Making Philanthropy Part Of Company Culture

Charitable giving is not just the realm of wealthy individuals and global corporations. No matter what size business you can benefit from instilling philanthropic giving as part of your company culture. Not only will you be helping out the community your business serves but you will also be giving your employees a sense of contribution and self-satisfaction.

By following a few simple strategies you can have a culture of giving in your business in no time.

Volunteer Together

Plan quarterly or monthly volunteering events for your team. By getting out in a group you not only foster a sense of community within your company but you also make your brand more visible to the community at large.

Get suggestions from your staff as to which charities or events they would like to participate and plan to attend as many events as possible.

Participate In Community Projects

Many of your employees will have pet projects or charities that they are passionate about in the local community. This will give you company exposure as well as shedding a light on needs and concerns of your community.

These events can be food drives, 5K runs, bike rides or local festivals. Keep an eye out for events that are happening around you and see if there are ways your business can help.

Donate Your Time Or Expertise

You do not have to just donate money to charities. You can donate your time or professional expertise. If you are a consultant, you might consider holding classes for adults getting back into the job market. Or donate some of your company’s products to local charities in need.

Get your employees involved by giving them paid time off to go volunteer at local charities or events.

Get Input From Employees

Solicit philanthropic ideas from your employees. Do not just dictate what charities your employees will participate in. Many of them will have charities that they are actively supporting. They may have fundraisers at their children’s school or after school programs. By giving your employees a say in which charities get your time and money they will be more likely to participate.

Set The Example

Giving will quickly become part of your company culture when your team sees you taking an active part philanthropic activities. They will be more likely to emulate your actions rather than just follow your orders.

Being seen as a company who gives back and cares about the community will help set you apart from the competition. But it will also give your employees a sense of purpose and community.

The 4 Most Charitable Businesses in America

American businesses rely on their consumer base for their profits and their livelihood. As a result, many choose to give back to those who’ve supported them and look for ways to better not only their community, but the globe.

 

There are some companies who have gone simply above and beyond in their efforts to effect positive change. The 20 businesses on the Fortune 500 list who gave the most in 2015 gave a total of $3.5 billion dollars to help fund various initiatives and aid certain groups. Here are the top 4 charitable donators ranking on the 500 list.

  1. Gilead Sciences
    1. This biotech firm based in California is an active participant in global philanthropy, working to promote better health and lives around the world. In 2015, the company reported that a bulk of their giving went towards working on HIV/AIDS treatments as well as liver disease. Just a few years ago the company was ranked 250th on the Fortune 500 list, but over the past two years, since it broke into the Hepatitis C market, it has now risen to the 86th spot. In 2015, Gilead donated $446.7 million.
  2. Walmart
    1. You know it as the supercenter that stocks just about everything you could ever need, but Walmart is so much more than just a corporation. In 2015, it pledged to help retail workers increase their economic ability with a $100 million commitment, $10.9 million of which went towards nonprofit organizations that specifically help those working in retail operations. Walmart continues to hold the top position on the 500 list, and gave $301 million in 2015.
  3. Wells Fargo
    1. This financial institution gets its employees involved with community work and volunteering by offering them two days a year to volunteer during paid leave. In 2015 they also donated $25 million to a nonprofit that supports financial education called NeighborWorks. Their aim is to donate between 1.2% and 1.5% of its total profits each year, and in 2015 Wells Fargo donated $281.3 million. They’re currently holding the 27th spot on the Forbes 500 list.
  4. Goldman Sachs Group
    1. Goldman Sachs’ giving has increased over the past decade largely in part to the efforts of Dina Powell, former member of the George W. Bush administration and current Deputy National Security Advisor to President Trump. She joined their team in 2007 to take charge of the corporation’s philanthropic endeavors and social investments. Goldman Sachs is currently 74th on the Forbes list and gave $276.4 million in 2015.

Is CSR the Solution Your Company Needs?

Every day we work hard at our jobs, and it looks like we’re working harder as time passes on. With downsizing, streamlining staff, and the higher pressure on performance, workers are feeling overworked, tired, and underappreciated. Americans work harder than any developed nation in the world, and it’s been increasingly getting worse; from 1970 to 1990, the time Americans spent at work increased by about one month per year. In 1999, about 20.5% of the workforce (approximately 25 million Americans) reported working a minimum of 49 hours per week, with approximately 11 million of the 25 million said they worked longer than 59 hours each week. Then, in 2014, the Washington Post reported that the average work week had increased from 40 hours to 47 hours for full-time workers.Is CSR the Solution Your Company Needs?

