Achieving Business Excellence with John Spence

Google Research on Key Habits of Top Managers and Leaders

Here is some really powerful information on what it takes to be a highly effective manager and leader. It is based on a Google research project that looked at 10,000 of their top employees. I urge you to take a few minutes to watch the video – I think you will find it very helpful.

Also, please share this video with anyone you feel would find value in the ideas I cover, I believe these concepts can help a lot of people to be more successful.  Thank you very much – John

Remember to share this with your network

*** If you have not read it yet, here is a link to download my short eBook on how to build and sustain a winning culture – for FREE!

 

 

 

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Irrationally Passionate

I was driving into the office this morning (Saturday – and you notice I didn’t call it work) listening to a podcast about how to increase sales. The person being interviewed said that the best way to grow your business was to focus on “irrationally passionate” customers. People, who are fanatical about the type of products or services you sell. Good examples would be Star Wars fans who will buy just about anything that has to do with Star Wars, or a sports fan who is crazy about their team, someone into golf, knitting, gardening, dogs, cats… a target customer who is so irrationally passionate that they become a raving fan for your business because you offer something that they “have to have.”

I love this idea. It makes perfect sense for how to identify your key target market. If you start your focus on this potential group of customers, you will also appeal greatly to the folks that are not quite as passionate but still very interested. It also makes it so much easier to sell when you are offering your products and services to people that are enthusiastic about buying them. I see a lot of businesses waste time and money trying to sell to people that either don’t want or can’t afford their product. Here is a quote I use a lot when I’m delivering sales training, “Don’t try to sell to broke people.”

However, I also saw another application for the idea of “irrationally passionate.” This is the exact same thing that YOU need to be about your business/career if you want to achieve a high level of success. It’s very hard to become superb at something you are not deeply excited about. If you want to be one of the best of the best you must be fully committed… irrationally passionate… and willingly do what unsuccessful people are unwilling to do. So here are a few questions for you.

Are YOU irrationally passionate about…
  • Being better prepared than any of your competition?
  • Being insanely customer focused?
  • Delivering the highest quality products and services?
  • Delivering world-class customer service?
  • Operating with 100% honesty and integrity?
Is your company irrationally passionate about…
  • Hiring only top talent?
  • Building a winning culture of highly engaged employees?
  • Being fair and generous with your customers and employees?
  • Creating high levels of accountability across your entire organization?
  • Fostering lots of open, honest and transparent communication within your company?
  • Focusing intently on disciplined execution?
  • Demanding excellence and refusing to tolerate mediocrity?

These are just a few questions; I could easily add another twenty. The point is, you will never become truly great at something if you are not irrationally passionate about achieving greatness in that area. I know that sounds simplistic, but it is the truth. Unfortunately, I see a lot of people today that think that they can attain great success without great effort. That has never happened and it never will. All success comes from work, usually very hard work, and excellence comes from being irrationally passionate about the pursuit of excellence.

What are you irrationally passionate about?

Why Should I Worry About This?

Here is an idea that I believe can make a dramatic positive impact in your life if you apply it!

I hope you found this video helpful and that you will share it with anyone you feel would find value in the ideas I shared .

Thanks – John

The Single Most Important Leadership Characteristic

For more than 20 years I have taught leadership at startup companies to the Fortune 50 and the single most important trait for highly effective leaders has always been the exact same thing. I can show you dozens of major research studies from around the world, representing millions of respondents, and they all say the exact same thing. When I teach classes on leadership and ask the attendees what they look for in a leader they would willingly follow, it’s always the exact same thing…

HONESTY

However, it is getting harder and harder for people to believe this.  In nearly every arena; business, politics, religion, science, education…there are “leaders” who have no problem lying. I’m not talking about small mistruths, or perhaps twisting the facts a little bit, I’m talking about boldface, in-your-face, complete and utter lies. So-called “leaders” who can look you straight in the eye and tell you something that they know is absolutely false.

I am NOT taking any sides here. Every side of everything now has people who seem to have no regard for the truth and are willing to say anything, no matter how outlandish, to advance their position. When I open the floor for questions at my events, inevitably someone will ask, “If telling the truth is so important, then why do we have so many leaders who don’t?” My response: “I don’t know. It does not make any sense to me. I would not consider those people leaders; however, they are in leadership positions. I don’t understand how people like that rise to the top positions in organizations. It drives me crazy.”

The Death of Honesty?

I refuse to believe that we have come to a place in society where lying is an acceptable, even expected, behavior. I’m at the point where I question the validity everything I hear and read and that is painful and frustrating. It makes me physically tired to listen to the news and hear the constant stream of stories about “leaders” who have been lying, cheating, stealing, killing… and mostly getting away with it. I cannot fathom the damage this has done to our society and the example it is setting for our youth. It terrifies me to think about a generation of young people who have been raised watching authority figures lie, and then lie about their lies.

But I believe there is a solution and it starts with you and me.

Now more than ever I feel that it is essential to be a living example of honesty and integrity. It is only through modeling these behaviors, in even the most challenging situations, that we can demonstrate that character, authenticity and truth telling are truly the most essential characteristics of leadership. We need to make more of an effort to highlight and showcase successful leaders who build great companies on a foundation of honesty, fairness respect and generosity. We also need to call out “leaders” when they are dishonest, when they mislead us, and hold them accountable for their destructive actions and behaviors.

This will not be easy. There is a tsunami of misinformation, lies, fake news and manipulation coming from all directions. Again, I am not taking any sides here, I am simply saying that it is up to you and me to hold ourselves to the highest standard of honesty and integrity in our personal and business lives. I will end with one of my favorite value statements, from one of the greatest leadership institutions in the world, West Point.

