Archive for January, 2009

A Good Definition of Hard Work!

Posted by <ADMINNICENAME> On January - 6 - 2009

I read a review in the Globe and Mail on a book from an author named Seth Godin called Small is the New Big. I wanted to share a quote with you from the book:

Hard work is about risk. It begins when you deal with the things you would rather not deal with: fear of failure, fear of standing out, fear of rejection. Hard work is about training yourself to leap over this barrier, tunnel under that barrier, drive through the other barrier and after you’ve done that, to do it again the next day.

What rang true for me in the quote is how relevant it is to the everyday life of successful sales professional. Four hours of focused, proactive prospecting is much harder work than ten hours of reactive selling!

Our success as sales professionals is dependant on Godin’s definition of hard work; personal risk taking and constantly stretching outside your comfort level.

Check out Seth’s blog:
http://sethgodin.typepad.com/seths_blog/2005/06/small_is_the_ne.html

360 Degree Feedback

Posted by <ADMINNICENAME> On January - 3 - 2009

360 degree feedback survey’s are a great way for managers to solicit feedback from their boss, direct reports and colleagues. The purpose of a 360 degree feedback survey is to help managers learn more about their perceived strengths and weakenesses and ultimately to identify opportunities to be more effective.

360-degree

For The Business, 360 degree feedback surveys offer a glimpse into the mindset of the field salesforce, and how they percieve their managers overall effectiveness. The process can be an eye opener and the unknown is likely the reason that most organizations avoid doing annual 360’s.

If you find yourself in or leading a 360 make sure you choose people who you believe will provide honest, useful feedback. Choosing your best bud in accounting, because you know he’ll give you great feedback, will not help your development. The idea here is to get a good sample of constructive feedback so take yourself out of your comfort zone and include people that may not provide glowing reviews. Choose people that you interact and collaberate with regularily, even if there has been tension between you in the past.

Point to consider on 360 Degree Feedbcak Reviews:

  • Its focus is on professional development
  • Feedback is anonymous, except from boss
  • It measures perceptions, but not necessarily trut
  • It should be comprehensive and specific
  • It gives the manager responsibility for their own development
  • When Choosing Respondents:

  • Choose people that you have worked with for at least three, preferably six months
  • Make sure everyone is aware that their feedback will be anonymous and will not be held against them!
  • The larger the sample the better; choose a minimum of 6 respondents from your colleagues and all your direct reports should participate.
  • 360 degree feedback, presented properly, is a great way to solicit confidential feedback from the field. Great managers will respect the results and work to address open issues.