Its time for Celebration and Some Introspection

Celebrations:

My last blog post was the 250th post on this blog. When I started this blog, I had not realized that this would be such a long, fulfilling and an interesting journey.

Thank You:

Along the way, I have met a lot of people who have shared my beliefs and those who did not share my beliefs. Irrespective of us agreeing, I have gained many more friends. 

In order to write a blog post, I have read many different perspectives that have already been shared by other bloggers. This enabled me to stumble upon some of the best content and bloggers that the web has to offer. Each one of them and the blog posts that I have read have contributed to improving my understanding of the topics I have written about. 

Some of my posts got great response (shared/read by a lot of people), some that i am very proud to have written but did not get shared as much. However, each one of these posts were equally difficult to write and equally satisfying. 

I would like to thank you all, my readers who have read, shared and inspired me to continue to share my thoughts as blog posts!

THANK YOU!

I also commit to you all to continue to strive and bring to you different perspectives and thoughts to the topics that i write about.

Introspection:

I think it is important for us all to introspect and look back at our work every now and then and try to make sense of the journey, what worked and what didn’t and why?  

I realize that most of my best work has been when I was emotionally involved and passionate about what I wrote. Most of these were in response to what I saw taking place in and around me in various organizations. 

I also realize that almost all of the work that could have been better has been when, I have tried to keep up to a schedule of posting, so that I continue to post something every week.

This has made me resolve that I shall strive to write posts only when I am emotionally connected to the topic.

For all of you who want to check my best work thus far, please find below a list that I have created.  

Top 5 posts (from a readership/shares) perspectives:  

5 posts which I think were some of my best work (apart from the one’s above): 

Do let me know which of my posts did you like the best thus far.

You could also connect with me at twitterLinkedInFacebookGoogle+

Hoping to continue to have your support! 

Restrospection & Introspection

Let’s consider an example of a sales person.

Sam is a sales manager for a software company and is responsible for selling software licenses to a set of customers. He had a meeting with one of his primary clients which did not go well and he lost the deal to his competitors. He had thought that his relationship with the customer was very healthy and he was very sure that would land the deal. He did not realize when he lost the deal.

He now has to go back to his manager Tom and inform him about the lost deal. He was not really looking forward to the meeting as he thought that the meeting would turn out to be nasty.

He goes to meet Tom and tells him that he lost the deal. Tom’s reaction surprises Sam. Instead of getting mad at Sam and blaming him for losing the deal, Tom is very calm and asks Sam to sit down. He then asks Sam to re-visit the last 3-4 meetings with the customer and try to think of something unusual that the customer said or did in those meetings. When Sam sat down and was thinking about those meetings, he does realize that the customer had been very fidgety whenever Sam had brought up the topic of the deal. He also remembers that the customer had changed the topic a couple of times when Sam was trying to figure out what the customer thought about his quote.

Tom then asks Sam what would he have done if he realized this earlier. Sam said that he would have explored why the customer was un-comfortabel every time the deal was mentioned. If he was able to find out the true reason, maybe they would have had a chance to win the deal.

Tom then asks Sam, what does he think, he could have done differently in those meetings. Sam gives it another thought and says that maybe he should have been a little more careful and observant about these little signals that the customer was giving.

Tom then asks Sam what he learnt from this incident. Sam says that he learnt that it is important to be more attentive and observant about the little out-of-place behaviours by customers to understand if all is well.

Tom adds that it is not always possible to observe all of this when we are in the middle of the meeting. So, it helps if we re-live all of these important meetings at the end-of-the-day. This will not only ensure that you do not miss any such signals but also helps in improving your ability to absorb more information the next time around.

Sam decides to make this a habit to retrospect all his important meetings with customers and also to identify what he did good and where he could have acted differently.

Moral of the story:

Retrospection of a meeting with a customer on a regular basis can help you pick up signals that can help you plan your next step with the customer. This coupled with introspection of our behavior provides us the unique opportunity to understand our instinctive behaviours and also helps identify the areas of improvements for all of us.

These are two habits (retrospection & introspection) that every successful sales person develops (consciously or sub-consciously). If used regularly in combination, this has the potential to provide us with incredible opportunities to identify our strengths and areas of improvement.

Tip:

Set aside 30 mins every day before you leave your office to retrospect on the day, important meetings and

  • List down any unusual behavior from others in the meeting 
  • If given a chance to re-live the meeting, would you like to change any of your reactions? If yes, what and why?
  • Read the entire list everyday morning just so that this remains in your conscious mind.