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Have you ever noticed that we live in an unpredictable world that demands predictable results? As today’s rapid pace of change continues, it creates new problems everyday – problems that need to be solved even when we don’t have all the answers. This isn’t a world where you can succeed if you’re afraid of taking the first step. Now, more than ever, we need self-starters: people who are intrinsically motivated, proactive, action-oriented and comfortable taking the initiative.

If you don’t already see yourself as a self-starter, it’s time to cultivate certain skills.

1. Be A Goal-Setter

Create a vision for your career. NBA Coach Phil Jackson reported that he saw goal visualization as an important tool. Imagine every aspect of what accomplishing your vision will look and feel like. And then set goals to get yourself there. Whether you want to achieve your vision in a week or a year, you should consistently be taking steps towards it.

2. Cultivate Creativity

Beth Comstock – successful businesswoman, author, and the former Vice Chair at GE – believes that imagination is what makes us uniquely human. She says we’re entering an age of AI (artificial intelligence) and the only thing humanity will be left with is imagination and creativity. We should be training people to use those skills. Self-starters initiate problem solving, propose new ideas, and take calculated risks, all of which involve imagination.

3. Become a Life-long Learner

To make sure the ideas you’re proposing will actually solve problems, you need to have an understanding of the world as it is and the world as it might be. Never stop learning. Take an online course and earn a certification in an emerging or highly demanded field. Take 10 minutes a day to read a book about your field of work. Get coffee or lunch with colleagues who work in another part of the office.

4. Take Inventory

If you pride yourself on being a self-starter, but find your motivation waning despite your best efforts, it’s time to see what’s blocking your motivation. Look around your workplace for the following red flags:

  • Unaddressed conflict
  • Role confusion
  • Crushing workload
  • Too little trust
  • Too much control
  • Fuzzy or ill-described plans

5. Eliminate Energy Blockers

If everything in the workplace seems fine, but you still feel like you’re moving slowly, take a look at what you want to accomplish. Perhaps your goals need to be broken into smaller pieces, perhaps you need to get organized, or perhaps you’ve forgotten what the big picture is or why you even set your goal in the first place.

Once you’ve reminded yourself why you want to achieve your goal, use these strategies to push through and reclaim motivation:

  • Eliminate procrastination. Set a timer for 15 minutes and tell yourself you have to work until the timer goes off. You’ll likely find yourself seizing momentum and working for longer.
  • Use the Eisenhower system for time management. This system was named after President Eisenhower. It breaks all activity down into four priorities:
    • Level One – Urgent and Important
    • Level Two – Important but not Urgent
    • Level Three – Urgent but not Important
    • Level Four – Not Important or Urgent

Write down everything you do and slot it under one of the categories. Your goal is to stay focused on level 2 priorities.

Above all, remember that achieving goals isn’t easy so you shouldn’t spend time criticizing yourself if things are moving slower than you want. Motivation might start within, but it is nourished from without. RedRock Leadership offers programs that foster team building and individual growth so that your workplace becomes a center of innovation, exploration and experimentation.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post How to be a Self-Starter appeared first on RedRock Leadership.

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Searching for sales training or trying to build a sales team?
If you run an emerging growth company and face these challenges, let’s have a conversation!
  • Unpredictable Sales Results
  • Low Closing Ratio
  • Sales Team is Not Growing
  • No Sales Process
  • Demotivated Salespeople
  • Poor Prospecting Skills
  • Struggling with Sales Team Accountability
  • Salespeople Don’t Leverage Time Properly
  • Poor Negotiation Skills
  • Prospects are Controlling the Sales Process
  • Name*
    First Last
  • Email*
  • Phone*
  • Company Name*

The post How to Build a Sales Team appeared first on RedRock Leadership.

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As a business professional, you know how important it is to prioritize important tasks before the day or week begins. This is an effective strategy to leverage time. However, have you ever considered prioritizing important guidelines for communication, before a conversation or meeting begins?

Let me introduce you to the front-load. Countless hours a year are wasted on spending time in conversations and meetings that have no purpose. Use a front-load to reduce the number of times this happens, and you’ll save valuable time.

