On Your Mark – Get Set – Go – and Keep Going!
Are you as excited as we are? You should be!
Because KMAC’s NEW book ‘On Your Mark’ is coming soon! February 2018.
Keep a lookout for your chance to get your hands on a copy! Pre-ordering options will be available shortly. Stay tuned.
For any questions or inquiries, please do not hesitate to contact us!
How to cut out the drama to improve results
By Harvey Schachter Special to the Globe and Mail
Globe & Mail, November 20, 2017
Work place Ego – friend of foe?
Self-reflection is far too often a step that is over looked in leadership roles. As a leader in the work place, questions containing “why” and “who” are commonly asked which tend to ignite one’s ego. When egos exist, it only creates ‘drama and discord in the workplace’ and ‘emotional waste’; unnecessary drama.
Leaders need to find a balance between being a superior and holding themselves accountable, and take the lead to make improvements. Instead of creating a motive by the questions asked, leaders should encourage self-reflection to build collaboration and engagement within the workplace.
“Ego is a distorted filter of the world” and if fed, it creates more suffering than positive production. People within an organization are what keep the engine running. If all parts are not working together, you must find ways to make sure the right approaches and people are in place to reach your goals in a collaborative manner; starting from the top.
As leadership expert John Maxwell notes, leadership is servership. Good leaders know how to ask great questions to get more engagement. Give it a try!
KMAC is a 25 year old Business Management Consulting firm. We are People. Process. Productivity. Organizational Performance and Business Excellence are what we love. We get hired because we get things done. Drawing upon our experiences from the F500’s and the world of professional sports where we’ve worked with many of North America’s highest profile athletes, sport properties and sport franchises we help people and organizations reach new heights.
Click here for article: How to cut drama
Work is changing: What that means for sales professionals.
By Jonathan Lister Global vice-president of LinkedIn Sales Solutions and country manager, LinkedIn Canada
Globe & Mail, November 15, 2017
Artificial Intelligence – friend or foe in the world of Professional Sales?
The role of a sales professional continues to dramatically change. Powerful new tools married with new technologies has changed and will continue to change the role of sales professionals. The sales function today requires sales professionals to be data scientists, strategic advisors, and technologists. Successful sales professionals must be able to translate insights and use new tools to create value for their clients. Doing so breeds “a new generation of agile, insightful and effective sales professionals.”
The stakes are higher today as customers expect leadership, support and insights about their industry, threats they may be facing, recommendations to help them overcome their largest challenges while creating value in the short and longer term. Are you able to move your sales relationship from that of an approved vendor, preferred supplier, consultant to that of a strategic contributor or trusted partner?
So, if you haven’t done so already, it’s time to change so that you are not a sales professional that just sell’s product , you can become a sales professional who can help their clients reach the solution they are looking for. Building the customer relationship and identifying growth opportunities to bring value to their business is the new mindset that needs to be taken. With the amount of “information right at their fingertips”, the work starts way before approaching the client. It’s time to take action.
KMAC is celebrating 25 years in 2017 and has been a trusted partner and advisor to 16 Fortune 500 clients along with several independently owned smaller and mid-size organizations. Our primary focus is working with organizations assisting them with Organizational Performance and Business Excellence – getting things done. We are People. Process. Productivity. Drawing upon our experiences from the F500’s and the world of professional sports where we’ve worked with many of North America’s highest profile athletes, sport properties and sport franchises we help people and organizations reach new heights.
Click here for full article:
Congratulations to both Shana Ewart and Cassie Jones for your outstanding contributions to the KMAC Team! This award goes to an individual who not only delivers results but goes above and beyond to help everyone on the team grow! Congratulations guys – great work, great results, well done and well deserved. Truly proud to have all you guys on this team!
A big thank you to the entire KMAC Professional Oral Care team for your commitment and drive bringing the KMAC vision to life. Last week the entire Professional Oral Care team attended a National Sales Meeting in Las Vegas where were thrilled to be joined by one of Canada’s most decorated Olympians Adam van Koeverden.
