The “little stuff”

Take it from me; I went from high school to a big business with 231 employees and all that comes with that.  Sure that’s satisfying, knowing you made a difference.  But I couldn’t be happy without the small stuff.

Smiles from the people around me.

Mutual respect and courtesy.

Beauty and grace and humor.

Keep the “little stuff” while you pursue the big stuff. You probably can’t get there without them.

Never hire a salesperson you don’t want to become a millionaire

You must be behind them 100%% and want to see them achieve greatness.

If you don’t, then you have some issues you need to explore and fix.

Are you working for your salespeople’s unlimited success?

Make it easy on your salespeople

Your salespeople want something GREAT to talk to their prospects about. 

Their success is your success, right?

What are you giving them?

Change is good

At a company, it gets boring, dull, unexciting and uninspiring fast if you (we, they, all of us) aren’t working on a new exciting project, event, product, program or service.

You have to keep pushing forward.  Otherwise people turn off, and scatter and think about other things.

What new things do you have your team working on?

Nobody follows a pessimist

If the people you talk to, hang around or lead feel negative, down and depressed after being around you, they’re not likely to come back for more. (And the ones that do come back after feeling that way probably aren’t good for the team).

What effect do you have on people?

The Cabbage Patch Phenomenon

If people can get what you have on any street corner, at any time, they’ll yawn at you.

But if they feel what you have is scarce, they are much more likely to act to get it now.

How can you position your stuff as hard to get or hard to get in this way at this time, to activate a sense of urgency on the part of your prospects?

Get off the planet

When your prospects shop around, do they find that your company is so different, so wildly better, so radically compelling, that they see you in a different realm and don’t compare prices to make a decision?

Character counts

Don’t bother negotiating with someone you don’t trust, or who doesn’t have the values or ability needed to make it stick.

You can’t make a good deal with a bad guy – can you?

If you SAY it…

…you’d better do it.  People on your team need to feel that how you are leading is consistent with the principles you’ve said were important, and the direction you’ve said you were taking.

If you say it’s going to be a given way, you’d better follow through or risk losing credibility and influence.

Do you only say what you are prepared to do?  Do you do what you say over the short and long term?

Expertise + Trustworthiness = Influence

Do the people you lead see you as an expert and that you know what you are talking about?

Do they believe they can rely on you and trust you to do what you say and when?