Goals.

This is a picture from my porch. My porch which is now my office on occasion. It's also the place where my kids painted when they were smaller. It's the porch that has hosted many friends over wine and delicious food. It's the porch where we watch wildlife and listen to the rhythmic crashing of small waves. It's a porch where I sometimes sneak out to watch sunrises before the house awakens. It's a porch with many stories. This porch is my happy place. Why am I sharing my porch with you? It's because this porch symbolizes GOALS and every sales professional, heck every person, should set some.

I recently had a discussion on whether businesses/bosses should discuss PPF's- personal, professional and financial goals- with each of their team members in one to ones. Some people may feel that it invades privacy, some may feel that it breeds success. I think creating a safe space where the employee feels comfortable to share whatever they choose to share is a surefire way to success. (Leadership lesson number 1- create psychological safety amongst your team.)

When I was 24 years old, I started working in senior living after having spent what felt like a lifetime working other places. By the time I was 26, I already knew how to run an automotive business (because my dad owned one and I started working there when I was 7), I had already learned how to work in a busy corporation as a receptionist (first job at 15), I had already waited my fair share of tables, I had already promoted/managed college bands and created/launched and managed multiple new concepts for flailing bars and restaurants. I had already sold advertising for race tracks and I had already spent a few years working in housing (student, multi-family and senior). Oh, and I had gone to college. At this point in my life, I felt it was pertinent that I decide on a career that fueled my soul and chase the dream of working for the best company in that industry. GOAL SET!

Enter the next- what would turn out to be- 15 years of my life. I found the best company and let's just say persistently followed up with people in that company until they hired me (some would say borderline stalked, but whatever). (Sales lesson number 1- never give up on the follow up if you want to win.) For the next 15 years, I was blessed to work with the best leaders in senior living and receive training from the OG's that shaped the industry. During that time, my leaders asked me questions constantly about my goals. (Sales lesson number 2- always know what will get you to the finish line each month.) In addition to asking me about how we were going to obtain success, they asked me about my personal goals. This is where my happy place comes in. I shared I wanted to own a lake house by the time I was 40. I was 26 and making $26,000 a year (um, I know that I do sales math but owning a lake house by the time I was 40 seemed pretty far off at that salary). My leaders all committed to helping me get there. If I put in the work, they would create the opportunities for me to grow. (Leadership lesson number 2- invest in your people.). Over the next decade, I worked very hard to take every opportunity that came my way. I worked with countless number of families making decisions to move their loved one into senior living. I took every stretch assignment, every coaching session, every failure, every interaction with colleagues, every competitive analysis, every sale and lost sale as a lesson. With each lesson, I grew. (Sales lesson number 3- authenticity, curiosity, tenacity, grit and determination will allow you to outsell your comps 9 out of 10 times. Always be evaluating yourself.) Each time I grew, my leaders opened a door for me.

In October of the year that I turned 37, I sat on this porch for the very first time. (Sales lesson number 4- goals are never out of reach if you commit to the hustle.) 5 years ago, I set a new goal- be a business owner where I could share my knowledge, life lessons and talent with sales professionals that could have a profound impact on a customers experience when making a hard decision. In turn, the business that those professionals work for would be more profitable. In addition, I would work with people with a proven track record of caring and winning. GOAL SET!

In March of 2023, the universe dealt my cards and said it's time to achieve the next goal. So, I jumped in feet first to co-create the best boutique sales consulting firm of the future with those exact leaders that opened doors for me along the way. Jessica Phaup Kelly Singleton Myers My truth tellers, my thought provokers, my ride or dies, my peers and now my business partners. (Life lesson number 1- NEVER settle for working for people that do not value your authenticity, take control of your own destiny.)

KJB Sales Consulting offers Fractional C-Suite and Regional Support, Business Analysis, Sales Training and Design, and Sales and Business Development Coaching. If you'd like to learn more, reach out to us at [email protected].