Category Archives: writing in tune with the moon
Aiming For The Moon?
In January I was offered a fantastic opportunity by Tom Evans, Author and wizard of light bulb moments to join his ‘Writing in tune with the moon’ course. I jumped at the opportunity and spent much of the last couple of months creating what will be my first book. I am still doing re-writes and being my normal perfectionist self and am hoping to have a finished product ready by the end of March. It has been an exhilarating experience and today Today I would like to share some of what I have been doing, a snapshot of what is to come….
Aim for the Moon is the journey of a Sales manager, taking a new recruit through their fist year.The book is written in phases clearly setting out a how to produce a highly successful sales person at the end of 12 months.
It’s a book about learning and recognising how internal learning can bring about change and produce results.
Too many new recruits fall by the wayside because the people who manage them are ill equipped to recognise how to react in certain situations, show empathy and just give up at the first hurdle, working on the premise that new sales people are ‘ten a penny’.
It’s time for change, time to be accountable and to produce a better standard for the industry, both in terms of its present and its future. It’s time too for reflection and introspection and a time to prove that it is possible to get the best from people even if you feel like giving up.
Forward
Aiming for the moon?
I still remember my first day in Publishing; my stomach full of butterflies, fear of the unknown, coupled with excitement- all wrapped up in one adrenalin fuelled person.
- What could I expect?
- What if I couldn’t do it?
- What if I didn’t fit in?
I remember taking a deep breath as I walked up the four steps and nervously pressing the buzzer. I spluttered my way through my name and why I was there and my heart was in my mouth.
The Advertising Sales office was on the second floor – the noise was deafening, someone barged past me and looked at me and pointed to the door. I walked into the ‘madness’ and finger beckoned me over to a desk and then pointed at a chair. This person was closing a big deal with a huge Insurance company and I listened in awe -she made it look so easy, I wanted to be just like her.
I then suddenly and unexpectedly felt at ease. As it turned out that company became home for nine years and I was given huge amounts of support,coaching and given opportunities beyond my wildest dreams. I grasped them tightly with no hesitation, no fear and with huge amounts of confidence.
Not everyone is as lucky, after the first couple of weeks some people are left to cope on their own, with limited support. They are saddled with a huge amounts of expectation and coaching is simply a five minute whiz through and training is ‘read this’. Some get through the ‘sink or swim’ approach but many others are dismissed and end up with their nerves and confidence shredded.
I write this book for all of those people I have been proud to develop through their first year in Media Sales, I write it for all of those I witnessed being strewn by the way-side, because of intolerance, lack of training, coaching, support and planning.
It’s time to go and create some stars ……
Chapter one – Bearings
“Effective leadership is putting first things first. Effective management is discipline, carrying it out.”
- Stephen R. Covey
Beginning with the end in mind
When I use the phrase above, it is simply designed as a statement. What do you want to achieve from this journey?
I know the response to this is a successful outcome, but how will you achieve that? What has stopped you or your peers achieving success in the past?
Seeing a new sales person through their first year is a journey and like most journeys it has twists and turns and stops and starts. It is a huge responsibility being a leader of people, their guide, mentor and source of inspiration constantly day in day out. If we have the right amount of support from our superiors then this is going to be an easier journey than without. Think back to your journey, was it good? Were you afforded the guidance and support you needed?
Begin with the end in mind
Take some time to think about how you are going to cope with all the twists and turns, what happens when the enthusiasm for your new recruit wanes? When pressure from on high takes your attention elsewhere and things are not necessarily going to plan.
At this point I would like to say that it might be an idea to keep a diary, not in the traditional sense, but a notes of your thoughts, ideas, challenges and success’ this will act not only as a sense check when you read over it but a testimony for you going forward on every new journey.
Blank white sheet.
The person you are about to recruit is a clean sheet of paper, someone to mould and nurture to achieve great results:
With that in mind think about, your role-models, how you learned, what things impressed you, how you coped under the inevitable pressures and what made you successful- ask your self:
- Why am I recruiting this person?
- Which characteristics do I specifically look for?
- What will I need to potentially work on?
- What help do I need?
- What three things can I do to ensure that this person passes their probation period with flying colours?
- Who are my mentors and why?
- What factors will stop me achieving a successful outcome?
- How can I stop these factors?
Aim For The Moon will be available in April.
