Lower Morale and Reduce Productivity

The basics in a management training program require that there is an understanding that managers can increase productivity by learning to increase morale. Reduced morale can lead to higher turnover (which is expensive,) sabotage, increased health challenges for employees, and an overall reduction in customer service (and sales.) “Old school” managers still try to manage by intimidation and threats to job security but the long term productivity results seem to be reduced due to internal sabotage or reductions in performance. A stressed out staff is more likely to show signs of “burn-out” if managers unnecessarily increase stress and pressure. Frustrated managers who take their anger and stress out on their employees do not get long term cooperation, reliable support, or loyalty from their staff. When there is a re-ocurring pattern of disrespect to employees, managers often create situations that reduce morale and lower productivity by other staff.

Employees are not stupid, in most cases, and a pattern of management disrespect or abuse will not have a long-term positive result. People will learn that they do not want to work in work environments that are made more difficult by abusive managers and poor leadership. Hey, this is NOT SOME NEW INFORMATION. We are coming out of a financial environment which has people feeling insecure and stressed. It is NOT the time to “kick them when their down” as some management seems to do. It is a good time to build support and mutual trust. Aside from business, it is also a time to be supportive of other people, especially employees, which can allow you to feel good just like when you can afford to make a donation to a deserving organization which helps with disaster relief. Yes, disaster relief begins at home with emotional support for the people you live around and WORK with. This is not “rocket science.” It is basic.

What would you think if you heard about a non-profit, community, health service who does not pay their health care providers much more than the minimum wage AND then sets out to abuse these professionals by taking away benefits, and staff positions, and even replaces providers who are off work for cancer treatment? (This comes from a true work example.) Does this sound like bully managers who can not expect loyalty from their under-paid staff? Does it sound like a situation that breeds “burn-out” and people looking to leave this organization? In this situation, I know that fellow providers are supporting one another, but the leadership and the managers are looking like bullies, and no one likes or supports a bully. As said before, the world is already stressful enough so we do not any more stress dumped upon us. Especially, we should not hire lawyers who work for the CEO’s who pretend to care for employees and say that they are saving the organization money by taking benefits from their poorly paid employees.

On the opposite side of this situation, there are leaders who attempt to keep their employees working to save jobs when things are slow. They may even reduce management costs, executive bonuses, and dividend payment to keep loyal employees working. They do not ship jobs overseas or out-source work to save money, where quality can be lost. There are even some organizations and executives who do not fight paying their fair share of taxes so that services that are required by our society can be funded, like schools/education. Sure I sound naive but “doing the right thing” is NOT negotiable, it has to be done or we are threatening to slip further into the role of being a 2nd rate world power with a reputation for being morally bankrupt and a greed driven culture.

It is time to step up to the plate and look out for each other as if we were all working to survive a natural disaster. In this case, though many do not take responsibility for their roles in it, we are in a man-made financial collapse. Our politicians and business leaders can step up and “do the right thing,” but history seems to indicate that greed and a “me first” attitude will win out, leading our economy in “marginal” direction. Lower morale is not just a business challenge but spreads to all of our society.

Building the Team: Creating a Positive Environment at Work

We spend a lot of our time engaged in work. For many of us, our work includes regular, perhaps daily, interactions with co-workers. Relationships form with the people who we work with and who we see many days of the week. These relationships can make the work environment positive and productive or, to the contrary, negative and even destructive. Good managers encourage good relationships at work, in most situations. The supportive relationships can assist the work of the organization to move forward. As people get to “know” one another, deeper understanding and tolerance can grow which can lead to better professional relationships and enhanced productivity. Building a team in your work group or, within your immediate organization, allows people to connect in positive supportive ways. This is especially true in businesses which require communication amongst personnel to accomplish the end product or service. Technology companies, healthcare providers, most financial organizations, education, and most governmental organizations can benefit from the enhanced communication which good team building helps to create.

Team building is not a waste of time, because when it is done correctly, it saves time, increases productivity, reduces accidents and mistakes, and encourages good problem solving to overcome obstacles and time pressures. There is almost no downside to team building. It does require time to get started and to help maintain but the positive attitudes in the workforce will offer a positive return on investment. Good or great managers rely on the benefits of their efforts to build productive teams. Creating “buy-in” and the emotional connection of the key personnel will increase loyalty and productivity while reducing sabotage and increase retention. Team building can be a key ingredient for many of the most important “players.”

Consider that not all team building activities work as expected. Sometimes it can go sideways, or worse. Some planning is required and the tailoring of a team building program can have greater positive results. A good manager might want to get some assistance in developing and executing a great team building activity. Please do some research to determine the best program for you and your organization. Getting input from your team will enhance “buy-in” even before the event, so consider interactions with participants as you develop your program.

For additional coaching regarding your team building requirements or for program development consider contacting the Stress Education Center at www.dstress.com for input and support.

9 Benefits of Executive Coaching

Why executive coaching? Because study after study shows that coaching works! Executive Coaching is an effective tool for organizations and their key people in making changes in both the direction and impact of their work. It is a cost effective way to assist your key personnel to develop their skills in leadership, communication, strategic planning & implementation, focus and accountability.

The focus of the coaching relationship is on the client, on what the client wants to have happen, and on what will help them to achieve it. There is no other relationship that consistently offers this extraordinary level of support and encouragement. The coaching relationship is often described as “having your own personal navigator for the journey: someone who will help you find your way and stay on course”. Many business and professional people describe having a coach as their own “secret weapon”, someone who keeps them focused and on track toward their goals when the tendency otherwise might be to lose energy or become distracted.

