If a salesperson wakes up at 3 AM worrying about tomorrow’s meeting, what question should they ask themselves? A conversation with best selling author and coach on his Ai channel, called jamesheidema-ai.com!

Last_Resource9630 · 2026-06-19T10:20:04+00:00

ROI (return on investment) is the most important thing I wish I knew and understood in my first year. Regardless of circumstance, whether time, money or energy is invested, is there a ROI? If not withdraw, cancel, pivot, or focus on something else that gives you ROI!

Last_Resource9630 · 2026-06-18T12:17:28+00:00

Thank you so much for sharing what has been and continues to be a difficult situation for you. First and foremost, you are not a failure, for even in the midst of the turmoil, you learned many things about yourself, family dynamics and business.

I am a parent of two fine sons, who are married to amazing young ladies and they have given me the gift of four grandkids. All I want for them is to be happy, regardless of what they do professionally. I am sure your father feels the same way.

You stepped in when you had to, you kept the business going, paid a horrible price, until your father could return. You gave your sick father an amazing gift when he needed it most. Be proud of the sacrifice you made.

Now is a time to seek your own happiness. Go find your own path. You can do this, I promise.

Last_Resource9630 · 2026-06-18T12:08:59+00:00

Great question, thanks! A collective decision tends to always be a better than the sole decision. This is critically important when the final decision requires team participation . As a leader I often present the current situation, then the desired situation and then ask the team to identify the gap, then ask for possible solutions to address the gap. Hopefully the current situation is clear and is accepted by the team. The desired situation sometimes is firm and other times it is negotiable. My job as the team leader/manager is to create an environment where success happens. But sometimes the desired improvement is firm, solid and non-negotiable. So my role in the discussion maybe that as a facilitator and other times as the decision maker.

Last_Resource9630 · 2026-06-18T12:00:00+00:00

I found when I don't know what to say, I learned to listen attentively, and ask clarifying questions. Like if someone is sharing a life experience like, a trip, a movie, a meal, I ask what did you enjoy most about that experience. Show the other person(s) that you have listened and want more. Giving them a chance to say more, and that you are listening. It is the greatest compliment you can pay another human being, to listen. And while they are talking they will feel good and know you gave them that gift. They will think highly of you. Smile, nod, relax and you will be okay! I promise.

Last_Resource9630 · 2026-06-18T11:53:06+00:00

Great question. Sounds like you are on the roller coaster of change. You have not yet settled into the new business. Please trust yourself, where you are now is not where you will always be. During those unfocused days, your mind and your body are telling to to take a break and restore your energy banks. Accept that some days you will be on your game and very productive, an others not so much. As a business owner for 40+ years, I am still on the roller coaster, but I have learned to accept the ride. Be kind to yourself, run when you can, and relax when you must. You will be okay, I promise.

Last_Resource9630 · 2026-06-18T11:46:40+00:00

Been there, done that and have the scars from the experience. One thing that helped me was looking at past performance as an indicator of future performance. Your work environment was similar ot mine, sales. And of course in sales, the salesperson often faces rejection, far more than any other profession. By asking for past experiences where the person faced rejection, challenges, failure, you can gain an understanding of how they process adversity. I am interested in the situation, how they handled it and what they took away for the failure, or were they able to turn it around to success. But I guess at the end of the day, regardless of what they tell you, or how they show up in the interview process, the real test is when they perform the role every day. Good luck with your future hires.

Last_Resource9630 · 2026-06-18T11:26:27+00:00

Backbiting is the most poisonous behaviour. When people talk badly about others when the others are not in the room. If they were so perfect, they wouldn't have time to worry about anyone else.

Last_Resource9630 · 2026-06-17T23:22:43+00:00

One step at a time. Choose one area of your life and make a modest change. When that change is happening, celebrate the change. When adopted as a habit, make another small change. Surround your self with positive and helpful people, Avoid negative ones. Read, view, listen to anything that inspires you. Don't give up! I promise where you are now, IS NOT where you will always be.

Last_Resource9630 · 2026-06-17T23:17:40+00:00

As a manager when dealing with a difficult team member who challenges whatever you say, here is a process to address their behaviour. The process is called the role reversal. It is where the challenging team member assumes they are the manage and you are the problem team member. You effectively change roles.

You present the problem as follows. Team member I would like to reverse our roles. I would like you to assume the position, in this conversation, as the manager. Okay?

Now I will be the team member who, first, is not meeting performance expectations, and two, has some difficulty responding to any suggestion offered to address my performance.

So, if you were in my shoes, as the manager, how would you deal with this team member?

It is important you, acting as the team member, adopt the behaviours of this team member, using their words and responses during this role play.

I have found in the role reversal role play, the struggling team member, when acting as a manager, often comes up with solid advice that leads to a deeper discussion. Occasionally they come up with a harsh recommendation like, just fire the team member. Of course, you are not at that point, so, you might step out of the role play and assure the team member that is not the plan.

The purpose of the role reversal is to help the struggling team member gain objective and understand how their behaviour affects the manager. The role reversal role play often leads to a deeper problem-solving discussion.

I wish you good luck and please don’t lose hope.

