Going beyond your personal best ncb-oct2017 edit

Going Beyond Your Personal Best/
Building Your Own Brand
Dr. Leahcim Semaj
www.AboveorBeyondJM.com
NCB’S GROUP SALES CONVENTION 2017
IBEROSTAR SUITES CONFERENCE CENTER,
OCTOBER 6, 2017
10/2/2017 WWW.ABOVEORBEYONDJM.COM 1

The Death of A Salesman
… As We Knew Him
•Each week we can see a
growing number of ads
seeking sales persons
•The lists of prerequisites
are getting longer and
more impressive:
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The Ad
At least 2 years experience;
be creative flexible and outgoing;
professional and business-like;
possess strong oral and written skills;
own a reliable motor car;
be able to travel island wide;
have a minimum of 6 CSES subjects;
previous sales experience an asset;
be able to work on their own initiative.
10/6/20173 WWW.LTSEMAJ.COM

I frequently remind these ambitious employers
that persons who are able to work on their own
◦ and are self-motivated
◦ more often that not
◦ tend to be self-employed
But the problem is deeper than that
Where do they expect these sales persons to materialize from?
What aspect of our school experience is producing this subtle
mix of technical and interpersonal skills?
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Who is the archetypical typical sales person?
I would think that in Jamaica many would nominate
someone selling
◦ Financial products
◦ Insurance
◦ Consumer goods
◦ Medical supplier and drugs
What did these persons want to be when they
“grow big”?
I can guarantee that it was not sales

The Aspirations
What percent of people who are now in
sales had these aspirations in primary
school?
◦ Few?
In high school?
◦ Less
In college?
◦ None

Here is a career path
that can generate very high income and
autonomy,
while at the same time being extremely critical
to most business,
yet has received no support from the formal
educational system
Were there any sales persons at your
school’s Career Day?

The Attraction
The most common attraction to the area
of sales has been
◦the ability to set ones earning capacity and
your own hours
I dare say that more people have these
desires than have the capacity to meet the
expectation

The Male Profile
I have always thought that the
best profile for an old order sales
man would be
◦does not live with parents
◦have expensive tastes for
◦material things
◦and high maintenance women

The Female Profile
would be
◦an ambitious
single mother
◦who wants the
best for her 3
children

will be driven to produce
Today sales have evolved well beyond these
parameters
We had better wake up and begin some
serious preparation work for this profession
Both of these persons

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The Birth of the New
Sales Person
The new sales
person is be much
more than an
order taker.

The New Salesperson
Is a strategic business
partner who is no
longer interested in
“closing a sale”,
◦but instead
◦ “opening a relationship”.

The Data
"How to Hire and Develop Your Next Top Performer: The
Five Qualities That Make Sales People Great”
◦ Herb Greenberg, Harold Weinstein and Patrick Sweeney
Correlations of hundreds of thousands of
assessments that were performed over several
decades
◦with various sales performance measurements.

They help us understand
why it is that some people succeed in sales,
◦while others seem to get nowhere.
They arrived at a frightening conclusion
◦that may well be applicable to the Jamaican situation.

The Data
55% of the
people earning
their living in
sales
◦should be doing
something else
25% have what it
takes to sell,
◦but they should be
selling something
else

WHY?
The reasons for these dismal figures
◦ are largely based on the fact that most sales persons are primarily
driven by the earning potential
Usually selected for the job by limited and subjective
processes.
◦ This usually means a resume (self-report)
◦ and an interview.
We recommend that if Sales is critical to your business,
an employer must go well beyond this.

The Data
Observation of 800 Sales Professionals in live sales
meetings
Discovered 8 sales types
Only three (3) types accounting for 37%
◦were consistently effective
Five (5) types – 63%,
◦Consistently under performed

The Bad News
9.1%
of sales meetings
result in a sale
1 of 250
sales people
exceed their
targets

The Good News
The 8 types represent behavioral tendencies,
◦not set-in-stone personalities
Managers can effect changes in their current
salespeople,
◦and recruit better team members in the future in
the understand the 8 types