How Can Executive Coaching Help You?
1. Gain clarity about and maximize your strengths.
2. Gain ongoing encouragement and accountability toward reaching your goals.
3. Reach higher levels of performance and results.
4. Become the leader you have always wanted to be.
5. Identify and align your life and work with your values.
6. Set and achieve individualized personal and professional goals.
7. Thwart your “inner critic” and other stumbling blocks which have previously sabotaged your success.
8. Develop and sustain balance between work and personal life.
9. Apply concepts from international research on positive psychology to learn how to become happier and derive more satisfaction from your life.

Excellent Areas for Executive Coaching Include:
• Maximizing performance and results at work
• Developing, and fully utilizing a strong, highly engaged staff
• Successfully modeling and managing the challenge of change
• Starting a new area of business or expanding your current business in new and innovative ways
• Becoming more organized and in control of your time and space
• Preparing for or successfully navigating a career transition
• Developing new energy and stamina by becoming healthier, losing weight and changing your lifestyle for good
• Creating more joy, and revitalizing the passion in work

Executive and Corporate Coaching is for Increasing Productivity:
• Human Resources Departments interested in hiring external coaches
• CEO’s, executives, managers and other professionals who would like a coach
• Companies looking to launch a coaching initiative
• Initiatives to prevent and/or cure burnout
• Companies wanting the support of a coach in any of the following: Strategic planning, process re-engineering; creating a compelling vision; launching and developing teams; or 360-degree reviews.

Also, this is great support for business owners and entrepreneurs who have goals and long ranged plans.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training (using Sports Psychology.) Contact Dr. Mason to discuss your specific requirements and to receive a tailored proposal for you or your organization.

Please visit the Stress Education Center’s website at www.dstress.com for articles on Executive Stress and Performance, free blog signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833. www.dstress.com

Executive Stress

Executive Stress – Why We Are More Stressed Now Than Ever Before

On his one hour commute into work, Robert, the executive vice-president for a large international bank, noticed that his stomach seemed tied up in knots. His doctor had referred him for some executive coaching to assist him in reducing symptoms of job stress. Robert was being treated for stress related high blood pressure and now he was having tests for a possible stomach ulcer. It was not uncommon for tension headaches and neck aches to develop near the end of his work day and prevent him from sleeping well at night. Sometimes he would awaken at his normal time and feel completely un-rested as he pulled himself out of bed to prepare for his day. Even on his weekends, Robert would be distracted by his fatigue, loss of concentration, and an irritated stomach.

As he began his stress management coaching, Robert had a difficult time finding the time required to practice his stress management exercises. These were provided for him on audio CD’s that he could listen to while undistracted for 20 minutes. Robert was struggling with finding 20 minutes in his heavily scheduled day. After several weeks, Robert was convinced, by his coach, that this expenditure of time would not only allow him to feel better, it would probably save him time. He began to practice these relaxation strategies and to his amazement, Robert found that the program really worked. He listened to the CD’s while being driven to work. At work, he discovered that he was better able to concentrate and to communicate with his co-workers. This allowed him to get his work completed in less time. He saved one and half hours on most days. Robert invested the “extra” time in some projects that he enjoyed but had not found the time to accomplish. This gave him greater satisfaction and a sense of control that he had not remembered feeling for a long time. In several more weeks, Robert reported fewer headaches, better sleep, and reduced stomach problems. Eventually, his blood pressure began to respond and was reduced to normal ranges with less medication. Robert was convinced that stress management improved the quality of his life and allowed him to be more productive.

Why do Executives suffer from the effects of stress?
What are the possible symptoms of stress?

We are all born with a primitive survival mechanism called the “Flight/Fight Response.” This ancient survival responses has been inherited from billions of years of evolution. 5,000 years ago, if a man was confronted by a threat, he could either run away or stand his ground and physically fight against his attacker. His body would automatically prepare for the action required to survive. His heart beat would increase, his blood pressure would go up, his breathing would become more rapid, muscles would tense to prepare for the fight or to flee, his hands would get cool and clammy, digestion and libido would be reduced, and the primitive brain would take over reducing his ability to think clearly, instead making him more reactive to his fear or anger. These “hard-wired” responses that are triggered when we are threatened. The threats today are usually not as life threatening as 5,000 years ago but our sub-conscious perceptions believe that an upset client or a poor contract negotiation are as serious as a life and death confrontation. We only have one way to respond to the stress of change. Even if the change is a positive experience our body responds in part, if not all, the “Flight/Fight Response.”

The pace of change has increased and adapting to change triggers the stress response. Even positive changes can be stressful. To prove a point about how positive change and stress can be dramatically bad for your health, I want to tell one brief story. When I was growing up, I read a newspaper account of a man who suffered from good fortune! The story read that a man had won a large sweepstakes award. He had won a fortune…. $100,000, which back in those days was a lot of money! He was so overjoyed with his good luck that he celebrated in an unfortunate way… he died of a heart attack! How many people do you know who get a new job or relationship, and wind up paying the price of this positive stress?

Now, more than ever before in history, people are overwhelmed by the stresses of life. The pace of change due to new technologies and the new information that technology generates has created overloads that we are not able to handle in appropriate ways. In the past ten years, people are developing symptoms of these new technologies. Eye strain, back strain, wrist/hand strain, neck problems, even increased body weight, and substance abuse increases can be linked to long hours in the modern work world of computers and technology.

Who in this modern world can say that our primitive response to stress, from millions of years of adaptation and survival, has been able to keep up with the accelerated pace of change during the past few decades? Have you evolved a new survival mechanism to counter the old Flight/Fight Response? Normally, evolution of these systems takes nature thousands of generations to develop. In today’s world, more people are overwhelmed by the accelerated pace of change than ever before in human history! There are always a few “genetic immunes” who make the rest of us look like “slackers” but, trust me, more of us suffer from the pace of change than there are those who seem to thrive in this 24/7 world…)

If we can not change the pace of the world around us, or the people we do business with, or the behaviors of the people we live with, or the global changes that affect us, then we can at least become aware of these stressors and avoid becoming a victim to these changes! We do have control over the way we respond to these changes.

