Integrating Woman Leaders, Inc. BLOG: The G.R.E.A.T™ Sales Professional for the 21st Cen...:." The G.R.E.A.T™ Sales Professional for the 21st Century Part 1 of a 3 part series Inspiration for this blog came from my opp..."
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved
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Advancing Women To Higher Levels Of Leadership
Thursday, March 17, 2011
The G.R.E.A.T™ Sales Professional for the 21st Century
Inspiration for this blog came from my opportunity to hear the Key Bank Key4Women guest speaker and author, Cindy Solomon, talk about her new book, The Rules of Woo. Her topic was how the world and customer behaviors have changed over the past 30 years.
Do you know what it takes to be G.R.E.A.T™? Hard work and dedication can only take you so far. What distinguishes YOU from your competitors is YOUR ability to provide VALUE. The five skills you want to develop and practice to become G.R.E.A.T™ are:
Gain Insight
Right Behaviors
Exceed Expectations
Attitude Is Everything
Timing
The first step is to Gain Insight about your customers. Before you can bring true value to them, you must first understand who they are. What types of services are important to them, what are their key issues, and what does value mean to them? How do your products and services benefit them? We all know that "value" means something different to each customer. Understanding is your first step to becoming a G.R.E.A.T™ salesperson. As a Field Sales Trainer years ago, I shared with trainees that the biggest mistake a sales professional makes is to assume with very little actual insight about the customer.
One of my favorite books, Blue Ocean Strategy, by W. Chan Kim & Renee Mauborgne, describes Value Innovation. “Value Innovation” makes the competition irrelevant by creating a leap in value for buyers instead of focusing on beating the competition. I have learned that leading a team with that philosophy makes a positive impact.
A challenging situation I once had with an important customer demonstrates how lack of insight can inhibit business relationships. After a year of hard work building a strong customer relationship, I finally got approval for a huge product evaluation. However, one Cardiologist remained unconvinced and refused to evaluate the product. Despite my best efforts to convince him otherwise, he looked at me angrily one day and said, "Jennifer, I don't care about how your stent is different or for that matter better. I don't want to trial your product." At that moment, I realized my insight of what was important to him was wrong. I needed to refocus on what Value meant to him and to learn what I needed to do to turn the situation around. In the end, he did evaluate the product and became a loyal customer.
Part One: Please share this post.
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved
Sunday, March 6, 2011
Inspired to Stand Up™
The 1961 United States World Figure Skating Team
On February 15, 1961, the U.S. Figure Skating team, parents, coaches and judges -34 among the 62 passengers and crew aboard - left New York on Sabena Airlines flight number 548, which crashed before landing in Brussels, en route to Prague. The airplane's landing gear was not down, according to witnesses, and it is probable that the plane hit a high tension line about four miles from the airport's runway. Nearby residents said the plane was making more noise than usual and was much lower than usual. There were no survivors.
Life is a journey with moments of life lessons, hope, painful tragedies, successes, failures, and choices. The journey through life teaches us to embrace those lessons, inspires us to dream and to achieve those dreams. Faith guides our souls leading us with integrity.
I was fortunate to be raised by parents who achieved greatness early in their lives, in light of pain and suffering, failure and challenges. My parents were the positive architects of my life, always providing me the encouragement that has helped me through life.
Several weeks ago, the movie Rise was a one-night screening in 586 movie theaters across the United States. Rise is a tribute to the U.S. World Figure Skating Team killed in a plane crash on Feb. 15, 1961. The picture of the 1961 US World Team has hung in my parents’ home since I was born. They lost their best friends that day!
My parents were pairs skaters on that Team, finishing fourth that year. They missed the chance to travel with the Team by 1/10th of 1%. My mom did not know she was pregnant with me at the time. I was born in November.
The sad part of this story is that my father passed away 3 years ago this month at the young age of 69 so my mother never wanted to share their story with the movie's producers because they were a TEAM! Nevertheless, our family shared the incredible documentary that night with her and some of my parents' closest friends.
As powerful as it was for her, watching Rise made my entire childhood flashed before my eyes too. I was also a figure skater, coached by my parents and sent to live at the Olympic Training Center in Colorado Springs, Colorado at the age of 13. My dream was to make the 1980 Winter Olympics. I never achieved that dream although I remember my father repeatedly telling me that I would be the next World Champion.
In front of a boyfriend during dinner one night, Dad told me: "You gave up! You never saw yourself there! You could have been a World Champion!" WOW! I was devastated! However, I realized that his words changed my life forever!
From that day, my mantra to my teams, my children and myself has been “IF YOU SEE YOURSELF THERE, YOU WILL BE THERE!" My first sales job made me realize that I never want to work for something and not be the best. As I embrace the next chapter in my life, I continue to live by that powerful philosophy.
