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Kidney Foundation Of Canada

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Imagine you are building a house. The first and most important step is to start with a strong foundation. A good foundation will support the structure of the house; a bad foundation will cause endless problems with the stability of the structure. The same thing applies to our own foundations. If we do not have a healthy strong foundation, everything that we try to build on top of it is going to topple down.



Self-Esteem, Self-Confidence, and Self-Image make up the foundation of self. Low self-esteem, lack of self-confidence or negative self-image can weaken and destroy our foundation. A fragile foundation hinders self-improvement and goal obtainment because as we try and try we see our efforts collapse. The connection between the amount of success that we see in our lives is in proportion to how healthy or unhealthy our sense of self is.

Self- Esteem is the sense of one's worth or value. It is the opinion or judgment of yourself and the measure of self-respect and pride that you have for yourself. People that have low self-esteem do not hold themselves a high regard. They are often people pleasers that neglect their own needs for the needs of others. Low self-esteem prevents a person from accomplishing goals in their lives because on either a conscious or an subconscious level they do not really believe they are worthy. Individuals that have low self-esteem might engage in acts of self-sabotage to make their belief that they are not worthy of success a reality, not only in their own minds, but in their physical reality as well.

Self-confidence is the belief in yourself and your abilities. Low self-confidence often keeps people from going after their goals because they do not believe they have the skills or abilities to succeed. This often creates a self-fulfilling prophecy, if you don't think you can then you won't, no matter what steps you employ. Lack of belief in your abilities will prevent most people from even attempting to go after their goals or to give up too quickly.

Self-Image is the overall concept or metal image of yourself and your assessment of your qualities. This is simply what you think of yourself, do you consider yourself as a good person or a bad person. How do you define yourself? When you think about your traits do only see the bad? How do you describe yourself to others? These are all questions to consider when figuring out if your self-image is positive or negative. An unhealthy self-image impacts your overall feelings of worth which inhibits self-improvement and growth.

These three foundation blocks are interconnected. A low self-esteem is usually going to result in low self-confidence and poor self-image. In turn, having a negative self-image contributes to your low self-esteem and lack of self-confidence. The three work together to form the foundation of self, a trouble in one area leads to issues in the remaining two; making the urgency to work on the areas that need improvement even more critical.

The best way to keep your foundation strong is to first and foremost realize your worth, know that you are a good person and that you deserve success in your life. If you really do not believe that, you start with changing the way you think. Daily affirmations are an effective way to change negative thoughts connected with your image, esteem, and confidence. By telling yourself positives, you are through repetition retraining yourself to think differently about yourself.

Changing the way that you talk to yourself is another way to strengthen your foundation. Most people with low sense of self, engage in negative self talk and are very critical of themselves. Being aware of how you talk to yourself and making the switch from negative to positive can really change the way you think and feel about yourself. It also improves the relationship that you have with yourself, promoting self-love and better insights into yourself.

By thinking of yourself as being worthy and deserving of success in all areas of your life, you are removing limiting thinking. Our thoughts help create the realities in our lives. By believing in yourself, you are creating and maintaining the healthy sense of self that is going to help you flourish.

The first step is to take action. It is important not to keep yourself from falling down into a black hole, resulting in feelings of hopelessness and despair. Evaluate your esteem, confidence, and image. Start implementing ways to improve them, one step at a time. If you do not think that you can do it on your own, then seek help! There is no shame in asking for help, the shame is depriving yourself of a life of prosperity and success.

? copyright 2007 Tonya Ramsey. All Rights Reserved.
Kidney Foundation Of Canada
The success of individuals on your sales team and the direction of your sales efforts are directly linked to the strength of the foundation of expectations the sales manager establishes for his or her team.

The link between a strong foundation of clear expectations and the closing of high-value business is obvious. We have previously discussed the relevance and impacts of compensation as an influencing factor in behavior and success. These compensation factors are usually apparent and easily quantified.

A sales manager's efforts in laying a strong foundation by setting expectations will not be as obvious to most salespeople as compensation. However, clear, focused expectations are an important aspect to performing the sales management function. Sales managers will need to spend more time explaining and implementing their foundational items than defining the compensation plan, but the time invested will lead to strong, repeatable revenue.

Components of a strong foundation are easily translated into expectations. First let's look at an individual example.

--Communication--

If a sales manager knows from a Select Metrix assessment that a salesperson's preferred communication style lends itself better to email for daily communication, don't expect the best results to come from a hurried phone conversation. The sales manager needs to set his or her own foundation and expectation for specific communication with this individual on most matters using email. Also, they will have to briefly outline and discuss the exceptions that would make a phone call the more effective choice (urgency comes to mind).

Now let's look at the expectations in a corporate example.

--Selling Process--

How does the sales manager act, or react, in a certain situation? Rather than being reactive, the sales manager should take a proactive approach and set expectations with their sales team well in advance.

If he feels most effective with 4 or 5 relevant pieces of information in front of him before discussing an opportunity, the proactive approach is to establish those criteria and expect them from the entire sales team. No playing favorites here - the salespeople must know that they are expected to have these pieces of data before discussing any potential prospects.

This data may be something as simple as being assured that the specifics of money, budget, timing and competitors are adequately qualified. Perhaps it's a warning flag item as a result of a competitor's tactics from a recent deal. If you set the expectation, most salespeople will respond accordingly. In terms of existing salespeople, it may take some time and a few painfully short conversations for the sales manager to receive the information she needs in advance. The ability of a sales team to qualify the proper information is one of, if not the most important aspects of a strong foundation.

--Two Suggestions--

One suggestion to help quantify this approach is to develop a clear process that has been laid out and explained to the sales team. We recently went through our own internal process in designing our soon-to-be-released AMP program (Amplify and Maximize Potential). Our internal process not only resulted in the AMP offering, but also built a foundation using our own products, capabilities, people and other resources. Internally, we all have a clear understanding of what AMP is intended to accomplish and how we will deliver the program. It took some time, but we feel that this proactive process will be effective in delivering the most effective program possible.

Another suggestion is to take the time to profile your ideal sale. You will be amazed at what kind of information you can gain from a detailed look at deals won and opportunities lost. You can also gain a perspective of your own internal impacts. Have you ever wondered how closely aligned your delivered product is with your sold product? The answer to that question can be enlightening. Personally, I like to ask salespeople if they have ever wondered what the impact of a deal, a concession, a rushed timeline could have on the janitor or the cleaning people. I usually receive a blank stare. The point is to understand that every decision has an impact on the organization in some way.

When a sales manager decides to be proactive -- build a foundation by setting expectations and following through ? she is on her way to establishing an underlying strength on which she can place the building blocks for the structure of the sales organization.
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About Author
Both Tonya Ramsey & Mike Cardinal are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Tonya Ramsey has sinced written about articles on various topics from Self Improvement and Motivation, Time Management Skills and How To Grow Wealth. Tonya Ramsey,owner of , and instructor with the
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