Awareness is half the battle! Know how you respond to stress in your own unique way! Know what in your life is causing this transitional stress. Then, you must develop daily habits that effectively control the negative physical and emotional responses to stress. You can GET BACK in CONTROL! You can prevent, or at least minimize, symptoms of stress such as: headaches, backaches, neck aches, high blood pressure, panic, anxiety, many stomach problems, sexual dysfunction, possibly reduce auto-immune problems like allergies or some forms of arthritis, sleeping problems, bruxism, TMJ, and other stress related symptoms. The emotional symptoms such as: loss of concentration, withdrawal (depression), anxiety, being accident prone, memory loss, poor motivation, poor communication, poor performance, and some learning disabilities can be linked to stress and reduced, if not eliminated, by awareness and lifestyle changes. Key executive personnel can be given executive coaching and this can prevent them from becoming liabilities due to inefficiency or poor productivity. You will want to protect your valuable employees and avoid having to replace and then retrain key personnel who may be impaired or lost due to stress related symptoms. One higher level executive let his response to stress take the form of anger and had lawsuits threatened and the alienation of his team to deal with (and the liability that faced the company.)

Executive stress management programs are tailored to the specific requirements of the executive and their specific symptoms. Programs can include a combination of strategies such as: regular relaxation practices, increased physical exercise, and changes to the diet. These are the three components of a lifestyle designed to encourage health and symptom prevention. Though they require time and energy, they tend to give back health, well being, and effectiveness.

Stress management and regular relaxation can be performed in different ways. These can be selected and developed for individual preference and to fit different styles. Some executives enjoy stress management techniques that were created from Western European tradition such as Autogenic Training phrases. Other executives may respond better to styles of meditation drawn from “Eastern” traditions such as yoga. Regardless of the historical origins of the relaxation strategies they all will benefit the practitioners in similar ways. They all reduce heart rate, lower blood pressure, slow and deepen breathing, relax muscles, send warmth into the hands and feet, and increase the ability to concentrate, solve problems and enhance communication. The best results come with practice. It takes 8-12 weeks of regular daily practice for most people to get the maximum benefits. For myself, I found that after 12 weeks of regular practice with Autogenic Training (20 minutes per day) that I required one and half hours less sleep at night. I was better rested and could focus on tasks better, allowing me to get more accomplished in the same amount of time at work! This is not uncommon.

Regular physical activity not only helps with the health of the heart and can burn calories for weight loss but it also can assist you in by releasing stored muscle tensions. This muscle tension can cause many problems from fatigue, loss of focus, poor sleep, to muscles spasms that create headaches, and neck and back aches. By working these muscles, they can relax better after the exercise period. Many mental health professional also know that regular exercise can help to minimize or prevent depression.

Diet and nutrition can effect your health and well being. There are many different philosophies on eating for the best health. In busy times, business people need to eat well to maintain their highest levels of performance. Eating as close to “natural” is recommended. Fast foods and highly processed convenience foods are not the best for long-term health and well being. Food additives (colors and preservatives) can cause bad reactions. American eat too quickly and this unfortunate habit is spreading worldwide. Drinking alcoholic beverages for relaxation can easily move to excess and can then stress certain systems in the body. One glass of wine is probably better than no stress management, but becoming dependent on drinking wine, beer, or distilled spirits is not a good strategy for stress management.

Regarding diet and nutrition, executives who find themselves suffering from the symptoms of stress should consider reducing, if not eliminating, caffeine from their diets. Caffeine acts as a stimulant and can increase symptoms of stress. Caffeine can negatively impact your sleeping patterns and reduce your productivity on future days. With the increase of coffee and expresso shops in the past 15 years, we have noticed an increase in symptoms of stress. Caffeine is found in coffees, black teas, chocolate, sodas (most colas and some caffeine enhanced beverages), and some other products. (Please read the packaging labels.) This can be a very difficult habit to change. If you want to eliminate caffeine, and you are a heavy user, please slowly reduce your consumption by gradually replacing your caffeinated products with non-caffeinated products. I have worked with people who have eliminated their headaches, muscle pains, sleeping problems, stomach dis-stress, and even high blood pressure problems by minimizing their use of caffeine.

Though stress from the pace of change is unavoidable, you can avoid becoming a victim. By taking the time necessary for these preventive activities, you will save time and enhance your performance.

Since 1978, the Stress Education Center has provided consulting and training services for individuals and organizations. The books, tapes, training seminars, online courses, and executive coaching have assisted thousands of motivated business people to improve their performance and enhance the quality of their lives.

For additional information on retention or copies of the executive summaries on Hiring Winners or Keys to Retention based on information gathered from executive interviews, contact L. John Mason, Ph.D. at the Stress Education Center – Dstress.com (360) 593-3833 or mason@dstress.com

As an Executive Coach, consultant, and trainer, John works with executive management teams to leverage their strengths and create superior performance.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Executive Coaching and Training.

Please visit the Stress Education Center’s website at Stress, Stress Management, Coaching, and Training for articles, free blog signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

5 Powerful Stress Management Tools

There are many stress management techniques. Everyone who has spent time attempting to find the best stress management technique has found that there are many ways to reduce stress. The block to success has been that it requires time and patience to develop the awareness and the skills to allow these techniques to have their maximum benefit. I want to list 5 of my favorite techniques and would encourage you to consider trying one or more of these until you find the ones that work best for you. If you have suffered from: lack of focus, high blood pressure, anxiety/panic, headaches, or sleeping problems, seriously consider learning one or more of the following techniques to minimize stress in your body and to get back in control of your life.

