motivation
Release Your Positive Energy KEN BLANCHARD
If you’ve ever gone to work with a bad cold – or while you were feeling worried or anxious – you know that your mental and physical condition affects your productivity. Accord- ing to master of motivation Tony Robbins, performance depends on three factors: focus, physiology, and routine. The same three factors also determine whether your business reaches its goals and fulfills its potential. For a more highly functioning sales team and a stronger, more successful organization, use these tips to make sure they measure up in each category.
FOCUS
Individual focus: Thinking and concentration are key to getting appointments and closing sales. If you’re reliving last night’s movie or are preoccupied by an upcoming per- formance review, those distractions will divert your atten- tion from what you’re doing. Learn to separate the things you can control from those you can’t, and stop worrying about the ones you can’t. Make a conscious effort to leave personal cares at home, and try sharpening your focus by improving your attitude. Remember that your brain is like a computer, and – like a computer – if you put garbage in, you get garbage out. Make sure the messages you send
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yourself are positive, reassuring ones and stop putting self- imposed limits on your ability. Organizational focus: Before it can reach its goals, a company must define what it is. An organization with focus has a clear sense of its mission – and how and when it will accomplish that mission. Focus also represents the vision- ary part of leadership that includes a company’s values and its vision of perfection. To sharpen your organization’s focus, give some thought to why you’re in business and what you hope to accomplish. What does your company do or offer that makes it different from or better than the rest? Design a clear mission statement and company goals to help unite your organization’s efforts toward a common purpose. Not until your company has defined its goals can you make progress toward achieving them.
PHYSIOLOGY
Individual physiology: Selling may be primarily a mental game, but the ways you feel and act physically affect how well you play it. Obviously, good health and fitness will help you cope with long and stressful workdays, but you also have to pay attention to your body language and the way you carry yourself – the way your body
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