When It Seems There Isn't A Winner

The concept of this blog is that you can only truly be a "winner" if it is others that you are winning for. In other words, if your purpose for "what you do" is to add value and help others, when you are successful, you will literally "Win For Them".  However, what is someone supposed to do when they make every effort to accomplish this very thing, and the people that he is striving to win for, act in a way that prevents that from happening. This happens in personal life, business, volunteering - pretty much everywhere someone is working to make a difference, there will always be someone or some group of people who work to undue the effect of that person.  My question then is, What is the proper reaction when this happens

In most cases, when someone has set out to do good, and others try to turn it to bad, people have a tendency to get defensive.  I think for any of us who have been in a situation similar to this can relate to the desire to make sure people remember who we are and not believe these types of horrific lies.  Not long ago, something like this happened to a friend of mine. He had made some decisions that another viewed incorrectly, and when my friend attempted to set the record straight they were met with that myth "the only reason you are so upset is that it is true." 

I am here to tell you that attempting to defend your good name or your intentions to someone who is set to distort them isn't a good strategy.  As a matter of fact, if you do, you will most likely just add fuel to a fire that will only burn you.  Have you ever been involved with a situation that starts out as minor thing but because of the reactions of the people involved it ends up having a "life of it's own."

Here are a few tips that I have found valuable - even though I don't always apply them.

1. Make sure you understanding the point being made.  There are times where there is a misunderstanding at the core of the issue, and a rush to protect a good intentioned effort, causes that misunderstanding to not be discernible.  If you have ever been a disagreement and then looked back and had a hard time remembering what started it, then it was probably one of these situations - the disagreement became the disagreement.
2. Find what is accurate in the response to your good intentions.  Sometimes, even when we are doing our best to do "good deeds" there are consequences to them, and others will be effected.  For example, if a President of a company has to make tough decisions that will help the company become stronger and more profitable, but others will lose their job - then there will be those who look for the "wrong" in those decisions because they don't like the outcome.  I think one of the best ways to defuse that situation is to find the truth in their reaction and acknowledge that you see that, and then hopefully gain an opportunity to explain the reasons so they can have some perspective that will help them understand it.
3. Agree to disagree. When there really is just a black and white disagreement, where the two people just can't come to an agreement, then the best thing to do is to offer to agree to disagree. However, this is NOT a good initial reaction, because if used to keep from having to try to find a solution, then you are only wanting to say you are right and the other person is wrong (and even when this is true, the process matters). 

The phrase "nice guys finish last" is sometimes true, so if you set out to Win For Them, expect that there will be setbacks along the way.  But, if your purpose is true and you believe in what you are doing and that it has value, don't allow these setbacks to slow you down - the world us full of people who only want to find what is wrong and bring others to their negative viewpoints, but the world NEEDS people who are truly trying to bring a positive victory for the benefit of others...in other words let's WIN FOR THEM!

Excellence in Leadership

Greetings:

There have been so many books written on this subject (a recent google search on "leadership books" had 687,000 pages) that it is easy to get confused on what Excellent Leadership is, please know that I won't be solving that on this blog.  However, in this update, I will a) Simplify a few things regarding leadership, b) dispel a few myths and c) suggest a few key aspects of excellent leadership.

In the area of simplification, I like what John Maxwell said in one of his books on the subject (I have read so many of his books, I can't place the quotes - sorry) when trying to define what it means to be a leader, he said this; "a leader has followers!"  That has stuck with me since that second, and I believe this to be the truest definition I have ever seen.  Most of us know people in leadership positions, who have grand titles, but in reality aren't leaders at all - just people with titles and ideas that nobody wants to follow.  Mr. Maxwell correctly suggests that if you are in a position of leadership and you look behind you and there is nobody there, you are not a leader.

