Winning The Game? Use The Scoreboards

No matter what sporting event you enjoy, a scoreboard is often used to determine if the contestants are making progress towards their goal and to eventually identify the winner of the contest. 

In sales the winning results that we desire are sometimes far in the future.  With this in mind, my suggestion is to create an “Action Scoreboard” to demonstrate and measure progress toward your goal.  Here is how it works in my business coaching company:

Keeping Score with The “Action Scoreboard”

My goals include securing individual and group coaching assignments, team workshops, speaking engagements, and executive retreats.   Since the achievement of these goals is often a multiple-step process, I have broken the objectives down into a listing of some of the fundamental behaviors that I often take to produce these results.  Each action item is given a point value and I track the totals on a daily, weekly, and monthly basis.

My experience is that there is a high correlation between the level of action being taken and the outcomes that are achieved.

The Point System

One point actions include warm prospect calls, Linked in connections, writing a focused email message to a prospect or center of influence, researching an individual or company, or getting a business card from a prospect for follow up.

Two point actions include attending networking events, hot prospect calls, attending a business seminar, and giving or getting a qualified business referral.

Five point actions include setting a one on one new client discovery session, scheduling a presentation or speech, attending a business trade show, participating on a board of directors,  and meeting with a center of influence.

Ten Point actions Actual face to face meetings including meetings over a meal or a cup of coffee with a qualified prospect.   

Twenty point actions include securing an engagement.  Feel free to add extra points based on the size of engagement.

What a Typical Day May Look Like

• 6 phone calls to warm prospects= 6 points 
• 4 linked in connections= 4 points 
• 1 discovery meeting with a viable prospect= 10 points 
• Giving 2 referrals and getting one referral= 6 points 
• Scheduling a speech on networking for a local business group= 5 points 
• 8 follow-up e-mail messages and 6 follow up phone calls= 14 points 
• Securing a business coaching assignment with an attorney who wants to make partner and increase their business development success = 20 points

Total= 65 points 

My challenge to you is for you to create your own game and point system that will allow you to act your way to better results.

Please let me know how Scoreboard Tracking helps you to achieve your personal and professional goals by contacting me at www.dempcoaching.com. 

Your Social Capital - The Power of Focus

2011 is going to be a year of tremendous focus in my business.  I have decided to put the old 80/20 rule on steroids by focusing 99% of my efforts on the top 1% of my professional relationships to take things to a new level.

In the book the Tipping Point, Macomb Gladwell introduces us to three kind of people, the Connector, the Maven, and the Salesman.  Each of these people and their associated characteristic provides considerable impact and influence in their communities to have a “tipping point” impact on the world.

My plan is to focus on selected relationships that meet the following criteria:

• Do these people have a very high level of influence with others?
• Do they possess strengths or capabilities in my areas of weakness?
• Can they or have they already added value to me professionally or personally?
• Do these people share my values and vision for the future?
• Are these people more concerned with leading a life of significance and not just success?
• Do these people believe in the premise that givers gain?
• Would I enjoy having an extended dinner with them?

How would your professional and personal life be different this year if you focused on these “tipping point” relationships? 

Drop me a quick note and let me know your thoughts at www.dempcoaching.com.

Your Best Future Self

A favorite exercise that I use in my Personal Excellence Training is for my clients to describe their best future self in the coming year and beyond.  They often ask numerous questions for clarification and I end up answering them by saying something like.  "What are the qualities and characteristics of the people you most admire?"

Below are some additional questions for your consideration if you too are thinking about your best future self:

• Who are the most inspiring leaders you have ever seen or met?  What characteristics make or made them so great?
• Who do your know that most exemplifies integrity, honor, and compassion?  How do they best demonstrate these characteristics?
• Who do you know that is an outstanding husband/wife, father, or mother?  What makes them stand out in these roles?
• Who do your know that is in optimum health?  What are their daily routines and habits?
• Who do your know that demonstrates, confidence, courage, creativity, and a strong desire to contribute their best to others?
• What other values do you most admire in others?

By observing the very best in others and modeling these behaviors and qualities in our own lives, we can all become the best version of ourselves.

Please let me know what characteristics you most admire and your thoughts about this post by contacting me at www.dempcoaching.com. 

Challenge 2011: Create and Sustain Your Personal Motivation

As the end of January nears, the resolutions that were strong only just a few weeks ago begin to wear off for some and habits from the past return.  How will you sustain your personal motivation in 2011?  Perhaps some of these quotes can offer an interesting perspective and serve as healthy reminders. 

"It is better to follow the Voice inside and be at war with the whole world, than to follow the ways of the world and be at war with your deepest self."

- Michael Pastore

"The only person who is educated is the one who has learned how to learn...and change."

- Carl Rogers

"Man is what he believes."

- Anton Chekhov

I welcome the opportunity to learn how you are using tools and information to sustain your goals for 2011 and can be contacted at 248-740-3231 or through my website - Troy Michigan Business and Personal Coach.