Because I was always clear with my team about the

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rifat28dddd
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Joined: Fri Dec 27, 2024 12:17 pm

Because I was always clear with my team about the

Post by rifat28dddd »

When it comes to engaging buyers, the perceived lack of personal experience and value can be a credible threat to the success of modern sellers. Especially those new to their organization or early in their careers. While bridging this gap with your customers can be challenging, the rewards for doing so can span far beyond that singular interaction and serve to accelerate both your sales cycles and career.A number of years ago at Salesforce, my team was tasked by Marketing to drive registration to a high-profile webinar. We had secured a great speaker and everyone was expected to pitch in to make it a huge success. One of my top sales reps refused to help. It was one of my proudest moments as a leader!


My rep clearly noted that the core audience for the webinar wasn’t aligned with her territory and that she’d be focusing her energy (i.e. going BIG) on executing a higher impact customer event in her region.

She understood that while saying no can be hard, it’s 100% necessary if the goal is to focus your limited bandwidth on the things that really matter.

Try this. Take a look at your work calendar for this week. Now ask yourself, on a scale of one to ten, ten being “my schedule is lean and mean! No useless meetings, optional attendance, or fluff. 100% focus!” and one being “OMG! How did this happen? When am I going to get any actual work done?!?” Where do you sit? If you said anything below seven (or manage team members you suspect fall below this line), continue reading!

As Basecamp founder, Jason Freid asserted in his Bestselling south korea telegram data book Rework, work doesn’t happen at work. Work is optimized for disruption rather than focus. In fact, according to my favorite cerebral reads The One Thing, we get interrupted every 11 minutes and spend about one-third of our day recovering from those interruptions. So how can we start to minimize disruption and maximize productivity in our workday? Be mindful of your default response.

For example, at work when someone asks you to do something for them (e.g. attend a meeting, review some content, generate a report, etc), what’s your default response? Yes or No? If you’re like most people, you tend to answer yes more often than no…and whether you realize it or not, that’s a huge problem!

Before you know it, your critical work gets pushed aside in favor of unfocused meetings, activities of questionable value, and tasks that don’t align with your core goals. And what’s worse, we fall victim to what Essentialism author, Greg McKeown, calls the paradox of success. That is:

we get good at one thing and develop a reputation of excellence for it
we become known as a “go-to” person and are presented with a broader scope of options and opportunities to use our talents
demands on our time increase which leads to diffused efforts and being spread thin
our success undermines the clarity and focus that lead us here initially.
So why is yes typically our default response? Quite simply, science reveals that saying yes makes us feel good. It satisfies our need to feel emotionally close to others, engaging altruistic behavior enhances our mood, and across the globe, the desire to help is seen as a highly desirable character trait. And yes, despite all benefits of yes, at work it robs of our productivity and ultimately prevents us from delivering the results we’re after. The solution, learn how to say (and create an acceptable culture around) no!
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