{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Emotional Literacy is Key to Sales Productivity with Connie Kadansky, Ep #176","description":"Emotional literacy\u2014sometimes also referred to as self-awareness\u2014is the ability to appropriately understand and express your feelings. It is key to becoming a productive sales professional. Why? Understanding your emotions and what keeps you from being a successful salesperson gives you the steps to move in a positive direction. Here to talk with Paul about emotional literacy and sales call reluctance is Connie Kadansky. She is the president of Exceptional Sales Performance and a notable coach in the industry, specializing in sales call reluctance. If you\u2019re ready to overcome what\u2019s holding you back and become a productive and effective professional\u2014don\u2019t miss this one! Outline of This Episode [0:20] Paul introduces Connie Kadansky. [1:20] What is productivity? [1:40] Why is being productive important? [2:00] Why aren\u2019t sales professionals productive? [3:10] Steps to improve productivity [5:40] Attributes of a salesperson [7:30] Productivity tools and strategies [9:30] Top 3 do\u2019s and top 3 don\u2019ts [13:55] Favorite productivity story Sales call reluctance and its impact on productivity Connie\u2019s definition of productivity is \u201caligning and integrating all activities with the salesperson\u2019s goals and the goals of the company\u201d. If a sales professional is struggling with productivity and unable to reach their goals\u2014they\u2019re not aligned with the goals of the company. So, why aren\u2019t they productive? Connie points out that it is often tied to sales call reluctance. Sales call reluctance is an emotional hesitation to prospect. She recommends facing the reluctance head-on. There is always a purpose to the emotion, but you must learn how to identify and navigate those emotions to become productive.  Keep listening as Connie and Paul discuss steps to improve productivity and attributes of a productive sales professional.  Emotional literacy and other tools for success Emotional literacy and sales reluctance go hand-in-hand. You must face the emotions that are holding you back from prospecting\u2014not ignore them. When you accept the emotion for what it is, then you can decide to move into a more productive emotion.  Connie points out that it becomes much easier when you acknowledge that the sale isn\u2019t about you. You are offering a potential client a product or system that will offer them value! She also notes that finding an accountability buddy can be instrumental in reaching your goals. In fact, your chances of achieving a goal go up to 72% if you have someone to keep you accountable. Connie\u2019s top tips to become more productive Connie\u2019s top 5 tips to become a more productive sales professional include: Take on call reluctance head-on! Use scorecards: Score yourself on activities, because whatever you measure, improves.  Learn how to center yourself; don\u2019t waste time transitioning from activity to activity. Don\u2019t go to lunch with colleagues\u2014go with prospects! Or anyone you can learn from.  Learn how to say an \u201cenlightened no\u201d. Say no to things you know will distract you and sidetrack your day.  To hear more details about Connie\u2019s tips make sure you listen to the full episode! How to assess your priorities A great quote from Jim Collin\u2019s reads \u201cIf you have more than 3 priorities, then you don\u2019t have any priorities\u201d. Connie took this quote to heart, and wrote out a lost of her top priorities\u2014and came up with twenty-seven. Knowing she needed to narrow this list down, she asked herself three questions:  What is the most important task? What is most urgent? What priorities have deadlines?  Once you have narrowed down your tasks to three works in progress, an effective way to knock them out is by chunking out the work. Break the tasks down into manageable steps and be disciplined enough to carry them out. Planning and prioritizing can make all the difference. To hear more of Connie\u2019s advice, tips, and strategies, listen to the whole episode of Sales Reinvented! Resources & People Mentioned The Unopened Book by Dan Newby and Lucy Nunez Good to Great by Jim Collins Sales Call Reluctance by Connie Kadansky Connect with Connie Kadansky Connie\u2019s Website 602-997-1101 LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https:\/\/www.podcastfasttrack.com ","author_name":"Sales Reinvented","author_url":"http:\/\/salesreinvented.com","html":"