Valhalla Business Solutions - Business Management Consultants

Sales Management Consulting Specializing In... Sales and service Systems, Managing younger generations, Management protocols Coaching effectiveness


Thursday, February 11, 2010

Pay it Forward

Be a Mentor

o Have a quarterly meeting

o Consider an agenda

o Be a confidant

o Choose someone who will give more than they take

o Consider someone in another department

o Observe them in action

Early in my career I had an upper level executive reach out to me. He had one motive, pay it forward! At first I had a hard time understanding why he reached out to me. This was especially true considering my perceptions of the corporate world. It had been, at least till that point every person for them self. His intent he made very clear! He communicated to go out of my way to share my knowledge with someone. He encouraged me to go out of my way to create opportunities for that person and so on. Unfortunately he left the organization shortly after that. Although he left, his message was clear be a helping hand too many

Although most books, articles, and personnel will encourage you to seek out a mentor, we at Valhalla consider becoming a mentor even more critical to your growth as a leader. Although having a mentor should not be discounted, you may gain more development from being a mentor.

Have a quarterly meeting- This relationship should be regular enough to create a frequent two way communication. Creating an atmosphere that encourages your mentee to reach to you. Most successful executives I witness schedule a one on one once a month. This should be easy to do if you are already calendaring your one on ones with your direct reports.

Consider an agenda- Although this time should be primarily about fielding the mentee’s agenda. It is critical to bring content that can help them grow. Concentrate on bringing them in on a project that won’t impact their current work production. Also contemplate their hard skill gaps? How can you assist in developing those skills? Their manager can be a great resource for skill gaps.

Be a confidant- This is almost needless to say, however a mentor is an escape from the political battles that may exist. It is critical to establish a trusting relationship where you can help coach them through those political battles. Too often a mentee may not have a relationship with someone where they can vent and brainstorm appropriate solutions.

Choose someone who will give more than they take- Find out who is talented within the organization!! I often get asked how they should approach this person. Consider the story above; reach out to someone under the pretense of Pay it Forward. This person is someone who will bring content and questions to your one on ones. This person is naturally a giver rather than a receiver. It ensures they pay it forward.

Someone in another department- Choosing someone outside your department allows the mentee to feel free to confide in you.

Observe them in action- Whether they are a sales person, customer service, technical worker or manager. Observe the mentee in action, performing their duties. The trust you have established with your relationship will add immeasurable feedback, they may not get elsewhere.


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Saturday, January 16, 2010

Measuring Success (Setting Life Goals)

Below is a quick exercise to assist you in making the proper goals in your life.

  1. Blank Piece of Paper
  2. Fold the Paper in Half
  3. On the left side of the paper write at the top "Accomplishments"
  4. On the right side of the paper right down the things you want highlighted about you at your funeral
Note: the younger you are you may not have much to list, but I challenge you to dig deep and think about the milestone you are most proud of. Secondly of the accomplishments you mentioned, how many would you want spoken about at your funeral?

The goal of this exercise is to establish the things most important for you to accomplish in your life time?

Things to consider when you are through evaluating what you want to accomplish...
  1. What did I do today to accomplish these goals?
  2. What do I have planned tomorrow?
  3. Are my goals realistic?
  4. What is the predominant theme of my goals? (spiritual, family, career, monetary)
  5. How close is the situation I am in today helping me achieve what is most important to me?
Life is short! If your situation is off course, change it tomorrow!

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Monday, April 20, 2009

Sales Process (Manager)

Sales Process (Manager)

Establish what each customer interaction looks like...

  • Greeting
  • Profiling
  • Recommendations
  • Exit

To make things simple for a leader to coach, there has to be foundational processes to your customer interactions.

Greeting, solicit your team in your next daily kick start or team to explore what and how a greeting should look from your organization to your customer. How can use the greeting to impact your sales? What would it sound like? How can you use your greeting to transition into a profiling session with your customer?

