Month: July 2022

Why are so many of us…

Posted on July 20, 2022 by - Uncategorized

Why are so many of us…

The other day, I coached a client through the results of her 360 assessment, a valuable tool where several of her direct reports and managers provided her with confidential feedback on various skills including leadership, ability to motivate others, build talent, execute, innovate and communicate.

This client rated herself about 50% lower than others rated her on several different metrics including listening, managing time and important tasks and remaining focused. The gap was substantial! As I coached her through the results, she was genuinely stumped by the gap. There was another interesting insight, her managers rated her a lot lower on her leadership skills than her direct reports. My client does not own her value and it shows with upper management.

Are you being honest with yourself about the value you bring to your organization? I often ask clients “Are you missing the bragging gene?”

#WiseWords

“Until you value yourself, you won’t value your time. Until you value your time, you will not do anything with it.“

M. Scott Peck, Psychiatrist and author of The Road Less Traveled

Worth the Share

Knowing your own self-worth is critical, yet many of us do not really value ourselves and the value we bring to our clients, our companies and our relationships.

This article from Psychology Today digs into why so many of us have low self-worth, pointing out that when self-worth is tied to external factors it can be problematic.

Here are author Dr. Tchiki Davis’s four tips:

  1. Prioritize learning over performance: focus on growth, fail forward
  2. Adopt prosocial goals: be in service of others
  3. Reduce external contingencies: lean into your positive internal stories, own your value
  4. Focus on your strengths. Ask yourself these simple questions:
    1. What makes you are special or unique?
    2. What do you do that no one else does?
    3. What are your positive qualities?

If you would like to learn more check out 4 Ways to Know Your Worth

4 Ways to Know Your Worth
And Finally...

What surprises me in my work is how many people I coach, at all different stages of their careers, express to me that they have low or no confidence in themselves.

One of my newest clients, a director of engineering, told me today that he has no confidence in himself, and doesn’t understand why he is in his role since his peers are much

older than him and have much more experience. When I asked him what he is an expert in, he shared four things quite quickly. Interestingly enough, he could not say “I am an expert in these four things…”. He could not say it!

Own your strengths, own your value and own your awesomeness. And if you do not own these things, we can work on it together.

Have a great week,
Mary Jo
To learn more about my 1:1 executive, communication or business growth coaching, custom virtual workshops, the Career Transition program or just to connect, you can reach me at info@mjrcac.com

Let’s talk sales

Posted on July 6, 2022 by - Uncategorized

Let’s talk sales

For those of you that know my story, you know that I led national sales teams for almost 20 years, and before that, I sold food to restaurants then advertising space for various media companies.

Recently, I have had the pleasure of coaching two different clients in the world of sales. For the first, I ran a workshop on sales do’s and don’ts for a global manufacturing company. It was so fun! The key insight from participants? We all pick up bad habits and having a “refresher course” is worthwhile, even for senior sellers. Keep learning.

My second client is the CEO of a tech start-up who is building out a sales team. He is open to learning and curious about what he does not know, including the fact that sales people think differently. Let’s be honest, sales people are different. Appreciate that, respect it, and appreciate the value they bring to the organization. We all play a role in the company’s success, and for most (if not all) companies, sellers are critical.

#WiseWords

“Your attitude, not your aptitude, will determine your altitude.“

Zig Ziglar

Worth the Share

This is the article I sent to my client. It is a bit dated (from 2012) but quite interesting. If you are not in sales or sales leadership, why should you care? Because it is about leadership.

Sales leaders:

  1. Lead with metrics: think about the pipeline and leading indicators in the sales process, not just closed deals
  2. Coach and develop talent: focus on further developing even top talent. Coaching is a powerful skill that makes an impact with sellers
  3. Provide strategic guidance: sales leaders are critical when it comes to bringing the big picture strategy to life, and helping sellers embrace and own that strategy
  4. Keep the focus on value creation: this is critical so that sellers believe in the value they create for their clients by helping to solve their client’s business challenges, thereby creating value for their own company as well

If you would like to learn more, read on.

The Most Challenging Leadership Job
And Finally...

Being a seller is not for everyone. You need to be prepared to handle rejection, live with a ton of stress, deliver on a “number” that you did not choose and navigate all the many demands of being a sales person. Yes, it can be challenging but it is also a great profession, especially when you are in good organization where they appreciate what sales people deliver.

Let’s be frank, without sales, most companies would not exist! If you are a seller, stand a little taller today. If you work with sales people, give them your thanks. They keep the lights on!

Oh, and if you are curious about my vacation? It was AWESOME. My advice, take a break, disconnect and enjoy your family and friends. Life is short. Enjoy!

Happy Summer,
Mary Jo
To learn more about my 1:1 executive, communication or business growth coaching, custom virtual workshops, the Career Transition program or just to connect, you can reach me at info@mjrcac.com