It’s not WHAT I do but WHY I do it that really matters (January 7)

​Even after 4 years people still often ask me “what is it you do now Scott"? Historically, I’ve told them what I do – initially Business Development Consulting and now that has evolved into what I described as something along the line of “I provide leadership and business development training and coaching’. Often the response I get is ‘that’s really awesome’ and sometimes even ‘that’s what I want to do when I retire’.
However, as I am learning thru delivering training and my own efforts at continued professional development, it’s clearer and more impactful if I explain ‘Why’ I do it.

So, for your reading enjoyment and for me to practice what I teach, here is WHY I do what I do:

1)     Personal enjoyment and satisfaction
It used to be that I gained a lot of satisfaction and pride in creating great relationships that ultimately evolved into a sale. Still do of course. However, I feel a great sense of pride when someone comes up to me after a training session and shares how much they enjoyed the program. Particularly if the workshop started with them disengaged and with arms crossed and ended with them excited to go back to work and practice the new skills they learned. The transition is awesome to see.
Also, when finishing a coaching call and the person I am working shares how much they’ve gained by working with me. Man that feels good.

2)     Giving back
Have you ever invested a lot of time and effort getting good at something? Maybe you were immersed in a sport or music and as you got older you felt compelled to coach or teach others. With 30+ years as a professional in sales and leadership I now have the opportunity to work with others who want to get even better at what they do. It is very rewarding to help others. (Plus gray hair and glasses give me more credibility!)

3)     Believe in people growing and improving
It is really encouraging to see people wanting to grow and get ‘more better’ (Scott-ism). Professional Development is not something I was dedicated to in the past. I always felt that working hard, treating people the right way and relying on my people skills was enough. I realize now with the benefit of hindsight that being intentional about growing professionally and dedicating time to learning and continued growth will greatly improve your results professionally (and personally).
Helping others who have figured out (earlier than me) that they want to grow as leaders and as sales professionals is important to me.

4)     Believe in the profession of Sales
Sales and revenue generation are so important to companies and the economy. Further, most senior positions in organizations are held by people with specific education and degrees – CFO, Director of Engineering, VP of HR etc. However, in many organizations and sectors we tend to hire younger less experienced sales people and encourage them to ‘get out there and sell’. Sell more. Sell quota. Sell bigger deals in a shorter time period.

But how?

It is vitally important that we continually educate, train and coach our sales professionals on the right way to do this. What are the best and most effective ways to work with our clients to build trust, uncover their challenges and opportunities and help them achieve their goals and by doing so, grow our sales and increase revenues for our employers?
Better sales people = better results and more satisfied customers. So let’s work together to elevate the profession of sales.

5) It's Fun
This is fun. I like people. I like helping people. I am learning and growing - so what else do you need?
So WHY I do what I do is that I really enjoy helping organizations and people grow. I believe in the value and importance of helping people grow and the significance of the profession of selling.
How I do this is by leveraging my 30+ years of varied and extensive professional experience and the partnerships I have with organizations like The Envision Group (www.envisiongroup.ca). Now that I better understand WHY I do what I do, I am now better able to share it with you.

So what do I do: I help organizations and people grow

Here’s to a great 2020!

​Scott