One thing has been missing from our certification training. It is a simple and direct conversation on how to succeed at XANT.
In the training curriculum, we teach the evolution of the inside sales industry and sales management software. We demonstrate how dialers work and how to use our CRM and PowerDialer to maximize contact ratios. Participants earn both the CISA-I (Certified XANT System Administrator) and CISA-I SF (Salesforce version of the system administrator certification).
Now that it’s time for our fourth two-week new employee on-boarding event, I plan to correct for the group starting next week, but for everyone else, here it is.
Five Simple Rules for Success
1. Show up on time. Being habitually on time communicates respect for yourself and others, broadcasts reliability, and reduces unnecessary stress. There will always be reasons for being late to some meeting or other, but the discipline of punctuality is essential for success.
2. Pay attention. Always attend to the most important things at critical moments. Our busy workplace is full of noisy and interesting distractions. Successful people notice the distractions; even enjoy them during an occasional moment. But success depends on ignoring the noise when the moment requires focused attention on a customer, a configuration detail, or a critical system.
3. Follow Instructions. Work diligently to understand, meet, and exceed expectations. This goes far beyond simply doing what you are told. Expectations are the instructions for our interactions. Successful people make a habit of clarifying expectations and following up to make sure those expectations are met or exceeded.
4. Know the Product. Successful people know the features, benefits, and impacts of their products. This knowledge is the resource needed to effectively and efficiently communicate with clients.
5. Kick Trash. This phrase is common in our organization and is best defined with examples. Imagine the 6-year-old Mozart rocking out on a frilly harpsichord at the court of the Prince-elector Maximilian III of Bavaria in Munich. Think about Jackie Robinson’s professional baseball debut on April 18, 1946 (in his five trips to the plate, Robinson had four hits, including a three-run home run. He also scored four runs, drove in three, and stole two bases). Remember Amelia Earhart’s courageous solo flight across the Atlantic (when she landed in a pasture in Northern Ireland, a farm hand asked, “Have you flown far?” Earhart replied, “From America”).
It really is just that simple and that difficult. Show up on time. Pay attention. Follow instructions. Know the product. Kick trash. Now go do it.
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