Time To Draw Back The Bow
Position
Enable
Follow
Through

DRAWING BACK THE BOW:
An archer steps up to the line with a bow and arrow.
The bow is raised, the arrow nocked.
Now, inch-by-inch, the arrow is moved backwards—
away from the target.
It is precisely this motion of drawing back the bow that
determines the force and speed of the arrow’s flight.
This newest Sales Best Practices Study highlights three
phases of sales in action:
position, enable, and follow through.
Each phase reflects a concern with the skills, goals, and
methodologies of applying the art of sales to the unique
circumstances of each customer.
10/2/2017 WWW.ABOVEORBEYONDJM.COM22

The archer sets up for the kill
by pulling back and
holding the bow.
The accuracy of the shot is
determined by knowing
just when to let go.
BOTH COMPONENTS ARE CRITICAL
Dr. Leahcim Semaj
ABOVEorBEYONDJM.COM
10/2/2017 www.ABOVEorBEYONDjm.com 23

Phase 1: POSITION
This saying refers to alignment, focus, and clear
priorities when allocating resources.
You will see this notion of alignment among the
top 12 behaviors exhibited by World-Class Sales
Performers
Top performers understand that alignment is what
allows a single arrow to fly further and
outdistance their competitors.
In sales and archery, a crucial aspect of positioning
is preparation.

Phase 2:
ENABLE
Sales enablement covers
the entire customer’s
journey, from awareness
phase to buying phase up
to implementation and
adoption phase.
the goal is to increase
sales results, but the
impact of a single
arrow is not always
the best measure of
success.
Our definition of selling remains:
to establish and elevate
relationships over time to create
more and better business.

Phase 3: FOLLOW THROUGH
The true sales professional never stops looking at existing business.
They follow through: from sale to implementation to continual service and
communication with the customer.
The sale is not a conclusion, but one more event in a continuum.
In this phase, World-Class Sales Performers say:
• We have relationships and dialog at the highest executive levels with all
our strategic accounts.
• We have an effective process for managing our accounts.
We no longer ‘close a sale’, we open a relationship.

The Best Always Strive To Get Better.
sales evolves from old-fashioned “pitchmen”
to modern customer-centric professionals.
Accurate in aim.
Agile in response.
Aligned in purpose.
Constantly working to establish and elevate
relationships.

What Makes A Sales Superstar?

Responsibility.
Because they consider
themselves directly
responsible for the
success of all their efforts,
◦ these achievers always set
high performance and
quality standards for
themselves, often exceeding
those established by their
organization.

Trainability.
Top people in sales always seek
fresh, creative solutions to their
challenges and are willing to
learn new techniques and tools
to up their game.

Goal-Orientedness
Sales superstars
appreciate
numbers,
setting and
achieving goals
all the time.

High Motivation/Will/Grit
Highly motivated sales professionals
are driven to surpass targets, possess
the grit to continue even amid
discouraging circumstances, and view
problems not as stumbling blocks but
as opportunities for growth and
improvement.

Product
Knowledge
What differentiates superstars from
the regular salesperson is that they
know their wares so thoroughly that
they are confident and proud of
what they’re offering, and they
possess the ability to spot new ways
of leveraging the product as a
solution to customers’ unforeseen
problems.

Customer
Connection.
Excellent sales
professionals simply
love people and
continually strive to
help solve customers’
problems that lie
within their expertise.

Sales Process
Conformity/Adaptability
They keep their workflows
aligned with an
established process, these
elite sellers keep their
pipelines full and flowing.
Superstars are always
prospecting, following up
and closing deals as fast as
they could.

Time
Management
When not helping
clients, top sales
performers spend
time prospecting or
mastering their skills.

Defining
World-Class
Sales
Performance
In the 2016 CSO Insights Sales Best Practices
Study, World-Class Sales Performers
outperformed All Respondents by more
than 21% in key metrics:
• Number of Qualified Opportunities
• New Account Acquisition
• Average Account Billing
• Year-Over-Year Existing Customer Growth
• Quota Achievement

What is
Your
Brand?

Not
What
You
Used
To Be!
10/2/2017www.ABOVEorBEYONDjm.com 39

Danish philosopher Søren Kierkegaard
DR. LEAHCIM SEMAJ
ABOVEORBEYONDJM.COM

The Will to Win.

