Expandmenu Shrunk


  • Category Archives Sales Goals
  • Four Keys to Success

    Guest Post By: Kitty Barrow

    Several years ago, my team and I wanted to re-create an event that was a huge success for other teams across the country. After our third attempt, with the same dismal results each time, I was ready to throw in the towel.

    The other teams that executed this event with such success must have had an advantage we didn’t. Was it their area, or maybe they just wielded some serious magic. Either way, there must be something beyond my control that made success with this event impossible for my team in my city.

    Four-Keys-To-SuccessDefeated, I confided in my National Sales Director that I was giving up and that these events just weren’t meant to be. He challenged me then, and his challenge has made a huge difference in how I see my ability to have success with every opportunity that has come my way.

    He said that, instead of giving up, I should evaluate what I have been doing through the ‘Four Keys to Success’ to see what piece was missing which in-turn was hindering my success.

    Four Keys to Success

    Before you attempt anything, you should begin with the end in mind.

    You need to define, ‘what does Success look like to me?’

    The example I will use today is the event my team and I were attempting to host.  Success to us meant that we had a certain number of clients and prospects attend our event and that from this event we generated a number of sales and bookings.

    THEN, you follow the 4 critical areas that lead to success:

    Desire

    • Do we have the real desire for the thing we have defined as ‘success’?
    • Did my team and I have the REAL DESIRE to have a great event and the results that would come from that event?

    Confidence

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Skills

    • Do I think I can learn the skills it takes to achieve my ‘success’?
    • Do we think that we can learn the skills it would take to host a successful event? (of course, we would need to break down the skills needed before we can answer this decision)

    Activities

    • What are the right activities and the right number of activities to achieve my ‘success’?
    • Were my team members doing the right number of activities leading up to the event to ensure our successful outcome?

    This information was shared with me 7 years ago. It falls right in line with the Skill/Will Matrix that our company teaches Sales Leaders when they are helping their team members reach for success. When our team members:

    • Have a burning desire for a certain outcome
    • Have the internal confidence that they can learn the skills
    • Work on and perfect the skills needed
    • Do the needed activity enough times

    Then THEY WILL achieve their desired success.

    Whenever you aren’t achieving your desired success, look at these four critical areas and there will likely be something missing, something that is keeping you from success.

    What successful outcome are you currently working towards that has seemed out of reach? After analyzing the 4 critical areas, where is it that you can improve and then go after your dream again?

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Being Decisive

    Guest Post By: Dustin Hillis

    What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a “yes” or it’s a “no”. Opportunities are lost every day from not making a decision.

    What is there to think about? Most of the time if we have to think about something, it’s because we don’t have a clear vision for what we really want. People are so focused on the day-to-day minutiae of life, that they cannot set their sights down the road on the bigger prize. It’s interesting to ask people the question “what do you want?” Most people respond with something generic like “happiness”, “make a lot of money”, “world peace”, etc. If someone asked you “what do you want?”, could you answer the question? Knowing what you want is the first step in being a decisive decision maker.

    screen-shot-2016-06-06-at-8-57-16-pm

    Considering your priorities and reorganizing priorities based on what is going to get you another step closer to your goal every day is a skill. We are all busy being busy. Nobody on the planet thinks they aren’t “busy”.

    Why do so few people exceed their goals in life? They have their priorities out of order. If your priority is to become the number one producer, become financially independent and build wealth, then why are you spending so much time checking email, reading up on current events and chit-chatting with your co-workers by the coffee machine? You should spend 90-95% of your time doing things that only you can do with your unique skills and talents. Understanding your priorities will help you to stay focused on the things that only you can do.

    All that is left now that you know what you want and you’ve got your priorities reorganized daily is to take action. Stop thinking. Pick up the phone. Book the trip. Ask the girl of your dreams out on a date.

    Stop thinking and start doing. Make decisions. Be decisive. If 90% of your decisions are right, then the 10% that are wrong will be made up from making more positive decisions.

