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Berkshire | david.davies@sandler.com

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Management & Leadership

You can’t begin to transform a team or an organisation until you’ve transformed yourself.

With that in mind, there are 7 critical Leadership principles that support great Leaders, great Careers and create great Teams.

1) Personal Power
2) Conviction
3) Charisma
4) People Skills
5) Courage
6) Ethics
7) Expertise

Truly transformational Leadership starts with you, then radiates outwards.

Let’s take a look at those 7 principles... 

Quite often as a Leader in our organisation we can face blind-spots.

These blind spots are things we are all battling at different points in time.


What is a Viable Growth Model?

Everybody wants one, right?

But, what does a viable growth model mean?

Well, a viable growth model will be different for every one of us.

What I might want as growth for my business is likely to be different to what you want as growth for your business.

The model I will share with you can be replicated regardless of the type, or size, of business that you’re in. It is called the Organizational Excellence model.

The growth model says, ‘determine where is your growth?’

• Where do you want to be in 2,3,4,5 years?
• What does that look like?
• What does the environment look like?
• Where do you want your business to be in 2,3,4,5 years?
• What do you want your business to look like?
• Where do you want to be personally, in addition to your business?

Once we have the answers to those questions, we can start to understand what growth looks like for you.

Let’s talk about Excellence in Business.

We all want the Gold Medal. The accolades. For our company to be the best it can be.

But you’re not going to get to excellence through sheer hard graft. And, you’re not going to get to excellence by hoping that you become excellent.

You’ve got to really put in the hard work on your business.

What do they say about luck? Luck is hard-work meeting opportunity.

So, excellence is something you are going to have to devote time to.

It’s a mission to become excellent. But, what does that mean?

Let’s talk about Ineffective versus Effective Leaders

You know that as you progress through the stages of your business that in the beginning you are spending 90% as a Worker; and just 10% managing the business.

In the inter-mediate stage, as you add more people, you are probably spending 50% as a Worker; and 50% managing the business.

Later as you really start to grow your business you should be spending 10% as a worker and 90% as a Leader.

So, let’s talk about Leadership.

As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?

Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?

Who knows?

Truthfully only they do.

Time to set the rhythm. Beat the drum!

As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?

Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?

Who knows?

Truthfully only they do.

Time to set the rhythm. Beat the drum!

When speaking with a Sales Leader last week they were clearly unsettled at the prospect of having a ‘work-from-home’ policy enforced on them. In their own words ‘the Nightmare scenario’.

They said, “I can’t trust my people to stay focused. They’re going to start slacking.”

“Why?” I said.

“People do when they are ‘Working from home’, don’t they?” they responded.

“They might.  But only if you do….” I replied.

Channel Management is probably the toughest sales assignment there is.

Are you confused where to start in (re)building your partner sales channel?

Are you frustrated by poor performance from the majority of your channel partners?

Are you struggling to scale via your channels, partnerships and alliances?

It doesn’t have to be that way.

As organizations grow, they realise that there are numerous different ways to define success.
A new business, for example, will be immensely satisfied the first year the operation returns a profit.

On the other hand, a more established company may expect to see a specified rate of growth year over year.

Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you. Here are a few different ways that you can consider defining your success.

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

Why don't we spend more time considering the consequences of making a bad hire?

The cost of a bad sales hire is phenomenal. Let's take a look.

To calculate the true cost of a bad sales hire you are going to want to know:

1 > The cost to recruit, on-board and train a salesperson.

2 > The average sales of your A players (top 20%), B players (average) and C Players (bottom 20%).

Are you communicating....or trying to get the other person to submit?

In Transforming Leaders: The Sandler Way there are eight common baits that people use to get other people into Communication Dysfunction.

This is what happens in dysfunctional exchanges between people.

They have one commonality.  One person is using his or her strengths against the other person in order to bring that person to submission - so that they will acquiesce or come around to a certain way of thinking or acting.

Leadership starts in your own life and then radiates outward as an example to others.

Dave Arch wrote in his Book 'Transforming Leaders - The Sandler Way' "You cannot expect to transform a Team, or an Organisation, until you've transformed yourself."

There are 7 essential qualities that are reflected and exemplified in the character and work habits of great Leaders.

As the weather heats up, many companies begin to look with dread upon the impending summer slowdown. For brands unprepared for the upcoming lull, it can be a challenge to keep the company moving forward and productive during the summer months. With people in and out of the door due to vacations and time off, it can feel impossible to get anything done.

August 2016: Summer is spelling bad weather for small businesses in the South East, according to a survey of 200 small business owners in the South East. Over two thirds (69%) of small business owners believe their business productivity falls during summer months.

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right?

I am a terrible “bah humbug!” when it comes to “trick or treat” but I do take a keen interest in Ghosts.