People are spending more time now than ever at work, and are getting little in return as reward. According to the Harvard Business Review, the longer work weeks are making employees less productive and causing them to feel disconnected from their employer and their job.

So how do we rekindle the passion employees feel at the inception of their career? How do we reconnect them to the work they do and help them see the bigger picture of how their work can have a larger impact? One solution is Corporate Social Responsibility.

Corporate Social Responsibility (CSR) is a business strategy that looks outside of the business itself and into how the actions of the business can work to deliver better benefits to investors socially, environmentally, and economically. It focuses on a push towards sustainability, whether it’s for health, working conditions, human rights, or others, and looks to effect positive change. While this might appear on the outside as a PR stunt to garner attention, CSR is about promoting positive change from within. If done well and correctly, it can revitalize your employees and give them a sense of purpose in the work that they do.

For a great example of CSR, take a look at Google: through their project Google Green, they’re making strides towards using resources more efficiently and finding alternative (renewable) means of power. And they’re practicing what they preach. The Google Green effort has helped Google see a 50% reduction in power usage for its data centers. The money saved through this initiative can then be reabsorbed into the company to fund other efforts or redistributed to shareholders.

If your employees are feeling overworked at a dead end job, you need to reconsider your approach to employment and operating a business as a whole. If you give your employees something positive to work towards and their efforts a higher purpose, you’ll see employees who are more engaged at work and more productive as well.

How to Get Your Business Involved in Giving

As a business, you exist in a symbiotic relationship with the community that surrounds you. The community supported you and assisted you as you were in the process of growing, and eventually it’s your turn to return the favor. There are countless ways for your company to get involved; it’s up to you to decide how to best give back in a way that will make your employees feel more connected to the business and the community as a whole. Here are just a few ways to get your team involved.

  • Employee volunteer days.
    • Plan large events and gatherings that will bring your employees together in pursuit of a common goal. Take a day once a quarter to go clean up up an overgrown cemetery in the community, rake leaves in the park, volunteer at a nursing home, or find another way you can best help your community.
  • Clean up the roads.
    • Although the littering rate has dropped 61% over the past 40 years here in the United States, we’re still producing more than a quarter million tons trash each year. While it’s unlikely you and your staff alone have the time and resources to clean the entire ocean or reduce your city’s carbon footprint, you can make a difference at home by helping to clean up the litter and trash in your community. As a business, you could Adopt a Highway and take a day or two each year to walk alongside the road and clean up the trash gets tossed from car windows. You could also potentially save a fellow commuter a lot of financial burden and stress; just take a look at the damage bottles, cans, and plastic bags can cause.
  • Volunteer at a soup kitchen.
    • Food is one of the most basic human needs, but for some people constant access to it is a luxury that they do not have. That’s why community food banks exist; to make sure people who are struggling to make ends meet are able to put food on the table for their families. Have a day each week when employees go volunteer a few at a time on rotation. Organize food drives to collect more resources for the banks. Find ways that you can relieve the burdens the organization feels.
  • Sponsor a charity.
    • Do your employees have incentives for reaching their goals each month? Each quarter? Do you set aside money for company happy hours or bonding exercises? Why not set aside one quarter’s earnings to sponsor a charity? Have the employees decide collectively which charity to give to and set a goal to reach; benefiting a cause they’ve chosen to help will be their incentive to work hard and meet goals over the next three months.

How to give Constructive Feedback at Work

When it comes to success, the growth and overall development of a person is the highest calling of leadership. Our growth both personally and professionally depends on our ability to internalize your strengths and weaknesses and plan strategically and objectively for various ways of improvement.

As a business leader, one of the most critical skills about the job will be your ability to give strong and constructive feedback to your employees. Entrepreneurs and leaders have a sense where they want to go and how they want to get there. In order for you to achieve these intrinsic business goals, you have to make sure everyone is on the same page. To do this, you as a business leader will need to provide a developmental conversation. This is a particular conversation that focuses on the skills, capabilities, and attitudes of those around you. It is, in itself, similar to that of an employee evaluation, but still implies a bit of direction and improvement for the betterment of their growth.