1. Connect With The Universe
2. Know Your Mind
3. Why R U Here?
4. The Bold Vision
5. The 100 Day Goals
6. The 1 Month Plans
7. The Best Decisions
8. The Law of Attraction
9. Know When to Hold
10. The Intuitions

Universe
Spirit
Mind
Body

PERSPECTIVE IS EVERYTHING
We live in 2 different worlds:
◦the world of ultimate reality and
◦the world of subjective reality.
◦ http://www.healyourlife.com/hack-your-mind-how-perception-creates-reality

Ultimate Reality
is The Product of Subjective Reality
“MIND”

REALITY IS CREATED BY FOCUS
Wherever we
focus our
perception,
•a personal
experience takes
shape.
When we shift
our perception,
•we will inevitably
experience a
different world.

Connect With The
Universe
STEP 1

What We Now Know
We have a natural ability
• to change the brain and
body by thought alone.
1
We you can make thoughts
more real than anything else,
• we can change who you are
from brain cell to gene.
2

Your
perception
becomes
your reality
10/2/2017WWW.ABOVEORBEYONDJM.COM 50

Your perception becomes your reality

Focus on What You Want
If you entertain that idea
even for a moment,
◦you might start
focusing on what
you want instead
of what you don’t
want.

Focus on
What You
Want

Acknowledge The Power Of
Your Mind
STEP 2

Why Are You Here?
STEP 3

Here For A Purpose?
OR A SPECK OF MEANINGLESS EXISTENCE?

Do You Love
What You Do?
In a world of rising technology, what will allow you
to succeed isn't sheer mental horsepower -
computers will always be faster and more accurate,
after all - nor is it just basic EQ, like regulating your
own emotions and recognizing others'.
What sets humans apart is love,
i.e. our feeling for justice, our creativity in the face of
challenges, our ability to empathize deeply and
respond wisely. (Jack Ma)

WHY
SETTLE
FOR
LESS?
DR. LEAHCIM SEMAJ
ABOVEORBEYONDJM.COM

Do It For The Love!!!

What is Your Bold
One (1) Year Vision?
STEP 4

/
Your Bold Vison
Who do
you want
to be?
01
Where do
you want to
be?
02
What do you
want to
have?
03
What do you
want to be
doing?
04

Time to
Dream
Big

.
Dr. Leahcim Semaj
AboveorBeyondJM.com

Set Your 100 Day Goals
‘defined & measurable’
STEP 5

Wish or Goal?

Make Your 1 Month Plans
‘as much detail as possible’
STEP 6

Make Your One Month Plans

Make The Best Decision Each Day
‘based of all available information’
STEP 7

/
From Vision to Reality
1
Your Bold
Vision
2
Your Goals –
100 days
3
Your Plan – 1
Month at a
time
4
Your Best
Decision -
Daily

DECISIONS

Use The Law of
Attraction
STEP 8

The Law of
Attraction

Create A Vision Board

PUT ON
YOUR
MASK
FIRST

The Science Behind
The Law of Attraction
We attract into our
lives anything that we
give attention to,
◦regardless whether it be
positive or negative

The
Reticular
Activating
System

Know When To Hold
‘Know when to let go’
STEP 9

Knowledge & Wisdom
"Knowledge is learning something new
every day.
Wisdom is letting go of something every
day”
◦Zen Proverb

The archer sets up for the kill
by pulling back and
holding the bow.
The accuracy of the shot is
determined by knowing
just when to let go.
BOTH COMPONENTS ARE CRITICAL
Dr. Leahcim Semaj
ABOVEorBEYONDJM.COM
10/2/2017www.ABOVEorBEYONDjm.com 84

Listen to Your
intuition
STEP 10
10/2/2017
www.ABOVEorBEYONDjm.com
85

Listen
To Your
Intuition

What
Does
Your
Intuition
Tell You?
Intuition is an advanced
pattern recognition device.
Your subconscious mind
somehow finds links between
your new situation and various
patterns of your past experiences

1. Connect With The Universe
2. Know Your Mind
3. Why R U Here?
4. The Bold Vision
5. The 100 Day Goals
6. The 1 Month Plans
7. The Best Decisions
8. The Law of Attraction
9. Know When to Hold
10. The Intuitions

Chances of success

Do It For The Love

Going Beyond Your Personal Best/
Building Your Own Brand
Dr. Leahcim Semaj
www.AboveorBeyondJM.com
NCB’S GROUP SALES CONVENTION 2017
IBEROSTAR SUITES CONFERENCE CENTER,
OCTOBER 6, 2017

Dr. Leahcim Semaj
Intl. Keynote & Motivational Speaker
Above or Beyond
876-383-5627

Going beyond your personal best ncb-oct2017 edit

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