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036 leadership, travel & working the market
 

036 leadership, travel & working the market

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leadership, motivation, challenges, sales

leadership, motivation, challenges, sales

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    036 leadership, travel & working the market 036 leadership, travel & working the market Presentation Transcript

    • TRAVEL
    • “I have to meet a travel norm”
    • “My boss asked meto go to themarket…”
    • “I go to the market and workfrom my hotel room…”
    • “Market work is boringrepetitive stuff. I just go through the motions…”
    • “I just do what I amsupposed to do as an ASCM...”
    • WHYCONTROL CHECKFEEDBACK COACH
    • OBJECTIVE GOAL
    • ‘If I know more aftermy travel than I knew before it was time well spent!’
    • I KNOW I KNOW
    • I KNOW I DON’T KNOW
    • I DON’TKNOW I KNOW
    • I DON’TKNOW I DON’T KNOW
    • LIFE
    • When you work the market youget to know stuff that you don’t know!
    • science
    • 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
    • WORKING THEMARKET…
    • PLANNINGORGANIZINGCONTROLLINGREVIEWINGTRAININGLEADING
    • Lesson 1
    • 1MBWA
    • VISIBLE performanceINVISIBLEperformance
    • …when you work the“market unannounced... Yousee the quality of executionthat your team is deliveringwithout your tinted glasses ”
    • 1MBWA
    • Lesson 2
    • 2Walk the Talk
    • You Do Your Remarkable!You Say
    • Find yourPURPLE COW
    • …Your team will sub“consciously role modelthemselves around behaviors YOU displaythatwhen you are inthe market.”
    • 2Walk the Talk
    • Lesson 3
    • 3It is not about YOU
    • MISSIONWhat your team needs
    • …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
    • 3It is not about YOU
    • Lesson 4
    • 4Leadership.
    • It is in the market thatyour leadership styleshows up! It is theplace where a singleaction can cascade atidal wave across yourwhole area!
    • 4Leadership.
    • Lesson 5
    • 5EXECUTION
    • Wars arewon or lost inthe trenches!
    • How does it feel tobe shoulder toshoulder in themarket, sweating itout with yourleader ?
    • … If you are not prepared to beout there at the frontline, you’llnever see the whole picture
    • 5EXECUTION
    • Lesson 6
    • 6 Leave anIMPRINT
    • Did I Make a differenceContribute Matter
    • We are aboutContribution
    • … Regret for the things we didcan be tempered by time; it is regretfor the things we did not do that isinconsolable. - Sydney J. Harris
    • 6 Leave anIMPRINT
    • Review
    • MBWA Walk the TalkIt’s not about you Leadership ExecutionLeave an imprint
    • Session Break
    • Motivation
    • Concept 1
    • DIPPER!BUCKET!
    • EMPTY?OVERFLOW?
    • MOMENTS.
    • 222120 Praised1918171615 Criticized141312 X X Ignored X X Control11 X10
    • Concept 2
    • GOLEMAN.
    • COERCIVE AUTHORITATIVEAFFILIATIVE DEMOCRATICPACESETTING COACHING
    • YOU!YOU!
    • Concept 3
    • BUCKINGHAM.
    • STRENGTHS &WEAKNESSES TRIGGERS STYLES OF LEARNING
    • ANALYZING WATCHING DOING
    • Fear of Death Fear of the Outsider Fear of the Future Fear of ChaosFear of Insignificance
    • 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)
    • TAKE TIME TO REFLECT PRACTICESELECT YOURHEROES WITH GREAT CARE
    • Concept 4
    • Motivated?
    • EXTRINSIC MOTIVATORSINTRINSICMOTIVATORS
    • The more you PERSIST, the more likely you are to SUCCEEDThe moreINTRINSICmotivation you have,the more likely youare to PERSIST.
    • … 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
    • (C) STEVE 2010