But before I continue, I have to speak loudly to the beneficial effects of how strong purposeful feedback can be on an employee. To start, we have to understand and internalize that strong positive feedback is not one that points out the strengths and flaws of a worker. Instead, it often involves having some fundamental objective within the course of the conversation. At any notion, it helps to outline the principles and philosophies of their goals and that of your company. In addition, it very much helps sets up a plan that can track and follow a person’s progress.

As beneficial as it is, many employees and workers are oftentimes hesitant to have these conversations. One of the thorniest aspects of giving this level of critical feedback is that many people feel that they are in the hot seat when it comes to these situations. As frustrating as it can be, having these conversations is an integral part of your growth as a professional within said-field. To optimistically think you are performing at a high ability may be great confidence-wise, but to overlooking areas where you can improve will be one of the biggest hurdles in reaching ay type of success. In addition to the employee’s personal feels, some of the problems of constructive feedback can oftentimes fall on you where many of your comments can be vague and unspecific. When you are giving feedback, do not speak in generalities. Instead, provide specific examples within their day-to-day. Highlight moments where they have succeeded and areas where they can improve for the better. The more clear and precise you are, the better.

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Now, as stated above, constructive feedback is very similar to an employee evaluation. Do not make the mistake of not explaining the consequences. Good managers and business leaders are clear about potential consequences if problems are not fixed. Make sure you explain these consequences. Yes, this can build tensions and anxiety for the individual. But if they are unclear about their work or the extreme consequences that can lead to their lack of progress, you will be doing them a disservice as a leader. While it is probably the toughest part of the job as a manager, it is absolutely necessary if you want to see change.

So the question comes down to this: How can you give strong and constructive feedback to your employees?

When giving constructive feedback start with a goal. Every employee works differently and each individual person has their own personal and professional strengths and weaknesses. Because every conversation will be different, make sure you outline a specific and unique goal that they can work on. This can be a positive goal where you want to see them in a more leadership position or a more concerning goal where you need to see progress and consistency. Whatever is the case, make sure that is the one thing they can walk out of when the conversation is over.

Now, as hard as these conversations may be, you want to understand that it is not about the character; it is about the behavior and the work. Many employees in this situation feel that they are personally being attacked. To avoid that type of negativity, tailor the conversation more towards their work. At the bottom line, you need to think about the bigger picture. In order for you and your company to reach their goals, they need to improve their work ethics so that every party can see benefit from the progress.

To help with this process, make sure you are specific as possible. Do not generalize when it comes to your feedback. Be specific and use concrete examples to make your points. Now, when it comes to your goals, try not to ask for too much. Witnessing a day-and-night situation is incredibly rare. Instead, set realistic tangible goals. The worst thing you can do is overwhelming them to a point where they are unable to work. This is a progress. With your guidance, you will be able to shape and cultivate them into a better professional.

That leads me to my last point; make sure you show them your support. Supplying feedback and suggesting a course of action can come off as authoritative. To alleviate the talks, create a plan and follow up with various conversations and steps of how ‘you’ can help them develop within the field.

The Importance of Balance between Work and your Social Life

Various experts worldwide have resoundingly agreed that it is important to maintain a balance between your work life and your social life. For many college graduates and millennials entering the workforce, they tend to make the mistake of overworking themselves beyond the societal norm. While it is great to assume that  ‘go-getter, first to enter last to leave’ mentality, it is imperative for you to understand the dangers that come with this level of work. Now I am not saying that you should not work hard. Investing in your job and your company is incredibly beneficial in shaping your overall career and professional development. But to overdo this can lead to physical and emotional damages.

One of the more popular negative damages many companies and hiring managers are seeing, especially amongst millennials, is the high burn out rate amongst employees. At any job, the position and responsibilities will always be new. Unlike college where you have various breaks in between classes and clubs, corporate, private, and startup culture will always demand more from you. Those senses of responsibilities can eventually lead to self-doubt and stress. But as much as I can fluff around the responsibilities and objective of the workplace, I have to be realistic. Work will always be stressful. There will be times where you will be overwhelmed to a point where you are unable to concentrate at the task at hand. To prevent this from becoming a problem, you need to, of course, gain the much-needed confidence at the office so that you can perform at your best. While some people think this requires more work, this confidence can actually come about through just a simple work-life balance.