Front-loading can relate to prioritizing important tasks before the day or week begins. This is an effective strategy to leverage time. However, where it can be most effective is in prioritizing important guidelines for communication, before a meeting begins.

To establish yourself as a leader, front-load your meetings. This will help you protect your time, and the time of others. You will do this by stating the purpose, establishing or confirming the time allotted, outlining possible outcomes, and gaining commitment before a meeting begins.

Here’s the step-by-step process for practicing and learning the art of the front-load to lead a team meeting or a sales call.

1. Begin with empathy and consideration.

At RedRock, we discuss three different types of empathy -cognitive, emotional and compassionate. In this case, I’m referring to cognitive empathy, which is your conscious ability to assess and respond to another’s emotions. For example, if you can see that the person you are speaking with is in a hurry, then you might need to pick up your pace of speech and demonstrate a sense of urgency. On the other hand, if that person is moving at a leisurely pace, then you will want to slow down the speed of your conversation and movements. If somebody acts in a casual way, you’ll want to be casual, but if that person is more business-like, you will want to straighten up and act professional.

Your posture and nonverbal cues mean a lot when you front-load. For example, to show that you are listening and engaged, try not to cross your arms in front of you; that sends a signal that you are closed off from the other person.

2. State purpose of the meeting.

Some of the greatest time wasters of business professionals are being part of meetings that have no defined purpose. When you call a meeting, state the purpose of the meeting before the meeting begins. Then, when everyone arrives at the meeting, be sure that everyone agrees with its purpose.

3. Be clear about the scheduled length of your meeting.

I am surprised at the number of meeting invites I receive that are obviously set with a default of 30 or 60-minutes. Few things are as frustrating as thinking you are going into a meeting scheduled for 30-minutes and receiving a 60-minute agenda. What’s equally annoying is setting up a 60-minute meeting only to find out that the person you are meeting was only expecting to stay for 30-minutes. To minimize frustrations and make the most of your time, set and agree upon the length of your meetings before they begin.

4. Outline possible outcomes and gain commitment.

One of Steven Covey’s Habits of Highly Effective People is Begin with the End in Mind. Getting everyone focused on possible outcomes will keep your meetings focused and on track. When you outline possible outcomes, you are establishing a vision for the people in your meeting to pursue.

Below are examples of a front-load for managers who lead team meetings and sales professionals who lead sales calls with their prospects.

Front-loading for Managers Who Lead Team Meetings:

Begin with empathy and consideration.
“I appreciate you being here.”

Purpose
“The purpose of this meeting is to align our thinking.”

Time
“We’ve planned __ minutes for this time together. Does this work for you?”

Outcome
“_____ will be our parking lot attendant. Any items that may take us off on a tangent will go into a parking lot that we will address during the final 15 minutes of our meeting, right before we assign action items.”

End with empathy and consideration.
“Are you in agreement with our agenda and format?”

Front-loading for Sales Professionals Who Lead Sales Calls:

Begin with empathy and consideration.
“I appreciate you setting aside time to meet with me. I am looking forward to
our discussion.”

Purpose
“The purpose of this call is to explore how we can be a resource for each other.”

Time
“Does the __ minutes we had set aside work for you?”

Outcome
“Typically, I find there are three logical outcomes to a call like this.”
– We agree to move forward and work together.
– We decide we need more time, so we schedule our next call.
– Through extensive conversation, we realize that it doesn’t make sense to work together.”

End with empathy and consideration.
“Does this make sense to you?”

RedRock Offers Management and Leadership Training. Managing, protecting and leveraging your time is just one of the many topics we cover in our RedRock management, sales and leadership training and coaching programs. Learn more at www.redrockleadership.com.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post Front-load to Protect Your Time appeared first on RedRock Leadership.

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Benjamin Franklin said, “For the best return on your money, pour your purse into your head.” What he was referring to was his view on the importance education and training, not as an expense, as an investment.  So, where’s the proof?

Is professional development training an expense or an investment?    

How does a 353% R.O.I. sound? That’s right. Accenture, a global management consulting firm, provided evidence that for every $1,000 invested in professional development training, companies and individuals received $4,530 in return.  That’s a 353% return on their investment!

How solid of an investment is that?

