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Developing a Plan for 2011

This time of year is filled with promises to do a better job, to be a better person, to earn more money, etc. etc.! Unfortunately many people fail to deliver on their New Year's resolutions. We feel the main reason is that they do not use a proven process to ensure their success.

We suggest the follow process, which includes four steps... Reflection, Learning, Planning and Action, to improve your results in 2011.

Step One
‘REFLECT’ on what you did well and what you can change from 2010. No matter how challenging 2010 was, you most likely did some things well. No matter how successful 2010 was, you probably could change some things to improve your situation in 2011. Reflection on a regular basis will allow you to grow, develop and improve as a human being and a professional. Take yourself into account and be honest.

Step Two
‘LEARN’ from your joys, sorrows, best practices and good behaviours. 2010 offered you many opportunities and experiences from which you can learn. Regardless of whether the experience is a joyful one or a sorrowful one, you can learn. Take time to consider the highs and the lows, and then learn from the experience.

Step Three
‘PLAN’ by breaking down your plan; annual to monthly, monthly to weekly, and weekly to daily. Identify a few things you want to change in 2011. Begin a systematic process to make those changes in your life. Set your goals for 2011. The goals may be personal development, or achievement of production goals, higher income, larger teams, etc. Take each annual goal, break it down into smaller goals, monthly, weekly and even daily parts.

Step Four
‘ACT’ strategically and tactically. Each day, focus on one or two growth opportunities. A big part of action is to assess your growth and results. A good strategy provides an opportunity for growth and development. A good tactic is the actual action required to achieve that strategic goal. Make sure every day you work on and deliver upon the movement towards your strategic goals.

Success is a choice if you ‘REFLECT’, ‘LEARN’, ‘PLAN’ and ‘ACT’ on a regular basis. Each month, or more often if necessary, use this 4 step process to achieve your goals in 2011.

People don't plan to fail, they just fail to plan.

Please join me by planning for success in 2011!

Expanding Our Company Services

To help existing and potentially new customers it better understand our products, services and offerings, we have developed a simple summary. Please take a moment to review and click on the links.


PLUS International Expertise, acquired over 12 years
- 157,000 managers/salespersons trained in 30 countries

PLUS OpenAgile© - Trainer & Coach
- Methodology to help teams to self-organize and self-manage

PLUS SwissVBS© - Web-based learning & Development
- Leading edge methodology - just-in-time learning

PLUS Sales Management Methodology©
- Systems, processes and tools for sales managers

PLUS Sales Skill Methodology©
- Systems, processes and tools for sales professionals

PLUS International Best Selling Author
- Seven business books published in 12 languages

James M. Heidema -,,

Dan Pink - Autonomy, Mastery & Purpose

I encourage anyone, who manages people, who visits this website to click on this link and enjoy some very current thinking by Dan Pink about what drives people.

His research flies in the face of common thinking about how you motivate people. I absolutely agree with him and it has been my method of developing people for the past 11 years, although I have not said it as well as Dan Pink does.

He says there are three factors that lead to better performance and personal satisfaction and they are ... Autonomy, Mastery and Purpose.

The world has changed and how people wish to be motivated has changed. To the leaders and managers of the world, WAKE UP!

What Drives People - Dan Pink

Walking with the Customer in Romania

Jim has just finished a seven-week odyssey in Romania. He drove over 6,000 kilometers, visiting 30 agencies, trained over 2,300 agents and managers, and visited 25 cities in Romania for ING Romania. As well he presented at the MDRT conference in Romania. As in many companies in most countries of the world, ING was coping with a downturn in the economy. ING chose to pro-act rather than react. They hired Professional Sales Plus, and Jim in particular, to interact, motivate, inspire and change their sales force.

This event was emotionally, intellectually, spiritually and physically demanding. Jim traveled with an interpreter by the name of Adrian Iacobus. Jim and Adrian became great friends through this odyssey. Because of their efforts, they touched a large number of consultants and managers, and apparently inspired them. Following is the message Jim conveyed to all who would listen.

Many companies around the world found 2009 and the beginning of 2010 to be difficult and challenging. Consultants and managers were struggling to fill the gap between the customer's rising expectations of our industry and their diminished trust in us. It is apparent that many consultants and managers around the world have walked away from the customer. They do not really listen to or problem-solve with the customer. Far too many have become product pushers rather than relationship managers.

Many consultants and managers do not touch the heart of the customer, show them a process that is focused on the customer or find the gap between where the customer is today and where they would like to be in the future. Therefore they struggle to be successful.

We (Adrian and I) observed and participated in a very deep and insightful look at the financial services industry. It was so apparent to us that there is a huge gap between what we offer, how we behave and what the customer expects from us. We tried to fill the gap by encouraging the consultants to think more about the customer and behave in a manner that brings them closer to customer. We must begin to repair the lack of trust they have in us. We gave the consultants and managers processes and tools to allow them to walk with the customer.

We realized this odyssey was truly a gift to us, although it was incredibly demanding. This experience raised our awareness of the reality that all financial services companies are facing as they try to survive and thrive in 2010. The information we learned and the experience we gained will allow us to add greater value to our existing and future clients all around the world.

This trip was a highlight of my 22+ years in the financial services business in Canada and around the world. The Romanians are wonderful people and they treated us with great kindness and courtesy. What an amazing experience. Our thanks to all of you that organized this trip and made it so successful.

As of March 11, 2010, we heard that productivity is up significantly and moral is at a all-time high in ING Romania. Apparently we had a very positive effect. Wonderful news!