Archive for January, 2015
Hang around successful leaders long enough and you will find one common thread among them—confidence! Confidence is the difference maker that separates the average leader from the great leader. What is your confidence level? Are you instilling confidence in others? Your ability to inspire confidence in others is one of the privileges of your leadership. But you can’t instill what you don’t possess. Becoming a contagious leader does not happen by accident. You have to work at it. How? Confidence is built in part by maintaining a personal growth plan that would include a regular reading program and having a good mentor/coach. Before you can impart into others you have to invest in yourself. You will become a contagious leader when you are a confident leader. The world needs confident leaders. Are you contagious?
A story is told of American painter John Sargent who once painted a panel of roses that was highly praised by his critics. It was a small picture, but it approached perfection. Although offered a high price for it on many occasions, Sargent refused to sell it.
He considered it his best work and was very proud of it. Whenever he was deeply discouraged and doubtful of his abilities as an artist, he would look at it and remind himself, “I painted that.” Then his confidence and ability would come back to him.
All leaders face times of discouragement and challenge. The secret to overcoming is to realize that “this too shall pass,” and to remember that your greatest work in the past is no match for the great things in your future!
© 2012 Doug Dickerson
Doug’s new book, Great Leaders Wanted! is now available. Visit www.dougsmanagementmoment.blogspot.com to order…
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Confidence is that feeling by which the mind embarks in great and honorable courses with a sure hope and trust in itself – Cicero
The American painter, John Sargent, once painted a panel of roses that was highly praised by critics. It was a small picture, but it approached perfection. Although offered a high price for it on many occasions, Sargent refused to sell it. He considered it his best work and was very proud of it. Whenever he was deeply discouraged and doubtful of his abilities as an artist, he would look at it and remind himself, “I painted that.” Then his confidence and ability would come back to him.
One of the great marks of leadership is the ability to instill confidence in others. Don’t be distracted by all the negativity that surrounds you. Be encouraged and place your faith in the fact that despite how things may…
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Perseverance, secret of all triumphs. – Victor Hugo
Perseverance is not one of the more glamorous leadership traits. In fact; it can be downright brutal. As leaders we are taught to take Frost’ advice and journey down the road less traveled. But what happens when the road less traveled is traveled less and less by those who are supposed to be leading the way? While perseverance may not be pretty it is a necessity. We need leaders today who have a stick-with-it attitude. We need leaders who are not afraid to put it all on the line and stay the course. The power of perseverance will see you through the good times and bad, but in the end you will be rewarded with a level of success others only dream about. Today you might be tempted to throw in the towel and give up. Don’t. Your leadership can go to…
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There is comfort in rituals, and rituals provide a framework for stability when you are trying to find answers. – Deborah Norville
I came across a fascinating article in Business Insider (http://read.bi/155XpL3) about the daily routines of 16 famous creative people. The article featured the likes of Ludwig van Beethoven, Thomas Mann, Sigmund Freud, Maya Angelou, and Victor Hugo to name a few.
What were some of the more peculiar routines? Beethoven’s day began with breakfast which consisted of coffee which he prepared himself. He determined that there should be 60 beans per cup, and he often counted them out one by one for a precise dose.
Victor Hugo would start the day by taking a public ice bath. Charles Darwin’s focused work would be interrupted by occasional trips to the snuff jar. Honore´ de Balzac would spend a large majority of his day writing with the help…
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As an add-on to my prior Blog entry on Territory Planning, now comes some of the Tough Calls to make.
All Sales is, in most cases, a numbers game. However, too many people make it all about Quantity and not about Quality of Numbers. It is about quality of Actions which will lead to the Right Numbers Game being played!
It is all about trying to ensure that as you divided up your 168 hours per week, how are you going to spend it? You Must Prioritize your Accounts based on up to 3 Criteria, and recognize you will likely miss some along the way.
The most Frequent Metric I see used is: A, B, C. Understand:
A Accounts – 75-80% of Your Time
B Accounts – 25-50% of Your Time
C Accounts – 10% of Your Time
It can only add up to 100%, no matter what!
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Try not selling – I know that probably got your attention!
Instead of selling, think about how you can help the person you are talking with – your customer – solve a real business issue. If you can do this, you will take an important first step towards bringing value, because you recognize who is helping who. You are helping the customer, not the other way around! You must show how your products and services help the customer if the customer is to help you by placing an order.
Simply looking at your products and services may not fire up the customer enough to place an order. Your brochure and slide deck, while good, probably won’t do this either. It is you that brings the magic to the show.
Sellers that focus on the big picture have the greatest chance to be viewed in a different light. By focusing on…
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With all due Respect to GlengarryGlenRoss – which was and still is the All Time Great Sales Movie! It was said that it is “ABC – Always Be Closing.” For the year 2015, for all Sales People, Support, etc, it is “ABL – Always Be Learning!”
Given the pace of Technology Change, the companies and Sales People I see struggle are the ones who think “I have been doing this for a long time. I know my Stuff.” No offense to anyone, but whatever “Stuff” thought you knew is likely no longer the “Stuff” you need to know.
It does not mean that what you know is not a benefit. But one of my favorite sayings about Business and Sales Planning is the debate that I often hear with Senior Leaders how are looking for the “Perfect Answer” to a particular Business or Sales situation. I have bad…
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When do most companies send in their best People? When there is a Big Deal on the Line!
The problem with this strategy is it leaves the Customer always wondering:
“If I go forward with them, How will I Be Treated when the Deal is Done?”
So, although it may seem to be a mistake, I think it is best if we send in Our Best Resources when there is NO opportunity at Play.
When you Consider working with a Customer, there are 3 things at Play:
1. Relationship: Who do you know and who do you Want to know?
2. RoadMap to Revenue or MORE Revenue: If they are success with the first Project, won’t they Come Back?
3. Customer Success: if we are NOT focused here, then Items 1 and 2 tend to fall apart.
To a Customer, what matters is there using your product, going live and…
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