On the night that Rise ran in theaters, Matt Lauer hosted a live TV broadcast from New York City. He interviewed my idol Peggy Fleming, Dorothy Hamill (who’s hairstyle my father insisted I copied), Scott Hamilton (with whom I'd trained), and the most beautiful skater of all time, Michelle Kwan. Matt asked them what skating taught them that they have taken with them in their lives. They used words like focus, hard work, dedication, and the love for the sport.
I am relating this story because I put a blue Post-it note on my mirror several months ago about writing my first book by 2015. I didn’t have a title or topic at the time but I knew I wanted to inspire women leaders to achieve their career goals and go beyond their dreams. After watching this inspirational documentary, I now have a title and story to share with women who aspire to achieve greatness. Skating takes lots of practice, hard work, dedication and time on your backside! Making life choices, experiencing success and dealing with painful challenges does too. Nevertheless, I continue to be Inspired to Stand UP™
Please post a comment of this BLOG and let us know if you have a similar story.
1961 World Figure Skating Team
Inspired to Stand Up™
Jennifer Browning Holmes, Founder & President
Integrating Woman Leaders, Inc.
Book release date yet to be announced.
©2011 IWL, Inc. All rights reserved
Inspired to Stand Up™
Jennifer Browning Holmes, Founder & President
Integrating Woman Leaders, Inc.
Book release date yet to be announced.
©2011 IWL, Inc. All rights reserved
Saturday, March 5, 2011
IWL's 2011 Women's Leadership Conference; Connect-Mentor-Inspire
We are excited to announce that our 2011 IWL Women's Leadership Conference; Connect-Mentor-Inspire will be held at Conseco Fieldhouse on September 13, 2011 from 9:00am until 4:00pm. We are thrilled to have the Indiana Fever, Indianapolis Woman Magazine and Eli Lilly & Company/ Lilly's Women Network sponsor the event at the Gold Level. Be sure to register on May 1, 2011 as space will be limited. Register on www.integratingwomanleaders.com
Tuesday, March 1, 2011
Leading with Intention Builds Loyalty
“What we think or what we believe is, in the end, of little consequence. The only thing of consequence is what we do.” – John Ruskin
Leading with intention can be transformational if your actions are meaningful. Intention is the energy that powers all actions. It’s the thought behind a thought or the thought that propels action. It’s the center of your subconscious mind. The more aware you are of your intention, the more you will empower your leadership style and behavior. Your leadership style will bring loyal followers and build long lasting relationships.
How many managers or senior leaders do you know who don’t lead with good intentions? How many times have you said to someone or to yourself “ACTIONS SPEAK LOUDER THAN WORDS”? All the good intentions in the world don’t mean a thing if you don’t follow through with meaningful actions. Intentions - Actions = NOTHING! The people and teams I have managed over the years told me they were going to change their behaviors, work harder, communicate better, be more engaged and/or promise to learn from their “mistakes.” However, I am amazed to observe other leaders or those who aspire to lead who don’t think twice about falling short of their own actions!
Early in my career, a significant event taught me how leading with intention builds loyalty. My manager told me during a meeting that he would push for my promotion. Months later, I learned that he had never mentioned my name. I found it very disheartening. Nevertheless, I stayed focused on my mission to finish the year #1 AGAIN in sales and remain in contention for the next promotion. The good news came one year later! Not only did I learn the importance of leading with intention, but I also learned never to make a commitment without following through with meaningful action. Loyalty is powerful!
The same holds true for our behavior with friends and family. We make promises we cannot keep or have any intention of fulfilling. We repeatedly fall short of our Intentions with no Actions which equals NOTHING! While it may have no effect on us, it can certainly have consequences in our personal relationships.
True leadership is difficult and takes a great deal of effort. I ask my clients two things - identify their leadership intentions and what success looks like for them. This gives them the opportunity to express their personal and professional goals, action plan, and desired long-term outcomes. It helps me to understand their willingness and intention to take meaningful action. Following through is key!
Compelling LeadershipI challenge you to create a powerful intention that is compelling for you. It is important to understand that it might be uninspiring to others, and vice versa. Only you know if your intention is compelling. If it motivates you and inspires you, it is compelling. If you don’t feel motivated enough or lack desire to move down a path, it’s not compelling. Inspiration, passion and motivation to move forward with something or someone with meaningful action is the true definition of intention.
What is the compelling and powerful intention in your life? What is your intention as a leader to build loyalty?
If you want to write a statement of intention, click on the comment section.
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved.
Leading with intention can be transformational if your actions are meaningful. Intention is the energy that powers all actions. It’s the thought behind a thought or the thought that propels action. It’s the center of your subconscious mind. The more aware you are of your intention, the more you will empower your leadership style and behavior. Your leadership style will bring loyal followers and build long lasting relationships.