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Showing Up, Even When it Rains

    Guest Post By: Gary Michels

    When it rains and the weather is miserable, why do so many people mentally shut down and make excuses as to why they cannot produce? The same 24 hours still exist and most people still work unless it is physically impossible to do so. Why not let rain and bad weather have a meaning to you? Have it be success!!! When most people will have the attitude of scarcity and lack of good perfect conditions, why not use this time to gain the COMPETITIVE ADVANTAGE? Use these times to get a head start on the rest of the world. Use this time to be completely focused on being focused! Look forward to these situations and have a game plan already set up for what you want to get done on days and times that are not the perfect situations.

    rain2

    We know that this year the El Nino is supposed to affect many of us. Say to yourself,  “This is going to be my best day, week, month ever!” Have affirmations like, “When it storms, it is like me to have my best days ever.” Whether for you, it is more dials, contacts, appointments set, sales made, referrals achieved, or more accomplished, have the stormy days be your best days. It all starts with what you say to yourself when you talk to yourself and how you plan and prepare for the situations to happen.

    I will not be one of those that takes the day off and goes to the movie instead. I couldn’t believe how packed the movies were today when meeting a client at Starbucks next door. When leaving the guy in the car next to me told me the theatre was packed. It was 1pm on a Wednesday. I asked him, doesn’t he have to work? He said it is just hard to get into to it on a rainy day like today.  He said he sells insurance and nobody is really doing much in the office today. I asked if he is rated on what he does compared to others and against a plan. He said yes to both. I then said, “Why are you not using this time to get ahead?” He looked at me with glazed eyes and finally said, “I have to run…I have some getting ahead to do!”

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Roller Coaster

    Guest Post By: Brent Widman

    We are sales people. Whether you want to admit it or not, we are all in this together. We all chose this profession for better or for worse. So many people succeed, and so many people fail. The hard part to figure out is, why are there so many that are right in the middle?

    Is that you? Do you wish you made more money? Do you wish you had more time? Do you wish you sold more? Are you that person that does just enough, or gets to a certain point and they get comfortable?

    I had a coaching call the other day and some of these things really resonated with me.

    We began talking about how they were down. How things just weren’t going the way they wanted them to go. How they had just lost two big sales to the competition and they thought they did everything right. They were down on themselves. They were living in that scarcity mentality. They wanted to and thought they had to close everything. This is because they weren’t doing the work they needed to get past it. You can’t get mad at the results if you aren’t putting in the work to get results.

    Do you know why this happens?

    Because we ride the roller coaster………

    rollercoaster

    I was driving to the gas station one day and I was thinking to myself, what happens when the bottom drops out? What happens when people stop buying? What happens if I stop making the money that I need/should be making? What will I do WHEN this happens, not IF. I remember sitting at the stop light, in my car asking myself these questions. So I picked up the phone and called my mentor, team leader, coach and just all around one of my best friends. And you know what she said?

    Are you doing the activity?

    Are you making the dials?

    Are you talking to people?

    Are you asking for referrals?

    Are you setting appointments?

    I answered yes to these questions. This has changed my train of thought since that day. No longer do I look at what might happen, but I go out and do what I have to to make it happen.

    You have to ask yourself, can you answer yes to these questions each and every day? If not, you will get on that roller coaster and not get off. If you are doing those things, you no longer have to ride it. It will just keep going up, as long as you continue to get better at what you do. As long as you continue to put the work in, adding to your vocation, pushing yourself out of that comfort zone. Stop taking the easy way and go out and live the life you want to live.

    Get off the Roller Coaster. Do the things you need to do to be successful.

     

    Brent Widman is has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • The Habits Triangle and the 3 Elements of Ultra-Performers

    Guest Post by: Rory Vaden

    Southwestern-Consulting-Habits-Triangle-Methodology

    Do you know anyone who is super smart and intelligent but not very successful?