In the "leadership arena" there are many myths that I run across often and I wanted to discuss a few of them today;

• To be a great leader, one must have a "touchy-feely approach to their followers."  This is absolutely false, but, I don't want anyone to read this as coming from a cold-hearted narcissist, who only wants people to do as he says.   Instead I want to suggest that there is a higher calling of leaders.  In order to care about those who are "followers" you must care first about the outcome of the company/organization - if it fails, they will be negatively impacted and it won't matter how many times you said you cared, the question will remain - did you really?  Having said that - understanding and caring about what is important to those you lead is a must if you are to lead effectively.  As Bob Burg points out in his blog, there is a "Monetary Value to Feel Good Employees" .
• All great leaders work more than anyone in the company!  What, how is this in the "myth" part of the blog??? Though it isn't uncommon for great leaders to also be work-a-holics, this isn't always a must for a great leader, and I would even suggest that the best leaders get their companies to a place where they are not having to drive the success of their team any longer (sure hope that proves true in my life). However, great leaders will do "what it takes" and in small growing companies, sweat is usually the most important resource and needs to be a focus.  Having said that, there is a danger of a leader who continually is over-worked (another blog all-together). 
• Great leaders always succeed.  This is the biggest one of all, there could be nothing more from the truth.  If you doubt that, study up on the failures of great leaders, there are likely more failures then successes.  Having said that, there are sometimes real reasons that people in leadership fail (and/or their companies do).  Lisa Petrilli recently blogged "5 Reasons Visionary Leaders May Fail to Execute" and I believe it is a great read!

I don't pretend to know all the aspect of great leadership, or claim to be an expert in the area, but have spent many hours studying, reading and listening to those who are, and as a result, have come up with a short list of "must haves" criteria that I believe are key to all effective leaders.

• Excellent leaders lead as an overflow of "why" they do what they do.  Please take 18 minutes to watch this video from Simon Sinek if you have not doe so before, it is foundational to great leadership.  If you are a leader asking people to follow you to reach an "end" and it isn't attached to a greater "why" purpose, you will most likely be required to surround yourself with people who will ruin the journey, even if you do find the "end" you want.  To me, that isn't worth the journey, though I realize that to some it is. 
• Excellent leaders concern themselves with the wants and desires of their followers, either through direct communication or by a systematized method of communication through other leadership (necessitated by size of the organization).
• Excellent leaders establish priorities and focus on them in the workplace.  This is by far one of the most important and misunderstood key principles.  The reason I say misunderstood is because just because someone does this at work, doesn't mean there is a carryover to their personal life.  That is why there are so many great leaders who have had a personal life that is the exact opposite.  They disregard family and all things that should be valued in their personal life, while maintaining the highest level of professional efficiencies imaginable.  Their company grows to huge profits, while their personal life is crumbling around them.  I am not suggesting that these individuals be commended for this, but instead that one who fails in a successful personal life issue, isn't discredited from being a great leader in business, as well as conversely, that one who is a great leader at work, be automatically respected in other arenas as a result of that success (which happens way too often). 
• Excellent leaders ask for, accept and apply criticisms. This is an absolute!  To be a great leader, you must be willing and able to hear where you aren't succeeding and to work toward growing successes in the areas that you are failing in.  However, a leader doesn't create an environment that encourages this type of feedback, all they will receive is what their employees believe they want to be told, leading to certain failure.
• Excellent leaders execute. Not all leaders execute, but the excellent ones do, and will not accept anything less.

•  leaders focus on WINNING FOR THEM...sorry, had to put in the plug. 

Value of Shared Experiences

Greetings:

It has been a long time, how have you been?  I was moved by a post today, one that especially touched me, and I was reminded that I should make posting a priority, so, here it goes.

I was reminded by Allison Nazarian how important what we share can be for others - even when we might think it won't be of great significance.  So the nature of this post....Share Your Thoughts!

You see, the things we experience have purpose, even when we don't know it.  However, they have influence only when we share them.  Things in this life don't just happen, I believe (I know this won't be shared by all who read) they are part of a plan that is meant to effect others as well.  Too often though, we are too consumed by ourselves, and the urgent things that "we need to do" that we forget that to keep it to ourselves, limits the value of the experiences we have.

