Something insidious is happening in the cubicles and hallways of America’s big and midsized companies.
Employees who have attained a chunk of the America dream — a steady paycheck, benefits and a rung on the upwardly mobile ladder — are risking an uncertain job market and quitting their jobs in astonishing numbers (more than 2 million a month). Why?
On the surface, they will tell you that they are in search of personal and professional fulfillment they can’t find in their current positions. Underneath this trend, however, is a deeper motivation. Employees are discovering that their values are misaligned with the companies they work for and that one of their highest values, a deepening appreciation for themselves as integrated human beings, has almost no value to their employers.
Leaders need to inspire the trust of those they lead. When the heat is on, leaders need to radiate calmness, clarity and most of all confidence.
Belief in yourself is essential to leadership that must be communicated through words and example to others whom you are asked to lead. They are looking to their leader for direction as well as for hope and often inspiration.
A leader who shakes in his boots is not someone that others want to follow. (read more…)
Leaders need to constantly develop themselves as human beings. There is so much external change for them to adapt to that the need to be intentional about personal development is essential. The best leaders I know are staying current and agile through change by developing themselves.
A checklist of “to dos” is fine, but it isn’t enough anymore. Your ability to respond to change and sustain your leadership over time requires you to persistently “become” a better leader through improving the behaviors that allow you to lead at your best.
So what you really need is a list of “to becomes.” Consider the aspects of your leadership you need to ramp up to become the best you can be. For the record, I’m not advocating that you change who you are. I’m suggesting that you keep yourself whole and genuine while changing your behavior to become more effective.
Your behavior affects those around you. (read more…)
Networking is the preferred job-searching method, as about 80% of positions are never advertised. The best way to access the hidden or unadvertised job market is having an internal champion and being on hiring authorities’ radar before an opening is posted.
Unlike other techniques, networking purposefully generates consistent results: qualified new job leads plus continuous access to future opportunities. Making contacts randomly or pursuing convenient connections produces fewer, less effective referrals. Today, it is not just what you know or even who you know, but who with hiring authority knows, likes and remembers (to recommend you for appropriate opportunities.)
Not all contacts are equally valuable. Not every interaction is immediately rewarding. Increasing the value of each networking interaction for both parties improves campaign efficiency and effectiveness. Focusing networking efforts where you have shared goals increases results. With the right positioning, if you can clearly and compellingly communicate your solution to specific needs, it is more likely that networking conversations will be productive. (read more…)
This post is an excerpt from “Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible,” by Brian Tracy and Michael Tracy (AMACOM Books, 2014). For more on the book, visit AMACOM Books, and follow Brian Tracy on Facebook and Twitter.
Perhaps the biggest single obstacle to your contacting and talking to all the prospects you need to fill your sales pipeline is the fear of rejection — also known as call reluctance. This is the fear of hearing the word “no” when you call on people. It is the fear of disapproval, dissatisfaction, rudeness, or negativity from other people.
When we were children, our favorite word was “yes.” Can we have some candy? Yes. Can we go out to play? Yes. Can I have a toy? Yes. Can I stay up later? Yes. We loved the word “yes.”
Simultaneously, we learned to hate the word “no.” It always stood for denial or deprivation of some kind. (read more…)