I find it amazing with what degree of complacency some CEOs and sales managers accept a mediocre performance in sales. Almost like a law of nature! There always seems to be enough reasons:
And so on. Frankly, I can't hear these excuses any more.
If people put just as much energy into the advancement of their sales as to look for reasons for trouble, we would be already a considerable step further.
More growth than in recent years, a higher margin, more enthusiastic customers and so on.
Of course, this is not possible with the old methods. Indeed, most salespeople have to considerably shake up their mindsets and attitude. Not to mention new sales strategies, tactics and...
In this time when most of us are less "busy" with daily routines and more thinking about essential questions, it is good to remember some important principles.
Here are 3 extremely important reminders for the coming year that many of us keep forgetting:
In the video I explain more background and give tips on each of these three reminders.
I wish you a strong start into the new year!
Just before the holidays is a good moment for me to finally listen to the book, The Art of Possibility by Rosamund Stone Zander and Benjamin Zander. Absolutely worth hearing and reading!
The former world-renowned conductor, and now musical director of the Boston Philharmonic Orchestra, and his wife share not only fascinating episodes from orchestral life, but also, above all, how to unfold the absolute best of people.
These are strong leadership lessons!
One topic I particularly liked and considered to be extremely relevant for almost all leaders is the removal of self-imposed barriers and the opening up of almost unlimited possibilities through outstanding leadership.
"If you first give your team members the highest positive rating and then let them write how they will achieve this outstanding rating (in the future), you will eliminate all fears of failure in one fell swoop and open up completely new horizons for outstanding results.
Because the focus is now...
Slowly, the year is coming to an end – again. Every year, the same old story!
Let's talk about business (Christmas cookies have to wait): What can you still do this year for 2020, even if you only have a few days left? Quite a lot!
Because now is not only the ideal time to contact customers, business partners and colleagues that you have neglected for too long, but above all to get the coming year going.
Yes, exactly: It is now that your performance in the first quarter of 2020 that will be decided.
In my "Winning Team Workshops," I challenge the participants, again and again, from all directions. Of course, this is intentional, even if it is exhausting for most of them.
I'm talking about a mental challenge here. One of them is how, in our mindset, we deal with extremely successful people.
The differences between the teams are enormous: While some are inspired by controversial people, such as Elon Musk or Steve Jobs, and see them as role models in most ways of thinking, others are cynical and try to find negative characteristics.
I don't need to tell you which teams and companies are generally more successful when it comes to strong growth and innovation.
Whether you like it or not, your beliefs about extreme success directly determine your actual success in life and business. And if you lead teams (or even an entire company), you have a strong multiplier effect: I have never seen a team hungry for success with a hesitant team leader.
Important: This is not about maintaining...
Did you know what Wolfgang Amadeus Mozart did shortly after the death of his first son? He composed a symphony – within only 3 days!
I had the pleasure of listening to this symphony last weekend and found it incredible how one could create such a masterpiece in such a short time.
Before you think, "Yes, Mozart was just a genius," take a closer look at what I just described: What exactly is so ingenious about it that you couldn't do it in your field?
You may not compose symphonies, but you have other things that only you can do so well (and if not, it is time you acquire the necessary expertise).
When I interview a client's executives at the beginning of a collaboration, I almost always ask an intriguing question: "If you had a magic wand and could immediately change something here, what would it be?"
The interesting thing is that almost everyone finds it extremely difficult to answer this question. Not because they don't have enough things to complain about. I've always heard enough of that before.
The problem is different - and that can be very relevant for you and your team: Most of us have forgotten how to think in limitless possibilities. Instead, we are constantly focused on solving problems - also in leadership.
The result: lack of imagination in the design of a strong vision, in the development of strategic possibilities, in positioning in the market and so on.
What does it take to awaken this imagination? Three things above all:
My latest (German-language) magazine article deals with the (often) insufficient productivity in management and the considerable damage it causes.
I took up the topic for a good reason: The waste of resources is enormous, in 3 dimensions:
How can you significantly increase productivity in leadership - with fun and...
Here is an important reminder: You have a boss who's someone else than you probably think right now. First and foremost, you are not working for someone else – you are working for yourself.
And in the role of president, you - like every good top leader - must above all ensure that you use your strengths in the best possible and targeted way - and that you can (and want to) fully perform and thrive tomorrow.
The question, after all is: how good are you as your own boss? Do you take care of your own team (i.e. yourself) as you would expect from an outstanding business leader?
Here comes the crucial truth: You can't lead other people better than yourself - at least not sustainably.
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