Also, share what impacts you.  I wouldn't have seen what Allison wrote, if Bob Burg hadn't taken the time to share it.  Thanks Bob!

Please be intentional in your life to share with others, which will help us all "Win For Them".

Sincerely and Humbly,
Steve

Your New Job Description: I Create Value

In Bob Burg and John David Mann’s latest book “Go-Givers Sell More,” there is an interesting twist on the job description for someone in sales.  

“Your job is not to make a sale (importantly noted earlier – impossible to do) but to create something else: value. In fact, as a salesperson you can define your job description in three words: I create value.”

I have to admit, the first time I read this, I altered it in my mind to read, “I present value” meaning, my job is to show the value others will receive by hiring our company.  However, that is NOT the case – my job, your job…everyone’s job, whether in sales or not, is “To Create Value.”  This is one of those processes versus product concepts.  Too often, we focus on the value that a client experiences as a result of the product they are purchasing, instead of the value we create through servicing them.  Let me illustrate for you.  

Recently, I stayed in two different hotels on the same business trip. They were each quality hotels, a Marriott property and a Crowne Plaza.  I paid almost the exact same price for the rooms, but had very different experiences.  At the first property, I arrived around 1:00 pm to find that they had no rooms clean for me.  Adding to the struggle, I had accidentally booked at a location that was out of the way from my very tight travel schedule, so I had little room for inconvenience. At the next location, I arrived, was checked in to my room, no hassles, no struggles, great location…etc.  However, which location provided the best value to me – not what you might think, it was the first property.  You see, it wasn’t the difficulty that defined my stay, it was the service.  

Shortly after the front desk worker had told me it might be an hour, he set a bell on the counter and disappeared (to which I mistakenly thought, “great, now he’s going to lunch”).  He returned 10 minutes later to check me in.  I had indicated how tight my schedule was and my mistake in selection of hotel.  He had gone to assist the cleaning staff to get a room ready for me!!!  Are you kidding me, that was a first.  Then, he asked where I was traveling, and after sharing where I was headed, he realized that there was much road construction and that the normal google map route would most likely take me through it and make me late. He didn’t tell me this, because he understood I needed to get into the room, shave, shower, iron, etc.  Not five minutes after I left him at the desk, the employee slid a piece of paper under the door – you guessed it, an alternate route for me, and a hand written note indicating that I could take the bottles of water with me at no charge, so I wouldn’t have to stop to get anything along the way (it was in Arizona and the temperature was 110).  I stay in hotels often, but this was the first time that an employee had ever gone through this kind of effort to serve me, and I quickly went from thinking “what a stupid mistake I had made selecting this hotel” to saying “anytime I am in the Phoenix area, I’m staying here!”

This employee “created value.” He didn’t rely on the nice new pillows or cushy king size bed to make me feel better, he made sure I would.  That is what we are to do, create value!  As the title of this blog indicates, if you focus on “winning for them” that will be a natural occurring result.  Remember, value starts with hello!

Hope is a Terrible Strategy

Today the President spoke of more "hope" and the title of this blog entry was evidenced once again.  Now, don't get me wrong, it is important to have hope, but to base decisions on "hope" isn't an effective strategy.

I would suggest instead, to hope in strategy!  In business, there will always be a risk-reward equation, and most of that comes from this concept of "hope".  However, if you find yourself constantly forecasting by saying, "I hope..." (fill in the words), then you are most likely creating chaos in your company, home, or wherever.  Let me suggest a few simple strategies to step through when hoping for a better future, or outcome.

