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leadership, motivation, challenges, sales
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TRAVEL
“I have to meet a travel norm”
“My boss asked me to go to the market…”
“I go to the market and work from my hotel room…”
“Market work is boring repetitive stuff. I just go through the motions…”
“I just do what I am supposed to do as an
ASCM...”
WHY
CONTROL CHECK
FEEDBACK COACH
OBJECTIVE
GOAL
‘If I know more after my travel than I knew before it was time
well spent!’before it was time
well spent!’
I KNOW
I KNOW
I KNOW
I DON’T KNOW
I DON’T KNOW
I KNOW
I DON’T KNOW
I DON’T KNOW
LIFE
When you work When you work When you work When you work the market you the market you the market you the market you get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff that you don’t that you don’t that you don’t that you don’t
know!know!know!know!
sciencesciencesciencescience
To check executionTo validate a hypothesisContact a particular TSOAppoint/Terminate an RS
Assess a competitorAssess a competitorAssess a launch
Coach a key team memberConduct an audit
Make a point
WORKING THE MARKET…
PLANNINGORGANIZINGCONTROLLINGREVIEWINGCONTROLLINGREVIEWINGTRAININGLEADING
Lesson 1
MBWA
1MBWA
VISIBLE performance
INVISIBLE performance
…when you work the market unannounced... You see the quality of execution that your team is delivering without your tinted glasses
“
””
MBWA
1MBWA
Lesson 2
Walk the Talk
2Walk the Talk
You Do
Your Remarkable!
You Say
Your Remarkable!
Find your PURPLE PURPLE COW
…Your team will sub consciously role model themselves around behaviors
that YOU display when you are in
“
when you are in the market.”
2Walk the TalkWalk the Talk
Lesson 3
It is not about YOU
3It is not about YOU
MISSION
What your team needs
…This is the true joy of life, being used for a purpose. Recognize yourself as a mighty mighty mighty mighty oneoneoneone; being a force of nature force of nature force of nature force of nature instead of a feverish, selfish little cod of ailments and
“
little cod of ailments and grievances, complaining that the world will not devote itself to making you happy
- GB Shaw”
3It is not about YOUIt is not about YOU
Lesson 4
Leadership.
4Leadership.
It is in the market that your leadership style shows up! It is the place where a single action can cascade a action can cascade a tidal wave across your whole area!
Leadership.
4Leadership.
Lesson 5
EXECUTION5
EXECUTION
Wars are won or lost in won or lost in the trenches!
How does it feel to be shoulder to shoulder in the market, sweating it market, sweating it out with your
leader ?
… If you are not prepared to be out there at the frontline, you’ll out there at the frontline, you’ll never see the whole picture
EXECUTION5
EXECUTION
Lesson 6
Leave an
6Leave an
IMPRINT
Did IMake a difference
ContributeContribute
Matter
We are aboutContributionContributionContributionContributionWe are aboutContributionContributionContributionContribution
… Regret for the things we did can be tempered by time; it is regret can be tempered by time; it is regret for the things we did not do that is inconsolable.
- Sydney J. Harris
Leave an
6Leave an
IMPRINT
ReviewReviewReviewReview
MBWAWalk the Talk
It’s not about youLeadershipLeadershipExecution
Leave an imprint
Session Session Session Session BreakBreakBreakBreakBreakBreakBreakBreak
MotivationMotivationMotivationMotivation
Concept 1
DIPPER!
BUCKET!
EMPTY?
OVERFLOW?
MOMENTS.MOMENTS.
22
21
20
19
18
17
16
15
Praised
15
14
13
12
11
10
Criticized
Ignored
Control
X
X
X
X
X
Concept 2
GOLEMAN.GOLEMAN.
COERCIVE AUTHORITATIVE
AFFILIATIVE DEMOCRATIC
PACESETTING COACHING
AFFILIATIVE DEMOCRATIC
YOU!
YOU!
Concept 3
BUCKINGHAM.BUCKINGHAM.
STRENGTHS &
WEAKNESSES
TRIGGERS
STYLES OF LEARNING
TRIGGERS
ANALYZING
WATCHING
DOING
WATCHING
Fear of Death
Fear of the Outsider
Fear of the Future
Fear of Chaos
Fear of Insignificance
5Fear of Death
(need for security)Fear of the Outsider
(need for community)Fear of the FutureFear of the Future
(need for clarity)Fear of Chaos
(need for authority)Fear of Insignificance
(need for respect)
TAKE TIME TO REFLECT
PRACTICE
SELECT YOUR HEROES WITH GREAT CARE
PRACTICE
Concept 4
Motivated?
EXTRINSIC MOTIVATORS
INTRINSIC MOTIVATORS
The more you PERSIST, the more
likely you are to SUCCEED
The more The more INTRINSIC motivation you have, the more likely you are to PERSIST.
…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, -
“
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”
(C) STEVE 2010