    Do you know someone who doesn’t seem all that smart and yet they are incredibly successful?

    Do you know someone who is very motivated and they try really hard but they can never quite seem to make it?

    Do you know someone who has all the ingredients to be a top performer but they are a disorganized, chaotic mess?

    If you answered “yes” to any of these questions then you will understand why and how over the past 165 years, The Southwestern Family of Companies and Southwestern Consulting, has developed our methodology – something we refer to as “The Habits Triangle.”

    We’ve come to realize that there are three interrelated components that must work synergistically together for someone to become an Ultra-Performer.

    You cannot truly become an Ultra-Performer without developing mastery in these 3 areas of your business:

    1. Skills – The technical ability and knowledge to complete professional functions or tasks.

    For a salesperson these are the skills of prospecting, closing, answering objections, and gathering referrals just to name a few. For a professional speaker these are the skills of using vocal variety, storytelling, using the stage, and understanding the psychology of laughter. For a leader this includes things like creating vision, delivering appropriate recognition, recruiting, inspiring, training, and understanding and managing financials. For a marketer this includes things like branding, copyrighting, SEO, and knowing how to use social media.

    No matter what your profession is or what goal you are pursuing, there will be a set of knowledge that you will have to learn and a set of tactical Skills that you will need to master in order to perform at the highest level. Even if someone has the other 2 elements of The Habits Triangle, without the technical Skills they will be what Zig Ziglar used to call “a motivated idiot.”

    1. Self-Motivation – This area includes the more intrinsic elements of an individual’s personal character and emotional preparation. 

    Coaching someone on building their self-motivation includes educating them and strengthening them in things like: attitude, positive self- talk, persistence, managing fear, integrity, creating a personal vision, and in finding their emotional purpose.

    Even if a person has incredible Skills and strong Systems, if they don’t have any Self-motivation then they are simply what Calvin Coolidge called an “educated derelict.”

    1. Systems – These are the mechanisms that are in place that help a team or individual stay organized and efficient in completing the strategic operations of the organization.

    For an individual this includes anything related to how they manage their time, how they manage their finances, how they keep up with paperwork, and how they stay organized.

    For an organization this almost always includes any element of technology such as: accounting and payroll systems, CRM, their online social media and content marketing strategy, order fulfillment, procurement, etc.

    A person or team who has strong Self-motivation and expert Skills but weak Systems becomes a frantic, disorganized, chaotic mess. They are what I once heard David Allen refer to as a “crazy-maker.”

    Show me a broken business or an underperforming individual and I guarantee I will show you a breakdown in at least one of the three areas of The Habits Triangle: Skills, Self-Motivation, or Systems.

    At the center of The Habit Triangle is of course “Habits”. That is because it is not good enough to merely have strong Skills, Self-motivation, and Systems; but we must have the positive habits that enforce using them over and over.

    At the center of the triangle is where it all comes together. It is developing the self-discipline to do the things we know we should be doing each and every day until they eventually become Habits. Or as we at Southwestern say, “success is never owned; it is only rented – and the rent is due every day.“ We’ve found that most people have a much higher likelihood of developing positive Habits if they have accountability (notice the ring around the outside of the triangle) which is why our core service offering at Southwestern Consulting is 1 on 1 coaching.

    If you’ve ever wondered why I am often referred to as a “Self-discipline Strategist” now you know. It’s because I’ve dedicated my life to helping provide insights and inspiration to help people do the things they know they should be doing even when they don’t feel like doing them – so that those tasks would eventually become habits and success becomes inevitable for them over time.

    If you’ve followed my podcast or my blog here and ever felt like some of the topics were disjointed; now you will be able to see easily how they all fit together.

    Our first book, Take the Stairs, was all about self-discipline and Self-motivation.

    Our recent book, Procrastinate on Purpose, was all about Systems.

    Any guesses as to what our next book will probably be about?

