Recently our firm had a change in the leadership. The new CEO was in the sales office in New York for a Town Hall this week. Understandably, there was a fair mix of curiosity, skepticism, indifference and of course excitement. There were of course drinks to follow up the Town hall to mull over the messages in the evening.
The presentation which was more of an informal discussion lasted about an hour. It had all the elements of a good message. Right focus on priorities, values, direction with some good humor to fill in the gaps and break the ice with the crowd. I wanted to share some points that I found to be interesting. Also I think in any address that a leader makes to his team, this could be a good checklist to balance your message.
- Passion in an organization comes into play when intellect and emotion work in the right balance to produce results for customers.
- Any organization's cultures stems from their vision and values. Vision shows where we want to go and values show how we will get there.
- People are not in the middle of problems. Its always the process.
- Whenever clients buy products from you, the key question you need to ask yourself is "Why are they buying from us?" Answer to this question will help you make the corrections when they stop buying from you.
- Successful products are designed for the heart. You think of a product with the mind but you design for the heart!
- The secret to building great teams is "Hiring people who are better than yourself" and "People whom you want to work for"
- "Everyone in the company sells". If you have treated your janitor in a bad way, and he bounces into your client sometime in the corridor, imagine what he will have to say about your company. Always treat people with respect.
cheers !
1 comment:
For high technology sales executives, there's more to being successful than the usual platitudes you identify. While these are generally true, consider the reality that prospects always have hidden agendas, often don't know how to buy or execute a transaction internally, often don't understand their own selection process, and occasionally don't even know of their business issues. Real selling happens when you can enable the customer to be self-aware of these issues, and help them navigate thier own processes and roadblocks. And, don't forget competition...
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