grow and should be focused on that for 2022.  I will be taking the next two weeks to plan out 2022 to make it a better than this past year.  The reason why, is if we are not growing, we are dying.  That is right we need to constantly be growing.  I choose growth and for that I need a plan for whatever I am shooting for.  Even if I do not hit the bullseye ever time. 

I will be sitting down to make a plan for 2022 by looking at where I want to be.  It’s like shooting a long-range shot, we need to plan before we pull the trigger to hit the target accurately.  To do this I start with the end in mind.  When I was a child, I used to do mazes all the time.  I loved them.  I learned early on that to find the path through the maze, it was easier actually start at the finish and work my way back to the start.  Try it if you don’t believe me.

I was able to attend an event at the church I attend and there was this thing called a “purpose statement” that they were talking about.  Before you leave because I talked about church, hear me out.  This purpose statement aligned with my DISC profile, my passions, and my gifts that I have.  This purpose statement is “WHY” I am here.  Why I am on this earth and why I matter.

This purpose statement is a compass when things get tough, or we get knocked off course by something like a pandemic.  This purpose statement will allow us to focus on why we are here so we can dust ourselves off and get back to putting one step forward at a time if needed.  It will keep us moving forward.  Those that do not have purpose are easily tossed back and forth like a boat by the waves.  Those that know where they are going and why, will keep moving in the direction they need to go and find that extra strength from within to keep going.

This means yes, we need to pause and really thing about our why before we just start throwing goals up on the wall.  We really need to focus in on this target if we want to hit it.  Take time to understand your purpose and you will have more energy and determination to achieve your goals.

I will have quite a few stretch goals for myself and my business to grow in 2022.  I have personal goals that I will also be putting in for this year.  All of them will align with my purpose which will give them more strength and foundation. 

I will also use the EOS system (insert link https://www.eosworldwide.com/hubfs/EOS-VTO.pdf) for planning goals.  This is a fantastic system that anyone can use for work, or personal goals.  I have adapted it to work for me in both areas of my life. 

The key is to still plan because if we don’t aim at anything, we’ll hit it every time.

We need to make plans even if we do not hit them all.  It’s okay not to hit all of our goals, but we need to try to grow and move forward, not get down on ourselves, and have that target we are trying to strive for each and every day.

Have a great day!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”

www.kevinsidebottom.com

Avoid This if You Want Trust

Ever been told you are being selfish?  Ever tried to take a toy away from one child to give it to another?  The response is most likely “It’s Mine…”  We are born selfish which is why sometimes it is hard to build trust with others.

We have come to the most important variable when discussing trust.  It’s in the denominator of the trust equation as well.  This means that the larger this variable is, the more it pulls down the other variables in the numerator.  Yes it is math based. 

We can be very creditable, reliable, and vulnerable, but if we are only doing this to help ourselves “WIN” we will actually “LOSE”.  We will not be able to gain trust and sustain it if we are only out for our own gain.  True we may be able to fake our selfishness for a little while to obtain short term gains, but trust is actually more like a marathon.  People will figure it out fast enough as selfishness is like a spotlight shining bright into the night sky.  There is no way to truly cover selfishness.

Selfishness tells people that we do not value them and do not care about them.  Have you ever been around someone that you tried to give more and more trust and it just seemed to blow up in your face each and every time?  It is really hard to keep wanting to extend them the benefit of doubt.  After a while trust is just not an option anymore.

I had to come to this realization with someone that I have bent over backwards to help on quite a few occasions.  Each time resulted in being taken advantage of due to their selfishness.  I am very helpful by nature and want to help people from hitting some of the pitfalls that I have had to endure.  This person was only focused on their wants without a care for anyone else. 

By being selfish we can quickly turn relationships sour.  In sales or leadership if this happens, we really start losing influence.  Influence is the key ingredient to success in sales and leadership.  Without trust there is no influence.  Leverage is a term of is a term often people use as an influencing tool of holding something over someone so that they will do what we want, but once leverage is gone these people will revolt!  When we do not have trust, people will be less willing to give us the benefit of the doubt and promote us to customer.   Even Steve Jobs was asked to step down at one point at Apple.

I am constantly taking inventory in my life to gauge how selfish I am being.  I’m sure I fail to live up to my standard, but my focus is on not being selfish.  Instead, my focus is on trying to help everyone that I can.  I put my expertise out there to help others gain knowledge.  I do not do it so I can say that I have done it, but to share so that people can avoid mistakes that I have run into in the past.  My goal is to help you become more efficient and successful especially with areas of sales and leadership. 

The key is to really take an inventory of our relationships and see if there are any areas where we are being a little selfish.  Are there some relationships that we need to apologize for selfishness?  Have we made any recent mistakes that an apology will help start the road back to building trust?  Selfishness can be fixed when we take an honest look at how we have behaving with others. 

When we lower selfishness relationships and influence seem to increase at a rapid pace.  We need to place value on others and not do anything to just advance ourselves, but humbly help others get to where they need to go.  “You can have everything in life you want, if you will just help other people get what they want.” Zig Ziglar

So here it is the full Trust Equation.

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business.  I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”

www.kevinsidebottom.com