The art of shepherding summary
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The Art of Shepherding is sales leadership development plan conceived and designed by Ashraf Chaudhry, Pakistan's #1 Sales Trainer. This is the summary of the learnings. For bookings, please contact: ashraf@ashrafchaudhry.com
![The Art of Shepherding: Concept conceived & delivered by
Sales Leadership Development Plan
Ashraf Chaudhry
Pakistan’s # 1 Sales Trainer
Email:ashraf@ashrafchaudhry.com
“All of you are shepherds and each of you is responsible for his flock.” [Google me]
Prophet Muhammad (S.A.W)
Shepherd’s Question Vision Why Flock Follows the Shepherd? Answer: Unquestionable Trust
How I spend my typical 9 to 5 How to create trust? Show Testimonials like Prophet Muhammad (S.A.W)
Shepherd gives the vision where to go; what
day? And what my flock expects
milestones to achieve.
from me?
Vision is not ABC. It is not meant to be
Pause, Think, Reflect
hanged at reception areas. It is executable
statement.
“For I had remained among you a lifetime before it. Then will you not reason?"
Raising of Team Jim Collins
Shepherd follows “Qawi-ul-Ameen”-
Right people on the bus
based recruitment, that is, check Characterlessness
Wrong people off the bus
competence & character.
Right people on the right
seats 1.Arrogance 2) How one treats lower cadre? 3) Obsessive-compulsive cursing of former employer.
4) Never-ending Creative Renewal Resistance 5) Scapegoating 6) White-collar carnivores 7) Fast bowler
attitude
Incompetence
1.Fear to Develop Successor 2.Grabbing the Credit & Passing on Shit 3. Hide in
Crisis 4. Fudge Figure 5. Never Challenge Management Decision Competence Shepherd needs watch dog
Aptitude + Skills + Discipline
1. Shepherd mentors 6.5 Habits of Great Watch Dogs
2. Shepherd engages
3. Shepherd says no to spoon feeding 1. Does not intervene directly
Animal Farm Shepherd protects 2. He spies 24x7
4. Shepherd uses Elegra to energize flock
All animals are equal but some animals are the flock from 3. Reports to master
more equal than others. wolves. 4. Loyal to the master and flock
Elegra: Electrification+gratification
--------------------------------------------------------- Why wolves attack 5. Keeps an eye on dangers
Carrot/Stick/Spermatic Race
All sheep are not equal. The sheep that the flock? 6. In extreme dangers puts his life to
give you milk or nurse the lamb gets Because of Broken risk
priority fodder and extra pampering. Window Theory 6. 5 Needs to be rewarded by extra bone
Challenges of Shepherd How to leverage corporate Achilles? Sales Driven Organizations
1) Unlocking the warlords 2) Watch cliff-hangers 3) Leverage
Salectile
1) Quarantine from teams 2) Give them daunting tasks
corporate Achilles 4)Handling bullies 5) Taking risks with 3) Glorify their individual successes 4) Massage their ego
Dysfunction
waterline principle 5) Slaughtering as last option 5) Leverage their passion of revenge
1. Front liner Sales Executive can earn more than the CEO! 2. Sales people have 90% more chances of becoming CEO! 3. Sales people refuse to become CEO! 4. Sales people resign if their
customers are maltreated or not serviced! 5. Sales people get depressed on weekends and long holidays! 6. Administration forcibly sends salespeople on holidays and leisure trips! 6. 50-80% of
staff consists of salespeople! 7. Salespeople get first priority of resource allocation.](https://image.slidesharecdn.com/theartofshepherdingsummary-111005143929-phpapp01/85/The-art-of-shepherding-summary-1-320.jpg)
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The art of shepherding summary
- 1. The Art of Shepherding: Concept conceived & delivered by Sales Leadership Development Plan Ashraf Chaudhry Pakistan’s # 1 Sales Trainer Email:ashraf@ashrafchaudhry.com “All of you are shepherds and each of you is responsible for his flock.” [Google me] Prophet Muhammad (S.A.W) Shepherd’s Question Vision Why Flock Follows the Shepherd? Answer: Unquestionable Trust How I spend my typical 9 to 5 How to create trust? Show Testimonials like Prophet Muhammad (S.A.W) Shepherd gives the vision where to go; what day? And what my flock expects milestones to achieve. from me? Vision is not ABC. It is not meant to be Pause, Think, Reflect hanged at reception areas. It is executable statement. “For I had remained among you a lifetime before it. Then will you not reason?" Raising of Team Jim Collins Shepherd follows “Qawi-ul-Ameen”- Right people on the bus based recruitment, that is, check Characterlessness Wrong people off the bus competence & character. Right people on the right seats 1.Arrogance 2) How one treats lower cadre? 3) Obsessive-compulsive cursing of former employer. 4) Never-ending Creative Renewal Resistance 5) Scapegoating 6) White-collar carnivores 7) Fast bowler attitude Incompetence 1.Fear to Develop Successor 2.Grabbing the Credit & Passing on Shit 3. Hide in Crisis 4. Fudge Figure 5. Never Challenge Management Decision Competence Shepherd needs watch dog Aptitude + Skills + Discipline 1. Shepherd mentors 6.5 Habits of Great Watch Dogs 2. Shepherd engages 3. Shepherd says no to spoon feeding 1. Does not intervene directly Animal Farm Shepherd protects 2. He spies 24x7 4. Shepherd uses Elegra to energize flock All animals are equal but some animals are the flock from 3. Reports to master more equal than others. wolves. 4. Loyal to the master and flock Elegra: Electrification+gratification --------------------------------------------------------- Why wolves attack 5. Keeps an eye on dangers Carrot/Stick/Spermatic Race All sheep are not equal. The sheep that the flock? 6. In extreme dangers puts his life to give you milk or nurse the lamb gets Because of Broken risk priority fodder and extra pampering. Window Theory 6. 5 Needs to be rewarded by extra bone Challenges of Shepherd How to leverage corporate Achilles? Sales Driven Organizations 1) Unlocking the warlords 2) Watch cliff-hangers 3) Leverage Salectile 1) Quarantine from teams 2) Give them daunting tasks corporate Achilles 4)Handling bullies 5) Taking risks with 3) Glorify their individual successes 4) Massage their ego Dysfunction waterline principle 5) Slaughtering as last option 5) Leverage their passion of revenge 1. Front liner Sales Executive can earn more than the CEO! 2. Sales people have 90% more chances of becoming CEO! 3. Sales people refuse to become CEO! 4. Sales people resign if their customers are maltreated or not serviced! 5. Sales people get depressed on weekends and long holidays! 6. Administration forcibly sends salespeople on holidays and leisure trips! 6. 50-80% of staff consists of salespeople! 7. Salespeople get first priority of resource allocation.