Episode 53 (Season 2 Episode 1) Today we celebrate a new recruiter’s success (SSG Michael Roby from Mississippi), discuss our purpose and the way ahead, highlight Chapter 4 from Fanatical Prospecting on having a balanced prospecting methodology, and “In a New York Minute.”
Providing ongoing, mobile sustainment training to stimulate success and promote professionalism.
Welcome to Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters. This week, because of your efforts, lives will be changed, legacies will be started and generations will be impacted as you serve our citizens, by bringing the best and brightest into our organizations. What you do matters…..you make a difference..
SUCCESS CIRCLE: (Celebrating success)
SSG MIchael Roby, Mississippi (firstname.lastname@example.org)
MSG Riley from Mississippi wants to recognize a new recruiter that is performing with excellence. SSG Roby completed SQI4 last May and has enlisted 18 young Soldiers since then. He is passionate about changing lives and approaches each day with a great attitude. He is truly a blessing to the team and organization.
PURPOSE AND PLAN
- Reminder of our purpose and the importance of what we are doing
- “In 2014, as the recruiting market began to transition from a “walk-in” market to a prospecting market, Army Guard recruiters began reporting declines in goal achievability and increased challenges.”
- “Most Army Guard recruiters feel that the training they receive is not adequate.”
- “Army Guard recruiters’ morale has hit a historic low, as evidenced by various declines in job-related satisfaction (e.g., recruiting, retention, SDAP, leadership).”
- “Recruiters’ personal relationships are deteriorating as a result of recruiting duty, and their health and well-being are suffering. Rates of work-life conflict, depression and mental distress are disproportionately high among Army Guard recruiters.”
- LTC Christian J. Johnson, Acting Deputy Division Chief, 11 FEB 15, quoting recent JAMRS
- NG Pam 601-1 5-18
- Sustainment training is, “by far, the most important aspect of each State’s RRC training program” (NGR 601-1. 5-18. a.)
- “RRC leaders are reminded that the most important aspects of a salesperson’s job are not only skills, knowledge and abilities but also attitude” (NGR 601-1. 5-18, c.)
- “Sustainment training should, therefore, focus on motivating and improving Soldier attitudes as well as their skills, knowledge and abilities to ensure success and maximize performance” (NGR 601-1. 5-18. c.)
- “Production Soldiers will attend at least 40 hours of sustainment training annually.” (NGR 601. 5-18. d. (1))
- Commercial training can be an excellent tool in a State’s RRC Sustainment Training program. Training should be motivational in nature and focus on improving RRC personnel attitudes as well as skills and abilities. (NGR 601-1. 5-23. b.)
- Why what we are doing is important
- Building a culture of professionals who understand the significance of what we are really doing and who are striving to continually develop our craft.
- Personal Considerations
- Last February I made a critical decision to change the course of my life and refocus on my family.
- Retiring in March 2016
- During this time I received the JAMARS report and became convinced that a podcast type training would be part of the solution.
- Continue to provide a place to collaborate and integrate civilian sales training into the 79T mindset.
- I have been providing content to NCOIC throughout the nation for 7 months and I am now asking for your assistance. I need your feedback. Many of you I will be calling directly but if you have benefited from this podcast in any way, please let me know. Respond to this email or email email@example.com or leave a message on Facebook.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
Fanatical Prospecting, Chapter 4, Adopt a Balanced Prospecting Methodology
“The “I’m so much better at…” excuse is just that: an excuse to avoid other prospecting techniques that salespeople find unpalatable. More often than not, it’s an excuse to avoid phone prospecting. The pipeline always reveals the truth. Salespeople who gravitate to a single prospecting methodology seriously sub-optimize their productivity.
I can guarantee that when the words, “But you don’t understand, I’m so much better at…” come out of a salesperson’s mouth in response to a prospecting technique I’ve just introduced, that salesperson is underperforming against their number and cheating themselves out of thousands of dollars in commissions.
Not unlike investing, there is an expert or so-called sales guru on every corner preaching to salespeople that their method is the one way to prospecting.
They push phone prospecting, e-mail prospecting, social selling, trade shows, referrals, networking, or inbound marketing as the one true way while disparaging all other forms—usually by labeling the forms they don’t like “cold calling” to create the ultimate turnoff.
The relative distribution of your time investment in each prospecting methodology should be based on your unique situation.
Likewise, tenure in your territory matters. If you are new to sales, new to your company, or have just taken over a new territory, your balance of prospecting techniques will likely need to be different than that of a tenured rep who has been in the same territory for years.”
EXPERT BADGE TRAINING (those committed to their craft)
Sales Gravy Podcast: Jeb Blount
TRAINING TUESDAY PODCAST:
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