The document discusses best practices for traveling to meet with customers or work in the field ("market work"). It emphasizes 6 key lessons: 1) practicing management by walking around (MBWA); 2) leading by example through visible behaviors; 3) making the work about serving others, not oneself; 4) demonstrating effective leadership style in high-pressure situations; 5) sharing challenges and successes with employees on the front lines; and 6) leaving a positive impact through meaningful contributions. The overall message is that traveling for work provides opportunities to better understand operational realities, strengthen relationships, and lead most effectively.

1. TRAVEL

2. “I have to meet a
travel norm”

3. “My boss asked me
to go to the
market…”

4. “I go to the market and work
from my hotel room…”

5. “Market work is boring
repetitive stuff. I just go
through the motions…”

6. “I just do what I am
supposed to do as an
ASCM...”

7. WHY
CONTROL CHECK
FEEDBACK COACH

8. OBJECTIVE
GOAL

9. ‘If I know more after
my travel than I knew
before it was time
well spent!’

11. I KNOW
I KNOW

12. I KNOW
I DON’T
KNOW

13. I DON’T
KNOW
I KNOW

14. I DON’T
KNOW
I DON’T
KNOW

15. LIFE

16. When you work
the market you
get to know stuff
that you don’t
know!

17. science

18. To check execution
To validate a hypothesis
Contact a particular TSO
Appoint/Terminate an RS
Assess a competitor
Assess a launch
Coach a key team member
Conduct an audit
Make a point

19. WORKING THE
MARKET…

21. PLANNING
ORGANIZING
CONTROLLING
REVIEWING
TRAINING
LEADING

22. Lesson 1

23. 1
MBWA

24. VISIBLE
performance
INVISIBLE
performance

25. …when you work the
“
market unannounced... You
see the quality of execution
that your team is delivering
without your tinted glasses
”

26. 1
MBWA

27. Lesson 2

28. 2
Walk the Talk

29. You Do
Your Remarkable!
You Say

30. Find your
PURPLE
COW

31. …Your team will sub
“
consciously role model
themselves around behaviors
YOU display
that
when you are in
the market.”

32. 2
Walk the Talk

33. Lesson 3

34. 3
It is not about YOU

35. MISSION
What your team needs

36. …This is the true joy of life,
“
being used for a purpose.
Recognize yourself as a mighty
one;
one being a force of nature
instead of a feverish, selfish
little cod of ailments and
grievances, complaining that the
world will not devote itself to
making you happy
” - GB Shaw

37. 3
It is not about YOU

38. Lesson 4

39. 4
Leadership.

40. It is in the market that
your leadership style
shows up! It is the
place where a single
action can cascade a
tidal wave across your
whole area!

41. 4
Leadership.

42. Lesson 5

43. 5
EXECUTION

44. Wars are
won or lost in
the trenches!

45. How does it feel to
be shoulder to
shoulder in the
market, sweating it
out with your
leader ?

46. … If you are not prepared to be
out there at the frontline, you’ll
never see the whole picture

47. 5
EXECUTION

48. Lesson 6

49. 6
Leave an
IMPRINT

51. Did I
Make a difference
Contribute
Matter

52. We are about
Contribution

53. … Regret for the things we did
can be tempered by time; it is regret
for the things we did not do that is
inconsolable.
- Sydney J. Harris

54. 6
Leave an
IMPRINT

55. Review

56. MBWA
Walk the Talk
It’s not about you
Leadership
Execution
Leave an imprint

57. Session
Break

58. Motivation

59. Concept 1

60. DIPPER!
BUCKET!

61. EMPTY?
OVERFLOW?

62. MOMENTS.

65. 22
21
20
Praised
19
18
17
16
15
Criticized
14
13
12 X X Ignored
X X Control
11
X
10

66. Concept 2

67. GOLEMAN.

68. COERCIVE AUTHORITATIVE
AFFILIATIVE DEMOCRATIC
PACESETTING COACHING

69. YOU!
YOU!

70. Concept 3

71. BUCKINGHAM.

72. STRENGTHS
&
WEAKNESSES
TRIGGERS
STYLES OF
LEARNING

73. ANALYZING
WATCHING
DOING

74. Fear of Death
Fear of the Outsider
Fear of the Future
Fear of Chaos
Fear of Insignificance

75. 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)

76. TAKE TIME TO
REFLECT
PRACTICE
SELECT YOUR
HEROES WITH
GREAT CARE

77. Concept 4

78. Motivated?

79. EXTRINSIC
MOTIVATORS
INTRINSIC
MOTIVATORS

80. The more you
PERSIST, the more
likely you are to
SUCCEED
The more
INTRINSIC
motivation you have,
the more likely you
are to PERSIST.

81. … Money motivates neither the
“
best people, nor the best in people.
It can move the body and influence
the mind, but it cannot touch the
heart or move the spirit; that is
reserved for belief, principle, and
morality. As Napoleon observed, -
No amount of money will induce
someone to lay down their life, but
they will gladly do so for a bit of
yellow ribbon.
” - Dee Hock

82. (C) STEVE 2010