Blow the Doors off Sales-as-Usual We recently ran into an MVP who is blowing the doors off sales-as-usual. Jenny Allen is a sales manager for the Manchester Grand Hyatt San Diego. She sells meeting space for a living. Jenny is one of 20 managers, her sales goal last year was to close 7.4 million and she closed at 12 million. When we talked to Jenny she humbly shared her 100% closer rate! Not bad stats for a woman who’s been in the business for only three years. So what is so unique about Jenny? Is it the site? Well, the Manchester Grand Hyatt is pretty cool, but to be honest there are a lot of cool sites in San Diego. So no, site alone isn’t it! We think it has everything to do with being a player.

Asked: I have used your books Tricks for Trainers, volume 1, and it has very effective exercises. Do you have any tips for conducting training sessions on Analytical Problem Solving Skills? I have found creative problem solving but not analytical problem solving.

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Very often in our jobs and our lives, we believe that we have to “do it myself,” as a young child might say. This exercise helps participants recognize that sometimes we CAN’T do it ourselves, and it is okay to ask for help. An application where this has had great success is in any type of abuse training — physical, sexual or emotional — where participants are often reluctant to ask for help. This exercise can help them see that on their own, there is little chance they will be able to solve the problem. You’ll need one 11/2 inch rubber band for each participant.

There are times when a particular song seems as if it were written for us. When these songs come to us, it’s important to recognize the message they bring and allow the music to be our “theme song” until we arrive at a new place in life and a new tune. This activity provides wonderful classroom connections as students recognize shared life experiences. You can use it as an opener to encourage interaction and build community.

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According to Tom Rath and Barry Conchie, coauthors of Strengths Based Leadership: Great Leaders, Teams, and Why People Follow, it's easy for leaders to misunderstand what followers need. The confusion is exacerbated because what leaders get paid to do often is not what their followers need them to do.

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Purpose: To help students get acquainted with each other and to connect the activity to class content.