THIS WEEK: OLD FAITHFUL; MARCH; SILVER BULLETS; EMPATHY
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..
What is the most notable attraction in Yellowstone National Park besides the bears, buffalo and beautiful scenery? Probably Old Faithful. Did you know that the largest geyser in the world is also located in Yellowstone. It isn’t Old Faithful…so what is it? Chances are you have never heard of it if you haven’t listened to all my podcasts. The largest geyser in the world is Steamboat Geyser. It is extremely unpredictable. It has erupted 9 times since 2000 but only twice in the last 10 years. Old Faithful is visited
Success Circle / Expert Badge Training
Sergeant First Class Lewis Swartz, NY SFC
79T TUNE-UP: (Doing the basics well)
As a best business practice, you should contact 90 percent of your senior enrollment by 31 March. Continue contacts and follow up with juniors. Have the marketing NCO prepare certificates for those faculty and staff members who have aided you in your HS recruiting efforts. Present these certificates at a Center of Influence (COI) event. Continue to advertise in school newspapers and conduct class presentations. Award certificates of appreciation to key influencers throughout your HS of assignment.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
5C CONVERSATIONS: CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE
Fanatical Prospecting, by Jeb Blount, Chapter 5
“At some point you stopped prospecting (see the 30-Day Rule). Because you stopped prospecting, your pipeline stalls (see the Law of Replacement). Because the prospects in your pipe are dead, you stop closing deals. As you experience this failure, there is an erosion of your confidence. Your crumbling confidence creates negative self-talk and that further degrades your confidence, wrecks your enthusiasm, and causes you to feel like a loser. Feeling like a loser saps your energy and motivation for prospecting activity. Because you don’t feel like prospecting, you call the same old dead-end prospects over and over and get nowhere. The lack of prospecting activity makes your already stale pipe even worse. You start hoping for silver bullets. But, because hope is not a strategy, nothing changes. You sink deeper into your slump, get desperate, and then bam! You get slapped by the Universal Law of Need. Your sales days become depressing black holes of misery.”
“Truthfully, I was depressed, angry, and full of excuses. I felt like a total loser.”
“At first, though, it didn’t feel like I was making any progress—”
“The cumulative impact of our poor decisions, procrastination, fears, lack of focus, and even laziness have added up and suddenly we are desperately scrambling to survive. You can recover, but first you must acknowledge where the blame for your predicament lies.”
“The first rule of holes is when you are in one, stop digging, and the first rule of sales slumps is when you are in one, start prospecting. The only real way to get out of a sales slump is to get back up to the plate and start swinging. When you find yourself in a slump, take a breath, acknowledge that your negative emotions are just making things worse, and commit yourself to daily prospecting. Do whatever it takes to get your mind focused on prospecting and committing to daily goals. Don’t spend a moment in thought about what might happen to you if you don’t get what you need. Worry won’t change the future. Likewise, don’t get mired down in regret over what you have failed to do. Your future does not lie in your past. Instead, put all of your energy, emotion, and effort into actions that you control. Success in sales is a simple equation of daily, weekly, monthly, quarterly, and annual activity. In other words, you are in complete control of your future. Even in a desperate situation, if you go back to the basics and focus on the right activity soon, the results will come. It will usually take about 30 days of dedicated daily activity to get back on track. One of my absolute favorite quotes is from Arnold Palmer: “The more I practice, the luckier I get.” There is a parallel singularity in sales: The more you prospect, the luckier you get. Will training, experience, and technique make you a better prospector? Of course. However, it is far more important that you prospect consistently than that you prospect using the best techniques. When you prospect consistently—and that means every day—amazing things happen. The cumulative impact of daily prospecting is massive. You begin to connect with the right people, in the right accounts, at just the right time. Suddenly, opportunities drop in your lap out of nowhere (my team at Sales Gravy calls this phenomenon “The Sales Gods”). Most salespeople never get lucky because they only do the minimal amount of prospecting required to just squeak by, and when they do start prospecting (usually out of desperation), they expect instant miracles. When those miracles don’t happen, they gripe that prospecting doesn’t work and crawl back into the warm comfort of mediocrity. You can’t expect to make prospecting calls for a single day and expect miracles any more than you could expect to hit the driving range once and go on to win a golf tournament. It requires consistent commitment and discipline over time—a little bit every day. So go hit the phones, knock on doors, send e-mails and text messages, pound LinkedIn, ask for referrals, attend networking events, and talk to strangers. Be fanatical. Don’t let anything or anyone stop you. The more you prospect, the luckier you get.”
LEADERSHIP LESSON: (Professional Development)
“Best thing you can do to become a great recruiter is to become a great Soldier.” CSM Butz
3-17. Army leaders show empathy when they genuinely relate to another person’s situation, motives, and feelings. Empathy does not necessarily mean sympathy for another, but identification that leads to a deeper understanding. Empathy allows the leader to anticipate what others are experiencing and to try to envision how decisions or actions affect them. Leaders with a strong tendency for empathy can apply it to understand Army Civilians, Soldiers and their Families, local populations, and enemy combatants. The ability to see something from another person’s point of view, to identify with, and enter into another person’s feelings and emotions, enables the Army leader to better interact with others.
3-18. Leaders take care of Soldiers and Army Civilians by giving them the training, equipment, and support needed to accomplish the mission. During operations, empathetic Army leaders share hardships to gauge if their plans and decisions are realistic. They recognize the need to provide Soldiers and Army Civilians with reasonable comforts and rest periods to maintain good morale and mission effectiveness.
3-19. Army leaders recognize that empathy includes nurturing a close relationship between the Army and Army Families. To build a strong and ready force, Army leaders at all levels promote healthy Families. Empathy for Families includes allowing Soldiers recovery time from difficult missions, protecting leave periods, and supporting events that allow information exchange and family team building.
3-20. The requirement for leader empathy extends beyond Army Civilians, Soldiers, and their Families. Within the operational environment, leader empathy is helpful when dealing with local populations, victims of natural disasters, and prisoners of war. Essentially, empathy produces better cultural understanding of people, missions, and operations and how they connect.
CALL TO ACTION:
- If you were characterized by your peers and supervisor, would faithfulness be one of you main qualities.
- Verify the percentage of HS Seniors you have had a National Guard conversation with. Goal 90% Send this number to your immediate supervisor and a peer who will hold you accountable.
- With consistency as the key to prospecting…what is your prospecting goal for March?
- If you were to become more empathetic, how would your recruiting be impacted?
- How can you improve your initial appointments by becoming more empathetic?
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