The Challenges in Year IIIThe Challenges in Year III

A reflective view from the other side…A reflective view from the other side…

So you have done it all…So you have done it all…

• 24 MOC Meetings

• 2*n Appraisals, (where n= No. of TSI)

• Double Digit Growth (Hopefully!)

• Sales Contests

• 24 MOC Meetings

• 2*n Appraisals, (where n= No. of TSI)

• Double Digit Growth (Hopefully!)

• Sales Contests• Sales Contests

• Executed 24*x OPS (where x=Avg. No. of OPS / MOC)

• Had y Reviews (where y=No. of weeks in Sales)

• Sales Contests

• Executed 24*x OPS (where x=Avg. No. of OPS / MOC)

• Had y Reviews (where y=No. of weeks in Sales)

I challenge you…I challenge you…

To think again.

(And mind you, this is for purely selfish reasons)

To think again.

(And mind you, this is for purely selfish reasons)

Are your meetings working?Are your meetings working?

• Does your team look forward to hearing you?

– Are you surprising them?

– Are they looking up to you?

– Are you adding value to them?

• Does your team look forward to hearing you?

– Are you surprising them?

– Are they looking up to you?

– Are you adding value to them?

– Will they be glad to see your back?

– What legacy are you leaving behind?

– Have you grown through the time you were in sales?

– Are you learning from experience?

– Do you hear things that your team isn’t even saying overtly?

– Will they be glad to see your back?

– What legacy are you leaving behind?

– Have you grown through the time you were in sales?

– Are you learning from experience?

– Do you hear things that your team isn’t even saying overtly?

Some bright ideas…Some bright ideas…

• Train your distributors– Run classroom training for the RS

– The results will surprise you

• Do outbound exercises for your RSSM– It will build your ability as a trainer

• Train your distributors– Run classroom training for the RS

– The results will surprise you

• Do outbound exercises for your RSSM– It will build your ability as a trainer– It will build your ability as a trainer

– It will bind your team

• Write 2 pages about each of your team members– They will savor it for all eternity

– You will be the gold standard appraiser

– It will build your ability as a trainer

– It will bind your team

• Write 2 pages about each of your team members– They will savor it for all eternity

– You will be the gold standard appraiser

Have you given them your TPOVHave you given them your TPOV

• The Teachable Point of View

– The ability of a leader to inspire is his team behaviors and goal orientation that are similar to his / hers by personal example

• Would your team take the same decisions /

• The Teachable Point of View

– The ability of a leader to inspire is his team behaviors and goal orientation that are similar to his / hers by personal example

• Would your team take the same decisions / • Would your team take the same decisions / perform just as well if you were not there?

– That to me is the real test of leadership and legacy: Not what you deliver when you are there, but what your team delivers, long after you have gone.

• Would your team take the same decisions / perform just as well if you were not there?

– That to me is the real test of leadership and legacy: Not what you deliver when you are there, but what your team delivers, long after you have gone.

The Acid TestThe Acid Test

If you went on leave for a MOC, would your team have performed just as well without

another ASCM having to manage your area?

Would your AE have been able to step in to your shoes and do as great a job?

If you went on leave for a MOC, would your team have performed just as well without

another ASCM having to manage your area?

Would your AE have been able to step in to your shoes and do as great a job?

Maslow wasn’t talking gobbledygook!

Maslow wasn’t talking gobbledygook!

• Year One

• Year Two

• Year One

• Year Two

• Basic Hygiene

• Building understanding of job / skills / market

• Superior execution

• Better delivery basis

• Basic Hygiene

• Building understanding of job / skills / market

• Superior execution

• Better delivery basis

• Year Three• Year Three

• Better delivery basis learning from experience

• Team morale

• YOU

• Your leadership journey

• Better delivery basis learning from experience

• Team morale

• YOU

• Your leadership journey

So are you ready to take on Goliath?

So are you ready to take on Goliath?

