TRAINING TUESDAY PODCAST 071 (Familiarization, Character and Beliefs, Sales Analytics)

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THIS WEEK: Leaders are Learners, Familiarity, 10%, Diversity, Million Dollar Insights

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..

Personal Growth

You have probably heard the leadership concept that leaders are readers. It is not just the process of reading that make someone a leader. We all know some readers who are not leaders. It is not so much reading that helps people develop, but learning. Learning is the key to personal and professional development. This is true in every career or profession, but even more so in the world of recruiting.

Recruiting is a mental heavy career. Much of our success depends on the way we think, respond, plan, and communicate. To watch a seasoned recruiter use his/her craft seems to be an effortless process of providing purpose, direction and motivation to prospects and working them through the enlistment process. New recruiters can watch this and think that the seasoned recruiters have always performed at this level. If you have someone, at that level to observe you are blessed, and even if you do all of their techniques will not fully transfer to your personality and natural skill set.

One of the most important things you can do in every area of your life is to consistently remind yourself that you have more to learn….you can get better…you can develop. Once we determine that we have all the knowledge we need, we have developed to our maximum capacity, and have nothing new to learn we will start to decline in our effectiveness. You get more out of the time at the gym if your fundamental mentality is that you can grow, gain or increase. The same is true in our 79T career. We must have, as a fundamental belief that we need to continue to develop.

At the time the quote was popularized books were the primary means of collecting and distributing information. Today the principle is the same…leaders are learners, and reading is still a very important means learning but with our schedules and optemp reading is for many not a very practical solution to our need to learn. Today we have audio and video to enhance the learning process. The complexity with video is that it too requires our undivided attention to watch the training. That is why I believe that, other than hands on training, audio is one of the most efficient and effective means of delivering training…not just training but most content.

It is also important that this audio training is consumed in bite size portions, on an ongoing basis. Since we are dealing with attitude, motivation and sustainment training, it must be assessed on a regular basis. We continually need our minds refocused on the positive aspects of our careers, ways to overcome obstacles, reminding ourselves of the value of what we are doing and being pressed to remain focussed and diligent.

A weekly, audio platform is perfect for this integral part of our personal growth. It also allows us to collaborate with other achievers, promote creativity and share ideas in real-time. As markets change and technology change we can immediately respond and strategically work together to continue to meet the needs of our states and nation.

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

FANATICAL PROSPECTING, by JEB BLOUNT, Chapter 9

Finish up Chapter 9 this week as the discussion of prospecting blocks is finished. Next week is chapter 10, “Leveraging the Prospecting Pyramid”

It all happens in the span of a few minutes and it requires poise, confidence, and a fundamental mastery of the sales process.

Familiarity plays an important role in getting prospects to engage. The more familiar a prospect is with you, your brand, and/or your company, the more likely they will be willing to accept and return your calls, reply to your e-mails, accept a social media connection request, respond to a text message, and engage when you are prospecting in person.

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

June

As a best business practice, you should contact 10 percent of the up coming senior class and 10 percent of your HS graduates by 30 June. Send thank you notes to those staff and faculty members who have been helpful to you during the school year. Coordinate with HS officials to determine if they can use your assistance during summer school.

The faculty is normally shorthanded during the summer and they will probably welcome your help. Maintain close contact with your pre-IADT recruits and ensure they bring their HS diplomas with them to the MEPS prior to their ship date. Ensure that all enlisted members bring promotion orders with them when they report to IADT.

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

CHARACTER AND BELIEFS

3-30. Beliefs derive from upbringing, culture, religious backgrounds, and traditions. Therefore, diverse religious and philosophical traditions have, and will, continue to shape different moral beliefs. Army leaders serve a nation that protects the fundamental principle that people are free to choose their own beliefs. America’s strength derives, and benefits, from that diversity. Effective leaders are careful not to require their people to violate their beliefs by ordering or encouraging unlawful or unethical actions.

3-31. Beliefs matter because they help people understand their experiences. Those experiences provide a start point for what to do in everyday situations. Beliefs are convictions people hold as true. Values are deep-seated personal beliefs that shape a person’s behavior. Values and beliefs are central to character.

EXPERT BADGE TRAINING (those committed to their craft)

Million Dollar Insights: The Business Analytics Podcast

How Craig Elias Wins 75% of His Deals With Trigger Event Selling

First 5 minutes is worth the entire podcast this week. Also listen for the “Won Sales Analytics” discussion.

A couple of books recommended on this podcast:

The Challenger Sale

Never Be Closing

Chapter 4 of Spin Selling

CALL TO ACTION

Other than the Training Tuesday Podcast, make a plan to read or listen to one professional development book and one other sales professional podcast in June. Send your choices to our supervisor.
One prospecting block activity Jeb Blount mentions is building familiarity. What can you do this summer to build familiarity so that as school starts your market is already familiar with you? Send your idea to your supervisor and then collaborate with your team for more ideas.
NG Pam 601-1 says that by the end of June you should have contacted 10% of your upcoming seniors and 10% of your recent graduates. Make a plan to complete this with solid lead refinement tracking.
Understanding your beliefs and values is important but discovering those of your Soldiers is also important. Do you ask enough questions of your applicants and new Soldiers to uncover their beliefs and values? Identify one area you need to develop to better understand your new Soldier’s beliefs and values.