Here is what’s even more astounding… many of our clients see returns far higher than that.

  1. Philip Dalimonte, who opened Redrock Leadership’s Clearwater office in the early part of 2018 personally received a 9,670% return on investment within two years after completing RedRock’s Systematic FoundationTM.
  2. Direct Components, Inc. received a 4,700% return on investment within three years of working with RedRock Leadership.
  3. Helicon received more than a 1,000% return on investment within two years of working with RedRock Leadership.

RedRock Leadership grows companies by growing people inside those companies. RedRock provides customer service, leadership and sales training to emerging growth companies. These are $5M – $50M+ companies growing by more than 15% annually.

Learn more at RedRockLeadership.com.

Philip Dalimonte

CEO of RedRock Leadership Clearwater

Philip’s success in building sales and leadership teams has earned him the confidence of emerging growth business owners who lean on him for guidance in building their businesses. He’s known as an implementer who is strong and determined to help others get to the next level.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post The Best $1k Investment Tip You’ll Get this Year appeared first on RedRock Leadership.

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How to Conquer the Fear of Rejection in Sales - YouTube
Searching for sales training or trying to build a sales team?
If you run an emerging growth company and face these challenges, let’s have a conversation!
  • Unpredictable Sales Results
  • Low Closing Ratio
  • Sales Team is Not Growing
  • No Sales Process
  • Demotivated Salespeople
  • Poor Prospecting Skills
  • Struggling with Sales Team Accountability
  • Salespeople Don’t Leverage Time Properly
  • Poor Negotiation Skills
  • Prospects are Controlling the Sales Process
  • Name*
    First Last
  • Email*
  • Phone*
  • Company Name*

The post How to Conquer the Fear of Rejection in Sales appeared first on RedRock Leadership.

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TTI Success Insights was recognized as one of Training Industry’s Top 20 Training Companies for Assessment and Evaluation.

Training Industry is the leading research and information resource for corporate learning leaders. The Top 20 list reports on critical sectors of the training marketplace to better inform professionals about the best and most innovative providers of training services and technologies.

Selection to the 2019 Training Industry Top 20 Assessment and Evaluation Companies List was based on the following criteria:

  • Diversity of assessment capabilities
  • Quality and innovativeness of evaluation techniques
  • Company size and growth potential
  • Quality and number of clients/users
  • Awards, recognition and competitive differentiation

“TTI Success Insights is honored by this recognition from Training Industry,” said Candice Frazer, vice president of marketing for TTI Success Insights. “We have worked diligently with our network of over 5,000 providers around the world to deliver comprehensive assessments on the market.”
TTI Success Insights’ assessments have been translated into nearly 40 languages and used by companies in 90 countries.

About TTI Success Insights & RedRock Leadership

TTI Success Insights reveals human potential by expanding the awareness of self, others and organizations. Diving deeper than DISC, TTI SI provides professionals solutions to hire, engage and develop the right people and build strong teams. To learn more, visit ttisuccessinsights.com.

RedRock Leadership is a Value Added Associates for TTI Success Insights. We use their assessments and tools exclusively to enrich the value we bring to our clients.

As a TTI SI Value Added Associate, RedRock Leadership offers personalized support and collaborative strategy sessions along with a turnkey, 24/7, totally customizable online delivery system for secure assessment experiences. RedRock Leadership believes that customizable assessment reports are a blueprint to enhance the coaching, training and candidate selection experience for its clients.

redrockleadership.com/sample-assessments

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post TTI Success Insights Selected Among the Training Industry Top 20 Assessment and Evaluation Companies appeared first on RedRock Leadership.

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Are you prepared to take this year in hand and make it your best yet? Have you spent hours, or even weeks, compiling sales and marketing statistics, analyzing client behavior, and researching 2019 business predictions? The key to keeping your company ahead of the curve is to understand just enough about the future that you can help shape it. Do that and this year will be your year. It’s time for your company to shine, time for your client list to grow – and time for you to step out ahead of the trends, making them work for you.

Build your strategy constructively and purposefully. Take a look at how others are interacting with the business world and what they want from it, and use that to direct your future. Start by checking out the 6 Workforce Trends to Expect in 2019. This infographic from TTI Success Insights summarizes exactly what’s going on in the world when it comes to employees, careers, management and marketing.

