TRAINING TUESDAY PODCAST 024 (INFORMAL LEADERSHIP; TIME MANAGEMENT WORK PLAN; SALES PROCESS MANAGEMENT)

We are not what we were yesterday and we are not yet what we will become….but today we commit to engage the target, stay mission focused and practice personal courage by resisting the temptation to be average and face the obstacles that are keeping us from being excellent!   Today we move forward…what we do matters…we will make a difference today.

 

AGENDA:

  •  2 Minute Leadership Tune-Up
  • 79T Doctrine
  •  Perpetually Prospecting
  • Change of the Week
  • Expert Badge Training

 

2 MINUTE LEADERSHIP TUNE-UP:  FORMAL AND INFOMAL LEADERSHIP

ADRP 6-22 Paragraph 1-22. “Informal leadership exists throughout organizations, must support legitimate authority, and plays an important role in mission accomplishment. Informal leadership is not based on rank or position in the organizational hierarchy. It can arise from knowledge, experience, or technical expertise and may require initiative on the part of the individual to assume responsibility. When leading without designated authority, informal leaders need to appreciate potential impacts and contribute to the team’s success. As the final decision maker, the formal leader is ultimately responsible for legitimizing an informal leader’s advice.”

We all carry a two buckets with us.  A bucket of fuel and a bucket of water.  We decide in every situation which buck we will bring to the situation.  In doing this we exert influence either for the positive or negative.

STP12_79T25

805B-79T-2514 Develop a Time Management Work Plan

  1. Review the appropriate references and state specific SOP to determine daily, mid-term, and long-term goals/plans. Examples of plans are— a. Daily plan, current week and the following week. b. Mid-term plan covers three months (current month and next two consecutive months). c. Long-term plan covers any activity taking place four or more months into the future.
  2. Daily plans should include as a minimum the following types of activities: a. Appointments. b. Applicant processing. c. Prospecting. d. Administrative actions. e. Travel requirements.
  3. Mid-term plans should include as a minimum the following types of activities: a. COI/VIP appointments. b. School functions/presentations. c. SM meetings. d. Drill (MUTA 4, 5, or AT). e. Military leave.
  4. Long-term plans should include as a minimum the following types of activities: a. Drill dates and locations. b. MEPS activities. c. SM meetings (state, area, unit, awards). d. School functions (presentations, student armed services vocational aptitude battery (SASVAB), athletic events, awards banquets, JRROTC functions, graduation dates). e. Civic events (holidays, parades, displays). f. Military leave. g. Professional development (college classes, Vo-Tech classes, NCOES courses).

Evaluation Preparation: This task may be evaluated by two methods: a. Self-evaluation.  Perform the task on the job, using the materials listed in the conditions statement.  Evaluate yourself, using the performance measures, graded IAW the evaluation guidance section. b. Supervisor’s evaluation.  Ensure that the soldier(s) have the material shown in the conditions statement to accomplish the task.  When you feel they are able to perform the task on the job, have them do it.  Grade them, using the performance measures, scored IAW the evaluation guidance section.

Performance Measures GO NO GO

  1. Reviewed the appropriate references and state specific SOP to determine daily, mid-term, and long-term goals/plans. Examples of plans are— —— —— a. Daily plan, current week and the following week. b. Mid-term plan covers three months (current month and next two consecutive months).   c. Long-term plan covers any activity, taking place four or more months into the future.
  2. Daily plans included as a minimum the following types of activities: —— —— a. Appointments. b. Applicant processing. c. Prospecting.   d. Administrative actions.   e. Travel requirements.
  3. Mid-term plans included as a minimum the following types of activities: —— —— a. COI/VIP appointments. b. School functions/presentations. c. SM meetings.   d. Drill (MUTA 4, 5, or AT).   e. Military leave.
  4. Long-term plans included as a minimum the following types of activities. —— —— a. Drill dates and locations. b. MEPS activities. c. SM meetings (state, area, unit, awards).   d. School functions (presentations, SASVAB, athletic events, awards banquets, JRROTC functions, graduation dates).   e. Civic events (holidays, parades, displays).   f. Military leave.   g. Professional development (college classes, Vo-Tech classes, NCOES courses).

Evaluation Guidance:  Score “GO” if soldier correctly performs all performance measures.  Score “NO GO” if soldier incorrectly performs one or more performance measure.  Provide on the-spot correction, should the soldier experience minor difficulty.  Consider directing self-study or OJT for soldiers who experience major difficulties in task performance.

Build Your Plan:   NG Pam 601-1

NG Pam 601-1 Appendix B Sample Yearly  Calendar

NG Pam 601-1 Appendix F Recommended Calendar of School Activities

NG Pam 601-1 Appendix C Recruiting Activities Listing

PERPETUALLY PROSPECTING:

5C Selling:  CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE

 

EXPERT BADGE TRAINING

          Advanced Selling Podcast:  Sales Process Management #299advancedsellinpodcastgraphicboot-150x150

“BUNDLE” i.e. “DUMP TRUCK”

Salespeople tend to focus most of their attention on closing the sale, but hardly ever celebrate the sales process itself. What happens when we go right to the close? We vault. In skipping critical pieces of the sales process you jeopardize the sale. Veteran Sales trainers Bill Caskey and Bryan Neale share the reasons why salespeople vault and ideas for enhancing your own sales process. Being too attached to the sale or receiving mixed messages from your manager can have a big impact on your success. In this episode of the Advanced Selling Podcast, Bill and Bryan will equip you with the ideas and approaches you need to win through every step of the sale.

REMEMBER: KEYS TO SUCCESS

  1. ATTITUDE
  2. MOTIVATION
  3. EFFORT – unplanned labor is chaos
  4. URGENCY

 King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)