     

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data. 

    Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Three Things that I Wish I Knew Before I Started Selling

    Guest Post By: Amanda Johns Vaden

    Something that most people don’t know is that our company, Southwestern Consulting, is actually the training and consulting arm of a much larger corporation known as The Southwestern Company. In fact, The Southwestern Company is the oldest direct selling company in the entire United States.

    We’ve been around for just shy of 160 years but I’ve been in the sales profession for only 10 years and what I have realized is that I wish I had another 150 years of experience to prepare me for the daily ups and downs of being a professional salesperson. In light of that I thought I would share 3 simple, but impactful tips I wish I knew before I started in sales almost 10 years ago:

    1. It’s harder than it sounds – I really wish I knew how hard I was going to have to work. I knew that being in sales wouldn’t be easy but I wish I knew how hard it was going to be as a salesperson. I wish somebody would have sat down and told me.

    “You’re going to have to have a lot of perseverance. You’re going to have to be very persistent. You’re going to have to work when you don’t want to. You’re going to have to work longer hours than you thought. Sometimes you’re going to have to  work on weekends. Sometimes you’re going to have to miss parties, and events, and weddings, because you’re going to have to work.”

    I wish I would’ve been prepared so that when it came time to work that hard, I didn’t get upset. That I didn’t resent the fact that this was my job.

    I’ve finally learned how to really love the daily grind of working hard and today I really take pride in the fact I’m part of a job that I’m so passionate about it doesn’t feel like work.

    But many times as a salesperson, we start to feel unbalanced because we didn’t have the proper expectations of how hard we’re going to have to work.

     

    2. You have to want to be better each and every day – Being a great salesperson means it’s a never ending pursuit of learning. And again, like working hard, I really learned to love that about what I do at Southwestern Consulting. I am very blessed to be a part of an entire company who is passionate about learning and self-development.

    However, when I first started in this job one of the first things I was most excited about was, “I can’t wait ’til I know what I’m doing so I don’t have to study so hard anymore.”

    Guess what, I’m still not there. Almost 10 years later, I’m still not there.

    I wish I would’ve known that the books that I read were going to teach me more than any classes I ever attended in college. I wish somebody would’ve said, “Buy these books. Listen to these audio trainings. Go to these seminars. Find mentors. Get a coach. Find an accountability partner.  Study hard. Really be a student of the game. Listen to people. Ask for advice. Be a never ending learner.”

    work-in-progress (1)

    3. I will never arrive at being at the top of my game – For 10 yrs I have looked forward to the day when I have “finally arrived” only to realize that day does not exist and ultimately should not exist in my mind. The moment I actually think I have arrived will be the day I need a reality check.

    Every day I have to push aside what I think is right and to listen to others. I have to be coachable. Learning to be flexible is never easy, but being stubborn doesn’t help anyone. Be open to trying new things, even when you think you know everything…. Because, guess what, you don’t … but, neither does anyone else.

    Whether it’s your first day in sales or your first year or you’re a long time veteran and you’ve been selling for 50 plus years, it doesn’t matter. Those three things never change. You have to work hard, study hard, and be coachable if you’re going to succeed at anything.

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow Up


  • Being Positive vs. Positive Self-Talk

    Guest Post By: Dustin Hillis

    The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to advice about positive self-talk.

    I decided to investigate further what he meant by “you have to have amazing self-talk”. He went on to explain that self-talk is defined as what you say about yourself to yourself, and what you allow others to say about you that you believe. Then it hit me, my whole life I thought being positive is what having positive self-talk was all about. But after my conversation with Spencer, I realized that my self-talk had nothing to do with being a positive person. It had everything to do with looking in the mirror and honestly saying what I think about myself.

    Most people have the wrong idea around what self-talk is all about. Most people, myself included before this dinner, consider being a positive person as what it means to have positive self-talk. I think of a funny Saturday Night Live skit like this one when I hear motivational speakers talk about having a positive attitude and living in a van down by the river.

