036 leadership, travel & working the market

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leadership, motivation, challenges, sales

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036 leadership, travel & working the market

  1. 1. TRAVEL
  2. 2. “I have to meet a travel norm”
  3. 3. “My boss asked meto go to themarket…”
  4. 4. “I go to the market and workfrom my hotel room…”
  5. 5. “Market work is boringrepetitive stuff. I just go through the motions…”
  6. 6. “I just do what I amsupposed to do as an ASCM...”
  7. 7. WHYCONTROL CHECKFEEDBACK COACH
  8. 8. OBJECTIVE GOAL
  9. 9. ‘If I know more aftermy travel than I knew before it was time well spent!’
  10. 10. I KNOW I KNOW
  11. 11. I KNOW I DON’T KNOW
  12. 12. I DON’TKNOW I KNOW
  13. 13. I DON’TKNOW I DON’T KNOW
  14. 14. LIFE
  15. 15. When you work the market youget to know stuff that you don’t know!
  16. 16. science
  17. 17. To check execution To validate a hypothesis Contact a particular TSOAppoint/Terminate an RS Assess a competitor Assess a launchCoach a key team member Conduct an audit Make a point
  18. 18. WORKING THEMARKET…
  19. 19. PLANNINGORGANIZINGCONTROLLINGREVIEWINGTRAININGLEADING
  20. 20. Lesson 1
  21. 21. 1MBWA
  22. 22. VISIBLE performanceINVISIBLEperformance
  23. 23. …when you work the“market unannounced... Yousee the quality of executionthat your team is deliveringwithout your tinted glasses ”
  24. 24. 1MBWA
  25. 25. Lesson 2
  26. 26. 2Walk the Talk
  27. 27. You Do Your Remarkable!You Say
  28. 28. Find yourPURPLE COW
  29. 29. …Your team will sub“consciously role modelthemselves around behaviors YOU displaythatwhen you are inthe market.”
  30. 30. 2Walk the Talk
  31. 31. Lesson 3
  32. 32. 3It is not about YOU
  33. 33. MISSIONWhat your team needs
  34. 34. …This is the true joy of life,“being used for a purpose.Recognize yourself as a mightyone;one being a force of natureinstead of a feverish, selfishlittle cod of ailments andgrievances, complaining that theworld will not devote itself tomaking you happy ” - GB Shaw
  35. 35. 3It is not about YOU
  36. 36. Lesson 4
  37. 37. 4Leadership.
  38. 38. It is in the market thatyour leadership styleshows up! It is theplace where a singleaction can cascade atidal wave across yourwhole area!
  39. 39. 4Leadership.
  40. 40. Lesson 5
  41. 41. 5EXECUTION
  42. 42. Wars arewon or lost inthe trenches!
  43. 43. How does it feel tobe shoulder toshoulder in themarket, sweating itout with yourleader ?
  44. 44. … If you are not prepared to beout there at the frontline, you’llnever see the whole picture
  45. 45. 5EXECUTION
  46. 46. Lesson 6
  47. 47. 6 Leave anIMPRINT
  48. 48. Did I Make a differenceContribute Matter
  49. 49. We are aboutContribution
  50. 50. … Regret for the things we didcan be tempered by time; it is regretfor the things we did not do that isinconsolable. - Sydney J. Harris
  51. 51. 6 Leave anIMPRINT
  52. 52. Review
  53. 53. MBWA Walk the TalkIt’s not about you Leadership ExecutionLeave an imprint
  54. 54. Session Break
  55. 55. Motivation
  56. 56. Concept 1
  57. 57. DIPPER!BUCKET!
  58. 58. EMPTY?OVERFLOW?
  59. 59. MOMENTS.
  60. 60. 222120 Praised1918171615 Criticized141312 X X Ignored X X Control11 X10
  61. 61. Concept 2
  62. 62. GOLEMAN.
  63. 63. COERCIVE AUTHORITATIVEAFFILIATIVE DEMOCRATICPACESETTING COACHING
  64. 64. YOU!YOU!
  65. 65. Concept 3
  66. 66. BUCKINGHAM.
  67. 67. STRENGTHS &WEAKNESSES TRIGGERS STYLES OF LEARNING
  68. 68. ANALYZING WATCHING DOING
  69. 69. Fear of Death Fear of the Outsider Fear of the Future Fear of ChaosFear of Insignificance
  70. 70. 5 Fear of Death (need for security) Fear of the Outsider(need for community) Fear of the Future (need for clarity) Fear of Chaos(need for authority) Fear of Insignificance (need for respect)
  71. 71. TAKE TIME TO REFLECT PRACTICESELECT YOURHEROES WITH GREAT CARE
  72. 72. Concept 4
  73. 73. Motivated?
  74. 74. EXTRINSIC MOTIVATORSINTRINSICMOTIVATORS
  75. 75. The more you PERSIST, the more likely you are to SUCCEEDThe moreINTRINSICmotivation you have,the more likely youare to PERSIST.
  76. 76. … Money motivates neither the“best people, nor the best in people.It can move the body and influencethe mind, but it cannot touch theheart or move the spirit; that isreserved for belief, principle, andmorality. As Napoleon observed, -No amount of money will inducesomeone to lay down their life, butthey will gladly do so for a bit ofyellow ribbon. ” - Dee Hock
  77. 77. (C) STEVE 2010

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