The article asks, “Are there six traits that could really mark out your potential to achieve?” I won’t detail them here; best to read the full article, which I found well-worth the time.
Key take-away: For a good many years the Myers-Briggs Type Indicator (MBTI) has been more or less the norm. Now there’s a new contender, the High Potential Trait Inventory (HPTI), based around six key traits.
Here’s the article: http://www.bbc.com/capital/story/20180508-the-secrets-of-the-high-potential-personality
Here’s the link to the BBC story: Secrets of the high-potential personality
The Wall Street Journal just posted an extended article, actually the product of four interviews, with four start-up coaches. I won’t try to echo their advice, just give you the link.
The relevance here, to this site, Selling Face-to-Face, is that a lot of readers of the blog, and of my how to sell guides, are people who are already engaged in, or considering undertaking, new business start-ups. Reinventing your career (voluntarily or involuntarily)? Considering self-employment? Got a new better mousetrap– or better App– you think (hope?) the market really, really needs? You’ll find some savvy advice in this article.
Link to Wall Street Journal article “4 Low Cost Ways to Gauge Demand for your Start-up”
If you're thinking of going into sales, if you're already in sales, if you don't know what you want to be when you grow up (no matter your present age!) there's a top-rank article you need to read in the magazine FAST COMPANY.
It's "Why smart people should go into sales," by Andrew Yong, and among his accomplishments include authorship of the book, SMART PEOPLE SHOULD BUILD THINGS.
I'll leave the article to you, but add that "selling" is not just selling products or services, but it's also persuading, reading body language and other buying signals, pulling out objections and hesitations, presenting concepts, learning to find and fill needs (needs that often the other person isn't really aware of, so part of "selling" is showing the need and how you can best fill it). All of these abilities pay off many times over if you move from sales per-se to management, customer service — even to setting up your own business and marketing your skills, perhaps as part of career reinvention, or electing for self-employment as your new career option.
Link to article in Fast Company
The Wall Street Journal just posted an extended article, actually the product of four interviews, with four start-up coaches. I won't try to echo their advice, just give you the link.
The relevance here, to this site, Selling Face-to-Face, is that a lot of readers of the blog, and of my how to sell guides, are people who are already engaged in, or considering undertaking, new business start-ups. Reinventing your career (voluntarily or involuntarily)? Considering self-employment? Got a new better mousetrap– or better App– you think (hope?) the market really, really needs? You'll find some savvy advice in this article.
Link to Wall Street Journal article "4 Low Cost Ways to Guage Demand for your Start-up"
Fascinating perspective on career reinvention and entrepreneurship in, of all places, Britain's New Scientist, Myshkin Ingawale, co-founder and CEO of Biosense Technologies. The hook:
"When I was 17, I was clueless about what I wanted to do with my life. Now I'm 27 and I am as clear as I can be – I want to a successful entrepreneur, starting and growing more than one organisation in my lifetime. Sometime over these last 10 years, I'm not exactly sure when, I made the transition from "clueless" to "clear as I can be".
Definitely worth reading on a variety of fronts. I'll leave you to it.
Link to article
The New York Times this past weekend ran an article on Sam Palmisano, who is retiring after about a decade as CEO of IBM. Particularly interesting to me were the four questions he devised as a tool to help get key people thinking in productive new ways.
"The four questions, he explains, were a way to focus thinking and prod the company beyond its comfort zone and to make I.B.M. pre-eminent again. He presented the four-question framework to the company’s top 300 managers at a meeting in early 2003 in Boca Raton, Fla."
• “Why would someone spend their money with you — so what is unique about you?”
• “Why would somebody work for you?”
• “Why would society allow you to operate in their defined geography — their country?”
• “And why would somebody invest their money with you?”
Seems to me those questions — especially the first — are equally useful for business ventures a lot smaller than IBM, including those of us who are setting up new businesses or consulting ventures, reinventing careers, or taking a fresh look at whether we're as effective as we could be.
Further, a savvy sales person could incorporate them into a consultative selling approach, adapting these questions into a form to be asked of potential prospects … thereby establishing the need for your product or service.
NYTimes article on Sam Palmisano's four key questions
Here's another heartwarming, uplifting story (in Washingtonian magazine) of a lawyer who left the field of First Class travel and lots of dollars in return for lots and lots of billable hours , then reinvented himself into a happier field. "… what I wanted to do all along was tell stories. and play rock n' roll.")
His name? Ron Liebman. His core point: if you're a practicing lawyer, ". . .to make it work you have to live the job. and if you live the job, there goes the rest of your life. It took me a while to get that."
It took me a while, too. Like him, I (also) was a Washington lawyer. And a New York lawyer. And a Virginia lawyer. And, to paraphrase the old saying about boats, "The second happiest day of my life was when I finished law school and got admitted to the bar (s), but the happiest day was when I walked away from law and lawyering."
Why am I including this story: because this blog is about (beyond sales) career reinvention, going off on your own, career change, and self-employment as a career opton.
In any case, for more on Ron Liebman and his books
For his article in Washingtonian: "I was a Washington lawyer"
When I was starting-up on this blog, I expected the main readership would be among new business start-ups, consultants, new free-lancers, people new to selling and sales. Why? Mainly because the economy was begining to slide down, and a lot of people were going off on their own— some as involuntary entrepreneurs, others as self- reinventors in advance of getting laid off.
It hasn't been that way, so far as I can tell: most of the readership seems to be professional sales people, folks who already know their way around a sales call, and were looking for fresh ideas.
Yes, that kind of info is here, but also here are a lot of the basics of getting started in sales, or starting up a new venture, finding prospects, and making a convincing case. There are also a lot of free sales training articles drawn from books (Selling 101, How to Sell Face-to-Face Survival Guide, Sales Training Tutorials, and Sales Presentations and Demonstrations.
In any case, for the "reinventors" out there, let me recommend the article, "pulling off the ultimate career makeover" in Fortune, issue of July 4, 2011. Case studies include,
- An owner of franchises who sold them off and is setting up his own franchise operation, Yogurt Mountain. (Full disclosure: I have not, repeat not, received any free samples!)
- A sales executive formerly with the likes of Intel, Dell, and NetApp who, after being down-sized, first became a free-agent, then was hired as director of marketing of a social media operation.
- A lawyer, downsized after the media burst bubble burst in 2000, who turned around to become a contractor with the same firm. That led to a further reinvention as she set up what's best described as a legal firm of part-time lawyer contractors, many of them women juggling work and school-age kids.
- A director of strategic development and communicaitons who got cut when that company was acquired. He then did what any good consultant and strategist does, develop his "brand" after an analysis (which makes very good reading) of his passions and skills. Now he's consulting full-time.
- Another lawyer who left the practice (good for him!) to become an author of mystery novels. (First reinvention.) Then when the market for paper books started sliding, he moved into the e-book field and took on self-publishing his backlist for Kindle and the like. (Second reinvention.) By the way, as a "reformed" lawyer myself, I can't resist giving a plug to another lawyer who found "real work," hence this: his name is Paul Levine and you can read more about his mysteries at Website of Paul Levine
Fortune article: Pulling off the ultimate career makeover, by Douglas Alden Warshaw