Former Blue Jay has a perfect day

Every little league pitcher dreams of this kind of day.

Every minor league pitcher dreams of this kind of day.

And every major league pitcher dreams of this kind of day.

But only 20 pitchers in history have had this kind of … perfect day.

Yesterday, Philadelphia Phillies (and former Blue Jays) ace pitcher  Roy “Doc” Halladay had a perfect day.

The former Cy Young award winner won the game 1-0 by not allowing even one of the Florida Marlins hitters to reach base.  27 batters, 27 straight outs.

But do you really think that this is the first time Roy has done this?

I would bet that he has dreamed this type of perfect game many times.

I would bet that in his game preperation he visualizes getting every batter out.

And I would bet that this was a key to his success, not only last night, but throughout his career.

Because when you practice in your mind you are making mental tracks for your body to follow.

And since you are making mental tracks, you may as well make those tracks the best you can possibly make them.

Someone once said that practice makes perfect. But that isn’t true. It is perfect practice that makes perfection.

So what do you want to achieve? And are you mentally practicing a perfect outcome. If not, why not.

Congratulations Roy on your perfect game and thanks for the lessons that can help us achieve success in our future.

Motivational Quote: Losing

“One loss is good for the soul. Too many losses is not good for the coach.” – Knute Rockne, Notre Dame Football Legend

What is your top concern in managing a sales team?

Brent Mellow (Helping businesses improve their results with salesforce.com and the Force.com cloud platform.) asked the following question on LinkedIn:

What is your top concern in managing a sales team?

Here is my response:

Hi Brent,

My top concern in managing a sales team is always getting the team to  effectively maximize their selling time.

By spending more time in front of the right customers. (Those “A” clients who are most likely to buy our solution) Instead of wasting valuable selling time on administrivia and unproductive (and unprofitable) prospecting.

Also Paul Green (Member at UK Business Advisors Limited) added the following information on how salespeople spend their time.

A recent survey indicated that a poor salesperson spend their time as follows:

Active Selling 10%
Prospecting 10%
Problem Solving 14%
Downtime 17%
Travel Time 18%
Administration 31%

A good salesperson should ideally be allocating their time as per below:

Active Selling 35%
Prospecting 25%
Problem Solving 15%
Downtime 10%
Travel Time 10%
Administration 5%

If you would like to discover how to effectively maximize your sales team’s valuable selling time.

Call me @ 519-820-6207 and ask about my full-day training program titled: Prospecting Profitably

Motivational Quote: Potential

“At the beginning of the day it is all about possibilities, at the end of the day it is all about results.” – Bob Prosen

The 7+ Habits of Highly Effective Husbands – Habit#11: Talk to the Old Man

If your wedding was like most, the husbands in attendance will have approximately 300-400 years of marital experience.

300-400 years of wisdom.

300-400 years of making mistakes.

And if you are as smart as I think you are (because if you weren’t you wouldn’t be reading this post), you’ll learn from these experienced veterans because they can provide not only advice, but also a list of all their mistakes. Actually, you will need to get the list of mistakes from their wives.

Anyway, armed with this knowledge, you can avoid making those some mistakes and be free to go out and make your own.

My point is this: Effective husbands seek out mentors.

They look for men they can trust, whose marriages they admire and they learn from them.

In short, don’t try to figure it all out for yourself. Use Habit #11 and Talk to the Old Man.

Check back next time when we cover the 12th and last (for now) Habit. The Habit that is the key to making your marriage work.

Oprah’s Big Secret

“The Big Secret in life is there is not secret. Whatever your goal, you can get there if you’re willing to work.”
-Oprah Winfrey

How to make decisions with the best decision making tools

“So which option is better A or B?”

Your customers may not vocalize this, but they are thinking it.

When customers are hesitating to make a decision, you need to understand that there are many factors that they are thinking of.

“Should I choose A or B?” “Should I buy now or wait?” “Should I buy here or somewhere else?” “Should I buy or not buy? “Should I pay cash or use credit?”

A lot to think about. I know whenever I have a big decision to make I use a simple tool to help me decide.

I write a pros and cons list. This is a tool that I believe dates back to Ben Franklin days. Here is how it works:

Step 1: Get a clean sheet of paper

Step 2: Draw a line down the middle of it.

Step 3: Write a “+” sign on the left side and a “-” sign on the right.

Step 4: Brainstorm all the reasons why you should go ahead (benefits) and write them down, in point form, below the “+” sign.

Step 5: Continue brainstorming and write down all the drawbacks of going ahead below the “-” sign.

Usually the answer will be clear at this point, with one side dominating the page. However, if it isn’t then proceed to Step 6.

Step 6: Assign a rating for each point. ie. 5 pts. for really important point, 3 points for somewhat important point and 1 point for ever other point.

Step 7: After assigning a rating for each point, simply add up your total. And the side with the most points is the decision you should make.

So if you find your customers hesitating, you may want to help them buy using this simple tool.

However, if you need to narrow the decision between multiple options, there is an excellent tool called a barrier analysis, which can be found in the book, From Landfalls to Legacies by Rob MacLeod http://www.macleodandcompany.com/. (This is also an excellent read because he uses a parable style, but the book has more meat that most parable books that I have read.)

I’ve witnessed Rob work with a cross functional group from a large organization (who was legendary for not being able to come to a concensis) and using this tool, they agreed on which areas of their company to work on in a few short hours. The facilitation was so successful, that it even ended early.