Creating Unlimited Belief for Success!

What's holding your team back from experiencing "breakout performance"?

It may be those Old beliefs and Personal Insecurities. (aka: conceptual barriers)

Conceptual barriers are the barriers that are right behind the eyes, DEEP within the brain. "Beliefs" which were planted at a very young age and re-enforced over a long period of time - which is why they are so hard to "dislodge".

Use the following exercise to help your team members identify their limiting beliefs and feelings. Then explain how those beliefs and feelings directly impact (positively and negatively) their bottom-line results.

Before we proceed, keep the following quote in mind - it's a powerful reminder of why it is so important to complete sales management activities.

"Successful people DO, what unsuccessful people
are not willing to do." ? Unknown

Here are the Four Steps to Overcome Conceptual Barriers:

Step One - Uncover Negative Self-Talk

Ask the employee to tell you what he or she "least" enjoys about each step of the sales management process. Follow up by asking how that particular aspect of the process makes the employee feel.

For example:

- Prospecting/Cold Calling - (feels like I am intruding)
- Asking for the Business - (feels like I am being pushy)
- Cross-Selling/Up-Selling - (feels like I am taking advantage)
- Assumptive Closing - (feels like I am being presumptuous)

Step Two - Identify Beliefs that are the root source of negative feelings toward sales management practices.

Go back to our prior examples of Old Beliefs that get in the way of our progress in the sales management process:

- Don't talk to strangers
- It is impolite to talk about money
- Never interrupt important people
- Wait to be asked

Help the employee understand and be aware of why it is that they may feel the way they do.

Employees should understand that they feel the way they do for a reason. Once they understand this it can be much easier for them to make a decision to overcome their old belief(s).

Step Three - Turn Limiting Beliefs into Unlimited Possibility!

Illustrate the following to your employee so they can clearly see how their beliefs and feelings ultimately "pre-determine" their outcome.

On one hand:

Positive Beliefs » Positive Feelings » Actions » Positive Results

And on the other hand:

Limiting Beliefs » Negative Feelings » Inaction » Negative Results

So based on the preceding, it's obvious which hand offers the most value - correct?

Step Four - CHOOSE a path together!

Obviously, if an employee is unwilling to work to overcome conceptual barriers, then you should agree that a sales position is not the right fit.

You should either find a more suitable role for the person, or part ways so he/she may pursue a more rewarding opportunity somewhere else.

Let's assume however that the employee seeks to overcome their conceptual barriers and is willing to take ownership of their plan for improvement.

As the leader, you have an important role to play in your employee overcoming their limiting beliefs. You are responsible for supporting the employee in three key areas. Once again, they are:

- TEACH - lead by example, reinforce positive actions and behaviors

- COACH - help to improve technique, debrief progress, track results, ensure employee stays on task

- EXPECT - inspect what you expect, hold yourself and your employee accountable for continued improvement and increased results.

In conclusion, ask yourself the following question.

Can you name one person who is a top performer that:

- believed he wouldn't be successful?
- feels she shouldn't be successful?
- does not take the actions necessary for her to become successful?

The answer to each question? "Of course not!" Right?

So by default we must agree that in order for anyone to be successful, he/she must understand what is holding him or her back.

Then, she must be willing to work to overcome obstacles, and choose to proactively follow a corrective action plan.

Finally, he must "execute" the plan.

Through this process he will build new beliefs that will enable him to discard that old and tired, limiting belief.

Richard Gorham is the founder and President of Leadership-Tools, Inc. His web site, http://www.leadership-tools.com is dedicated to providing free tools and resources for today's aspiring leaders. Offering high-quality tools in the areas of Business Planning, Leadership Development, Customer Service, Sales Management and Team Building.

---

Women in Leadership - How to Get Promoted

It is often much harder for women to get promoted... Read More

What Does Exceptional Business Success Require of Us?

To excel in business we need conscious command of all... Read More

Listening Like a Leader

Our studies of the most effective people in corporate America... Read More

Creating Unlimited Belief for Success!

What's holding your team back from experiencing "breakout performance"?It may... Read More

3 Aspects of Developing Leadership Skills

Everyone knows that great leaders are made, not born. However... Read More

Leading In The Face Of Disaster

The date was Saturday, April 11, 1970, the time 13:13... Read More

Dissolving Conflict Through Reframing

Reframing is looking at the situation with a new set... Read More

The Goals of Leadership Coaching and Partnerships

Webster's Dictionary describes a "partner" as an ally or an... Read More

Lead People...Manage Things

Master The Five Key Facets of High Performance LeadershipMany people... Read More

7 AAA Ways To Succeed!

[Abounding Abundant Ample Ways To Boost Your Growth!] This may... Read More

Ten Steps To Effective Leadership

Many people end up in a supervisory position or SOHO... Read More

Follow My Leader - To Effect Change, Leaders Must Walk the Talk!

A leader's roleIn any change project, a leader must wear... Read More

Secrets of Creating Success with Ease

Do you ever strum your fingers on the desk top... Read More

None of Us Arrived with an Owners Manual: A Fresh Perspective on the Drive to Lead (part 2)

Why didn't I get an Owner's ManualAfter a little while... Read More

Five Steps Towards Greater Self Confidence

We watch the star athlete calmly make the final shot,... Read More

Building Self Confidence

As a hypnotherapist I specialise in helping people to develop... Read More

The Incandescence Of The Human Spirit

There lives within every individual a power, an energy, an... Read More

Leadership Challenges: The Walls In Our Lives

We have all experienced walls or challenges in our work... Read More

Leadership: 9 Universal Laws

1. The Law of Authoritarian StyleAuthoritarian leaders lead by control... Read More

Leadership Like Water-Water Canoeing

Although world business is undergoing historic changes, the prevailing view... Read More

The Tao of Leadership

There can be no doubt that the ancient author of... Read More

Leadership Skills: Four Ways of Overcoming Perfectionism

We pay a high price for perfectionism. "What perfectionism?" we... Read More

Character Traits of Extraordinary Leaders

When people make a decision (either consciously or unconsciously) to... Read More

Peek Inside The Heads of Amazingly Successful Leaders

Would you like to know what really goes on inside... Read More

Helping Others Develop Their Potential

Most of us find ourselves in a position to help... Read More

Evil, Hostile Grumpy Listeners? Think Again

I hated Kyle Sisk*. A notorious bully, Kyle punctuated my... Read More

Precious Moments

There is too much learning out there that we earn... Read More

Managing Monsters in Meetings - Part 3, Drifting From the Topic

Although new ideas lead to creative solutions, they can be... Read More

Leadership Is Power: Test Your Ethics

"The payoff for the ethical person is a reputation for... Read More

Leadership In The Zone!

"You do not merely want to be considered just the... Read More

Leadership Skills - 10 Ways to Beef Up

10 Ways to Beef Up Your Leadership SkillsHave you ever... Read More

Leadership Tips From My Dad

Lee (L.B.) Weiss (Sept. 21/25 ? April 30/82)My dad has... Read More

Ten Characteristics of Leadership

Many people are interested in the characteristics of a great... Read More