TRAINING TUESDAY PODCAST 067 (Time Blocking, Character Development, Developing a Sales Six-Pack)

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THIS WEEK: One Sided Interview; Platinum Hours; Stop the Ding; Memorial Day; Leader Identity; and Six Pack Sales

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.

Update:

We have invested the last 2 weeks to get to know about Career Training Concepts and how they can assist RRNCO develop trusted relationships with their schools by providing professional SEV to enhance the school’s impact on students. Next week we will continue with our last segment of this Career Training Concept familiarization as we talk to Jeff Musumeche about the logistics and TTP of sound acquisition and implementation.

Also on deck is an interview with Donovan Whitfield of Fast Track Planners who produces the Army National Guard Recruiting Playbook – 14 states currently utilizing the book to facilitate efficiency, planning and labor tracking.

Next week contracts will be available and we will begin processing annual subscriptions so we can take ownership of this space and work together to develop the collaboration and sustainment training.

PERPETUALLY PROSPECTING: (At our core we must be Prospectors)

FANATICAL PROSPECTING, CHAPTER 8 (Concentrate Your Power, Beware of the Ding, What Lurks in Your Inbox, Leverage the Platinum Hours, Measure Your Worth)

“Time blocking is transformational for salespeople.

Prospecting blocks should be scheduled or “blocked” on your calendar like any other commitment. They are appointments with yourself. The key to making prospecting blocks work is to treat them as sacred—in the same manner you view a set meeting with a customer, prospect, your boss, or an important event with your family.

What makes prospecting blocks so productive is the concentration of all of your power on a single focus.

You pride yourself on being a multitasker and even brag about your ability to do so many things at the same time. Here’s the truth: You suck at it! Basic neuroscience refutes the delusional human belief that we are good at multitasking.

At some point the processor can’t handle it and it begins running slower and slower.

The two biggest prospecting derailers for sales professionals are e-mail and mobile devices (text, social media, e-mail, web surfing, apps). When something new hits your inbox or social stream—ding, buzz, lights, action! Like clockwork, your concentration shifts to e-mail or a smartphone.

Anthony Iannarino, author of The Sales Blog, advises salespeople not to check e-mail first thing in the morning. Maybe “advises” is a little weak. He’s passionate about it and calls it prospecting rule number one.

E-mail is the derailer of all derailers. The time-sucker of all time-suckers. If you are itching for a few unproductive hours that you will never get back, just open up e-mail and dive in.

Consider this: When you are with a customer, do you interrupt them with a “Hey, could you hold a second? Mary over in billing just sent me an e-mail.

Top-earning sales pros set aside time early each morning or late each afternoon to attack important nonselling activities before the demands of the sales day kick in or after they’ve been addressed. They use the Platinum Hours for: Building prospecting lists Research Precall planning Developing proposals and presentations Creating contracts and getting approval Social selling activities E-mail prospecting Prospect research and call objective planning Planning and organization Administration and reports Responding to e-mail Calendar management CRM management The objective of the Platinum Hours is to set up your sales day so that all of your focus can be spent on high-value selling activities.”

79T TUNE-UP: (Doing the basics well)

NG Pam 601-1, Appendix F

“May

Participate in any preplanned activities such as field trips, armed forces week events, awards assemblies, Senior Scholarship Awards Assemblies and Graduation. Since Memorial Day occurs in May, there are normally many patriotic events in the community and in the HS during this month. Contact the HS to find out what events they are involved with and offer any assistance possible. Have enough snack trays prepared, one for each priority HS, and delivered for administrators and teachers in the lounge or counselor’s office. Have a card made up to post on the snack tray that says, “Compliments of.”

LEADERSHIP LESSON: (Professional Development)

“Best thing you can do to become a great recruiter is to become a great Soldier.” CSM Butz

ADRP 6-22

4 PARTS OF ADRP 6-22
PART ONE: THE BASICS OF LEADERSHIP
PART TWO: THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE AND INTELLECT
PART THREE: COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS
PART FOUR: LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS

CHARACTER DEVELOPMENT

3-28. Effective leadership begins with developing and maintaining a leader identity. Identity refers to one’s self-concept. People possess many self-definitions, such as female, strong, smart, or Soldier. Leader identity refers to an individual’s awareness of self as a leader. Leader identity forms because one—

Self-identifies as a leader.
Is perceived as a leader by others.
Is a leader in relation to another person.
Is collectively endorsed by the organization as a leader.

3-29. Character development affects an individual’s leader identity. Leaders lacking self-awareness will have difficulty influencing others or attaining goals related to leader growth and development. Leaders lacking a clear sense of leader identity will not want to develop or improve their leadership skills. An incomplete or inaccurate sense of identity hinders the growth of leaders. The ability to lead and inspire others begins with an understanding of oneself, which ultimately determines a leader’s character.

EXPERT BADGE TRAINING (those committed to their craft)

Advanced Selling Podcast #377 Building Your Sales Six-Pack

CALL TO ACTION

You know the power (golden) hours for prospecting. Have you been diligent about protecting and blocking these times? What added measures will you implement to protect these times from distractions?
Ask your Team Leader for guidance on email expectations. Schedule email work to strict time blocks . Work with you Team Leader so he/she knows your email blocks and when to expect responses so they can work with you to protect your Power Hours.
Plan your Memorial Day events. Ensure you are supporting the event with the greatest where you can have the greatest impact.
Ask someone whom you trust in your chain-of-command and a peer to provide honest feedback about your identity as a leader. Do they see you as a leader? Will they provide input on how can develop your leader identity?
Write 500 words on the topic of self awareness: define the term, evaluate yourself related to self awareness and list one area you feel needs to be developed.