Stronger Economy- Resilience during economic downturns and increased number of investors, shoppers, and households with banking relationships. Better Physical Health- Resources for healthier eating, medical care, and periodic check-ups and screening exams. Happier People- Less anger about the American Dream slipping away and “haves” vs. “have nots.” By Dr. Barbara O’Neill, Rutgers Cooperative Extension Financial health matters… to everyone. Top 1%, bottom quintile, or any income in between, we are stronger as a country when people are financially healthy:Financially Independent Citizens– Less burden on government services that everyone pays for. Fewer Predatory Loans– Less need for high-cost payday and car title lenders and check cashers.My work includes studying health and personal finance relationships. I’ve written a book, Small Steps to Health and Wealth™, conducted research about health and financial practices, and developed five savings challenges. Two phrases come to mind when I define financial health:Small Steps- Any step forward is progress. I once taught a class series for struggling single parents and encouraged them to save loose change as “homework” in between classes. One participant beamed as she told me about saving $11 in one week. Her new-found sense of empowerment was remarkable.The 57% of Americans who are struggling financially according to the CFSI Consumer Financial Health Study, need to experience similar successes to build self-confidence and wealth.More Options– Financial health provides the ability to move cross-country, change jobs, help a friend or relative, take a vacation, leave an abusive relationship, retire at a certain age, etc. It puts people in charge of their money, not the other way around.How do we get more financially healthy Americans? Help them plan and coach them to succeed.Planning- My research found that people who are planners perform recommended financial (and health) practices more frequently than others. Consumer Federation of America studies find those with a savings plan are more likely than non-planners to save money and achieve financial goals.Coaching– Formal financial coaching programs have recently become available. However, anyone can informally empower others by helping them find information and encouraging them to reach their goals.Several recent studies have classified personal financial practices into categories. Each used a different term to describe a positive constellation of behaviors:Financial Well-Being (Consumer Financial Protection Bureau)Financial Health (Center for Financial Services Innovation)Financial Capability (FINRA Investor Education Foundation)All three entities include goal-setting and planning in descriptions of financially successful people:People with financial well-being “are setting goals important to them and working toward those goals,”Financial health includes “staying on track to meet long-term goals,” and“Planning ahead for predictable life events” is a component of financial capability.Financial planners often say “people don’t plan to fail; they fail to plan.” Planning increases future-mindedness and a well-tested research theory links planned behavior to action.To improve America’s financial health, start where people are. Encourage them to set personally meaningful goals and celebrate any positive action as “success.” Financial health matters to everyone. Let’s make it a national priority.
Develop dream client target lists. You need a list of dream clients. You need a list of clients who, were you to win their business, your organization would reach its potential. These dream clients are the prospective clients for whom you can create breathtaking, earth-shattering, jaw-dropping value. Your dream clients will be willing to pay for the value that you create. No one should start the year without calling their shots. Name the dream client accounts you are going to win from day one.Develop a dream client pursuit plan. If you are going to win these dream client accounts, you are going to need a pursuit plan. You are going to need to identify all of the actions that you need to take to open an opportunity within these client accounts. Your pursuit plan may mean that you need to have multiple people within your organization calling on multiple people within their organization. It may mean that you ask existing clients to make introductions to their peers within that dream client company. Be creative, and develop a pursuit plan that allows you to open and win opportunities within your dream client accounts.Develop a “nurture toolkit.” Pursuing your dream client accounts will require that you nurture relationships. To do that you’re going to need a set of tools. You’re going to need value creating emails that prove you know how to help your dream clients, but that make no ask. You’re going to need white papers that explain some idea your dream clients will care about, again with no ask. You may also need case studies. And articles that create value should also be part of your toolkit. It doesn’t matter what it is that you include in your toolkit as long as it provides your dream client with real, actionable value. By nurturing your dream client accounts, you increase the odds of getting a “yes” to your request for a meeting. Nurturing your dream clients will help you open opportunities faster.Establish goals and key performance indicators. Dream client targets are important, but so are the everyday outcomes sales organizations are built on. How many dream clients do you need to win in Q1? How many dream clients do you need to win in the course of the year? What are your revenue goals for each month, quarter, and a year? What are the key activities that you need to measure that will ensure that you reach your goals? You need to do this work before the year even starts. By providing goals and key performance indicators, you can stay on