    Your self-talk is the most important thing in your life. The core of your self-talk is your belief system. Your beliefs construct your attitudes. Your attitudes determine your actions. Your actions come from your feelings. Your feelings come from your self-talk. If someone stuck a recorder inside your brain over the past 24 hours, I’m willing to bet the things you tell yourself about yourself would be scary. Most people spend their entire lives telling themselves what they can and cannot do. And as Henry Ford said “whether you think you can or you cannot, you are right.”

    Your self-image is directly tied to your self-talk. When you look in the mirror, do you see someone who is fat, ugly, dumb, a failure, a bad husband, a lousy father, a victim, a martyr, a jerk, a nag, a mediocre worker…Or do you see someone who is fit, sexy, smart, a winner, the world’s best husband and father, someone who will go over, under, around or straight right though any obstacle in their way!?

    In 1st grade, I flunked phonics, then in 2nd grade I flunked spelling, then I proceeded for the rest of my schooling to make F’s in any subject that had to do with reading and writing.  I developed a very real self-talk issue around the topic of reading and writing. I would say things like “can someone else read instead of me, I’m good at other things and not good at reading.”  One day a sales manager at the Southwestern Company challenged me when he said, “You know as long as you keep saying you aren’t good at reading, you never will be.”  I went home that night and made a decision that I would never again say anything about being less proficient at reading and writing.  Instead, I would say things positive about reading and writing.

    I created “Positive Affirmations” around reading and writing, and I started saying them everyday.  My affirmations included “I am a wordsmith”, “I am an author”, “I am an avid reader”, “My lexicon is vast”, and “I am the world’s best Scrabble player”.  After a few months of saying these “Positive Affirmations”, I found myself picking up a book and started reading every day. Additionally, I opened up a Word document and started writing every week. More than 14 years later, I’ve read over 100 books and am the author of several books.

    As humans, we are programmed to think a certain way, whether we like it or not. Either you choose to give up control of your own programming and let the media, society or your friends and family program you with what you believe about yourself and the world…or… you take control of your self-talk and start programming yourself with the things you want to believe about yourself and the world. If you want to take control of your self-talk, the most impactful exercise you can possibly do is to take out a piece of paper and write out a minimum of 10 positive affirmation and then make copies of your affirmations and carry them with you, post them on your walls, share them with other people and, most importantly, say them to yourself out loud every day.

    Here are some of my personal affirmations: 

    • God gives me all strength, courage and confidence… and with God anything is possible.
    • I always communicate with confidence, unwavering Relentless Truth.
    • I always put God first, Kyah second, Haven third, friends fourth, work fifth, and myself sixth regarding how I make decisions.
    • I am an athlete. I am consistent with working out at least 3 times per week and walk with Kyah 2 times per week, and eating a Paleo diet.
    • I raise the belief, energy and confidence level of every single person I interact with.
    • I empathize with others’ struggles, pains and regrets and help them embrace truth, forgiveness, mercy and love through God.
    • Most of all, my life mission and what God has called me to do is help others reach their God-given potential every day

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Do Your Words Really Matter?

    I AM....Guest Post By: Amanda Johns Vaden

    Do you talk to yourself? I already know the answer to this, YES, you do!  We all do.

    But have you ever thought about if the things you say to yourself really make a difference in how you think, act or react?

    Do your words encourage you or discourage you?

    Do they give you confidence or do they make you self-conscious?

    Do they make you want to keep going or do they make you want to get back in bed?

    What you say when you talk to yourself is one of the most untrained on parts of being a sales professional, but one of the most important. It’s what we at Southwestern Consulting call “the power of positive self-talk.”

    Learning how to talk to yourself is a really powerful element of building confidence on the inside so it shows on the outside. If you don’t believe in yourself very few will believe in what you are selling.