1. What are the known variables?  As you look into the future, how much of your new idea or "hope" is based on things that you can identify? Once you know what they are, attached a tangible measurement to them, and MEASURE them.  When speculating about what might happen, measuring assumptions of what you do know, is a key to knowing how far to push the envelope as you move forward into the unknown areas.
2. What can you risk?  It is important to identify a limit to risk.  When you combine this with step 1, you can keep a constant risk assessment equation.  Also, if you are finding that things are going better than "hoped for", you can potentially increase the goal, because the risk is diminished by the success.
3. Be prepared to fail!  I remember seeing this quote sometime ago on a blog, and I wrote it down, "Life's real failure is when you do not realize how close you were to success when you gave up."  Too often, fear will cause a person, company, etc to quit just a little too soon, so they won't have to "have failed." If it is worth doing, it is worth failing at, don't forget that.

This is a somewhat simplistic and generic look at a way to have hope, without having hope as a strategy.  I "hope" it helps you be able to WIN FOR THEM!

Steve Boyett

How Being You is What They Need

Greetings:
I can't tell you how many times I have read, listened to, or been "coached" that to be successful in sales a person must be "this way or that way".  Often, the teaching will include phrases like, "get out of your comfort zone", "great is the pain and great is the reward", etc (insert your favorite, "be like me" platitude".  THIS IS JUST NOT THE CASE!

See, the most important thing any sales person can do, is be themselves.  If you are selling something that requires you to be something other than authentic, THEN QUIT....NOW.  The key to success in sales is to know that you are adding value to someone, and you are able to do it, without having to be someone else.  However,  I am not saying that a salesperson shouldn't seek to improve their ability to communicate the value, and/or the solutions that they have for the person/company they are wanting to partner with.  As a matter of fact, if you don't care about what you are doing enough to spend time dedicated to improvement, you might not care enough to be someone who is committed to adding value. 
Here are three keys to consider about a sales position:

1. What is the mission of the company you are representing?  I love what I do!  Part of the reason I can say that, is the mission that our company has.  "Empowering worthwhile organizations to impact more lives through effective fundraising."  That just overflows with "them".  
2. What is the vision of the company you are representing?  Even when a mission is inspiring, the vision could move in a direction that is different than what you think it should be.  This can be easy to adapt to, or a change in this could literally change everything.
3. Is the company really providing solutions? When I say "solutions" I mean, what is sold is solving the problem - period!  

If you examine this criteria and find that you are inspired by each, then you are in a great situation! Of course, there are many other facets of working for a company that can affect your experience, but that is for another post.  As long as these three criteria are met, then you just need to be "authentic".  On a side note here - if you have not read "Go-Givers Sell More" by Bob Burg and John David Mann yet, that really needs to be "step 1". Being authentic is the most important attribute of any truly successful salesperson - not rich sales person.  I define successful sales as "Providing measurable value through real solutions while building great relationships!"  When you do this, every time you make a sale...You are 'Winning For Them."

Tomorrow Will Be Just Like Everyday

When you hear the word "tomorrow" what comes to mind.  Tomorrow can be full of hope, full of anxiety, the needed word of the day, and the list goes on and on and on!  However, tomorrow is...a day, just like everyday. Not to be given too much undeserved credit, or too much fear.  However, if you are not thinking about tomorrow, then today has already caused you trouble to deal with....you guessed it - tomorrow.

I was recently in a conversation with a friend who was trying to offer suggestions to a friend of his who was out of work.  However, my friend's good intentions were not received as such, and this friend of his, did not want assistance with his "tomorrow."  While discussing the frustration that came as a result, my friend said "it is just so hard to help someone who doesn't seem to have a plan for tomorrow (quoted, but somewhat paraphrased)."  The more I thought about that statement, the more I related to his frustration.

I often tell consultants in our company, "tomorrow's success or failure will be determined more by what you do today, then what you do tomorrow," and that is what I want to tell this friend of a friend.  You may have to adjust the plan you make, but I can assure you, if you start a day without one, what you do will not be "planned" or proactive, but instead reactive. 

Proactively planned days help to avoid the tyranny of the urgent, and reactive days tend to be either, all urgent, or very little gets done at all.  Bottom line, if you want to increase the likelihood of having a successful day, don't ever wait until tomorrow to get the next day started!!

Now, go out and win for them.