“A cadet will not lie, cheat, steal, or tolerate those who do.”

Sounds like a good plan to me.

 

For more of John’s ideas on leadership here is a link to his book

 

 

 

 

 

 

 

Do I Really Need To Say Anything?

I have started a new practice that has made a huge positive impact on my life. As a consultant, I’ve always known that my job was to ask good questions and listen intensely. However, in my personal life I will often give my feedback, opinions, ideas, suggestions and direction without even being asked for it! Because I realized this wasn’t exactly a positive trait, during the last few months I have focused on asking myself a few questions before I open my mouth.

  • Do I really need to say anything right now?
  • Is what I’m going to say adding any significant value to the conversation?
  • Is what I want to say helpful or am I just trying to talk about me?
  • Do they want my advice or simply for me to listen to them?

Just taking a moment to pause and ask myself these questions has totally changed the way I approach conversations with my family, friends and colleagues. I have found that in the past I would often say things that were not relevant, did not help the conversation move forward in a positive direction or were simply an effort for me to impose my thoughts and values on someone else. Carefully thinking about what I am planning to say, before I say it, has cut my comments by 80%. I talk a lot less, listen more, and end up having much better and more satisfying conversations for myself and others.

So to finish, rather than telling you what to do let me ask you a question; Do you think it would be helpful to ask yourself these questions before you start talking?

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How To “Win” In Sales

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This is one of the biggest “aha moments” I ever had when learning to be salesperson, which I got from a fantastic book called: Let’s Get Real or Let’s Not Play by Mahan Khalsa.

“In sales, you and the customer want the very same thing: the Exact Right Solution.”

 

Let me unpack this for you…

If you are talking to a potential customer, than they have already given you a buying signal; they are giving you some of their time, which means there is at least some level of interest in your product or service. So you both know what you are there for, a potential sale. The goal then is to make sure that you both get what you want out of the transaction, they get a reasonable price on a product or service that they need and you make a reasonable profit. This is the only possible outcome for successful transaction, the Exact Right Solution.

  • Sell them something too expensive and they find out that your price was high, you lose the customer.
  • Sell them something too cheap and you lose money on the deal, your company goes out of business.
  • Sell them the wrong product that will not actually meet their needs, but makes you a nice commission, you lose the customer.
  • Sell them the right product and deliver it late, you lose the customer.
  • Sell them the right product and it does not work, and you fail to follow-up and get it fixed quickly, you lose the customer.
  • Sell them the right product but promise them too many additional services, you lose money on the deal, your company goes out of business.

I could go on and on, but I’m sure you get the idea, unless both you and the customer get exactly what is right for both of you, you have not made a successful sale.

That means that it is not you against the customer, it is the two of you working together as a team to develop the Exact Right Solution. To me, this takes away the sometimes adversarial relationship between buyer and seller. I remember early in my career that every time I went on a sales call I felt like I was trying to “win the sale.” The truth of the matter is I should have been trying to win the trust of my customer by giving them exactly what they wanted, that also aligned perfectly with what I wanted, so that we could build a strong positive relationship and I could be seen as a partner and trusted advisor who would always do what was in their best interest, as long as it was also in my best interest. The classic Win-Win agreement.

Now that I understand this, sales is so much more fun. I’m not there to “win” anything, I’m there to help us much as I can and work jointly with my customer to develop solutions that makes everybody happy so that we look forward to doing more business together in the future.

To me, that is the way a professional salesperson approaches the sales process.

Your thoughts?

Two Superb Books I Highly Recommend

John SpenceI have just returned from three weeks on the road, including 10 days on a speaking tour across Poland as a guest of the United States Consulate General in Krakow. I had a lot of time on airplanes and read several books but there are two that I would especially like to recommend.

The first is called “BOOKSMART – hundreds of real-world lessons for success and happiness,” by my friend Frank Sonnenberg. This is an absolutely fantastic book of wisdom and sage advice that is presented in a very user-friendly way, with lots of lists of things to think about and apply. The book covers numerous topics around business, family, success, financial health, marriage and other critical issues. The chapters are short but powerful. I have already reread this book twice and have applied several of the ideas to my business and life. This is one of those books I plan to come back to often as a reminder of what I should be focusing on and how to build a happy, joyful and highly successful life. This book would be a wonderful Christmas present for anyone you know that enjoy books on self-improvement or business improvement.

The other book I’d like to recommend to you is called, “The Leaders Mindset – how to win in the age of disruption,” by Terence Mauri. In this book Terence describes three major leadership mindsets:

  1. Think Big Mindset (Future Shaper)
  2. Act Bold Mindset (Risk Taker)
  3. Learn Fast Mindset (Knowledge Seeker)

He then goes on to describe how to integrate all three of these mindsets in order to be an effective and successful leader. I underlined a lot of this book, and I’ve recommended it to several of my clients. It’s a good, solid book that will help you take a new look at how you lead in your organization. One of the reasons I love this book so much, is that it aligned very strongly with what I have been studying for years about great leaders and great organizations. It was reassuring to read such focused and detailed ideas and descriptions that match so closely with my strongly held beliefs about what makes a real leader. If you are interested in a book that will help you examine the way you think about leadership and the actions you take as a leader, you will definitely enjoy this book.

I have just a little bit of downtime around the Christmas holidays, so I will have a few more books to recommend at the start of the new year. If you have recently read a great business or self-help book, please comment on it here so that my followers and I can pick it up and learn from your recommendations.

I hope you find these books of great value – take good care – John