Click Image to Download the PDF

Liked the information above?  As a Value Added Associate for TTI Success Insights, RedRock Leadership conducts training programs and provides tools necessary to help you grow a stronger workforce. We are ready to help you master trend analysis and market objectives in order to give your company a competitive edge. Check out our assessment tools at https://redrockleadership.com/sample-assessments/.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post Upcoming Workforce Trends appeared first on RedRock Leadership.

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At the 2019 Clearwater Regional Chamber of Commerce Annual Meeting and Awards Dinner, RedRock Leadership of Clearwater received the award for Small Business of the Year in the For-Profit Category. RedRock’s proven sales training and leadership development emphasizes the 5 key skills of Emotional Intelligence, and the intrapersonal (internal) development of individuals. In the last 9 years, RedRock has worked with a large percentage of the INC 5000 in the area, as well as the Tampa Bay Fast 50. Its integrity-based model is attractive and effective.

RedRock has helped hundreds of companies throughout the Clearwater area grow and scale their businesses, positioning them to hire more people and enhance the local community. The company’s offsite training centers are designed to ensure the best reception and retention of program information. Services like RedRock’s Active Sales Management enable emerging companies to replicate their early success and expand through aggressive growth strategies. With RedRock’s leadership and methods, clients double, triple, and quadruple sales in just a couple of years.

Philip Dalimonte, the president of RedRock’s Clearwater location, says, “Everyone at RedRock works for a common purpose, which is the love for helping other people adapt, overcome, and grow stronger.”

RedRock’s employees volunteer with numerous organizations including: Rotary, Rotary Means Business, and Big Brothers Big Sisters. The company has an open-door policy for local nonprofits, offering 100% scholarships to development directors and key representatives when program availability allows. RedRock also provides in-kind sales and leadership training to the Clearwater Young Professionals, and sponsors GenerationWe, a radio show that provides personal and professional development content to young and up-and-coming business professionals.

“We take great honor in being the 2019 Clearwater Small Business of the Year,” Dalimonte says. “We grow companies by growing the people inside those companies, and are incredibly proud to help enrich this community.”

About RedRock Leadership

RedRock Leadership was founded with this vision: Three years from now…when speaking of increasing sales or starting or sustaining a business – an entrepreneur, business owner, or senior level executive anywhere within 25 miles of a RedRock training center will be advised by all other entrepreneurs, business owners, and senior level executives within that area that their only chance for attaining the highest level of success is to work with RedRock Leadership.

Learn more at RedRock Leadership: Leadership and Sales Training

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post RedRock Leadership Awarded 2019 Small Business of the Year Award appeared first on RedRock Leadership.

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When you create actionable goals you’ll notice a dramatic impact on your success. Proper goal setting is a learned skill that many people have not mastered. Simply thinking about the future and talking about what you want and desire is not enough. When you understand the components of clear actionable goals and put a plan in place to implement them, you will be in an optimal position to realize a higher level of success in all areas of your life. Follow these tips to make 2019 your best year ever!

Write Your Goals Down

A widely reported study found that three percent of Harvard MBAs earned, on average, 10 times more than the other 97 percent. What distinguished the two groups? Written goals, it turns out. Author Brian Tracy gives several examples in his book GOALS! How to Get Everything You Want Faster Than You Ever Thought Possible.

Researchers asked this question to Harvard MBA students who graduated in 1979: “Have you set clear, written goals for your future and made plans to accomplish them?” Most — 84 percent — had no specific goals. Another 13 percent had not committed any goals to paper. That left only three percent who had clear written goals, as well as plans to accomplish them.

Ten years later, in 1989, graduates of the same class were interviewed again. The 13 percent of the class who had set goals, but not put them in writing, were earning, on average, twice the income of the 84 percent with no goals. The most amazing statistic was the three percent who had clear written goals. They were earning, on average, 10 times more than the other 97 percent. This study magnifies the importance of actionable goals and the impact you’ll have when you put them in writing.

