Don’t take yourself too seriously. Make sure you have enough space to even make fun of your failures, your fears, your weaknesses.
We are wired to spot the threatening, the bad, the negative. But for most of us, in our modern world, that is very often overreaction. Bombing a presentation, missing a quarter’s goals, getting rejected is not going to be defining our own persona.
Unless you let it.
A big problem with offering $85,000 for a position budgeted at $130,000 is that very soon the person to whom you are offering the position is going to find out (even if you do not tweet about the whole situation).
And when they do, two things will happen.
First, they will feel cheated, demotivated, disengaged. They won’t be able to perform at their best, because nobody does when the counterpart sees the relationship as a mere transaction.
Second, they will start spending most of their resources to be paid what it is fair for them to be paid, whether that is at the company or somewhere else.
Was the hustle worth it?
The leads we are getting are no good.
Sales reps do not know how to sell.
This is a common exchange in B2B. And it’s where most strategies and plans go to die.
Try changing the approach to the following.
What information might we benefit from to get better leads?
What information might we need to close more sales?
You know the saying, two pairs of eyes are better than one. Imagine two pairs of eyes, two experts, two brains, two departments focused on solving the same problem.
Approach every conversation with intention and clarity.
You might be in it because you need something: advice, listening, a hug?
You might be in it because something is needed of you.
One way or the other, making the need explicit increases the chances of actually having a successful conversation.
The alternative is to assume that something has happened when in fact it never did. We had a fantastic chat and we are perfectly aligned now. Except you are not.
Most often, you do not have the time to figure it out. So, ask instead.
Mentoring is when you have a what, and someone who has been there sits with you to help you figure out the how.
Coaching is when someone sits with you to help you figure out the what, the why, the how, and the when.
One way or the other, mentoring and coaching are activities in which it is worth to invest time.
Both as a giver and as a receiver.
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