Now, finding a healthy balance between your work and your social life is not always easy. There will be days where you will be required to stay late at the office or you will be asked to work weekends answering emails. While those days will come, it is important for you to create and establish a strong and healthy balance between your work and social life. To do this, begin by organizing your calendar. Organization will always be key to this level of balance. Make sure you fill out your schedule in its entirety. This will help you iron out any logistics and provide a stronger sense of open slots and times where you can use for yourself.

As for your social life, keep this one simple idea in mind: stay active. For many millennials, they burn out from work because their life schedule becomes clockwork where it looks something like this:

 

  • Work => Drive home => Watch television => Sleep => Work again

For anyone, this type of lifestyle is simply not sustainable. To prevent you from diving into that cycle, try to join various extracurricular activity groups. Think of any hobbies or interest groups that you enjoy and try and find various meet ups through Google or word of mouth. In addition, look into joining a gym or any extracurricular sports club. The more socially active you are the better. Lastly, to truly ease your mind and refresh your batteries, try planning a weekend or week trip. This will help ease your mind and prevent you from over-stressing about the workplace.

How to Stand Out at Work

In the workplace, your average American is not simply looking to do the norm. Instead, many of these young professionals are looking to go above and beyond the day-to-day operations in order to propel them in a more favorable position. As much as we can attribute the idea of success to their personal and professional goals, many young professionals are trending to this gung-ho work mentality because of the fear of being labeled ‘average.’  

For me, personally, the idea of being labeled ‘average’ or ‘fine’ is not just hurtful, but frankly quite insulting. Yes, you are seen as an individual who can handle the day-to-day operations within the workweek. But to be associated with such a phrase implies a sense of mediocre work and indifferent attitude and work ethics. This phrase not only speaks to your professional abilities at the office, but also overshadows your opportunities to stand out as a leader and game changer.

In order for you to change any preconceived notions as an ‘average’ worker, it is imperative you internalize your strengths and professional goals for your job. Having those in mind will allow you to leverage any opportunity where you can stand out amongst the crowd.

To begin, make sure you know how to do your job and how to do it well. This will allow you to brand your professional skill-sets within the office in a positive light. Now as much as doing a strong job at your position can gain you praise and recognition, you want to understand that standing out as a leader takes more than the standard work responsibilities. To help you stand out at work, try and assume new obligations within your company. Even if these leadership opportunities are limited, try and ask your manager or supervisor for more responsibilities. For many managers, they recognize individuals who are willing to go above and beyond their daily task to help the overall betterment of the company. This can even lead to new and exciting opportunities when it comes to management.

One way to do this is by offering new and innovative ideas and suggestions. Start with what you know. The build upon that with how things can be done more effectively. For many workers, these suggestions can be a huge game changer in how they approach the job in a more optimal manner.

While it may be daunting to put yourself out there, it is absolutely vital if you want to grow and develop within your company year after year. For meetings, try not to sit quietly. Instead, contribute to the conversation on a higher level. Even highlight some of the work you have done with customers and clients that has led to a higher success. Remember, leaders are not silent in meetings. Be purposeful with your listening and act and speak out when need be. In addition, make sure you try and add value. The worst thing you can do for yourself is to repeat or rehash something that has already been said before. The more value you can add to the team the better.

Now, when it comes to your team, do not be afraid to offer help and advice, especially to new workers. You have already developed a strong reputation from the work you have done, even if you are just a few months into the job. This will allow you to develop that ‘go to’ reliable personality that can help elevate you at your company.

Last but not least, you want to make sure you are proactive. Whether it is a new project or an anticipated problem, make sure you are the person your manager and workers can entrust in you. This will allow you to become more a part of the company and diversify yourself from the herd.

How to Email Efficiently and Effectively

Email is a widely used tool for business communication. However, because of its overpopulated use, it has caused some tension, confusion, and other negative consequences for many professionals within their careers.

So how do you avoid sending unwanted or unwarranted emails? What is the most effective and efficient way possible to write a professional email that can get the results you want?

In this article, I will go over a variety of strategies that can help ensure that your email is clear, effective and successful. At the end of the day, an average office worker will receive around 15 to 50+ emails each day from administrators, coworkers, and clients. With this amount of volume, you want to make sure your email gets noticed and acted upon so that you can continue with the day-to-day operations at your workplace.