Many people have tried forms of Eastern Meditation to relax. These techniques have been around for thousand of years. The “Western mind” may struggle with the discipline it requires to focus your attention and to then “still” your mind. When coaching busy individuals, I do not start with these techniques, except for some of the basic breathing techniques.

What I do start with, and is #1 on my stress management list, is Autogenic Training phrases. I learned these in 1977 as part of some of my original training in stress management and biofeedback. This is the technique that I use regularly for myself. This style of stress management uses 6 basic phrases that I repeat to myself, each 3 times, and then with practice get to the level of stress management that I desire. First there is a “mood” phrase- “I am at peace with myself and fully relaxed” to get me in the mood to begin relaxation. The text for the entire exercise is available in my books with a chapter dedicated to Autogenic training in “Guide to Stress Reduction.” The six basic phrases include: “My right arm is heavy,” repeated 3 times, (then left arm, right leg, left leg, and neck and shouldes are heavy) (which is used to begin to relax skeletal muscles,) then “My right arm is warm,” slowly repeated 3 times, (then left arm, right leg, left leg, and neck and shoulders are warm) (which is used to improve blood flow and circulation into the extremities,) then “My heart beat is calm and regular,” then “My breathing is calm and regular,” then “My stomach region is warm and calm,” and finally, “My forehead is cool and calm (or smooth.” Amazing results after daily use for 8-12 weeks especially with sympathetic nervous system symptoms like: migraine headaches, high blood pressure, panic/anxiety, distress related digestive challenges, etc

My #2 relaxation favorite is progressive relaxation. There is a whole chapter about this technique in “Guide to Stress Reduction” and many other sources. There two major versions of Progressive Relaxation including an “active version” where you tighten and then release muscle groups and the second form which is the “passive version” of attending to muscles and releasing tension without tightening the muscle groups. This is great for sleeping problems, headaches, neck/shoulder pain, and back pain.

#3 is using Visualization or Imagery for stress management. This is often combined with one of my first 2 choices to deepen a relaxation practice. This involves using your imagination to see or feel or hear or even smell mentally constructed relaxation triggers. As an example, picture yourself on a mental vacation in beautiful place outdoors on a warm and peaceful day. Settle back into what ever you might imagine yourself lying on such a lounge chair or a blanket in the warm sand (or grass.) Imagine that you can feel the warmth of the sunshine or the warm breezes as the tension melts away. Perhaps you can imagine the sounds that might surround you like the sound of waves or running water or the sounds of the birds or the warm breezes. Perhaps you can imagine the smell of salt air, or of the flowers or grasses or of the woods. Imagine that you can soak up the warmth and let the tension melt away. This is fun mental relaxation that can help you to control anxiety and start the process of encouraging healing o begin.

#4 Using special breathing techniques to slow yourself down and distract yourself from stressful experiences. Start with taking 3 slow deep breaths to begin to trigger some relaxation. Then you may want to take 4 breaths by slow counting 1-4 as you inhale, then hold your breath for a count of 1-4, and then slowly exhale as you count 1-8. The counting will occupy your mind and help you to relax. A great counting relaxation at bedtime involves counting backward from 50 down to 1 but do it this way. 50,1,2,3, 49,1,2,3 48,1,2,3, 47,12,3 etc. Your mind can get bored with keeping these numbers in line and gradually drift off into a restful sleep. (key: do not rush through this counting and breathe slowly.)

#5 is using a form of biofeedback to monitor your body’s level of stress and then monitor your learning of relaxation as you “let go” of your stress. There are several forms of biofeedback which are used. EMG biofeedback measures levels of electrical activity, or muscle tension, and teaches you to relax specific muscle groups. A more inexpensive form is temperature biofeedback where you begin by taping a simple thermometer to the side of your index finger and allow yourself to relax until you feel your hands warm above 90 degrees Fahrenheit. 93-95 degrees Fahrenheit is ideal and usually symbolizes relaxation of this system. The reason this works for many people is that when we are under the effects of stress we often constrict blood flow into our hands and feet as a survival response. When you can “let go” and have a vaso-dialation which increases blow flow into your extremities you are better able to “let go” of emotional stress and function at a more ideal level.

Most of these simple, but powerful, stress management techniques are described in “Guide to Stress Reduction” and at the Stress Education Center’s website at www.dstress.com. Audios are available for download as stress management products and are at the core of the 5 session online stress management course. Contact us with any questions or for stress management coaching/training.

More information and detailed stress management techniques are listed at the Stress Education Center’s webpage. Please visit and read the “articles” which may assist you.

Reasons for Corporate Executive Coaching

1. To enhance performance, increase productivity and profits, and career Development:
Accountability partnerships

2. Protect company’s assets from potential legal challenges.
Behavioral corrections: harassment, anger management, conflict management, and “last chance” support for poor performance.

3. Management Team team building: Enhancing communication, EQ, team productivity, OD

4. Retention of Key Personnel (and Loyalty): Incentive Bonus Package, Benchmarking top performers and learning what motivates your key people (to keep them satisfied and productive.) Creating an “Attraction Package” for hiring success (use Benchmarking for selection process.)

5. Honoring organization’s Mission Statement of support for executives, leaders, and managers. Offering “Continuous Life Long Learning” investment, skill development or enhancement (leadership and managing,) and career management (perk.)

Costs of Executive Coaching should be more than offset by increased productivity, reduced turnover, and risk containment.