• Goliath = YOU

• Look yourself hard in the mirror and be honest

• Ask your team for Honest Feedback

• Then figure out what you want to do with it

• Goliath = YOU

• Look yourself hard in the mirror and be honest

• Ask your team for Honest Feedback

• Then figure out what you want to do with it• Then figure out what you want to do with it

• Then surprise them

• (I got some pretty strong feedback… and it made all the difference to me)

• Some REAL Feedback I got…

• Then figure out what you want to do with it

• Then surprise them

• (I got some pretty strong feedback… and it made all the difference to me)

• Some REAL Feedback I got…

The ‘Great’ Steve’s FEEDBACK after 2 ‘GLORIOUS’ Years as ASCM!

The ‘Great’ Steve’s FEEDBACK after 2 ‘GLORIOUS’ Years as ASCM!

• ‘To look more into the team’s personal vs. professional lives’

• ‘To develop ability to give constructive criticism, He has wrecked my self-esteem more than once’

• ‘To look more into the team’s personal vs. professional lives’

• ‘To develop ability to give constructive criticism, He has wrecked my self-esteem more than once’He has wrecked my self-esteem more than once’

• ‘To communicate effectively, without blowing himself up’

• ‘Should reduce the temper’

• ‘Should reduce his actions which over-shows the bossism’

He has wrecked my self-esteem more than once’

• ‘To communicate effectively, without blowing himself up’

• ‘Should reduce the temper’

• ‘Should reduce his actions which over-shows the bossism’

So WHAT is your TEAM saying about you?So WHAT is your TEAM saying about you?about you?about you?

The time to get their invaluable feedback is fast running out…

The time to get their invaluable feedback is fast running out…

Time on your hands could be time spent on YOU!

Time on your hands could be time spent on YOU!

• Rarely in a job do you have the luxury of total control and leadership

– In Year III, you are supremely efficient at the day-to-day job you are doing

• So what are you doing with your spare time?

• Rarely in a job do you have the luxury of total control and leadership

– In Year III, you are supremely efficient at the day-to-day job you are doing

• So what are you doing with your spare time?• So what are you doing with your spare time?

– Are you building your ability as a COACH

– Are you taking that VACATION you put off

– Are you perfecting your LEADERSHIP ability

– Are you preparing for your next ASSIGNMENT

• So what are you doing with your spare time?

– Are you building your ability as a COACH

– Are you taking that VACATION you put off

– Are you perfecting your LEADERSHIP ability

– Are you preparing for your next ASSIGNMENT

What’s your gift to the company?What’s your gift to the company?

• Can you PAY IT FORWARD?

• Do something you are not paid for!

– Write a case study to use at B School campuses

– Anchor the training of BLTs for the branch

• Can you PAY IT FORWARD?

• Do something you are not paid for!

– Write a case study to use at B School campuses

– Anchor the training of BLTs for the branch– Anchor the training of BLTs for the branch

– Help Branch HR out with the recruitment of new TSIs

– Mentor a summer trainee

– Participate in the design of the new office / become the CfO – Chief Fun Officer

– Drive something you are passionate about – Quizzing / Music / Theatre

– Anchor the training of BLTs for the branch

– Help Branch HR out with the recruitment of new TSIs

– Mentor a summer trainee

– Participate in the design of the new office / become the CfO – Chief Fun Officer

– Drive something you are passionate about – Quizzing / Music / Theatre

Time is running out in this beautiful house…

Time is running out in this beautiful house…

• And it is imperative you savor every day you have left…

• So make every day count

– Have you helped everyone who worked with you

• And it is imperative you savor every day you have left…

• So make every day count

– Have you helped everyone who worked with you – Have you helped everyone who worked with you REALIZE THEIR POTENTIAL

– Have you touched the LIVES of everyone who crossed your path

– Have you used this UNIQUE opportunity to build your LEADERSHIP REPERTOIRE?

• If your answer to all these 3 is ‘YES’…

– Have you helped everyone who worked with you REALIZE THEIR POTENTIAL

– Have you touched the LIVES of everyone who crossed your path

– Have you used this UNIQUE opportunity to build your LEADERSHIP REPERTOIRE?

• If your answer to all these 3 is ‘YES’…

The job done…The job done…

You can now ride in to Head Office with NO REGRETS

Steve Remedios

You can now ride in to Head Office with NO REGRETS

Steve Remedios