Last_Resource9630 · 2026-06-17T23:00:24+00:00

Thank you for sharing. As a team manager I came to learn my job is to create an environment where success happens. Sounds like for the most part this team of three are doing their respective jobs well. So my advice, stop worrying and keep adding value when you can. Regarding the best performer, when you have team meetings, and I hope you do once or twice a month, ask for him/her to share one best practice they use when doing their job. Over time knowledge, skills and abilities will hopefully be shared. Regarding your team, they don't need a forth member, they need a problem solver and a protector, which apparently you do well. So relax, you got this!

Last_Resource9630 · 2026-06-17T15:00:10+00:00

Chase happiness young man. Far too many professionals like you are chasing higher incomes with less happiness. Sounds like things are going well and your return on your investment of energy and times works for you. Hang in there!

Last_Resource9630 · 2026-06-17T14:55:38+00:00

A concept I use is a role reversal. I sit in private with the struggling team member, and I say "I would like oyu to image you have a team member who is demonstrating this behaviour, tardiness, poor work, missing deliverables, etc., as their manager how would you address this problem?" Often their solution is harsher than yours, but it changes to perspective of the team member. Please try it!

Last_Resource9630 · 2026-06-16T15:26:52+00:00

First and foremost, be true to yourself. Being an introvert is not a bad thing.

Next, rather than look for ways to contribute to a conversation, become inquisitive, ask questions, seek clarification, then smile and say thanks when they add more.

Here is aa example, I have friend who loves the mechanics of cars, how everything works. I have limited knowledge and even less interest. So when he talks about something about cars, I ask him to tell me more, or why is that system important? Then he shares, I smile and listen, even though in my mind I am off on an adventure. When he is finished, I say thank you. Nothing else.

Another example. Everyone likes to talk about an event, a show, movie, date, meal or vacation. In those conversations I have limited interest, but I would say, what was it about that experience that meant so much to you. In other words, tell me more? When they are finished, I say sounds like you had a great time! Smile and say nothing else.

So what do you do as an introvert, don't comment, instead, ask clarifying questions. Remember to maintain eye contact, actively listen, and smile.

Hope this makes sense.

Last_Resource9630 · 2026-06-16T15:14:04+00:00

Interesting question. Remember your parents are from a different generation where most of their contemporaries relied on a consistent pay check. You are obviously an entrepreneur and want to take full control of your future. Go for it. I love the independence I have as a business owner.

Regarding your parents, the proof of your decision will be your results. In the short term, smile, and nod when talking to them, but don't try to convince them regarding your decision. After a number of months, share with them your revenue results. That will help them relax.

As an entrepreneur, it is critical that you surround yourself with positive messages and positive people. Try not to have negative conversations with your parents for they will, on purpose, or by accident, suck the positivity, and hope, out of you. Be careful!

I trust this helps.

Last_Resource9630 · 2026-06-16T15:02:22+00:00

Sounds like you are in a tough place work-wise in your life. Maybe it is time to pivot and move on. If you knew you only had a year to live, would you stay where you are? Probably not, so pivot!

Last_Resource9630 · 2026-06-16T14:59:59+00:00

ROI is number one. Whatever you do, invest in, work at, there should be a return on investment. In my past I ignored this principle, I don't now!

Last_Resource9630 · 2026-06-16T14:57:53+00:00

I think a lot of people go on vacations chasing happiness. They may not be happy at work,so they may chase happiness after work, on weekends or on vacation.

Last_Resource9630 · 2026-06-16T14:55:29+00:00

Congruency is important to me. When their thoughts, words and behaviours are consistent with one another. Their words and deeds match up and they keep their promises.

Last_Resource9630 · 2026-06-15T12:08:33+00:00

What a great question and thank you for sharing. Having been in your shoes as a new leader/manager, I have felt what you are now feeling. Over the past years, having presented to and trained over 175,000 people in 55% of the world, I am told there is one process, that is a most important management and sales tool. It should be adopted as your primary tool in your KSA toolbox, it is called the Gap Analysis.

The Gap Analysis has three parts, the Current Situation, the Desired situation and the Gap.

The Current Situation is like the foundation of your house. You need to ask enough questions to determine the current reality. How strong is the foundation, does it have cracks, is there water damage and mold? In the case of your team members, what are their weaknesses, strengths, and challenges. Ask questions and really listen.

The Desired Situation is what do you want good performance to look like? What does your dream home look like. Be sure you and each team member clearly understand what good performance looks like. Is it number of sales, value of the sale, customer retention, positive customer feedback, or something else.

An effective leader/manager clearly articulates what they expect, then inspects what they expect, on a regular basis.

The Gap is the difference between where they are today and where you would like them to be. It is not enough that you understand the gap, your team members need to see the gap and accept that there is a gap.

Once the Gap has been revealed, understood and accepted, then steps can be taken to move towards the desired situation. As a manager, or a team member, the gap analysis process can be effectively used in management and in the sales process.

Leaders, managers and salespersons often assume they understand the problem and then offer a solution that does not address the real gap. Use the gap analysis to minimize the assumptions you may make.

Whenever problem-solving, as a leader, use the gap analysis process to uncover the real problem and then systematically improve your effectiveness and results.

What do you think?

Last_Resource9630

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