by Kirby Hasseman
“Busy” is the most over-used word in our culture today. It’s become the default answer for many people about how anything in their life is going.
How are you doing? Busy.
How is the family? Busy.
How is work? Busy.
Because of that, “busy” has lost it’s meaning. What does busy even mean?
I don’t want to be busy. I want to be productive.
This may sound strange if you read this blog a lot, because I spend a lot of time talking about “activity.” The idea in this blog from yesterday, is that you need to focus on the pro-active activities that lead you toward your goals. If you focus on those, every day, you will make steps toward success.
You might be thinking, “But won’t doing that make you busy?”
I can speak from experience when I say “yes.” But more importantly it will make you productive. I was reminded of this when I went on sales calls recently with another seasoned sales pro. We visited several customers. We dropped off samples. We had great conversations. We talked about new sales offerings. It was great! After the group of meetings I asked what we needed to do to follow up with these customers. After some thoughtful consideration, the answer was “nothing.”
I wasn’t sure why at the time, but that answer made me uneasy.
Then I figured it out. There was no next step. There was no call to action. We had some great conversations and engagements, but there was nothing we had decided to do to move the conversation forward. If that’s the case, then those calls were just “busy work.”
Action is important. But action for the sake of action is not the goal. The idea is to create action that moves to an outcome. Now don’t get me wrong. I am not suggesting we had to sell something right then. I just wanted to know what was next. It might have been:
*Sending a presentation with ideas.
*Calling to set up another appointment
*Writing an order
*Sending a sample
*Or even sending a note for taking the time time meet.
There needs to be a specific next step. And here’s the thing, your customers and prospects want that too! They have just taken time out of their day to engage with you. They have plenty of other things to do! So if they have given you the thing they can’t get back (time), what was the point of it?
So the next time you create a list of prospects and customers to call on, make sure to determine what you hope to make happen. What is the goal? What is the next step? Especially if you are going to call on me. If not, I will probably be “too busy” to see you.
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by Kirby Hasseman
If you are in sales, you need to read this. If you are not in sales, remember this…everyone is in sales.
I remember it like it was yesterday. I was at the PPAI Expo in Las Vegas several years ago on education day and had stepped into a class led by Greg Muzzillo from Proforma in hopes of being educated and enlightened. Greg did not disappoint. Years later, I still remember a question he asked. “In every business there is $15 an hour work, $50 an hour work and $500 an hour work. How many of you want to do the $500 an hour work?”
Without exception, the room full of people (including me) raised their hands. “LIARS!” he yelled at us. “All of you say you want the $500 an hour work, but every day you go straight to your desk to start on the $15 an hour work.”
For me, at this moment, this was a wake up call. His point was, there is nothing wrong with the administrative tasks in a business. They are vital. But as a salesperson, you bring the most value to your organization by getting in front of clients. When you are meeting with clients, you get the most return on your time. He finished with this statement, “There is no money behind your desk! Stop looking there!”
I love this. The fact is, it is easy and comfortable (as a salesperson) to do the non-sales activities. As I said above, they are important. They need done. But they are not the activity that brings you and your organization the most value on YOUR time. And that is the key, I think, regardless of what role you play in the organization. What is the role that you do that brings the company the most return?
*If you are in billing, it might be sending invoices.
*When you are at the front desk it might be answering the phone quickly and with a smile.
*If you are in sales, it is most likely meeting (face to face) with clients.
Anything you do instead of that is costing you money. In his new book, Clockwork, Mike Michaelowicz explains a concept called the QBR (Queen Bee Role). The idea is, the QBR is the most important role in a business. That needs to get done. Everyone needs to either serve the QBR or protect it. Figure out your QBR and focus your time and attention on that.
And remember sales team…there is no money behind your desk!
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by Kirby Hasseman
It was early in the morning and I just needed to grab one thing in my closet. The thing is, I had everything ready to go. The bag was packed to head into the office. The lights were off. But I just needed to grab a sweatshirt. I knew basically where it was because I just saw it when I picked out my shirt. So I headed back into my closet to “quickly grab” this last piece of clothing.
In the dark, I felt around for the piece where I thought I remembered it. It was a full zip, so I felt for the zipper. Found it! I began to unzip the sweatshirt in order to take it off the hanger…and it stopped. This was only a quarter zip! Damn…this was the wrong piece!
And there are I stood…in the dark.
Finally, I took two steps and turned on the light. It’s amazing how fast I was able to find the sweatshirt I wanted! I was just too consumed with doing it “really quick” so I was not using the tools that were right in front of me.
It’s absurd. It’s stupid. And those of us in the sales profession do it all the time.
We thrash around in a world where time is literally money. We try to do it “our way” or the “old way” for entirely too long. Meanwhile, our organizations arm us with CRM’s, blogs, websites, order management, email systems, and more. They spend endless time and dollars to help us increase our efficiency and, ultimately, our sales.
