QUICK TIPS TO BUILD YOUR DRIVE TO SUCCEED

• Build belief in yourself: Take time to document your successes for your reference and for performance review time.

• Build belief in your role as a seller: Regularly read sales blogs, forums, and industry publications. Participate in ongoing sales development.

• Build belief in the value of your solution: Make a list of the value your buyers receive from you and your solution.

• Strengthen Goal Transparency: Use the effective goal achievement process outlined in Chapter 13 to write goals and the actions necessary to achieve them, share your goals with stakeholders, and take the actions needed to achieve the goals.

• Increase your Initiative: Stop procrastinating and act! In his book Eat that Frog!, author Brian Tracy suggests that you complete the toughest task first each day to release the energy you would spend on avoiding or thinking about the task the rest of the day.

• Boost your Emotional Intelligence: Start a Smile File—a bright yellow file folder to store any notes of thanks, appreciation, job well done, recognition, or successes. On days when your emotional intelligence is low, review the contents to remind yourself of the value you bring.

• While this book isn’t specifically about interviewing and coaching, the Success Drivers are a powerful guide for hiring and coaching. I’ve included specific interview and coaching questions for managers and hiring professionals on the www.conversationsthatsell.com website.