Learn to know what to look for

When I’m working with young managers, I resist to urge to run over and fix what’s got them bogged down.

For instance, the young manager’s figures must match in the computer to what he’s got written on the page-when they don’t he’s got to find the discrepancy. Pressured by time, he may be quick to ask for my help & what would’ve taken him 15-30 minutes or longer, I can spot in seconds.

It’s because experience has taught me to know what to look for. As soon as I look at the screen I can see he put in the wrong selling price,  trade amount, used the wrong rebate, or the wrong tax rate. It’s a simple fix but took me 100’s of hours to hone.

Experience really is the best teacher because it teaches you to know what to look for. The outcome of epic results come from the income of experience and reps.

It’s frustrating to do menial tasks or the grunt work for those who are senior to you. Don’t be so quick to point the finger saying that you shouldn’t have to do his work simply because you both have the same title, because you may have the same title, but you don’t have the same experience.

And it’s not about talent either. As a young manager, you may be more talented than the other, but you’re not more experienced-the proof is when something arises that you’ve never seen, you freak out while he’s calmly looking in specific areas to find the fix.

That’s why you need experience. Take on the tasks that get dumped on your lap or no one wants to do. Mix the experience with your talent and you’ll develop more skill. Reinvest the skill back into more effort and you’ll quickly (in retrospect) rise above the herd.

Success is a scavenger hunt and sometimes you have to sit on the trail and survey the terrain for hours before knowing where to go.

You’re learning to know what to look for. Initially your confidence is going to dip and you’ll want to pull the chord and eject for help, but sit in the tension and keep working and looking. You’ll learn to quiet the voices in your head screaming Mayday! as well as spot the fix.

Success runs opposite of the herd. Most people run and ask for help, but if you train yourself to figure it out, you’ll learn to know what to look for and you’ll soon be that go-to person for others who freak out like you once did.

Because we’re working with more people by phone than in person, we recently installed new software to virtually interact with our customers better. Because it was new, when something didn’t work as expected, my inclination was to look up and ask for help. In a click or two, the technician overseeing the implementation would put me back on track-the fix was right there on the screen, I just didn’t know what to look for.

Learn to know what look for.

If you’re in management, don’t be so quick to ask for help. Stay silent and figure it out.

If you’re in sales, don’t be so quick to think “I don’t have anything with this customer.” Learn to know what to look for using verbal and non-verbal cues.

If you’re in phone sales, resist the urge to hurry and get off the phone and check the “not interested” box. Learn to know what to look for using verbal tones and offering additional options behind the no. (Remember the first no is free, the rest you have to earn.)

Working out: Don’t keep taking the same classes and doing the same exercises. Working out is boring because you’ve made it boring. Re-up by enrolling in a different class and jump on some new machines and exercises. You’ll look clumsy at first, but through the reps, yo’ll learn what to look for and make the adjustments.

Never settle, keep selling in Life no matter what.

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