A few years ago, I had the opportunity to be a passenger in my friend’s Porsche 911 as he demonstrated how fast going from zero to 60 MPH in less than 3 seconds feels. And I will share with you that it was quite exhilarating.
In late 2020, I was reminded that I would be turning 59 years old this year. And then it dawned on me, I would be turning 60 in 2022. Simple math right. Where has the time gone — I mean sometimes it feels like I went from 0 to 59 years old in 3 seconds too. And then I remembered a famous quote by Michael Altshuler,
“The bad news is time flies. The good news is you’re the pilot.”Michael Altshuler
When I realized that I had 60 weeks to go until I turned 60, I knew I could no longer be a passenger, I had to get into the cockpit and take control over what happens next. With that inspiration, I wrote out my “60 to 60 Success Plan for Life.” The plan was built around one primary question,
“How do I want to arrive to the party when I turn 60?”
I will share with you that as I developed my plan, I solicited feedback from family members, friends and advisers. And although my personal plan was a “60 weeks to 60 years old” plan, I had people ask me to help them with their “30 weeks to turning 30 years old” plan, “42 days to turning 42 years old,” and someone who wanted help with a “30, 60, 90-day success” plan that had nothing to do with reaching an age milestone, and everything to do with making changes in their life that would help them to succeed personally and professionally.
Here are the elements of my 60 to 60 plan that I shared with others. You will recognize activities, concepts, and attitudinal adjustments around the things that I either wanted to change and would commit to change, or new strategies that would help me execute against my plan and reach my desired goals…
One question that I seem to be getting more of these days is around motivation. Not only are people asking how to get motivated, but they are also asking how they can stay motivated.
People often say that motivation doesn’t really last. Well, neither does bathing, that’s why we recommend it daily. – Zig Ziglar
Ziglar certainly knew a lot about how to motivate us and more importantly how to keep us motivated. And he would also be the first one to remind us that motivation is temporary unless it is coupled with action. It is one thing to be motivated about setting a goal or getting inspired by the thought of a new project, and it is something completely different in taking the actions necessary to achieve our goals or complete our projects.
Sometimes we can use a motivated mindset as the spark that leads us to take the actions necessary for our productivity or success.
For some of us, this is how we are wired. When we are feeling good and life is better than good, finding sources of motivation is easy, our creativity is inspired, we are filled with hope, and we end up crushing our tasks and to-do lists. When we are feeling motivated, we may exercise a little longer and push a little harder.
When we are feeling motivated, we may make better choices in what we do, what we eat, and how we treat our bodies.
But what happens when we aren’t feeling so good, or when life isn’t going quite the way we want it to be going? What happens when we really don’t feel like exercising, going to work, or staying on our eating plan?
Whether we find ourselves setting the pace for the race, or just trying to keep the pace, we should always find time to give our mind and body a little rest.
Some of you have shared that these past several months have given you a chance to slow down, get back into forgotten hobbies, or start new ones.
Spending more quality time with friends and family.
And others have shared that they have never been busier and that their mental stress and physical fatigue have never been higher with little or no time to take a breather.
In a bigger, faster, harder, go go go, world, sometimes we get so wrapped up in trying to keep up, we forget to take care of ourselves along the way. We schedule more meetings or calls than we can fit into our day.
We squeeze more work into our already jam-packed weekends and try and justify it by saying that it “needs” to get done. Or we try and fool ourselves into believing that we are the only ones who can do it, denying our mind and body the rest we need to perform at our best.
Why Sales Training Programs Fail
When there is a perceived need for sales training it usually is driven by someone believing there is a lack of skill or technique in certain areas. Some might believe that parts of the sales organization struggle with the front end of the process, meaning pre-call planning, account planning, preparing, or prospecting. Other companies may argue that their team struggles in the middle part of the sales process such as qualifying and questioning skills or presentation skills. And then there are other sales leaders who believe that their salespeople struggle the most with the end of the process, negotiating, closing, and follow-up. And although there are other skills we could include here such as communication and listening skills, time management or managing the game clock during the sale, account management, etc., and, the above sequencing may be slightly different or the process different from one training company to the next, what gets missed all too often is developing the person.
We cannot train with blinders on and believe there is a quick fix by throwing some skills-based training at our professional sellers, without giving them some of the other important concepts around motivation/attitude, actions/behaviors, and goal setting.
Some of the greatest salespeople we have known or worked with demonstrated strength and highly developed skills in:
- Building a healthy self-image
- Developing and maintaining a positive attitude
- Building winning relationships at home and at work
- Using “Hope” as a tactic and activator
- Setting and achieving goals
This is an example from a Zig Ziglar program, Strategies for Success, that has been updated and modified to meet today’s learner. And it is the type of content and concepts that provide the confidence to seek and achieve selling success. For people who are new to sales, an argument can be made that this type of program should be what they go through first, before entering a professional sales training program. Just imagine how we could accelerate success and reduce turnover if we had our new, or new-to-sales folks achieving greater success earlier in their career.