Profiling, the most important piece of any sales process and far and away the most absent in almost every business I visit. I challenge you and your business to make this a central part of who you are as an organization. Why? If you really care about what your customers need and want, you have to ask them. In almost every business I patron nobody ask or cares. They jump straight to recommendations. How can you assume you know what your customer wants. Its arrogant and condescending.

Recommendations, this is what most sales people think they excel at. "They can talk to anybody!" There is no one good at this unless the profiling step has properly been executed. You as a manager have an obligation to your customers and your employees to help them uncover the needs of your client.

Exit, this can have a lot polishing as well when it comes to business. Again as a manager solicit your team for what this should look like. Probe around referrals, commitments in future contact and elevating yourself from the competition.

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Monday, April 13, 2009

Internal Politics 101

Internal Politics 101

  • Gossip with peers
  • Managing perception
  • Staying networked
  • Pursue a Mentor

Truth is politics are a main stay in every environment. Managing them is your responsibility, if success is important to you. This is a broad topic which can be very far reaching, so I will only touch on a few items here.

Understanding where you are on the totem pole is critical. Most people sit today in an environment which they have multiple peers and a ladder on the way up, sometimes 3-5 layers high. If elevating your career is important to you, then the number one rule is remove yourself from peer gossip. In a political environment everything you say and do will be used against you. To establish yourself as a leader elevate your empathy skills and turn those complaining, rumor milled conversations your peers engage in, into positives about the company.

Number two, manage peoples perception of you. This can be a very difficult thing to do, often someones self image is not a true reflection of the perception they illuminate.
Things to consider:
  • Appearance
    • how you dress
    • how often do you smile
    • how do you smell etc.
  • Taking notes
    • with your boss
    • with your employees
    • in meetings
  • Communication
    • consulting your boss on any upper management communication
    • talk with your boss daily
    • say yes to projects willingly
    • don't say yes to everything
  • Competency
    • know your department
    • numbers
    • forecasts
    • employees
These are just some things you should be conscience of on a daily basis.

Staying networked is important, stay proactive by using the Valhalla Effective Manager Calendar to assist in staying proactive. Which means have a network lunch frequently. Once a week with people of influence or who directly/indirectly impact your development and your department.

Having a mentor internally can do much for your career. Mentors often have been through similar experience which currently face or will face and can help you navigate the political waters. Or help you with tactical advice to make you more successful in your work.



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Tuesday, March 31, 2009

Conflict Resolution



  • Identify conflict and form an opinion
  • Address immediately after or during conflict
  • Provide feedback (use Valhalla's SelfDiscoveryBH Model)
  • Gain commitment on future resolution behavior

Conflict is absolutely with out exception inevitable in any organization. However not all conflict is unproductive, in our organization conflict is channeled into the checks and balances which produce the must creative ideas or processes. It takes fundamental processes, but beyond having processes that set up appropriate communication in the work place there are ways too accomplish this. Conflict is a great opportunity to identify development opportunities in your staff. Always remember conflict is inevitable and a person is not bad for having conflict.

You must identify if the conflict needs you the manager to be involved, sometimes it is not necessary to give credibility to situations that don't warrant it. You the manager are a problem fixer, but it is not necessary to be a hero always.

Never ever wait 24 hours to address conflict, you lose the ability to address specific behaviors. Good or bad. Also please no matter what you do, do not bring both parties into your office together. It is unnecessary and you will not be able to deliver the feedback they deserve based on their behavior.

Provide feedback, individually address the specific behavior. i.e. "Jon when you say know to Jeremy's ideas, he feels as if your dismissing his input. You are one of the leaders of this team and the team needs you to be able to facilitate and engage the rest of the team."

Gain commitment on behavior going forward. i.e., "What can you do to manage this behavior in the future?" Follow up on commitment in their one on one. Ensure you get a commitment from each party on apologizing to the other.







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