Category: Uncategorized

  • 6/3/2025-Getting PIP’ed can be helpful

    Daily Quote

    “Success is the ability to go from failure to failure without losing enthusiasm.” Sir Winston Churchill
    SKILL

    Your manager has just invited you to a meeting with HR, which explains your weeks-long stomachache. You’re about to be PIP’ed. (Arrrfff.)
    While you may not be surprised, it’s not fun to be told you’re on a Performance Improvement Plan.

    Alas, your world is not ending. Breathe!

    The lemonade you’ll soon be making marks a new phase of your professional growth: you’re gonna get a big lesson in what it means to *fight*.

    (If you’re nowhere close to a PIP right now…GOOD, but *learning to fight* is a superpower you still need to develop.)
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    DO

    If you’re on a PIP, about to be PIPed, or curious about what you should do when/if it happens, take notes:
    1. What *specifically* do you need to do to get *un-PIPed*? Get details and exact expectations from management.

    2. How will the org support you in getting *un-PIPed*? Request supplemental training and coaching in the areas where you need improvement.

    3. Develop your *fight* plan? “Flight” is not an option.

    Even if you’ve grown out of love for your company, product, or manager…*fight*! Don’t bail. And don’t make excuses for whatever happened in the past.

    Move forward *swinging* hard.
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    OOMPH

    The seeds that define your *fight* took root a long time ago. But you’re better at it today than you were yesterday, and the same goes for tomorrow when you’ll be even better.

    You came to the sales game with plenty of ambition and a strong aversion to losing. But *fighting through adversity* is a learned skill – it’s acquired over time and through many battles.

    Whether you’re at the bottom of the sales standings or the top, this training montage from the first **Rocky** movie may bring out *more* fight in you.

    *Fight* takes work.
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  • 6/2/2025-Just get ONE meeting today.

    Daily Quote

    “There’s no lotion or potion that will make sales faster and easier for you – unless your potion is hard work.” Jeffrey Gitomer
    SKILL

    If you’re like most sellers, you absolutely, positively, resoundingly *hate* prospecting. (Well, except for Paul Cassar…he LOVES prospecting! Good on ya, Paul!)

    But you don’t have to *love* prospecting, you simply have to DO IT. Veggies don’t just *appear* in your garden, and groceries don’t just *appear* in your fridge.

    Fact: no prospecting, no pipeline. No pipeline, no commission check. No commission check… hmmm. *Now what?*

    Prospecting isn’t that hard. Getting *started* and sticking to it is hard.
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    DO

    *Summer Mondays* are tough, huh?

    But as you look at this week’s calendar, wouldn’t you rather have *more* client meetings than internal visits? Of course.

    Today, establish *two* 30-minute calendar blocks and dedicate that time to prospecting. (If *two* is easy, up it to three or four blocks.) Before you dig in, write the following on a Post-it note and stick it to your laptop:

    “No distractions. No excuses. Just hardcore prospecting.”
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    OOMPH

    In the spirit of today’s focus on prospecting, overthink *NOTHING*!

    If a name pops into your head: *call him*!

    If you see a post by a client on LI but haven’t spoken to her in months…who cares…?! *Email her*!

    Swat the excuses away and *JUST DO IT*.

    Shia LaBeouf will help you with the *swatting* in this *classic* 1-minute exhortation.
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