Jennifer Blakeney introduced our guest speaker, Jamie Crosbie. Jamie started her career in traditional recruiting firms primarily in sales leadership positions, then served as vice President of Sales at Career Builder. She founded ProActivate over 13 years ago. Jamie has 20 years of experience in sales leadership and the talent acquisition industry. Jamie is the author of The Power of 2, Exponential Sales Leadership and a speaker specializing in Peak Performance Mindset within sales organizations.
Jamie shared that the biggest hit to our own success is what happens in our minds. That is the same for CEO’s, sales people, executives or anyone in a company; they all struggle with mindset.
The factors in businesses that drive success are people, process and technology. To win at your company, people need the right skill-set, mindset and tool-set. The company provides the tool-set, but often when hiring a person, the only thing considered is their skill-set. However, 80% of success comes from mindset. An “A” player, not even as skilled as a “B” player, but with a winning mindset, will win bigger.
Most of us speak to ourselves in a negative way throughout the day and don’t even know we are doing it. This is what inhibits our performance and causes us to miss opportunities. Research shows that 80% of our thoughts are naturally negative.
How do we flip the script and think with peak performance mindsets, optimizing our potential and thinking at a higher level? The goal is to change our mindsets to achieve greater success. To flourish both physically and emotionally, you need to achieve a ratio of positive to negative emotions that is no less than 3 to 1.
For teams to have the best success, they need a ratio of 5.7 to 1 in terms of positive to negative feedback. They still need real, developmental feedback and need to have a growth mindset. However, we want to provide encouraging feedback as well as developmental feedback.
It is critical to change that natural, negative thinking pattern. Shawn Achor wrote a book called The Happines Advantage. Shawn says that people with a happy mindset are: 23% more energetic, 31% more productive, 300% more creative. Sales people are 38% more productive with a peak performance mindset.
Dr. Carol Dweck (wrote Mindset: The New Psychology of Success) says, “The only thing that separates people who succeed from those who don’t is whether or not they have a growth mindset.” We should be a little uncomfortable; that means we are growing. People with a fixed mindset just present the issues and cannot think past the problems and get out of the “situation” room. People with a growth mindset think about how to overcome challenges and live in the “solutions” room. With a growth mindset, we can all work on how we develop to the next level.
People with a positive mindset live on average 7.5 years longer. A key to developing the quality of our lives and maximizing our potential is our mindset.
One important component of developing mindset is knowing your dreams and goals: your bigger picture. Typically, less than 15% of people write dreams and goals down. That percentage dwindles when you consider people who look at them monthly, calendar action steps, and have accountability toward their goals.
One of the biggest things that sets companies apart in terms of having top performers is having leaders who know their people’s bigger picture: their bigger “why”. Goals and dreams are often “what” people want to accomplish, but the most important piece is the “why”. If you know your team members “why” you will get much more out of them than just talking about your quota or your productivity goals. The bigger the “why”, the bigger the “try” and the better the “how”. When we set goals, we have to know “why”. Everyone is there for a bigger purpose.
It is important to know the stages of mindset development to learn how to grow them. Implanted mindset is what we all grew up with from parents or caretakers who implanted ideas about how the world works and our belief system. We have each had some great experiences, some heavy things, and some we wish we didn’t have. If we think of this part of our life as a garden, we might view these as flowers, rocks, and weeds. The biggest barrier, even at this stage of our lives, is that people believe that they are stuck with whatever they learned growing up. We can throw out the rocks of our inner garden and chose not to let them impact us anymore. We can shift our mindset. We can chose to stop watering the weeds and only water the flowers. It is a choice; none of us have to live with stuff that we don’t want to carry forward.
The next level of mindset is the imprinted mindset, which is awesome because we get to chose what we want imprinted. This comes from coaches, mentors, books, and people who inspire you. The final stage is the inspired mindset which is inside each one of us. It is that burning passion of an area in which we want to make a difference; the mark you want to make on the world. That is our “True North”; inside of ourselves.
How do we flip the script? We have to learn the growth modalities of our mindset development. There is also self-talk, self-regulation, self-management, and having a higher purpose. But, first, we need to learn to think differently at a higher level. Our Inner CEO helps regulate our thinking at a higher level: detach from the emotional piece, stay calm, and the outcome is totally different. Sully Sullenberger is a great example of this. He had less than 2 minutes to make a decision. Instead of panicking, he was able to think of the data at hand, think at a higher level, detach emotionally and decide what he believed was the best thing to do. By landing in the Hudson, he saved 150 lives. There is both an art and a science to thinking at a higher level.
Jamie is available to give workshops ranging from a few hours to a full day, or be a keynote speaker.