Get'm where they live

When a rep goes above the call of duty or closes a big sale, sent a thank you note to their home. This not only makes the contact very special but lets them share their feelings with their families. I have even gone so far as to send a note to a reps significant other if they've been working extra hard saying "I know NAME has been working extra hard and spending a lot of time at the office, I appreciate you supporting him/her. I know he/she is driven by a desire to build a great future for your both. Thank you." This can go a long way toward building morale and keep your reps motivated.

Make A Difference!

Thanks Jim Busch

Words for leaders

Theodore Roosevelt was one of the great leaders in American History. He lead the US to a place of world dominance in the early 20th century. Here is the cornerstone of his leadership philosophy:

"Example is the most potent of all things"

During the Spanish American War the Roosevelt's rough riders were pinned done by murderous rifle fire. When Roosevelt decided to take the hill held by the entrenched Spanish he did not order them forward, he led them. He not only took the lead in the advance up the hill but he went on horseback. As the only man on a horse he made himself a prominent target. He did this to encourage his men by showing them that he was not afraid. Throughout his career, Roosevelt made sure his image and actions were in perfect alignment with his words. You may not have to take a hill under fire, but you can show your people that you are willing to work hard and not let stress or negativity get to you.

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Thanks Jim Busch

Buy-in question

Sometimes we have to make decisions that our people don't like or agree with. When you get push back try using this question. Restate the situation and all the information you used to come to your decision and then ask "If you were in my position what would you do." This is a good conversation starter. If the rep makes a suggestion that would benefit them ask "How would the rest of the team feel if I did that?" or "How would you feel if you were...?" This process helps the rep see things from your perspective and while they might still disagree with you, they will understand that your decision was not arbitrary. As always good questions are the steering wheel in any conversation and they let you control where things are going.

Make A Difference!

Thanks Jim Busch

Words for Leaders

"Leadership is an invisible strand as mysterious as it is powerful. It pulls and it bonds. The most precious and intangible quality of leadership is trust." IBM Publications

As managers and leaders it is vital that we consistent and honest with our teams. These are the building blocks of trust. Without trust your team can not function efficiently or smoothly. Trust must be built one interaction at a time. Before taking any action, take a moment to consider what effect it will have on the bond of trust between you and your team.

Make A Difference.

Thanks Jim Busch

The "Semper Fi" Effect

It can be very challenging to lead people who are tasked with doing a very difficult job. When the market is down and your people face a lot of rejection it is hard to keep them motivated and sometimes it is just hard to keep them. Many managers respond to this situation by minimizing the problems the team is facing. I strongly disagree with this strategy.

Rather than deny the challenges my team is facing I use them. I use them as a source of pride to build my reps self esteem and my team's cohesion. I remind my reps of the challenges they face and tell them that I am glad to have such skilled professionals on my team. I want them to take pride in overcoming challenges that would stop lesser people in their tracks.

I call this the Semper Fi effect in honor of the U. S. Marine Corps. The marines take immense pride in the fact that they are "always outnumbered" and that they can fight their way out of the toughest situations. Their training demands almost super human endurance and mental toughness because they know this builds a highly motivated team.

When facing challenges, acknowledge and use them. Give your people a sense of pride in adapting and overcoming to the less than favorable circumstances. After a while instead of complaining, your reps will brag about how tough the market is and about their ability to persevere in the face of difficulty.

Make A Difference!

Thanks Jim Busch

Words for Leaders

Over the last 30 plus years I've read a lot of business books. Most I read and discard, but there are a handful of books that I have read and reread and frequently recommend and refer to. One of these books is "Up the Organization" by Robert Townsend. He offered some very interesting insights into both organizational and personal psychology. Here's a quote from Townsend that I like:

"If you don't do it excellently, don't do it at all. Because if it's not excellent, it won't be profitable or fun, and if you're not in business for fun or profit, what the hell are you doing there?"

This is a good question to ask yourself and your people. Excellence is simply holding yourself and your team to a higher standard.

Make a difference!

Thanks Jim Busch

Tap into your reps goals

Recent research has found that external motivations such as bonuses and contests have only a short term effect. This is due to a phenomenom psychologists have dubbed "Hedonic Adaptation." We become accustomed to these things very quickly. We may dream of earning $50K a year but once we attain that goal, somehow $50K doesn't seem like that much money. For long term continuous motivation you need to stimulate a person's intrinsic motivations. Intrinsic motivations may not be tangible. Internal feelings like pride, a desire to prove themselves or a feeling of mastery provide. To learn what gets your reps juiced, sit down with them and talk about their goals and motivations. Ask lots of questions and encourage them to open up and share their true feelings. One of the hallmarks of a great leader is that they treat reps as individuals. They strive to learn what makes their reps tick and then develop a motivation plan for each of the people on their team.

For more on this subject, I suggest you read "Drive" by Daniel Pink. This is a very interesting book whic may change your thoughts on motivation.

Make A Difference

Thanks Jim Busch

Words for Leaders

Just to show I don't hold a grudge, here's a British quote in honor of
Independence Day:

"Leadership is about saying no, not yes. Saying yes is easy"
Tony Blair

As a leader we often have to tell people things they don't want to hear. Leaders have to stay focused on what is best for the group. They have to set limits and do what is best in the long run. Anyone can say yes every time, it takes a leader to say no when it is the right thing to say.

Make a difference.

Thanks Jim Busch