I am a sucker for good openings. As a result, Simon Sinek had my full attention from the beginning ofStart With Why.He punches the reader in the mouth on the first page by setting them up to make a false assumption.
He does this by giving the reader detailed information about an event, and sets the reader up to be confident he is describing John F. Kennedy, but in reality, was describing Adolph Hitler.
Losing is hard, but it is especially hard when you unconsciously correlate your loss to your sense of self-worth. Admittedly, this is something I used to struggle with early and often in my business career. I wish that I had read Maxwell’s Sometimes You Win Sometimes You Learn earlier in my career, but as Maxwell’s mentor, the great John Wooden said “It’s what you learn after you know it all that counts”. I guess that is my silver lining, as well as everyone else’s.
The great poet Maya Angelou famously said: “If you don’t like something, change it. If you can’t change it, change your attitude”. This phrase is so easy to intellectually understand but can be so darn tough to live by everyday life.
In his bookA Man’s Search For Meaning, Viktor Frankl articulates that the greatest power we have as human beings is our power to choose. Regardless of the environment we are living in, or the conditions we are facing, every human being has the conscious ability to choose: hope or despair, happiness or sorrow, empowerment or victim-hood. There are no legitimate reasons to complain. Frankl has earned the right to take this stance for two reasons:
Anna Schott, EcSell’s Director of Marketing, has summoned me to write about what our client and non-client community can look forward to in 2018.
This makes sense, but I found it a bit ironic because I’ve spent so much time in 2017 learning how to be present and find happiness in the moment (more on that in a later communication). Having said that, I would be remiss as a leader to not be dreaming and thinking about how we, through our work, can touch more lives.
The most successful leaders look themselves in the mirror and accept ultimate responsibility for success AND failure. To date, every bit of research has proved this powerful position to be right over time, especially for our clients. However, when Navy Seals Jacko Willink and Leif Babin push this message through their own words in their bookExtreme Ownership, it takes on an even more powerful meaning.
Want to hear a joke? What do Nike and top performing sales managers have in common?
They just do it.
Okay, okay. That was a terrible joke, I admit. But at the same time, the thought behind this is actually sound. Recently, I wrote up the findings from some EcSell Institute research on the ways that top performing sales managers work and coach that make them successful.
For reasons I can’t fully articulate, sometimes inspiration strikes and propels me to take on a challenge that I once would not have considered possible. Currently, a gentleman by the name Tom Bilyeu, and the work he and his team are conducting at Impact Theory, has become one of my catalysts for personal and professional growth.
Impact Theory’s stated mission is to free people from The Matrix. Said another way, they want to end the poverty of poor mindset. If you spend some time on their site, listen to Tom’s podcasts, entertain the life lessons shared by their guests and open your mind up to growth and learning, you will quickly become inspired and realize that our potential as human beings is merely scratching the surface.
Human beings are creatures of habit and routine. When our routines get disrupted we can become uncomfortable, agitated, anxious, and at times down right angry. Don’t believe me? Well, consider this blast from the past article that outlines the initial backlash Facebook received when they rolled out their newsfeed functionality in 2006. Hundreds of thousands of their users were upset about this new feature, boycotts were called for, and user groups were formed in protest. All this dissent in the name of Facebook being innovative and developing their product with the best interests of their users in mind. How dare they!
Listening is one of the most important skills a sales manager can possess. According to our research, just the simple act of listening to one's team member can make a manager more effective in the eyes of his or her team. Yet, we are constantly undermining our ability to become a better listener by the thoughts going on in our mind.
At our EcSell Institute sales coaching summit, Scott Hunter introduced our audience of sales leaders to the concept of the “the conversation” – the internal dialogue we are always having with ourselves. According to Scott, we are constantly using our past experiences and beliefs to judge and assess our current experiences; therefore, “the conversation” is hard-wired into us at an early age and will constantly impact how we view our world and interact with others.
“Your manager is very specific when talking to you about ways to improve your sales skills.”
Sometimes it’s in the world outside of data and research where the most meaningful impact of EcSell's work hits me. This time it was the importance of giving specific feedback to those on your team that you are coaching, leading or managing.