Last night I was privy to a pre-game speech by a college coach that really made me think about what I call the “Power of One". He spoke of Martin Luther King and the impact his confidence, beliefs, passion, and his resilience had on a nation, and one could argue, the entire world. His focus was that MLK never flinched in the face of adversity and danger. His intimacy with his purpose drove him to change the world. I can’t think of a better definition for the “Power of One”.
Next week in Dallas, Delta Point will hold our second, public, leadership seminar on how to more effectively coaching selling success in the field. We have named this strategically important leadership seminar, “Coaching Catalyst”, because we believe that great coaches need to be a true catalyst for their sales specialists’ selling success. The challenge becomes when we have insufficient expertise to be that catalyst.
One of my favorite things to do is to speak to sales leaders. Thankfully, it’s something I’ve had the opportunity to do many times over my career. In fact, just this week I had the opportunity to speak to a wonderful group of field leaders from one of our clients. Inevitably, the question comes up, “What can I do to become a better leader?”
I remember my first day of 7th grade at Sherwood Junior High in Memphis, Tennessee like it was yesterday. That was the day I met Bud Garrett. Coach Garrett was the coach at Sherwood and he coached baseball, basketball and football. I remember walking past this tall, imposing man and him saying to me, “Boy, you need to go out for football. Be at practice after school today.”
Last week I once again watched Dr. Amy Cuddy's Ted Talk called, "Your Body Language Shapes Who you Are". I was prompted to watch it after reading two articles she recently wrote about how important warmth and competence are in order to truly connect with people. The last 5 minutes of her 21 minute Ted talk, which I believe is one of the most watched Ted talks ever, are simply riveting and I believe should be required viewing for anyone interested in achieving more.
The other morning as I was reading a terrific blog called, “Leadership Freak”, I was reminded how obstacles, failures and setbacks are actually huge opportunities for growth, development and future success. The blog espoused a 3 step system for dealing with failure and the questions they suggested we ask ourselves in these situations were powerful. I highly recommend the blog and it certainly endorsed the notion that failure can be a great teacher - IF WE LET IT BE!
In all my years of selling I have never met a sales person that wasn't looking for a good idea. Every sales person wants an idea that will help them be more effective and more successful with clients and prospects. Reading books is a terrific idea as is subscribing to blogs.
Late last year Delta Point had the opportunity to work with a client who was launching a new specialty sales force. Realizing they were bringing together tenured sales representatives from numerous different companies they asked Delta Point to help build a customer engagement model that not only reflected the significant experience of their new sales force but that also set a standard of excellence by which the organization would interact with customers – and we did - successfully. In fact, accolades were very high from both sales leadership as well as the specialty representatives themselves.