To begin, you want to make sure you are not over communicating by email. As effective as emails are, you want to make sure that the particular person or people receiving this email are not thinking to delete the conversation from their history. To avoid this, make sure you are being simple and precise. Be sure to highlight all of the information without going too in-depth with the content. The worst thing you can do is sending an overcomplicated email that is just rushed through by your receiver. At times, you may even want to consider calling that person to simply explain the overall situation than to send a 500+-worded email.

Now to of course help get your email noticed by your receiver, you want to make sure you are making good use of the ‘subject lines.’ Think of this as a head-title or text feature that can grab the attention of your audience. Overly worded subject lines or one to two worded titles can be overlooked or rejected as spam. Instead, choose a few well-integrated words that can tell the recipient what the email is about. If you know that this is something important, make sure you note it in your subject line along with a date for said-task to be done. For example, if you have an email that simply says ‘meeting’ or ‘assignment’ this can be clicked on very quickly and breezed through. Instead, you want to specify what the meeting is about like ‘Contract Meeting with John Smith, submit at the end of the day.’ Having that type of title provides a holistic understanding of what your recipient should accomplish with your message.

With the actual email itself, you want to make sure you are following the traditional business letter format. As much as you want to stay professional, do not over complicate your emails with jargon words. While it may highlight your professionalism, you want to make sure your message is clear and concise. Any type of confusion could compromise the overall success of the email. In addition, you also want to tailor your writing to the person you are communicating with. For example, if you are sending an email to a client or an administrator, make sure you are framing your message in a professional manner. In comparison, if your email is a nontraditional email to a coworker or friend, be sure to stay personal. The main idea here is to internalize the topic and theme you want to correspond with in order to get your point across.

Now, there will be times where emailing can be taxing and downright stressful. Whatever is the case, make sure you are polite. People often think that emails can be less formal than traditional letters. But in the world of business, you want to reflect your own professionalism, values, and attention to detail. Stay formal and professional. Even towards the ending; make sure you close your message with ‘regards’ or ‘all the best’ depending on the situation.

Last but not least, make sure you proofread the entire message before you hit ‘send.’ Taking an extra five-minutes to make sure your email does not have spelling or grammar mistakes can be a huge game changer for how your peers and clients look at you.

How you can Professionally Improve your Customer Service Skills

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Whether you are working for a private business or a nonprofit organization, effective communication will always play an integral role in your overall success at your company. At the end of the day, it is no secret that many hiring managers and recruiters are looking for qualified candidates that are already equipped with strong verbal and nonverbal communication skills. The reason why is that during the day-to-day operations within the office, you will be required to constantly communicate across a wide range of departments. While many companies will invest a large amount of their time, money, and resources into strong and viable communication, it is imperative that you reflect and internalize your own personal strengths and weaknesses with this overall skill. This type of reflective mentality will allow you to identify your own personal and professional flaws that you can alter to be a more confident and effective worker at your office. Remember, rock stars are not born; they are made. All you need to do is take that first step and the rest will come to you.

Now, for this particular editorial, I would like to speak more loudly on improving the customer service communication than internal communication within the office. If you would like to learn more about how to effectively communicate as manager or supervisor, you can visit my previous blog here: Scott Storick, Managerial Communication.

When we talk about client communication and customer services, we are initially talking about confidence and control. For this to be translated appropriately, you have to of course gauge the overall perspective of the client. Remember, good communication is about putting yourself in the position of your clients. Don’t be afraid to ask those overarching questions like: Why do they want to talk? What are they interested in talking about? Is this going to be a delightful experience or an absolute nightmare? By evaluating the overall situation in a holistic manner, you will be able to better prepare your side with the necessary information and tools your client or customer will want to hear. The worst thing you want to do to yourself is find yourself blindsided with various questions about numbers and progress and not having a strong and sufficient answer to back up your claims.

Now during the course of conference calls and emails, you want to make sure you are providing a sufficient amount of information to the table. Much of my advice to clients is based on being informed, and for good reason. All of us gravitate toward that one person who always seems to have the answer. It is that idea of being one step ahead of the game that gives the person you are talking to the necessary reassurance and trust that you are working with them than with their money. One of the things I like to do is of course provide some engagement task with my own personal clients. This type of information not only challenges your clients to think, but also have them explore new intellectual territory. By establishing that type of conversation, you will be able to ultimately build that much need trust for your future relationship with that person.