Adam delivered an outstanding motivational message to the team which will help each and every one of us reach new plateaus!
The KMAC Team is celebrating 25 years of being a trusted advisor helping you reach your full potential.
The KMAC GROUP. ORGANIZATIONAL PERFORMANCE. BUSINESS EXCELLENCE.
Strategy. Organization & People. Marketing Experience. Sales Training & Coaching. Implementation – Change Management.
This morning I met an amazing young individual full of potential. Here’s the story.
I love helping people. This is something I do every single day be it at work or at home and doing this is what I thoroughly enjoy. Over the years I’ve discovered that this is my purpose.
A few weeks ago I received an email from the small business advisor at my bank. He asked if I would take a few minutes to meet with a recent graduate from a marketing program at a University in Toronto. I said sure I can do that but it’ll be a have to be a few weeks towards the end of the summer.
Well that meeting took place today. This morning I met that recent graduate. She was quite nervous when she came in to my office and wasn’t sure how to get the conversation started. I made her feel at ease and asked her to tell me about herself. She told me that she thoroughly enjoyed marketing and that the area she wanted to focus her career on was in brand marketing. We discussed branding and marketing but quickly, the conversation evolved in whole different direction.
I asked her what she thought of Scotiabank’s recent investment $800 million naming rights investment in the Air Canada Centre. She didn’t really have an answer for that question and went on to provide an answer off the track what I was asking and looking for. I used this opportunity to coach her by letting her know that it’s ok to be authentic and let people know you don’t have an answer. More so, what I did like was how she paused, absorbed what we had discussed so I asked her the same question again. This time, she was game on. She listened, applied the coaching and will now have a valuable experience from which to draw upon in future situations.
Our discussion led to ways to build your individual brand, how to differentiate yourself and build credibility. She had prepared a cv but she quickly realized that what she had prepared was mediocre at best. Her cv did not play to her individual strengths so we talked about what a cv could look like that would be different from anything else. I receive hundreds of resumes every year, very few of them stand out. Instead of telling me all herself, we talked about what makes her unique, what life experiences she has had that have helped build her brand, and we talked about how she could help my business capitalizing on her own unique experiences. Tips like this are what will win you a job.
I proceeded to ask her what her longer-term goals were and where she was at in the job search phase. This is when the true coaching kicked in. Drawing back on her life experiences, she first told me she lacked confidence speaking in public, yet she has overcome this fear. The insight is how she dealt with this insecurity, pushed herself forward and how she grew as a person reaching higher plateaus. This is a quality that cannot be bought. This is an individual strength.
She went on to describe what little experience she had in business and how this lack of experience would hamper her job search. This is where I introduced her to my story about how to look at life through a different lens. I described the rationale behind the opening of my business and how this experience with my grandson taught me to look at life through a different lens. We began to peel back her life and throughout the discussion I discovered that she actually had all kinds of valuable experiences, just not from a business perspective. It’s these type of experiences and looking at her life experiences in a different light is what brought out how unique an individual she is and what skill sets brings to the table. As an example, she told me about some very challenging situations she faced as a youth yet managed to utilize those experiences to turn her life around. She had some very rough and challenging life hurdles but was able to turn herself around and it’s the inspiration in the story behind how she handled herself that that would be an asset to any organization.
So, it’s important to be able to package your previous experiences no matter what they are and be able to tell a story about how you dealt with these situations, what you learned from those experiences and how those types of experiences make you unique. This is truly what will differentiate you. I’ve spent years coaching people and this is one of the most inspiring individual and stories I’ve encountered.
We wrapped up our discussion and I could see a sparkle in her eyes, a jump in her step. This young lady walked out of my office with a whole new perspective about how she was going to go tackle the world and accomplish her goals while continuing to discover herself and natural value that she can bring to any company and anyone.