How many managers or senior leaders do you know who don’t lead with good intentions? How many times have you said to someone or to yourself “ACTIONS SPEAK LOUDER THAN WORDS”? All the good intentions in the world don’t mean a thing if you don’t follow through with meaningful actions. Intentions - Actions = NOTHING! The people and teams I have managed over the years told me they were going to change their behaviors, work harder, communicate better, be more engaged and/or promise to learn from their “mistakes.” However, I am amazed to observe other leaders or those who aspire to lead who don’t think twice about falling short of their own actions!
Early in my career, a significant event taught me how leading with intention builds loyalty. My manager told me during a meeting that he would push for my promotion. Months later, I learned that he had never mentioned my name. I found it very disheartening. Nevertheless, I stayed focused on my mission to finish the year #1 AGAIN in sales and remain in contention for the next promotion. The good news came one year later! Not only did I learn the importance of leading with intention, but I also learned never to make a commitment without following through with meaningful action. Loyalty is powerful!
The same holds true for our behavior with friends and family. We make promises we cannot keep or have any intention of fulfilling. We repeatedly fall short of our Intentions with no Actions which equals NOTHING! While it may have no effect on us, it can certainly have consequences in our personal relationships.
True leadership is difficult and takes a great deal of effort. I ask my clients two things - identify their leadership intentions and what success looks like for them. This gives them the opportunity to express their personal and professional goals, action plan, and desired long-term outcomes. It helps me to understand their willingness and intention to take meaningful action. Following through is key!
Compelling LeadershipI challenge you to create a powerful intention that is compelling for you. It is important to understand that it might be uninspiring to others, and vice versa. Only you know if your intention is compelling. If it motivates you and inspires you, it is compelling. If you don’t feel motivated enough or lack desire to move down a path, it’s not compelling. Inspiration, passion and motivation to move forward with something or someone with meaningful action is the true definition of intention.
What is the compelling and powerful intention in your life? What is your intention as a leader to build loyalty?
If you want to write a statement of intention, click on the comment section.
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved.
Tuesday, February 22, 2011
Leading Life through Intuition
Have you ever regretted decisions made when listening to your TRUE intuition? Probably not! Making life choices using intuition can be challenging when your instinct of “self-protection” gets in the way of accessing intuitive information to move forward. If you seek intuitive information on a particular question or problem, you may want to start by exploring the full landscape of the situation. As I share with clients, the best advice a manager gave me over 20 years ago is to, “seek first to understand, and then be understood” as Steven Covey discusses in The 7 Habits of Highly Effective People. Listening to your true intuition is a powerful tool when making life choices. When you really understand yourself, you know the facts of the situation or problem. Following your “GUT” rarely gets you into trouble.
I often ask myself, “Is there anything I need to be aware of right now?” If you are a business owner, a senior leader or a mid-Level manager of an organization, not asking yourself that question can lead to unnecessary challenges. Test yourself today, tomorrow or this week by asking the question and really listen to what your TRUE intuition is telling you. 9 out of 10 times your subconscious mind will fill in the blanks. Not asking that question can lead to situations that blindside you personally and/or professionally. If you begin by asking the question, you will come to understand that even the narrowest question is really broader than it seems. Here is an example: “Will I get the job I interviewed for today?” It seems simple. Yes or no would be the right answer, right? However, your attention may naturally go in a million directions before you really know the answer. Try asking yourself the question “Is there anything I need to be aware of RIGHT NOW?”
Attention and integrity go hand in hand with intuition. In order to use intuition as a tool, it is critical to be aware and pay attention to environmental forces that may negatively influence choices that compromise your integrity. Many of us have been in situations when we were not paying attention and the negative environment put our colleagues or us in a compromising position.
My life challenges, failures, successes and choices have taught me to lead with integrity and follow my intuition. Those two senses will NOT allow you to make the WRONG decision.
Two great books to read on this topic: How To Rule The World From Your Couch, by Laura Day and The 7 Habits of Highly Effective People, by Steven R. Covey.
I often ask myself, “Is there anything I need to be aware of right now?” If you are a business owner, a senior leader or a mid-Level manager of an organization, not asking yourself that question can lead to unnecessary challenges. Test yourself today, tomorrow or this week by asking the question and really listen to what your TRUE intuition is telling you. 9 out of 10 times your subconscious mind will fill in the blanks. Not asking that question can lead to situations that blindside you personally and/or professionally. If you begin by asking the question, you will come to understand that even the narrowest question is really broader than it seems. Here is an example: “Will I get the job I interviewed for today?” It seems simple. Yes or no would be the right answer, right? However, your attention may naturally go in a million directions before you really know the answer. Try asking yourself the question “Is there anything I need to be aware of RIGHT NOW?”
Attention and integrity go hand in hand with intuition. In order to use intuition as a tool, it is critical to be aware and pay attention to environmental forces that may negatively influence choices that compromise your integrity. Many of us have been in situations when we were not paying attention and the negative environment put our colleagues or us in a compromising position.