Best Practice #1: When thinking about a sales training program, do not just focus on skills and techniques. Salespeople have 24-hour lives. We expect a lot from them and sometimes they come to us with a lack of confidence or a poor attitude. Sometimes they come to us not knowing what a successful cookbook is or the behaviors they should be doing as opposed to just focusing on a skill or selling technique.
Best Practice #2: Assigning quota is translated differently for high performing salespeople. High performing salespeople set goals and have behavior plans to achieve those goals. They have playbooks so they know what to do in specific situations. A best practice when speaking with sales teams and to people on our team about performance expectations is to talk in terms of goals, not quotas. A quota is something the company wants them to achieve, a goal becomes personal and that means someone with a goal that is personal will work harder to achieve that goal.
Best Practice #3: Some of the top learning and development organizations look at sales training more holistically. These teams place a high value on all personal and professional development. They equip salespeople and the rest of the organization with skills that will help them achieve their goals in all areas of life. They know that giving people tools, attitudes, and behaviors to deal with change, communication, stress, and selling will help them in so many areas outside of work.
Remember, people buy for their reasons, not ours. That also means that people buy-into something for their reasons and not ours. The same holds true for training. If someone knows where they have a gap, or is assessed to help them find those gaps, they will be more likely to actively participate in the training. And when continuous learning is seen as something the company values, prospective employees will want to come and work with your organization. And when we help them become better in all areas of life, we will build a better business around them too.
Winning Happens When We Choose to Win
When we are intentional about making our choices and deliberate when it comes to choosing our own path, we typically increase our chances of success. It’s when we allow others to make our choices for us, or when we allow circumstances or even prior habits to dictate our path that we find ourselves living a life that is vastly different than the one we dreamed of or had envisioned for ourselves.
Are you ready to Choose to Win?
It’s a choice to create a winning life and a better experience for ourselves. We are the ones who get to ultimately choose what we act upon, what we respond to, and the direction we choose to pursue. It’s a choice, and if you are reading this blog right now, you still have time to make new choices. You can choose to follow the rewarding path you may be currently on and enjoying or choose a new and different way forward. A path forward that will help you to achieve your goals and dreams while living a life of purpose
Success in life is a choice, are you ready to choose to win?
One of my favorite personal development books of all time came out earlier this year. It is titled Choose to Win by Tom Ziglar, the proud son of Zig Ziglar and the CEO of the Zig Ziglar Corporation. The subtitle contains the magic and power of the book, “Transform Your Life One Simple Step at a Time.”
Norton’s Main Scoop is offering a 9-week program to teach the proven strategies and tactics contained within the book that are helping people who want to win, make the choice to win. Proven strategies and tactics that work in both our personal lives as well as our professional lives.
Tom Ziglar’s secret to success? “The fastest way to success is to replace bad habits with good habits.”
Sounds kind of easy right? If it is, why aren’t we all already doing it? It’s because we haven’t yet made the choice to intentionally choose to win. We may have made bad decisions in the past, we may have chosen poorly, but we can start turning that all around with the choices we make today and in all the tomorrows yet to come.
This tremendously amazing 9-week program will take place once a week, virtually. Each week will be a 90-minute session focusing on:
Our Desire, Hope, and Grit
The 7 Choices Plan: Mental, Spiritual, Physical, Family, Financial, Personal, and Career
The Perfect Start
Choosing to Live a Life of purpose
The teachings of Zig Ziglar continue to positively impact millions of people. His body of work when it comes to developing excellence in ourselves and in others has contributed to the success of many CEO’s, business owners, parents, students, athletes, salespeople, managers, and people from all walks of life. This new book by his son Tom Ziglar, Choose to Win, and the 9-week Choose to Win program will change your life and contribute to your success.
It really will, but only if you first choose that you want to win and desire a change in your own path or journey.
How about you? Is it time to replace a bad habit with a good one? Is it time to make new choices? We would love to have you choose to join us and participate in the program. There is limited availability and seating so if you are Choosing to Win, email us at firstname.lastname@example.org or register at tramazing.com.
Michael and Kim Norton are the owners of Norton’s Main Scoop and the Co-Founders of tramazing, www.tramazing.com, where training is made amazing. Michael is the former President of the Zig Ziglar organization and has held various executive positions throughout his career. In addition to making delicious homemade ice cream, Kim is a Professional in Human Resources and has created and delivered training programs around the world. Together, they will be your facilitators when you Choose to Win and join the program.
Other tramazing programs offered:
Sales Management Training
Top Performance Management: How to Develop Excellence in Yourself and Others
Strategies for Success
You can also get a copy of “Choose to Win” or visit Ziglar’s site to read more about the book and the Ziglar legacy at https://www.ziglar.com/choose/