Many of our clients seek “high performers” or look to establish a “high performance” sales organization. Exactly what does this mean? I started thinking about a recipe to develop high performers when a colleague sent me a video clip of Brendon Burchard talking about qualities that all high performers possess. To give credit where it is due, this does build on the qualities that Burchard says all high performers share. However, these are ideas that I’ve referenced often in this blog and when speaking to our customers.
Opportunities can spring up in the most unexpected places. Any chance meeting can lead to some surprising outcomes. And sometimes you are not even present when those opportunities appear. Allow me to explain. Just recently I received an update from a sales trainer I’ve been working with. She was reading my book The Relationship Edge in Business on a plane trip. This prompted a conversation with the man sitting next to her who was a computer technology sales manager. After their discussion, he took a picture of the book saying he planned to read the book and have his sales people get copies too. That led her to wonder how many books have been sold on planes and not just by her.
What I’ve come to realize from working with college athletes and coaches that is quite often many of them just do not realize how truly great they could be. This occurs despite the fact that these students are playing athletics at the college level and are very talented. Getting them to truly understand the gap between their historical performance and their actual potential is challenging. When they finally do make the connection that as good as they are now, they have the potential to be even greater, the results can be amazing.
Poor Charlie Brown. In the Peanuts comic strip, he seems to be continually frustrated with life. How many times does he try to kick that football that Lucy always manages to pull away at the last second? What’s remarkable is that he keeps trying. He possesses determination and hope. He believes that this time it will be different. We can learn a lot from Charlie Brown.
“I think self-awareness is probably the most important thing towards being a champion.” [Billie Jean King]. I agree. Self-awareness is the genesis of success. It’s similar to what they say about history. If you want to understand the future, look to the past. If you want to figure out what you need to do to succeed, you need to look back and see what has worked well for you. And what hasn’t. Basically, you need to understand yourself—your strengths, your weaknesses, likes, dislikes, passions, etc.
I stumbled upon a blog posting I had saved from June: Culture Change? Pope Francis Shows Us How and thought about how the leaders I’ve worked with often express concern about how difficult it is to change their selling culture. Just imagine how Pope Francis feels. He’s trying to change a culture which is steeped in ritual and history going back 2,000 years!
I believe we all want our lives to mean something, to be successful. Exactly what this means varies for each person. What I would call a successful and meaningful life is probably different than your definition. Yet I think we can all benefit from reminders about just what it takes to accomplish that success—however we define it.
Change is a constant in today’s business environment. That’s why I value those rules/laws/insights that stand the test of time. In the recent Harvard Business Review blog The Best Leaders Are Insatiable Learners, author Bill Taylor refers to the speech John W. Gardner delivered in 1990 to McKinsey & Co. which has been described as one of the most influential business speeches of all time.