Have you ever:
- second-guessed yourself?
- thought that you had a good idea, but a nagging voice inside says otherwise?
- discovered the nagging voice is actually standing beside you?
- had a big presentation or sale, and needed to brainstorm?
- been absolutely sure that you had a great idea, but wanted to fine-tune it?
- reacted or acted upon something and wondered how to handle it better?
- been nervous or stressed and needed perspective?
- had a tough business situation and needed advice on how to approach it?
- called a colleague, friend or family member and asked for advice?
Hopefully, you have experienced those things, especially that last point. Don’t get me wrong self-confidence, independence and the ability to think on your feet are critical, particularly in sales. We get enough rejection in the day. However, a second—or third–opinion helps us grow. No matter what stage you are in with your career, I have found that it helps to have a personal advisory board.
If you don’t have a professional network, develop one. It will not only help you in your job, but on your craziest days, they will give you perspective. The fact is that most sales people and managers work in a remote office environment. Without the proper network, you can work in isolation, relatively speaking. A network provides the opportunity to validate assumptions and ideas, or brainstorm. The result, with the right network, is greater effectiveness and satisfaction in your job.
A sounding board does not replace your boss, your staff or your internal peer network. This network has an inherent understanding of the organization, its culture and its capabilities. When you are building your network, however, look outside your department since many of these functions overlap with your job responsibilities. You will find great insight and support in HR, legal, operations, finance, etc. These are people you trust and respect and for whom you will reciprocate when they ask.
Your advisory board should also include individuals outside of your current work environment. They can bring objectivity to a situation and they know you well. I have been fortunate to have a group of friends, many of whom are former co-workers, whom I call on when needed. They provide honest feedback, which means they don’t always agree with me.
A personal advisory board, simply put, should have the following:
- mutual and inherent trust and respect
- genuine interest in your personal well being
- reciprocity
- honesty and candor
- an ability to disagree and offer constructive feedback
- creative, solution-oriented perspectives
- personal and professional guidance (not all of them, but some of them…)
I am fortunate to have a great network. On top of being experienced and smart, they are funny and fun. On those days when they can make me laugh or find the humor in a given situation, I find that I most appreciate them. The best advisors not only give you guidance, but they offer perspective through humor and they also remind you to breathe…