My life challenges, failures, successes and choices have taught me to lead with integrity and follow my intuition. Those two senses will NOT allow you to make the WRONG decision.
Two great books to read on this topic: How To Rule The World From Your Couch, by Laura Day and The 7 Habits of Highly Effective People, by Steven R. Covey.
Friday, February 18, 2011
Darren Hardy Publisher of SUCCESS Magazine
I highly recommend reading The Compound EFFECT. I had the chance to listen to Darren speak yesterday at Defender Direct's National Leadership Convention. He is inspirational and provides powerful life lessons with easy tools to implement in your daily lives!
One of my favorite books!
Saturday, February 12, 2011
Jennifer Holmes is Speaking at the What Women Want Series, February 16, 2011
Achieving Work-Life Balance
This Wednesday, February 16th, I will be the Guest Speaker at Bingham McHale, Key4Women What Women Want Series. I will be discussing the importance of Achieving Work-Life Balance and will offer Seven Steps To Relieve Stress while achieving personal and professional balance. Come join us from 5:30-8:00pm at Stutz Downtown.
events@binghammchale.com
Funny, after 25 years in business I am now the so called "Expert"? I have to laugh at myself because over the years in Corporate America my efforts to Achieve Work-Life Balance was nothing short of tragic until a few years ago! As I climbed the corporate ladder, I never created 'boundries' and never said NO! My Blackberry and cell phone were constantly going off and the phone never stopped ringing. I believe achieving personal and professional balance in your life is a CHOICE! I will be talking about Achievement and Enjoyment while creating balance.
Women in the workforce are making challenging daily decisions when balancing work and family. Women who desire to move up the ranks sacrifice time with family and at times miss milestones in their children's lives. Their commitment to continue to advance their careers is a CHOICE that should be embraced! We need more women at the top in C-Suites and in Executive Leadership positions. It is critical that corporations invest in their high potential women leaders.
integratingwomanleaders.holmes
This Wednesday, February 16th, I will be the Guest Speaker at Bingham McHale, Key4Women What Women Want Series. I will be discussing the importance of Achieving Work-Life Balance and will offer Seven Steps To Relieve Stress while achieving personal and professional balance. Come join us from 5:30-8:00pm at Stutz Downtown.
events@binghammchale.com
Funny, after 25 years in business I am now the so called "Expert"? I have to laugh at myself because over the years in Corporate America my efforts to Achieve Work-Life Balance was nothing short of tragic until a few years ago! As I climbed the corporate ladder, I never created 'boundries' and never said NO! My Blackberry and cell phone were constantly going off and the phone never stopped ringing. I believe achieving personal and professional balance in your life is a CHOICE! I will be talking about Achievement and Enjoyment while creating balance.
Women in the workforce are making challenging daily decisions when balancing work and family. Women who desire to move up the ranks sacrifice time with family and at times miss milestones in their children's lives. Their commitment to continue to advance their careers is a CHOICE that should be embraced! We need more women at the top in C-Suites and in Executive Leadership positions. It is critical that corporations invest in their high potential women leaders.
integratingwomanleaders.holmes
Thursday, February 3, 2011
In Tough Economic Times Why is Leadership Training Budgets Cut?
While approximately 52% of women are entering today’s workforce, why are only 13.4% reaching the Executive and top corporate board positions? How did we lose almost 39% of our best, brightest, and most talented women leaders along their career paths?
Research indicates that leadership development and executive coaching for your top performing women leaders improves retention and performance, team cohesion and productivity, while also increasing corporate profits. Empirical data demonstrates that companies with greater gender diversity perform better financially. Specifically, companies with three or more women in top leadership positions experience higher returns on investment, better earnings, and greater stock price growth. Yes, financial investment in the professional development of your women leaders drives profits!
Are you seeking to retain your top female talent in today’s competitive global environment? Invest in executive coaching and leadership development for talented women leaders at all levels of your business and career stages. Executive coaching and development proactively improves successful navigation for women through the complex labyrinth of leadership and professional development.
High potential women leaders represent an untapped resource. Our consulting team of professionals, including a licensed psychologist, works closely with corporations to inspire promising women leaders to achieve professional and personal results with lasting effects. Our core professional competencies include strong one-to-one interpersonal interaction and problem solving, trust, empathy, insight, behavioral analysis, and cognitive changes. As an executive coaching team, we offer a trusting environment for women clients to have difficult conversations and gain immediate feedback.
So why are we having these same conversations years later? To take corporations Gender Diversity programs into the 21st Century leadership training and development is critical and should be a priority!
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved
Jennifer B. Holmes, Founder and President, Integrating Woman Leaders, Inc. www.integratingwomanleaders.com
©2011 IWL, Inc. All rights reserved
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