course and massively increase the likelihood of reaching your goals.Plan a sales year kickoff meeting. It’s not uncommon for sales organization to wade into the year. The first week in January is no different than the last week of December. There’s no excitement, no hype, nothing new. This is a mistake. Even if you can’t afford a massive kickoff meeting with professional speakers, award ceremonies, dinners, and parties, you need to do something. You need to create excitement and hype for the coming year.Establish a lost deal pursuit plan. You should not have lost some of the deals that you lost last year. Giving up and going away is not a strategy for pursuing your dream client accounts. How do you know that they are happy with the decision they made? Why have you allowed them to believe that you’ve given up and gone away? If the deal you pursued last year was worth having, it’s worth pursuing again this year. Develop that plan, and stay in front of them so that when a shred of dissatisfaction develops, you are standing there waiting in the wings.Develop 12 training modules (or more!). Don’t start the year without a plan to deliver at least 12 training modules to your sales force. Your salesforce can always use training on prospecting. They can always use training on creating value for customers. The people that make up your sales team will never fail to benefit from training around the language they need to use to be effective with your prospective customers. Twelve training modules is good, but 52 training modules is better. Even if you deliver these as a team huddle each week, you set the tone that you are learning organization, and each salesperson is responsible for getting better from week to week.Ensure your pipeline is up to date. Your pipeline is full of trash. Much of what is in there is irrelevant, incorrect, useless, and needs to be deleted. Many of the opportunities in your pipeline are just leads. You need to delete the non-opportunities in your pipeline, even if you have to declare pipeline bankruptcy.Make sure you start with your full headcount. If your quota is $20 million spread across ten salespeople, starting with six salespeople insures that you fail to meet your number. You need to start the year with a full headcount. If your budget allows for ten salespeople, ensure that you start the year with all ten salespeople. Each month that goes by without a salesperson makes it increasingly likely that you miss their portion of your quota. Hiring is the most difficult task in any organization, but especially a sales organization. Put the time in now, to make sure you start the year fielding a full team, and the best team you are capable of fielding.
MOST READ Brown, who is averaging 3.5 points per game and 1.8 rebounds this season, has received more minutes over the last couple weeks including two straight starts.“That’s working hard and the results are going to show. I’ve been getting more minutes and I’ve been taking advantage of that,” Brown said. “I don’t expect (anything) to change.” LeBron won’t tell All-Star order, jokes Westbrook last pick Brace for potentially devastating typhoon approaching PH – NDRRMC NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers 2 ‘newbie’ drug pushers fall in Lucena sting LATEST STORIES Milwaukee Bucks’ Sterling Brown (23) chases down a loose ball during the first half of the team’s NBA basketball game against the Brooklyn Nets on Friday, Jan. 26, 2018, in Milwaukee. (AP Photo/Jeffrey Phelps)MILWAUKEE — Police officers used a stun gun on Milwaukee Bucks rookie guard Sterling Brown and arrested the 22-year-old Friday after a confrontation at a Walgreens parking lot.Police Sgt. Timothy Gauerke says the department is investigating what happened and the officers’ use of force.ADVERTISEMENT Trending Articles PLAY LIST 00:50Trending Articles00:59Sports venues to be ready in time for SEA Games01:27Filipino athletes get grand send-off ahead of SEA Games01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City Read Next Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH Slow and steady hope for near-extinct Bangladesh tortoises Don’t miss out on the latest news and information. Gauerke says officers contacted a man after seeing a vehicle parked across two handicapped parking spots while doing a business check at about 2 a.m. Gauerke did not say what led to the officers’ use of force and it wasn’t immediately known whether Brown was cited for anything.“It’s a personal issue I’m dealing with right now. I know it’s being handled. I’d appreciate it if you all respect that right now,” Brown told reporters before the Bucks’ home game Friday night against Brooklyn.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutBrown had what appeared to be a bruise and scratches on the right side of his face.Asked if there could be any discipline for Brown from the team or NBA, coach Joe Prunty said “I truly believe. We support him in this. We believe it will be resolved quickly. We’ll move forward from it.” John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding View comments Kammuri turning to super typhoon less likely but possible — Pagasa Typhoon Kammuri accelerates, gains strength en route to PH
West Indies skipper Darren Sammy won the toss and opted to bat against India in the first One-day International at Queen’s Park Oval here today.India have not included off-spinner R Ashwin, opting to go with leg-spinner Amit Mishra.West Indies have left out big-hitting Kieron Pollard and all-rounder Andre Russell.Teams:India: Suresh Raina (c), S Badrinath, Parthiv Patel, Rohit Sharma, Shikhar Dhawan, Virat Kohli, Harbhajan Singh, Praveen Kumar, Amit Mishra, Munaf Patel and Yusuf Pathan.West Indies: Darren Sammy (c), Lendl Simmons, Dwayne Bravo, Ramnaresh Sarwan, Marlon Samuels, Carlton Baugh, Devedra Bishoo, Darren Bravo, Kirk Edwards, Anthony Martin, and Ravi Rampaul.– With PTI inputs