5 Mistakes That Will Kill Your Culture – Week 4

  Your culture will be your catalyst to outperform the competition and provide the type of service that creates loyalty. It’s what takes you from success to significance in the eyes of your customers.  This week we are continuing to break down the 5 Mistakes That Will Kill Your Culture. They are: Hire For the Wrong Reasons Focus on Tasks and Not Purpose Preach Values That You Don’t Live Incentivize the Wrong Activities Not Investing in Your Culture Last week we took a deeper look at the mistake of preaching values that you don’t live – click to see last weeks post – this week we will look at another culture killer – Incentivizing the wrong activities. It’s not only what leaders preach and what they live, but we also need to think about what we incentivize. What type of behaviors and what type of focus do our promotions, our
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How To Win The Sales Number Game

In my previous life – haha, in my twenties – my brother and I built a large business in direct sales. We had a substantial sales team that focused on selling nutritional supplements through doctors’ offices. In the direct-sales industry there are a couple of sayings that have become almost universally accepted. One is “Some will. Some won’t. So what? Next.” The other is “You can’t say the right thing to the wrong person and you can’t say the wrong thing to the right person.” In essence, they’re saying that it’s a numbers game. It’s volume that matters. Quantity over quality. Your presentation isn’t that important, it’s how many times you give it that’s important. The more people you talk to, the better your chance of success. For several years I bought into that philosophy, but at some point I began to realize that it preaches the wrong doctrine, that
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Your Leadership Creates Your Results

I believe we choose the level of influence we have with our people based on the approach to leadership we choose to take. In my observation there are three distinct approaches to leadership and each derives a different result.   Pretentious Leaders create contempt. Pretentious leaders are driven by ego. Their focus is not on their people; it’s on them. They choose style over function. When a leader is conceited, fake, disinterested or abrasive, they create feelings of resentment with their people. The lack of respect erodes trust and invites desires to undermine the leader’s authority. It’s easy to blame problems on your people and even to fire people who seem to be a thorn in your side, but those fixes are never more than temporary. I want to be clear that pretentious leadership creates contempt.   Positional Leaders create compliance. When leaders rely on position or authority they are
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The True Measure of Leadership

Who is the best football coach in the history of the National Football League? If you were to go by who has won the most Super Bowls then it is tie between Chuck Noll and Bill Belichick, who have both won four Super Bowls. If you were to judge by winning percentage then Vince Lombardi is the best coach with a winning percentage of .740. If we judge football coaches as leaders then is winning percentage or titles won the correct barometer? Is it fair to judge a leader simply by the number of followers they have – like a popularity contest? Or is the ideal standard based on bottom line revenue and growth? The question isn’t who won the most games in the NFL or who won the most Super Bowls in the NFL – the question is who is the best coach in the history of the NFL? 
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Be With Your People

Building genuine relationships with those you lead is key for being a successful leader – a partner leader. One of the best ways to do this is to be with those you lead. Spend time with the people you serve. Rub shoulders with them. Live where they live. Understand what their duties are, their responsibilities, their challenges. See things from their vantage point, at eye level. The Marine Corps calls this “eyeball” leadership, where officers take time to walk in lockstep with those they are training and experience exactly what they are experiencing. They get in the trenches with them, literally. The result is a cohesiveness, a closeness, a feeling of unity that couldn’t be acquired any other way. “Walk slowly through the crowd,” advises John Maxwell. “Remember people’s names, smile at everyone, and be quick to offer help. People don’t care how much you know until they know how
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The Keys To Victory

I came across this through a friend who had ran into an older gentleman in sales who had his life mantra on the back of his business card. The man handed over his card to my friend and patiently waited while she read the back filled with his life’s wisdom, his “Keys To Victory”.   Do you want something? … Will you pay the price? The Great Sin … Fear The Greatest Mistake … Giving Up The Most Satisfying Experience … Doing Your Duty First The Best Action … Keep the Mind Clear and The Judgment Good The Biggest Blessing … Good Health The Biggest Fool … The Man Who Lies to Himself The Greatest Gamble … Substituting Hope For Facts The Most Certain Things In Life … Change The Greatest Joy … Being Needed The Cleverest Man … The One Who Does What He Thinks Is Right The Most
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Customer Service Isn’t Costly, But It’s Priceless

A coaching client of mine heads up sales for an event rental company in California. In one of our phone calls she shared a line that resonated with me – “Customer Service isn’t costly, but it’s priceless.” I completely agree with this statement. Customer service is priceless because of the results that it creates. When we simply provide the type of customer service that is expected then we rarely build relationships and never build loyalty. Loyalty and repeat business are the result of impressive or amazing customer service. Let me give you an example. I was speaking for a group of designers at a high-end furniture store. As we discussed customer service and it’s impact on relationships and business, one of the designers, Leslie, shared a recent experience. Leslie said, “I have a client that I have done work for in the past and we are friends on Facebook. A
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Advice From Joseph Stalin That Will Change The Way You Communicate

I am currently working with Colorado Children’s Hospital to help them develop their story for their upcoming fundraising campaign. Colorado Children’s is a remarkable facility that has moved to the number three ranked children’s hospital in the nation and the goal for this upcoming campaign is over $300 Million dollars.   How impactful would your communication need to be to raise over $300 million?   As we had our initial meeting I shared a thought that is helping to shape the story and it is an important concept for every communicator to understand if they want to be effective and influential.   The concept comes from a quote from Joseph Stalin. (It may be hard for you to get your head around a mass murderer’s advice being applicable to a hospital that saves millions of lives – but go with me for a minute).   Stalin said, “One man’s death
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Tell A Good Story (Shark Tank Tip #5)

I am a huge proponent of telling a good story. As the author of The Power of Storytelling and a speech coach – this is one area that personally resonates with me. It is also a key strategy to influence the Sharks or any prospect or audience when you are presenting. So – the fifth presentation tip from Shark Tank is – Tell a Good Story. In the first post we learned to personalize your presentation. In post two we discovered that people buy you. In post three we recognized the importance of knowing your numbers. And the fourth post presented the idea that Samples Sell. Today’s post is going to dissect telling a good story. People love stories and great presenters are great storytellers. Their stories add context, drive emotion and make your presentation memorable. In this post I am not going to dive into all the aspect of
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Samples Sell (Shark Tank Tip #4)

As you present a product, concept or idea – keep in mind that Samples Sell. This is the fourth presentation tip from Shark Tank. In the first post we learned to personalize your presentation. In post two we discovered that people buy you. And in post three we recognized the importance of knowing your numbers. As entrepreneurs enter the Shark Tank, they present a multitude of ideas. Their products range from food to clothing to movies. And one of the ways that the entrepreneurs seem to win over the sharks is by putting the product in their hands. When you are presenting and you can sample the product, it does something magical. It makes the abstract tangible and gives the prospect an experience with the product before they even buy. You have probably heard the saying – “The product sells itself.” Whether that is true or not, the saying is
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