Now during this process, as much as you want to take control of the situation, you also want to be attentive and observant to their needs. For many of these calls, your client will contact you because of a misunderstanding within the contract or a miscommunication with the number of products delivered. My advice is simple; just listen. Humanizing many of your calls can help diminish any negative emotions coming into these customer service meetings. It will also give you a chance to control the situation even if you do not have the answer. For many of these cases, customers and clients just want to vent their frustration. Once that is all said and done, you are able to provide them with the necessary information to move forward into a better place.

The last piece of advice is more to do with you than anything. Be confident in your own personal abilities. At the end of the day, you are the expert on the call. If you weren’t, they wouldn’t be calling you for your help. By internalizing that one small piece of information, you will be able to remove those barriers and improve your abilities with customer communication. Just think of it like this. How would you react if you were in their situation? In the grand scheme of things, you would probably react the same. All you need to do is calmly and respectfully control the discussion so that you can move it into a more informative and effective call.

The Secret to Sales: How to Market to your Client

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No matter what industry you are in, the sales profession continues to move faster and faster each and every day. In a blink of an eye, new competitors emerge and products, especially those similar to yours, are beginning to find their footing within the convoluted market you are working in today. Before you know it, you are far behind.

As much as we can question the new age of consumer products, we first must understand the biggest problem that is impacting the world of sales. Far too often, businesses and organizations make the mistake of assuming that the consumer and client are willing to purchase anything based on its novelty. While that appeal may work for certain products, the approach itself is undeniably short lived. In fact, when it comes to marketing, it is absolutely vital that you market for the customer! This is something I have constantly reiterated to my own sales team. When marketing for a customer, you are targeting your audience. Just think about it. Strong reputable companies did not get to where they are based on faulty hypothetical ‘shot in the dark’ approaches. Instead, they thought strategically and creatively about their products and services and how each one is applicable to the wants and needs of the general public. From there, that information was learned, rehearsed, understood, and translated through the sales department.

Now to be a strong salesperson, you need to always be cognizant of the perspective of your customer and client. For many companies and firms, they usually rely on various scripts that dictate every step of how they should sell and market a product or service. As great as they may be establishing your presence within a call or one-on-one talk with your potential client, you as a salesperson should go above and beyond the script. For the best salespeople, they do not simply rely on the content that is given to them. Instead they adapt and alter their sales pitches in accordance with their prospective customer to further educate and inform them of what your company has to offer.

To start, begin by internalizing the vision and goals of your company. By having this deeper understanding of your company, you will be able to translate the overarching business ideas that can be useful when educating the potential client of during your sales pitch. In addition, utilizing your company’s mission can diversify your company’s service and streamline how and what you do differently from your competitors.

During these pitches, it is imperative that you first and foremost recognize the problem. Many clients and customers go to these businesses because they have a particular problem. In fact, that problem is the ultimate reason why your company was establish in the first place. But to help personalize the message even more, make sure you understand where they are coming from. Gaining a strong holistic idea of the problem they are experiencing will help you sell and rationalize your services to each individual future client.

To further bolster this knowledge, make sure you do your research on other competitors or services that are similar to your company’s products. Having that in your artillery can help you shine once again diversify and differentiate your product and services in the most beneficial way possible. In fact, doing this type of research can offer various insights of the strengths your company has against other competitors.

Now on the calls, it is important that you personify the ideal salesperson. While each individual has their own unique personality and take on the phones, you want to make sure you are well disciplined, charismatic, and resourceful with every client that you are talking to. To start, sales will always and forever be a difficult job. The phrase ‘ABC – Always Be Closing’ may sound easy, but in reality, is an incredibly difficult task. For most cases, this skill usually takes time and practice in order for it to be second nature later on down the line. Because of this, you as a sales person need to be confident. You need to have that unrelenting attitude and approach to go above and beyond in any situation. In addition, you need to exemplify the charisma and trustworthiness charm that can build and establish a connection with your potential prospect. For many customers, they view charismatic salespeople as not just another person on the phone, but someone who they can have a real meaningful professional relationship. Now, to help assist you with this, it is imperative that you are resourceful. Successful sales reps differ from the rest because they reach out and target the potential needs for their customers. That idea of going above and beyond means having information, having the analytics, or having other resources that is helpful in landing a particular deal.

The last thing I can say to help you develop within the field of sales is to be honest and transparent with every client. Regardless of what you are selling, establishing that trust with honest communication is something that will take you to the next level.