Areas of Experience with Executive and Management Team Coaching:
• Skills for Productivity and Performance Enhancement – Accountability
• Leadership Development for Executives & Managers
• Communication Development for Executives & Managers
• Sales Skills Development and Accountability
• Meeting Management
• Time Management
• Goal Setting and OD Planning
• Work/Life Balance
• Stress Management – Reducing Stress Related Health Challenges
• Customer Service
• Anger Management and Mitigating Harassment
• Manager/Supervisor Skill Development
• Team Building Skills for Managers
• Motivation Skills for Managers
• Presentation Skills Development
• Career Management
• Leading Change
• Conflict Management
• Emotional Intelligence (EQ)
• Negotiation
• Assessments, Benchmarking Success, 360 Degree Feedback, EQ

Visit the Stress Education Center http://www.dstress.com for more information regarding Executive Coaching. Or Call the Stress Education Center at (360) 593-3833.

7 Steps to Prosperity and Wealth

3 P’s (Productivity, Performance, and Prosperity) Process: Life Prosperity Program

What is prosperity and wealth to you? If you are willing to work and you can find the correct vehicle to create financial success, then here are the seven steps to attain your goal.

I qualified the offer because this is not a get rich quick scheme or a win the “Lottery” fantasy come-true article. It requires that you have a desire to work for the success that you deserve. Sometimes a key to success is to find the business or service that you are most passionate about and a way of presenting this to potential consumers. There are other articles and coaching that can lead you to the discovery of the best financial endeavor for you…

The 7 Steps are:
1. Set Your Goal
2. Overcome your barriers to success… Take Responsibility!
3. Create your plan… Map your path
4. Visualize your Success (and Create Affirmations that lead to your Goal)
5. Work Your Plan… Dedicate some time and energy to Achieving your dream
6. Let Go of Expectations that will Prevent your Success
7. Show Gratitude for your life and Success and find a Positive way to give “Back”

Are you ready to get to work? This will be your basic outline of the steps you need to move to success.

1. Set Your Goal
Think Big! What do want to achieve? How do want to be living? Where do you see yourself in 5 years? How much money do you want? How soon do you want it? Can your business endeavor allow you to reach these goals? For example, if you are working part time at WalMart can you expect to acquire $3 Million Dollars by Christmas? Probably not! You will need to find and develop another financial vehicle to get you to your dream, and to do this by the upcoming Christmas Season may be a challenging time frame.

Without a solid, articulated and specific goal, you can not get in the game. Many people require assistance with this first step. There are small business support organizations and business mentors from an organization known as SCORE (look for score.org to find a local office in the United States.) Do not let them steal your dreams, but get advice regarding how your business might start or how to enhance your venture’s operations. They can even help you develop funding after you create a solid business plan. (Do not be afraid to ask for help or, at least, feedback from people who know business These people will be your Role Models or Mentors, or Coaches or possibly your partners…)

Do not skip through the first step! You will need to establish a Goal to set your sights on. The more specific you can make this, the better, and faster, you will get your best results.

2. Overcome your barriers to success… Take Responsibility!
If you have never been financially successful before…. WHY? You would really benefit from knowing why. What are your limitations? What have you learned from the past? How can you accept responsibility for any obstacles that you have encountered in past endeavors? You may even have to ask the hard questions about why you needed to “attract” the past lack of success. If you look to blame external sources, you may be missing an opportunity to learn how to control these situations in future situations. Taking Responsibility is difficult for the people who need this the most. It is too easy to quit when you can find a reason or excuse that is beyond your control… I repeat, this is easier said than done, so be prepared to reach out for assistance overcoming limitations and barriers.

For many people, their fear of success or distrust of money (or wealth) can be major barriers to achieving success. Do not become a victim to past programming or childhood experiences. You are ready for success and you deserve the benefits of financial security and wealth. Do not give in to negativity or bad habits. It is time to behave like a winner! This is a challenging, but important, step that often requires personalized attention.

3. Create your plan… Map your path
You need a “road map” that will take you to your goal. You need to break down the small steps that will lead you down the pathway to your success. Some people forget these details. They might act too quickly and fail without a good, thoughtful plan. Some people over plan and do not act. You need to find the balance. Create a workable time frame. Get the resources you will require to execute your plan.

Reward yourself for each small achievement. Celebrate the steps that you take on the path to your success. If you are moving toward your first $1 Million dollars, you should celebrate your first $100, then your first $500, and your first $1000, etc. I did not say go out spend all your profits, but you need to acknowledge the victories along the way. Let these help to build your momentum.

Also, remember that along your path, you may find alternatives or additional sources of revenue that will get you to your goals more quickly. Be open to these and be flexible.

4. Visualize your Success (and Create Affirmations that lead to your Goal)
After you have created your plan, then you must visualize this plan succeeding, not in the future, but as if it were happening NOW!. It is best to visualize, or see, success coming to you. Also, FEEL the success. Feel all of the excitement and joy. Bask in these great feelings as you desire the success, again, as if it were already occurring. HEAR the sounds of success. What would this victory sound like to you?

There are skills that you can learn and use for creating positive affirmations. You repeat these several times throughout your day. The affirmations are the positive advertising that you need to develop the unconscious habit patterns that will lead to your success. Powerful affirmations that are in the present, positive, and emotional will work the best for achieving your goals. Build a “Vision Board” with pictures of your desired lifestyle and post this where you will view it daily.

5. Work Your Plan… Dedicate some time and energy to Achieving your dream
You have to get out there and work your plan. Talk to everyone. Network. Market. Sell! Produce your product or service… Demonstrate your passion, skill, and enthusiasm. Do not miss an opportunity to share your dream and visualize your success. When you are exercising, visualize your plan and its success. Before bed and right after waking, say your affirmations. Make your calls. Send your letters or e-mails. Learn about the things that you can do to better market yourself and your product. Learn about additional successful strategies that you see your successful role-models using.

