What happens when you are into the 3rd year of a job. Do you get bored or do you have something spectacular happen?

1. The Challenges in Year III
A reflective view from the other side…

2. So you have done it all…
• 24 MOC Meetings
• 2*n Appraisals, (where n= No. of TSI)
• Double Digit Growth (Hopefully!)
• Sales Contests
• Executed 24*x OPS (where x=Avg. No. of OPS /
MOC)
• Had y Reviews (where y=No. of weeks in Sales)

3. I challenge you…
To think again.
(And mind you, this is for purely selfish
reasons)

4. Are your meetings working?
• Does your team look forward to hearing you?
– Are you surprising them?
– Are they looking up to you?
– Are you adding value to them?
– Will they be glad to see your back?
– What legacy are you leaving behind?
– Have you grown through the time you were in sales?
– Are you learning from experience?
– Do you hear things that your team isn’t even saying
overtly?

5. Some bright ideas…
• Train your distributors
– Run classroom training for the RS
– The results will surprise you
• Do outbound exercises for your RSSM
– It will build your ability as a trainer
– It will bind your team
• Write 2 pages about each of your team
members
– They will savor it for all eternity
– You will be the gold standard appraiser

6. Have you given them your TPOV
• The Teachable Point of View
– The ability of a leader to inspire is his team behaviors
and goal orientation that are similar to his / hers by
personal example
• Would your team take the same decisions /
perform just as well if you were not there?
– That to me is the real test of leadership and legacy:
Not what you deliver when you are there, but what
your team delivers, long after you have gone.

7. The Acid Test
If you went on leave for a MOC, would your
team have performed just as well without
another ASCM having to manage your area?
Would your AE have been able to step in to your
shoes and do as great a job?

8. Maslow wasn’t talking
gobbledygook!
• Year One • Basic Hygiene
• Building understanding of
job / skills / market
• Year Two • Superior execution
• Better delivery basis
learning from experience
• Team morale
• Year Three • YOU
• Your leadership journey

9. So are you ready to take on
Goliath?
• Goliath = YOU
• Look yourself hard in the mirror and be honest
• Ask your team for Honest Feedback
• Then figure out what you want to do with it
• Then surprise them
• (I got some pretty strong feedback… and it
made all the difference to me)
• Some REAL Feedback I got…

10. The ‘Great’ Steve’s FEEDBACK after
2 ‘GLORIOUS’ Years as ASCM!
• ‘To look more into the team’s personal vs.
professional lives’
• ‘To develop ability to give constructive criticism,
He has wrecked my self-esteem more than once’
• ‘To communicate effectively, without blowing
himself up’
• ‘Should reduce the temper’
• ‘Should reduce his actions which over-shows the
bossism’

11. So WHAT is your TEAM saying
about you?
The time to get their invaluable
feedback is fast running out…

12. Time on your hands could be time
spent on YOU!
• Rarely in a job do you have the luxury of total
control and leadership
– In Year III, you are supremely efficient at the day-to-
day job you are doing
• So what are you doing with your spare time?
– Are you building your ability as a COACH
– Are you taking that VACATION you put off
– Are you perfecting your LEADERSHIP ability
– Are you preparing for your next ASSIGNMENT

13. What’s your gift to the company?
• Can you PAY IT FORWARD?
• Do something you are not paid for!
– Write a case study to use at B School campuses
– Anchor the training of BLTs for the branch
– Help Branch HR out with the recruitment of new TSIs
– Mentor a summer trainee
– Participate in the design of the new office / become
the CfO – Chief Fun Officer
– Drive something you are passionate about – Quizzing
/ Music / Theatre

14. Time is running out in this beautiful
house…
• And it is imperative you savor every day you
have left…
• So make every day count
– Have you helped everyone who worked with you
REALIZE THEIR POTENTIAL
– Have you touched the LIVES of everyone who crossed
your path
– Have you used this UNIQUE opportunity to build your
LEADERSHIP REPERTOIRE?
• If your answer to all these 3 is ‘YES’…

15. The job done…
You can now ride in to Head Office
with NO REGRETS
Steve Remedios