Image above: Jordan Montgomery challenges GreatAmerica to reflect on your "Triangle of Influence" to improve ourselves and our relationships.
Last week GreatAmerica had an all sales team offsite meeting at our disaster recovery center where we brought in various speakers to help us improve as a sales organization. During our time together, we share best practices, network, and strategize on ways to improve as an individual, a team, and a company.
One of the speakers that joined us was Jordan Montgomery from Montgomery Companies. Jordan managed a top performing sales team in the financial service industry, and now shares his experience as a performance coach and keynote speaker to companies like GreatAmerica. Jordan presented several best practices to our sales team, and ways we can start implementing them immediately. His overall message was, “Your life will be defined by the relationships you have and the books that you read.”
Here are my top 3 takeaways from Jordan's presentation:
Everyone should have the following people in their life:
Jordan took our sales team through an eye-opening exercise around this topic. He asked us: “Who are the top 10 advocates for center of influence are in your life. Out of those, how many know your growth plan? Of who is left, how many have you talked to in the last 90 days?” This seems like an obvious professional development we should all be focused on however, the results were fairly slim picking! The takeaway?
Think about your circle. If you are struggling to come up with 10 advocates in your life, find them and build those relationship to help you grow!
Jordan explained how many sales folks, including himself in the past, go into meetings asking questions like, “How was your weekend?” or “What do you think about this weather?” What do all of these questions have in common? They are irrelevant! Instead, ask questions focused on what’s important to who you are meeting with. For example, “I remember you sharing with me that your sister was having a baby. How is it being a first time aunt!?” This quick preparation goes a long ways. Even proactively connecting on LinkedIn to learn something new about who your meeting with shows you have an interest in building the relationship.
Another best practices Jordan recommended is refer someone to the people you meet with. Then follow through.
Surrounding others with your circle will ultimately benefit you and continue to expand your network.
In today’s competitive world it is important to find ways to differentiate ourselves and stand out. An easy way to do this is by creating memorable experiences. Jordan shared a story about a partner he met with. Jordan was sharing with his partner how difficult it is to be away from his family and two daughters. That same night Jordan received a call from his wife that his partner had sent her flowers with a note saying, “Thanks for letting us take Jordan from you.” This simple yet unique gesture won Jordan and his family over for a very long time. So ask yourself, “What unique experiences do you create for people you meet on a daily basis?”
As we close out 2018 and reflect on how we can make 2019 even better, think about these three tips from Jordan. These can help build your personal, professional and company brand. In a recent read that Jordan recommended, Love is the Killer App by Tim Sanders, Tim states “When you increase your business intelligence you become more attractive in the real world.” These are simple ways that all of us can increase our business intelligence TODAY. So take action and start seeing success!
Hannah Erb, Director of Sales, is responsible for building the strategic vision for sales and marketing while providing business planning, education, training, and sales assistance to partners. She is also responsible for originating new partnerships for Collabrance. She was recognized as one of 2019's Women of the Channel by CRN, a brand of The Channel Company. Hannah started at Collabrance in 2013 as a Strategic Business Advisor. In 2014, Hannah was nominated by her peers and won Rookie of the Year, and in 2015 became a member of the 100% Sales Achievement Club at GreatAmerica. Hannah earned her business degree in Marketing and Management Information Systems from the University of Iowa.