Habits can be difficult to change. We do not like change, most of the time, but we have to gradually allow ourselves to push through to new habits of success. It can take time, so DO NOT GIVE UP! Getting discouraged and quitting is all too common for many of us. People like to work very hard and then succeed though hard work does not guarantee success. However, you may be surprised how easily your success will manifest when using these 7 steps.

6. Let Go of Expectations that will Prevent your Success
The harder you TRY, the more challenging success can get. Have you ever NEEDED a job or NEEDED a relationship? Did it seem like the more you needed or wanted your desired outcome the more obstacles seemed to appear? The more you push, the less success you get. You must learn to have powerful visualizations but less “Attachment” to the outcome. Be pleasantly surprised and try to drop your expectations. Expectations screw things up! Learning to “Let GO” physically, then emotionally, and then spiritually, will serve you well, but again, is easier said than done. Our Ego gets in the way and does not allow the success to flow freely to us. Our Ego wants to push and to “Own” the success. When our dream arrives or our goal is achieved, it will be more a “gift” from the universe… A gift you must celebrate… A gift that you deserve!

7. Show Gratitude for your life and Success and find a Positive way to give “Back”
Be grateful for all the blessings you have, no matter how small. Appreciate the assistance and guidance that you get along the way. Celebrate and share your prosperity by assisting others. This does not mean giving all your money, or all your time, or all your resources away, but be willing to support and honor, with respect, any and all travelers you meet along the way. We are all in this together, on some level, and we must be willing to “give back” in some way…

Mentoring others can be a great networking opportunity and a way of giving support.

These 7 steps work best when you get them tailored to your specific requirements. You may need to find mentors or coaches to assist you developing and executing your plan. You may require an accountability partner (or coach) to help keep you focused. You may want to develop a supportive Master Mind group that will assist you in moving toward your success. Very few of us can make it through all of these steps alone, so consider the assistance that you require to clarify these steps and then to help you to maintain your focus as you move down your path toward your goal.

Celebrate your Productivity, your Performance, and your Prosperity.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training. His new “Life Prosperity” retreat process guides his clients to personalized success strategies that lead to increased productivity and prosperity.

Please visit the Stress Education Center’s website at Stress, Stress Management, Coaching, and Training for articles, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

6 Keys to Sales Success & Personal Prosperity

Sales Prosperity – Success Tips
Including Tips for Sales Managers

#1 Know Your Strengths and Challenges

If you want to more productive and prosperous in your sales activities, you must begin by knowing where you are strong and where you have challenges. You will not benefit from “sticking your head in the sand.” By knowing and understanding what you do well and what requires more attention, you can improve your productivity. There are several ways to gather this information.

Assessments which are specific for determining skill levels in the sales process can be very helpful. This works especially well when we can “benchmark” the top performers in your organization, so you can compare your skills with the most effective sales personnel. Assessments which measure your behaviors and motivations can also be powerful tools to better understand your unique skills and motivators. These behavioral assessments will also tell you about your style of communication and can assist you in learning how to be more effective in communications with your clients. Interviews with clients and people who know you and your work can also be useful for this assessment process.

#2 Know Your Product

Any good sales people know that product knowledge and understanding your “USP” (unique selling proposition) is essential for setting you and your product in the best possible light thus enhancing the sales process. New sales personnel do not always have to be “experts” but they do need to know the strengths of their product and how it might compare with major competition. Developing relationships and getting the information you may not be able to answer to your clients questions becomes essential when you are new or are developing new relationships.

#3 Know Your Customer

Understanding your customer, in general, is important. Understanding your customer, in specifics, can be the difference in the sales process. You can not be lazy or make assumptions to have long term success. A tailored proposal based on your client’s specific requirements is necessary to close the deal, so do your homework. If you do not know THEIR “hot buttons” then they will not pay attention to you or buy your product or service!

Knowing the attitude and style of specific customers will be very useful when you put your presentation together. For example, your client may be a “detail” person, or perhaps a “cutting edge” person. Your sales pitch will vary to best connect with the unique character of your client. You can be coached in how to be the most effective in building your targeted presentations.

#4 Know How to Communicate Benefits to Your Customer, Effectively!

Understanding your client is essential. Knowing how to best communicate your “USP” in ways that solve your clients’ challenges will help you to most successful. So, knowing your product’s benefits, and your clients requirements, packaged for the unique communication style of your client will lead to sales. This is easier said than done, but can be learned and then practiced for the greatest levels of success.

#5 Know How to Focus and How to Follow-up

Understanding the sales process and setting goals is important. Perhaps even more important to sales success is knowing how to stay focused and releasing the distractions which can get in the way of your positive efforts and waste your precious time. Focus is a skill that can be coached and developed. If you have time to waste then this skill is not as important, but most successful people are very busy and need to be able to keep themselves clear and focused on their goals.

Appropriate follow up with clients provides the experience of professionalism, respect, and customer service that helps to build long term successful relationships. Great follow up will also lead to referrals and testimonials that will generate future business. Over performing in your follow up activities will be seen as exceptional service and this leads to greater productivity and prosperity.

#6 Know How to Prepare Yourself for Prosperity and Success

Wanting to be rich and successful is not enough to create this higher level of success. Preparing yourself for achieving your goals requires time, effort, and often feedback. Attracting success and prosperity has become a recognized part of the sales process for the most successful sales performers. You can read books on this topic or go to trainings. If you wish to take the quickest path to prosperity and to overcoming any personal blocks to success, you may want to consider getting coaching that is designed for your specific requirements. Everyone wants to be successful. Not everyone knows how to get there with some extra support from an accountability partner. (It can cost you some money to be successfully coached, but it can also pay major dividends to have this additional support.)