Before you put your goals in writing, keep in mind that there are three reasons why people will fail to accomplish their goals. They are not motivated, they don’t have a plan and they are not passionate about accomplishing the goal -they don’t have a vision.

Your motivation is your desire, your plan spells out your intention, and your vision is the the passion you pursue.

When these three components come together, you’ve created SMART goals. This means your goals are:

  • Specific
  • Measurable
  • Attainable
  • Realistic
  • Time-Bound

There is a big difference between dreams and well-stated goals. Write down your goals now, and make sure they are SMART. What is your motivation for achieving your goals? What is your plan to make them come to fruition? What is your vision for the future?

RedRock Leadership offers training that can help you with business planning and leadership development. Let us know how we can help make this coming year your best year ever!

1. Brian Tracy, GOALS! How to Get Everything You Want Faster than You Ever Thought Possible (Oakland, California: Berrett-Koehler Publishers, 2003), 16.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post Here is a Quick Tip to Create New Year Goals appeared first on RedRock Leadership.

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The ideal way to communicate, whether at work, at home or with friends is to be straight-forward, honest, caring, reliable and proactive. This is known as being assertive. Even though fear may try and hold you back, when you’re assertive you’ll get to the heart of issues before they grow into disasters.

If fear takes over, you’ll find yourself reacting instead of proactively communicating. When this happens your communication style will turn passive, aggressive or passive-aggressive. These styles of communication are the poison that destroys relationships.

  • Passive Communication — the act of being timid, tentative, non-responsive or frightened. When you choose not to speak up at a time when it’s necessary, you’re being passive.
  • Aggressive Communication — the act of being loud, attacking, manipulative or controlling. When you make the choice to take over and speak your mind when it’s not necessary, you’re being aggressive.
  • Passive-Aggressive Communication— the act of being guilt-inducing, dishonest, underhanded, sniping and devious. Those prone to being aggressive can become passive-aggressive when they attempt to be less aggressive. Conversely those prone to being passive can become passive-aggressive when they attempt to be less passive.

If you want to rid yourself of the poison that destroys interpersonal relationships, learn to respond by being assertive instead of aggressive, passive or passive-aggressive.

Avoid Time-Pressure

Think of a time when you were covered up with work and family obligations, or were low on patience, or exhausted. How did it affect the way you communicated to those around you? You might have noticed that little things pushed you over the edge and you ended up saying something you regretted. This is because of time-pressure. When we get backed into a corner and don’t have enough time to think, we become vulnerable to communicating without thinking, and that’s never a good idea.

Learn to protect your time. Don’t be a “yes” person. Know that it’s okay to say “no.” As with anything, we need to endure short-term pain for long-term gain. Avoid time-pressure and you’ll be in a better position to be an assertive communicator.

Leave Your Childhood Behind

Poor communication is a result of how we are treated as children. When we were children, we were powerless and constantly being told what to do. Then, in learning to get our own way, we learned to fudge our responses to adults. This ultimately landed us in trouble and we learned to become victims. Too often, this pattern continues into adulthood and we see ourselves as victims.

Throw your shoulders back, stand up straight and realize that you have influence on people. You’re not a child anymore. When you do this, you’ll learn to be assertive.

Lower Your Expectations

The feelings of frustration and disappointment are always the result of missed expectations. Missed expectations produce resentment and it’s impossible for those feelings of resentment to be kept inside forever. Eventually what you are feeling inside will end up on the outside. Haven’t you ever heard the saying “what’s down in the well, comes up in the bucket”?

Dig deep to realize your resentments and discover what you’re keeping inside. What or who do you resent? Retire those resentments. Write them down in a journal or talk about them with a coach or a counselor.

When you learn to communicate in a straight-forward, honest, caring, reliable and proactive manner, you’ll build stronger relationships with those around you. Learn to be assertive and your communication skills will improve. Ultimately you’ll enjoy the good fruits of thriving relationships.

RedRock Leadership offers customer service, leadership and sales training that can help you build a team that will leverage a deep understanding of interpersonal communication to positive relationships.

Learn more at redrockleadership.com.

Jeff Ruby

Founder & CEO of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.

The post Avoid the Poison that Destroys Relationships appeared first on RedRock Leadership.

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