Everybody Sells

February 9th, 2010
 

I hate sell­ing!  I don’t know how you guys do it.”

These were the words of a CEO at a lunch meet­ing I attended last year.  This CEO was address­ing the head of her sales force.  It was a casual com­ment, but one that caused me some concern.

I won­dered what could have pro­duced such a strong neg­a­tive reac­tion from this CEO.  Was she think­ing of past inter­ac­tions with sales­peo­ple who were way short of pro­fes­sional?  Could it be that her intro­verted behav­ioral style makes her fear­ful of seem­ing pushy or manipulative?

Regard­less of her rea­sons, I believe my con­cern is well-founded.  There are too many pro­fes­sion­als and lead­ers who have an unhealthy per­spec­tive of what sales is.


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Is it Really That Bad?

February 4th, 2010
 

Over the last few years, I’ve learned more about the con­cept of Emo­tional Intel­li­gence, or EQ.  Daniel Gole­man describes those with a high EQ as hav­ing “abil­i­ties such as being able to moti­vate one­self and per­sist in the face of frus­tra­tions; to con­trol impulse and delay grat­i­fi­ca­tion; to reg­u­late one’s moods and keep dis­tress from swamp­ing the abil­ity to think; to empathize and to hope.”

Last week, I had a day that tested my EQ.  Actu­ally, it began the night before.

I had planned to get to bed early, so I could get plenty of sleep before wak­ing at 4am to catch a 6am flight with my boys.  We were on our way to Jack­son Hole, Wyoming to join some of our great friends and team­mates for four days of snow fun.

My wife and I got to bed early as planned, and then our phones started to ring at about 10:30pm.  Two hours later, we were on our way to see a fam­ily mem­ber who needed some urgent coun­cil.  It’s a bless­ing for us to be able to help, but my plan for a rest­ful night was now shot.  By the time I got back to bed, I got maybe an hour of sleep before the alarm went off.


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Lean In

February 2nd, 2010
 

A few years back, I had the plea­sure of coach­ing one of the most no-nonsense lead­ers I have ever met.  He was known and respected in his orga­ni­za­tion for his direct­ness and can­dor.  He was a bit rough around the edges, but he had a heart of gold.  I found him a bit intim­i­dat­ing at first, but now that I’ve got­ten to know him I wouldn’t hes­i­tate to go to him if I ever have a real need.

Over the years, I spent time with his lead­er­ship team and the thou­sand plus oth­ers that he led.  Fre­quently they would com­ment on how they loved work­ing with him because, while they may not always like what he had to say, they always knew where they stood.

This leader had all sorts of say­ings that went per­fectly with his per­son­al­ity.  One of my favorites was “ I am lean­ing in on this one.”  This meant that he was div­ing head first into the prob­lem.  He knew that busi­ness and life are filled with prob­lems and chal­lenges, which are just wait­ing to be solved and learned from.


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Your Perfect Week

January 26th, 2010
 

Think about the best work week you have ever had.  Maybe you just started day­dream­ing about that award trip to the Bahamas, or the lead­er­ship con­fer­ence (golf­ing vaca­tion) in Palm Springs….but for the pur­pose of this exer­cise, let’s con­sider some­thing else.

Think about a week that you really brought your “A” game to the office. 

You were on time, fully present and pre­pared for all your meet­ings.  You closed the deals you were work­ing on.  You exe­cuted with excel­lence.  Not only this, but you had time to think, to plan, to exer­cise, and you were home in time for din­ner!  Did I men­tion email?  Yes, you were even caught up on all email cor­re­spon­dence.  Not just your work email, but your Linkedin, Face­book, and per­sonal email accounts.


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In Marriage, You Have No Rights

January 21st, 2010
 

Daniel Harkavy Jan­u­ary 21, 2010 Blog Post from Build­ing Cham­pi­ons on Vimeo.