Sales Success Tips for Sales Executives-Managers-Owners

Do you want to get the most out of your sales force? Would increased productivity help your organization’s bottom-line?

Benchmarking your best producers is very useful. Knowing their skills, their motivations, and their behaviors will help you to avoid wasting time and money when filling your critical sales positions. Understanding your weakest performers can offer you the information you need to develop these low performers or to avoid hiring them for your unique sales situation. With your best sales performers benchmarked, you will be able to develop the most effective training programs to increase productivity in all your sales team. Each organization is unique so do not get outside consulting or training that does not fit for the specific requirements that you have.

Would you like to pay coaches or trainers based on your teams success and not on a flat fee basis? If a trainer or coach could help you or your sales team increase sales by 20% would you be willing to pay a 2% of this increase or 10% of your increased profit for this service? This is similar to a 10% “finders fee” for a productive referral. Besides benchmarking, your success may require coaching and training for your sales team. Consider a lower cost coaching/training model with an incentive driven compensation system. In some situations, I will coach sales teams and get paid a percentage of the increased sales business. For this to work, we need to do an assessment of your sales staff, research the market, and better understand the unique selling features of your product or service. If we can both profit from this sales development program, then we can discuss the percentage of compensation and the time lines for compensation. There are some fees for the assessment process which cover the costs of research and for program development.

L. John Mason, Ph.D. is the country’s leading stress management expert and the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training. His experience in guiding sales teams and individuals has succeeded in increasing profits and productivity. If you want to be more successful, call Dr. Mason for a proposal.

Please visit the Stress Education Center’s website at http://www.dstress.com for Stress, Sales Management, Coaching, and Training for other articles, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833. www.dstress.com

If you are looking to promote your training or coaching career, please investigate the http://www.dstress.com for Professional Stress Management Training and Certification Program for a secondary source of income or as career path.

#1 Waste of Time and Energy

A Case for Executive Coaching:

There has always been a huge amount of waste in America. Heck, we have made a fine art of wasting our resources, but the catastrophic effect of wasting our time, our money, our energy, and our health on our lack of positive attention to the excessive stress in our lives is mind boggling stupid!

If we could avoid accidents and focus better on present assignments, we could save a huge amount of time and energy. This will save us money and improve our productivity… A very simple concept, but an easily ignored solution to our huge problem of wasted resources.

An executive vice president of a large financial institution was referred to me for Executive Coaching. He was actually sent by his physician because he was challenged by high blood pressure and GI complaints as a habituated response to his daily work stress. Let’s call him Bob. Bob was very successful and in his mid 50’s. He admitted that his real motivation in seeking coaching was that he was suffering from “Burn-out.” We decided to help him to manage his stress related symptoms because these “distractions” were keeping from enjoying his work. I gave him background information regarding the physiology of stress to help explain how and why the stress response manifests in physical or emotional symptoms. I also explained that stress wastes his time, uses up his energy, and creates distractions that can lead to wasteful mistakes. Bob agreed to listen to some guided relaxation CD’s that would teach him to control his habit of holding stress in his circulatory system and GI tract.

We met once a week to check in and to upgrade his stress management strategy. There was a huge struggle in the first few weeks because Bob could not “find time” to listen to the 20 minutes guided relaxations. At our fourth session, I “fired” Bob. I explained that it was a waste of our time and his money to continue this work if he was not going to follow through. (Note: the understanding of the theory of stress and stress management is almost never enough… one actually needs to practice stress management to master it to get the best results.) Bob had never been “Fired” from anything and he pleaded with me to give him one more chance… He figured out a way to use the CD before work. In two weeks he returned with a positive response. It was not that his blood pressure had dropped, because that requires 8-12 weeks of regular practice for most people. Bob said his GI complaints were a little bit better. But, Bob’s biggest revelation was that in 2 weeks of practice he could get his 8 hours of work done in 6.5 hours and this freed time to work on “back burner” projects (that were more interesting to him.) He was getting more done in less time AND having more fun! His “burn out” (due to overwhelm) was slipping away. Bob was sold on this stress management process because he was feeling better and being more productive. He realized how much time and energy he had been wasting!

Bob’s story is far from unique. I have heard this hundreds of times. Americans have a difficult time “sitting still” and resist practicing stress management to prevent problems or to improve their quality of life. If you found the “right” stress management technique, one that will work for you, the practice will free up your time, energy, and improve your focus. Research indicates that 20 minutes of deep relaxation can re-place the need of up to 2 hours of sleep. The sleep that you do get will be deeper and more restful. That is another huge problem for Americans, we do not get enough quality sleep/rest and our health and productivity suffers.

If you could feel better, save time, improve your productivity and focus, and have more energy would you spend 20 minutes of your valuable time practicing stress management? Stress management can even help to slow the aging process and may help you from the eating habits that make you gain weight.

Getting trained or coached in stress management is not expensive. The skills you will learn will last a life time and may prevent, or reduce, the need for costly medications. You might be able to minimize, if not eliminate, stress related symptoms that impair the quality of your life and negatively affect your productivity.
My challenge to you after reading this article, will you get up and do something to manage your stress or will you just stick your head in the sand and re-enter your state of denial??? Effective stress management often includes a combination of regular relaxation (or meditation,) some physical exercise, and a decent diet that avoids caffeine… Also remember that alcohol, medication, or drugs are not good long term solutions for stress management.

Please take good care of yourself.

