The hardest part about your job…
What is the hardest part about your job? If I asked you to shout something out, I would hear many things from workload to bench strength, outdated tools, limited resources, flexibility, people, and so much more… but if I were to say this “5 letter” word – you might think I’m crazy. But this one word is not only a common thread to success – it’s essential… what’s the word?
Sales!
Wait just a minute Bruce, I’m not in sales… I’m in HR or Operations or Mobility, or Finance or name it_____ . and I would say - we are ALL in sales. You are trying to “sell your ideas” every day, trying to sell your managers on best practices, or candidates to fill positions, or wait… Do you want a promotion or raise? Oh, now your hand goes up!
Yep – selling your ideas is the hardest part of any job – and you must master sales if you are going to develop influence in the workplace. In my book, “Life in the Leadership Lane”, I share five steps that will help you master sales. Master these areas and you will be able to create opportunity in the workplace and in every area of your life.
1. Develop Trust
Simon Sinek says a team is not a group of people that works together, but a a group of people that trusts each other. This is the first step to influence. Skip this step and you will struggle with any step that follows.
2. Identify the right problem
Many times, we find problems to solve, but can’t understand why nobody is listening. Often it is because we don’t focus on the right problem. You see, everyone is busy and the right problems will need to align with business goals, mission, and vision of the organization. Find these problems and people will listen.
3. Build a business case
Uh, wait… how am I going to find time to build a business case? This is where most people get stuck – but no data, no buy-in, no sales. Find the data, build the case, and you will create interest from others.
4. Develop sponsors
I once interviewed a CEO about his road to success and mentioned that colleagues and mentors are great to guide you, but sponsors can move your ideas through the organization. Yep, even the nay-sayers, so get their perspective for movement too.
5. Be persistent
If you really believe in something, stay with it… if not, it will fade into the night. Belief is a powerful force and people feel it when you believe and they feel it when you don’t.
Okay, you have the steps down… now what?
After creating these five steps, I reached out to influential business leaders in the HR community and asked for their perspective on creating influence and “selling” their ideas in the workplace.
Here is the data they shared:
Don’t rush influencing process
Layer Ideas over time (it’s sometimes a long game)
Socialize your ideas
LISTEN – UNDERSTAND – RELATE
Have meetings before meetings
Focus on WIIFM
Ask the tough questions and not take it personal
Track it with the 3 Question Rule
Prioritize doing the right thing over the easy thing
Believe in YOU
So, why is this so hard? …because it takes practice, it takes patience, and it takes building relationships with people to help make it easier. …and it takes a long time! So, focus on these 5 steps and the 3 P’s and watch your ideas come to life.
Now, you are ready – go sell something using this process and watch your career soar!
Quote of the week – “Be so good at whatever it is you do that you don’t have to introduce yourself.” -Mark Cuban
Call to Action: Identify your company goals, mission, and metrics that are important to business leaders, write them down. and post near you as a reminder for the most important point when selling your ideas.
Want to read more about this topic – pick up a copy of “Life in the Leadership Lane”… or pick up copies for your team – many companies are using this for team building.
Also, check out my latest book “Drive With Purpose; Move Your Career from Success to Significance ” the #1 Best Selling New Release in Coaching/Training - on AUDIBLE… Click HERE
Looking for ideas to continue driving your career with purpose? Listen to Life in the Leadership Lane podcast – Season 5!
This is “Move to Inspire” with Bruce Waller! For more information, call 972-389-5673, or email bwaller@goarmstrong.com or check out my social media Facebook and Twitter page. Also, check out www.BruceWaller.com to review my leadership books “Life in the Leadership Lane”, “Find Your Lane” or pick up a copy of my journal “Milemarkers” to start recording your everyday and Hot Off the Press - Drive With Purpose, Move Your Career from Success to Significance! All books are available on amazon. Be sure to subscribe to my YOUTUBE channel to watch the video podcasts and other messages to help you lead in the workplace! “Life in the Leadership Lane podcast is available on your favorite podcast platform including APPLE, GOOGLE, and SPOTIFY. Interested in a book club? Join our book club “CLIMB” on Facebook.