    Positive self-talk is talking about yourself in present tense, which starts to create the vision of who you want to become.  Watching your words must be an intentional act of discipline to constantly reassure yourself that you can do this, you can learn this and it’s all possible.

    The benefit of positive affirmations can be life changing. It can change your personal life, your work life, your confidence, it can change everything about you.

    So here’s what I want you to do: make a list of all the things you want in your life.

    What are the things that you want to have?

    What are the things that you want to be and how do you want the world to see you ?

    Do you want the world to see you as a loving father/mother? A loyal husband/wife? A hard worker? How do you want to be seen?

    Writing positive affirmations allow you to physically see what you want written out giving you something real to look at and work towards

    Long before I was any good at sales, my affirmations said things like, “I’m a million dollar producer, I’m a great speaker, I’m the top sales person in our company, I am a top leader.”

    I may not of be all those things right now, but I want to be them. So I’m going to talk to myself like I am that person today.

    My husband is a great example of this. He’s such an inspiration to me in this very specific area, because when he puts his dreams on paper, his affirmations, what he believes about himself, it always seems to come true. Not always today and not always tomorrow but eventually everything that he puts on paper, he finds a way to make it happen.

    Years ago, my husband wrote down on his affirmations list “I am a New York Times best selling author.” He didn’t have a title, pages, or a topic of what he wanted to write. But he knew that’s what he wanted to be.

    Five years ago, I wrote, “I’m a million dollar producer” down on my affirmations list. And I was very far away from being a million dollar producer. In fact, my best year at the time was probably just over $300,000 in personal revenue. In 2012 the same year that my husband became a New York Time Best-Selling Author, I sold over a million dollars in revenue for our company.

    I believed it before it happened. I talked to myself as if it were already true, so when it came true it wasn’t that much of a shock. I’d been preparing myself all along to be the person I wanted to become. I spoke it out loud every single day.

    So, here’s what you need to do right now. You need to write down 10 affirmations of who you want to be, present tense. I am a marathon runner, I am a million dollar producer, I am a loyal and devoted wife, I am in fantastic physical shape, I am the best friend anyone could have.

    “I am . . . ” are the statements that you want to use. Present tense, to tell yourself that you are the person that, one day, you want to be.

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow Up


  • The Habits Triangle and the 3 Elements of Ultra-Performers

    Guest post by: Rory Vaden

    Do you know anyone who is super smart and intelligent but not very successful?

    Do you know someone who doesn’t seem all that smart and yet they are incredibly successful?

    Do you know someone who is very motivated and they try really hard but they can never quite seem to make it?

    Do you know someone who has all the ingredients to be a top performer but they are a disorganized, chaotic mess?

    If you answered “yes” to any of these questions then you will understand why and how over the past 165 years, The Southwestern Family of Companies and Southwestern Consulting, has developed our methodology – something we refer to as “The Habits Triangle.”

    We’ve come to realize that there are three interrelated components that must work synergistically together for someone to become an Ultra-Performer.

    You cannot truly become an Ultra-Performer without developing mastery in these 3 areas of your business:

    –> Click here to continue reading about what it means to be an ultra performer.


  • How to Read Key Metric Ratios

    Guest Post By: Dustin Hillis

    How to Read Key Metric Ratios
    How to Read Key Metric Ratios

    You cannot expect unless you inspect.

    Understanding your key metrics, or as we call them at Southwestern ConsultingTM, your Critical Success Factors, is essential to success.

    So many people push, fight and refuse to track their activity and think through their ratios. Usually there are some basic, fundamental ratios that most salespeople need to know and be able to track, regardless of industry.

    One of those ratios is the Dial to Reach Ratio.  That ratio measures how many phone calls you have to make/doors you have to knock on/contacts you have to make to reach one decision maker.

     Another that’s important to understand is your Reach to Appointment Ratio or how many decision makers you have to talk with in order to get one of them to set an appointment with you.

    –> Click here to continue reading…