L. John Mason, Ph.D. is the country’s leading expert on stress management and the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training.
Please visit the Stress Education Center’s website at Stress, Stress Management, Coaching, and Training for articles, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

If you are looking to promote your training or coaching career, please investigate the Professional Stress Management Training and Certification Program for a secondary source of income or as career path.

9 Tips for Management Success

Skills Necessary to Be an Effective Boss

Would you like to improve on your management skills? Whether you are a business owner, an executive, mid level manager, or beginning supervisor you can develop your skills which will increase the productivity of many of the people who report to you. Though simple in concept, these skills may require practice and dedication to master, unless you are a “natural” manager. (Even “natural” managers can improve their skills, and if you are a “natural,” you already know that you can be even more effective.)

Working with people requires interpersonal skills that can come more easily to some people than others. Especially if you have been promoted because you have great technical skills and experience, you will want to avoid becoming a victim to the “Peter Principle.” The definition of the Peter Principle is as follows…

“The theory that employees within an organization will advance to their highest level of competence and then be promoted to and remain at a level at which they are incompetent.”

[Author Laurence Johnston Peter (1919-1990).]

The level of incompetence suggests that people will rise to a level of management that they are untrained to do with success. Managing other employees with skill and competence is often the level that proves most difficult.
To become a successful manager requires certain awareness and then specific skills at communicating, motivating, time management, effective delegation, training, hiring winners, personnel evaluation (or appraisal), self-awareness, and healthy self-confidence. You can neglect any of these qualities/skills and still get by as an average or poor manager or you can confront the personal challenges and develop into a good boss and successful manager. Good, to great, interpersonal skills will help a lot but not everyone has these skills when are getting started in managing.

To become skillful, you first have to realize that may not be perfect and that you would be willing to make positive changes to some deeply held beliefs or habit patterns. Sometimes we have to “unlearn” habits or techniques that we have used, or seen used by our parents, teachers, ex-bosses, or mentors. As an example, have you ever seen a frustrated parent or manager yelling emotionally in an upsetting moment. There may even have been violence or intimidation expressed and you realize that in the modern world of work, this is not acceptable as a motivating or guiding management concept. These explosions of emotion may work once or twice, in the “short term,” but will not work effectively for long term success. “Explosions” tend to damage relationships and may require too much time and energy to repair, which can be very difficult to do if your employment has been terminated.
There can be frustrations in interpersonal interactions, however, but appropriate managing in these difficult situations is what sets the great managers apart from less prepared, less successful managers.

1. Your personal motivation to be open to change and the desire to become a great manager is essential.

2. Self-awareness regarding your strengths, and more importantly, your challenges (your flaws/weaknesses) is very important. It is best to know, and understand, your own style of communication, your own motivations, and the difference in the styles and motivations of the members of your team so that you can communicate with, and then motivate, all team members most effectively.

3. Your abilities to communicate can be developed and enhanced to allow you to manage more effectively. Especially important is the ability to listen and the patience to really understand what you are hearing from your communication partner. (Do not rush to respond. Show respect and draw your partner out until you can clearly re-state what they are attempting to communicate.)

4. Negotiate a fair resolution, where possible. Rally your communication partners allegiance to your mutually agreed upon solution. Set a reasonable and verifiable timeline for accomplishment of the goal or project. “Clearly prioritize” the efforts of the project, the team, and each individual’s role in the project.

5. Offer support (and mentoring) along the way, without micro-managing along the way. Positive feedback and, most importantly, plenty of positive recognition (and celebration) for positive movement and ultimately for success will be worth your time and effort.

6. Show respect and try to see your partner’s point of view without overtly judging. Good delegation tolerates solutions that may follow a different path than you might have chosen. Though taking responsibility for their decisions and actions can be a very important step by your employee and should be discussed in the planning (job description) phase of the delegation process. (It is best, where possible, to allow for creativity by your team members.) Find ways to get your people to “fall in love” with your project, and hopefully, your company by allowing creative input into the project development process.

7. Clarity is important and should include the “big picture” of what is desired for long term success of your organization and how all of your individual team members will fill the necessary roles to accomplish the objectives of the project at hand. (Everyone needs to know their roles and their value to the project.)

8. Honor and acknowledge as many individuals, and of course the team, as often and as much as possible. This is especially true when deadlines are tight, team work is good, and creative solutions are developed. Rewards and acknowledgment do not always have to be in financial rewards (though team members who are high “Utilitarians” will require appropriate remunerations or other forms of compensation for their successful work.) Not everyone is motivated, solely, by money. This is where knowing your people will work as a successful retention strategy. Be creative in providing recognition and rewards.

9. You need to really care! Care about your team. Care about the project. Care about the company/organization, if at all possible. Your team will know if you do not “really care” and they will treat the project in the same way they see (or feel) their manager’s level of commitment.

If you find that you require clarification on any of these tips or could benefit from coaching to enhance your skills then find the best coach, trainer, or mentor to get you to the level you require. Do not think that you have to “re-invent the wheel” or figure it all out on your own, get feedback and assistance. Recognizing where you require assistance is the most important step you can make toward your eventual success. People who do not know how to ask for help are often the ones who do not reach their full potential. If your organization does not support you in your quest for improvement then consider doing this for yourself and possibly exploring other more supportive and empowering organizations.

Many managers have great technical: training, experience or skills, but have not been coached or mentored as managers. If you are looking for coaching or management development, please consider the Professional Management Coaching Program for manager skills training.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training.

Please visit the Stress Education Center’s website at www.dstress.com for articles on Stress, Stress Management, Coaching, and Training, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

If you are looking to promote your training or coaching career, please investigate the Professional Stress Management Training and Certification Program at www.dstress.com for a secondary source of income or as career path.