And much like me, looking for my sweatshirt in the dark, we stubbornly keep thrashing. We believe we are right. We think it “will take too long to learn” and keep trying “one more time.” Folks…turn on the light. Use the tools. Take the time on the front to save the time on the back. The tools are there to shine a light on your business. All you have to do is flip the switch.
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by Kirby Hasseman
There is something completely satisfying with getting things accomplished. We are biologically wired for it.
When you scratch something off of your “To Do list” you actually get a boost of the chemical dopamine in your body. That’s why it feels good to mark something done. We are wired to take action. That’s why I know what to do when I wake up stressed.
You know the feeling. It’s the one where you wake up in the “worry mindset.” You have been stewing much of the night over the things that needed to be done. Then you wake up in that “panic” mindset and it can totally frame the rest of your day.
Don’t let it.
When I wake up feeling like that there are a couple of things that help to get my mind back on track. Maybe they will help you. Here are 3 tips to de-stress your morning.
Make a List
A human brain is a great place for coming up with ideas. It’s not a great place to store them. When you try to use your brain for long-term storage it is exhausting and inefficient. When you take some time to plan out your day and make a list of things you need to get done (even if the list will take a week), it can free up your mind to come up with solutions. It can be very freeing.
Re-connect to the Mission
The list-making exercise also helps to remind me what I am working toward. What is the bigger goal? What do I hope to accomplish today? Is there any project I am excited about working on? These things (if you have thought them out) are usually bigger than the problems that are stressing you.
Do Just One Thing
Doing something proactive. Just taking action can help to re-set my mindset. For me, it might be writing this blog. But taking action on just one item (especially if I have a plan to do more) helps me get my attitude back on track.
Let’s face it…stress is a real thing. These are just a few ideas that help me get back on track. But if you want to dig deeper on how to decrease stress in your home, check out this article on how to have a “calm home.”
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by Kirby Hasseman
I was struggling.
We all have days like that. We have those days that make us wonder why we do what we do. Does it really matter? Does anyone really care? I don’t think it’s just me. So that day I was having “one of those days.” And then I got this message posted on my Facebook wall.
“Like a lot of people, I’m sure, I listen to podcasts while I’m driving. Yours is one that I listen to. Bailey (my 6 year old) generally hates when I “just listen to people talk”, but, the last few times she’s gotten in the car she’s asked if we can listen to Kirby. When I told her you are a friend of mine that I’ve known for a long time, she instantly declared “I want to be friends with him too”. I’m not sure that 6 year olds are the audience you are aiming for, but we are all fans of yours. ?” Sarah
I can’t tell you how much this brightened my day! But it’s not about me…it’s about you.
Though Sara and her 6 year old Bailey boosted my day, that’s not the point. The point is, we all have the ability to spread that piece of joy.
My rule is simple. If I catch myself saying something nice about someone behind their back…I tell them.
That’s an easy rule that we can all take a moment to follow. So give some thought to that person that helped you this week (or this month).
Make a list. Then take a minute to reach out to them on Facebook, or via text or pick up the phone. It’s very likely that you will lift someone’s day (like Sarah and Bailey did for me). And what’s even cooler is that you will likely lift your own spirits as well!
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by Kirby Hasseman
Whenever I find myself stressed and overwhelmed, worried and afraid, the chances are I am not “living in the IS.”
I was reminded of this today when I woke up before the alarm with my head filled with the huge projects on my “to do” list. I need to live in the “is.” Let me explain.
Living in the WAS
Have you ever heard a person that is constantly bemoaning the fact that things are changing? They constantly tell you how good things “used to be.” They can only see the bad in what is coming…and never the progress. These people are living in the WAS. This glorification of the past makes me sad for these folks. As Billy Joel said “The good old days weren’t always good, and tomorrow ain’t as bad as it seems.” Living in the WAS will create frustration and anger. It also fills your heart with regret. As much as you want to, you can’t turn back time. So stop trying.
Living in the WILL BE
The other source of stress comes from living in the “WILL BE.” As you know, I am a big believer in goals. As Jeff Haden says, when it comes to goals you need to “set it and forget it.” Many of us are constantly worried about what our clients will say, what our friends will think, what society will do. But all of those worries are complete fabrications! You (and I) are debilitated by stress and worry about an event that has not (and might not ever) happened.
Living in the IS
Living in the IS reminds you to be centered and present in this present moment. You only get this moment (and this life) once. What are you doing with it…right now? Are you working on projects that matter to you? What are you doing to create memories? Are you being intentional? In addition, living in the IS gives you perspective and happiness. It is the only “real world” we have. The past is a memory. The future is a fabrication. Living in the IS gives you a chance to “be here.” Right now. Take a deep breath. Live in the IS.
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