Some tips for you:
- Listen carefully to what you are being asked, express your own opinion and answer drawing upon your own experiences;
- Look at your life through a different lens. Look at your previous life experiences that make you unique. What did you learn from them? What can you draw from them to resonate with your current situation?
- It’s not about you, it’s about the value you can bring to help others;
The KMAC GROUP, a trusted advisor helping you reach your full potential.
It is with great pleasure that I’d like to welcome Christine Ales to the KMAC Team! Christine is responsible for Professional Oral Care sales in Richmond Hill, Woodbridge, Markham.
Christine brings over 20 years experience to the KMAC Team from the pharmaceutical industry with various roles including territory manager, field trainer and manager. The majority of her career was spent in Dermatology, however she also specialized in pediatrics and pain management. She has a daughter who is away at university ( a very unique program by the way!), is passionate about living a healthy lifestyle & loves to read and watch baseball – a proud Toronto Blue Jays fan.
FIVE THINGS YOU CAN DO TO START YOUR PATH TO GREATNESS
In order to successfully open a business or to become a better salesperson, preparation is key.
Five Things You Do Immediately are:
#1 – Establish a Mindset – Prepare Your Mind – when I started KMAC 25 years ago I was stepping into a new zone, striving to reach a height that was previously unattainable, a place I’d never been before. This was a daunting and requires a solid mindset. A mindset is a fixed state of mind so the mindset I adapted to was anything is possible, it will require hustle, urgency, a commitment to take massive action and follow up. I had to stamp out the doubt because now I was solely on my own. What is your current mindset? Can you change it?
#2 – Change Your Attitude – Attitude is is a complex term so I’ll simplify. According to Webster Dictionary, Attitude is a mental position, an emotion or a feeling with regard to a fact or state. It’s also, a bodily state of readiness to respond in a characteristic way to a stimulus (such as a situation). It can be simple – “Be positive”! A positive, can do, agreeable attitude makes people feel good and this mental position will bring you success. The attitude I chose and still live by today is stamp out the doubt and be positive in everything you do no matter what the outcome. Then keep going and give. Reciprocity works. This attitude allows me to respond in a consistent way to every situation. Assess your current attitude – is it positive? Are you agreeable? Can you stamp out naysayers and doubt?
#3 – Commitment – Commitment is an agreement to do something in the future, an obligation, it’s going “All in”, being consistent in what you do, being disciplined and persistent and it’s doing things others don’t want to do. It’s hard! I made a commitment to myself to change the way athletes were marketed and the way companies could access athletes and build them into their marketing campaigns to increase sales. I had an obligation to help both stakeholders. I was 100% in, no in-between, no hedging my bets. Make a checklist, what are you committed to today and ask yourself, do your actions get you closer to your goal?
#4 – Set Goals – I set lots of goals, goals for every effort I undertook and measured progress against them. I had a vision, I began evaluating every action I took and asked myself – how is this action helping me reach my goal? I recorded the actions I took on paper, what worked, why did that action work, what didn’t work, why didn’t that action work. What is your goal? When you get there, can you reset your goals? Think about everything you do, will the actions you take today get you closer to your goal?
#5 – Take Action with Speed and Purpose – get going, don’t wait and make your purpose clear for every action you are taking. If you are calling prospective clients, be clear, the reason I’m calling is .. speed is certainty and builds credibility. So what are you waiting for?
ABOUT THE K.MAC GROUP
For the past 25 years we’ve been in the business of one thing – INCREASING SALES. And we’ve done it for everyone from Fortune 500 companies, to smaller start-ups. We begin by resetting the bar and challenging you, your company, your sales teams and management to hit new personal bests. We offer training and coaching programs, sales process and business operating system assessment and fine tuning to support your corporate vision and bring it to life.
It’s all about maximizing sales performance. ON YOUR MARK …. ready to get in the starter blocks?