In this episode of How To Succeed Podcast, we explore the concept of organizational excellence with Jim Dunn, a seasoned Sandler trainer from Charlotte, North Carolina. Jim shares valuable insights on how leaders can build exceptional organizations by fostering a culture of continuous improvement and creating systems that make their roles less central to day-to-day operations. The discussion highlights key elements such as empowering teams, keeping up with new technologies, and ensuring everyone is aligned with the company’s vision. Jim emphasizes that true leadership involves making yourself irrelevant by delegating tasks and allowing others to thrive in their roles.

As the conversation unfolds, Jim outlines how leaders can balance being passionate about the business and maintaining objectivity. He offers practical advice on creating clear priorities, hiring the right people, and continuously refining processes to ensure organizational growth. Whether you're a seasoned leader or an aspiring entrepreneur, this episode provides actionable strategies to take your leadership and organization to the next level.

Timestamps:

00:00:00 Introduction and overview of organizational excellence

00:01:54 Misconceptions about leaders and the importance of delegation

00:04:03 Balancing passion and emotions in leadership

00:07:03 The six P's of organizational excellence

00:10:21 Defining roles and positions in an organization

00:13:14 Hiring and developing people

00:17:19 Processes, performance metrics, and the importance of flexibility

00:19:35 The role of tools and techniques in organizational excellence

00:22:18 Specific tools for prioritization, onboarding, and individual training needs

00:24:46 Customizing tools and identifying blind spots through assessments

00:26:14 The importance of continuous learning and growth

Key Takeaways:

• Organizational excellence is about continuous improvement and ensuring teams are aligned with the company’s vision.

• Effective leaders delegate tasks, allowing their teams to manage day-to-day operations while they focus on higher-level strategy.

• Passion and objectivity must be balanced; great leaders avoid getting bogged down in emotions and instead maintain a long-term vision.

• Creating clear priorities and defining roles within the organization is crucial for success.

• People development and training are ongoing processes that must be reinforced to keep the team growing.

• Processes need to be regularly reviewed and improved with the help of new technologies.

• Performance metrics should be tracked to ensure that organizational processes are working effectively and supporting growth.

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In this episode, we dive deep into understanding your sales capacity, capability, and competencies with our esteemed guest, Markku Kauppinen, CEO of Extended Disc North America. Markku, a frequent guest on our show, brings exciting news about a new collaboration between Sandler and Extended Disc: the Sales Capacity Assessment. The conversation explores the Sales Excuse Index, a metric that quantifies excuse-making behavior among sales professionals. Markku emphasizes the importance of identifying and addressing these tendencies to enhance sales performance.

As the discussion progresses, we discuss balancing strengths and weaknesses in sales, highlighting the need for persistence and prioritizing achievement over mere activity for long-term business success.

Timestamps:

00:00:00 - Introduction to Sales Capacity Assessment

00:05:30 - Importance of Assessments in Sales

00:08:28 - Attitude Towards Excuse Making

00:11:42 - Benchmarking Competencies

00:14:53 - Key Sales Competencies

00:16:20 - Difference Between Behaviors and Competencies

00:19:21 - Team Training and Individual Development

00:22:50 - Defining Success in Career

00:27:56 - Overcoming Challenges in Career

Key Takeaways:

• Assessments like the Sales Capacity Assessment aid in hiring, training, and development.

• It provides insights into an applicant's natural behaviors and sales competencies, facilitating better hiring decisions.

• The assessment evaluates behavioral styles and competency levels in various sales areas.

• The Excuse Index within the assessment measures excuse-making tendencies and highlights areas for improvement.

• Benchmarking compares team performance against industry standards, crucial for the assessment process.

• It identifies both strengths and weaknesses, enabling targeted development plans.

• Individual learning paths can be tailored based on assessment results to address specific improvement areas.

• The assessment can be retaken every six months to monitor progress and adjust development plans.

• Success in sales involves balancing strengths with development areas.

• Consistent focus on critical sales activities is essential for achieving success.

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In this episode of the How to Succeed Podcast, social selling expert Richard Bliss from BlissPoint Consulting shares valuable insights on succeeding at social selling on LinkedIn. The discussion covers the evolution of LinkedIn as the go-to platform, emphasizing its ubiquity compared to other social media platforms. Listeners will gain practical tips on leveraging LinkedIn to generate leads, enhance their pipeline, and optimize social selling strategies.

Bliss explains that the algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms like Facebook or Instagram, which are more focused on entertainment. He points out that the algorithm on LinkedIn rewards meaningful interactions that lead to conversations rather than simply garnering likes or views. This shift in mindset is crucial for salespeople looking to succeed on the platform.

Tune in to learn how to navigate the changing landscape of social selling and maximize your results on LinkedIn.

Timestamps:

00:02:47 The upside-down world of social selling.

00:06:03 LinkedIn content engagement strategies.

00:08:37 LinkedIn sales strategies.

00:11:15 Commenting for Sales Success.

00:14:33 LinkedIn networking strategies.

00:19:14 Underrated sales prospecting techniques.

00:22:27 Cold email techniques.

00:27:28 Engaging sales team strategy.

00:31:13 Overcoming career setback.

00:34:21 Leadership and communication skills.

Key Highlights:

• LinkedIn has become the go-to platform for social selling, with widespread adoption among professionals.

• The purpose of LinkedIn is to connect with prospects and customers and build relationships, rather than entertain or distract.

• The algorithm on LinkedIn is designed to trigger conversations between members, unlike other social media platforms.

• Posting text-only content on LinkedIn generates more reach and engagement compared to videos or graphics.

• Engaging in conversations by leaving comments on prospects' posts is more effective than sending direct messages or connection requests.

• Leveraging the mentioned feature on LinkedIn can grab the attention of prospects without directly reaching out to them.

• Sales Navigator can be a valuable tool for tracking and finding prospects, but it should be used in conjunction with understanding the fundamentals of LinkedIn.

• Using AI tools like ChatGPT can help generate ideas for comments and responses to prospects' posts.

• Authentic engagement and conversations with prospects are more important than trying to cheat the algorithm or use specific posting techniques.

• Success in social selling on LinkedIn is measured by the number of people you can help and the level of enjoyment you derive from your work.

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