June 2013

Radical Accountability Minute: Let My Leaders Lead

No comments

Focus on the what, not the how. Great leaders allow their managers and other employees to focus on implementing the great ideas they had the time to develop.

Scott WintripRadical Accountability Minute: Let My Leaders Lead
read more

The Merlin Mindset

1 comment
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

The Merlin Mindset

Is your company consistently doing what matters most? Would your customers, prospects, employees, vendors, board, and even outside observers agree?

In last week’s issue of Take No Prisoners, I recommended asking your company’s sphere of influence about their perceptions of your priorities. If you find there is a disconnect between what you intend and what they perceive, you can employ the Merlin Mindset to rectify the issue. In fact, the Merlin Mindset is also the most powerful way to craft all of your strategies and supporting tactics.

Named after the storied figure best known as the wizard featured in the Arthurian legend, this method starts with the end in mind. Merlin is often portrayed as living his life backwards, allowing him to know the future and grow younger as time passes. The Merlin Mindset employs the power of working backwards from the end result, ensuring the outcome is maintained as the primary focus of a strategy and the tactical steps and actions to achieve that outcome.

Here are three of the key steps from the Merlin Mindset process for refocusing your company on what matters most:

  1. Design every outcome to ensure it brings tremendous value to those you serve. This selfless approach is the opposite of how many organizations go about goal-setting. When the focus is on prospering the customer, a boomerang effect of reciprocity then prospers the provider, energizes employees, and eliminates drama, distractions, and discord.

  2. Focus on how that outcome WILL be reached, working backwards from the goal. No ifs. No maybes. When someone says you can’t do something, find a way you can. If there are doubters, convert them or subvert them. Think nimbly and act swiftly as momentum is a great ally when practicing Radical Accountability.

  3. Use the positive energy of reaching each milestone or goal as momentum to achieve the next one, and the one after that.

While the Merlin Mindset won’t make you younger, it does make you wiser and more valuable in the eyes of those who matter most.


Follow me on Twitter! You can find me here:
https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripThe Merlin Mindset
read more

There’s Always Something Gooder – Scott’s Sales Yoga Thought for the Week

No comments

In my practice of yoga, I consistently deepen and expand my ability to hold poses longer and to stretch just a little further. As a result, I’m stronger and more limber than I’ve ever been in life. In Sales Yoga, we stretch our clients, inviting them to think and even act differently. All you have to do is inquire about the “er” and watch how people suddenly go from disinterest to engaged conversations that lead to sales. For example, if a prospect tells you…

…I’m happy, ask, “What would make you happier?”

…My current vendor is fast, ask, “How would you benefit if we could do it faster?

…I’m getting good service, ask, “What would make it gooder?”

Of course, there is no such word as “gooder,” so you’d say “better” instead! The point is that your prospect was not thinking about the possibility of happier, faster, or better. Your job is to get them thinking thoughts they have not yet thought. Do that and watch more dead-ends turn in to opportunities, all because you asked the right question that creates new possibilities.

Learn how to become a Sales Yogi.

Scott WintripThere’s Always Something Gooder – Scott’s Sales Yoga Thought for the Week
read more

Alta Gracia – Today’s Radical Accountability Hero

No comments

This garment factory in the Dominican Republic is paying more than three times the typical wage at similar facilities in the region. Safety and employee welfare are also a focus at Alta Gracia; workers are often seen smiling and heard singing along to the music blasting from speakers overhead.

This rapidly growing company is generating global interest, demonstrating that doing what matters most is the right thing to do.

This segment features companies, organizations, industries, and even individuals who exemplify the power of Radical Accountability (the Heroes who have committed to an unwavering responsibility for getting done what really matters most) and the need for it (the Zeroes).

Scott WintripAlta Gracia – Today’s Radical Accountability Hero
read more

Navigating Through the Business Fog

No comments

Looking out at Lake Superior from the North Shore of Minnesota this past weekend, we consistently saw one thing throughout the day — fog. At some points, as we journeyed up the coast, we could see just a dozen or so yards in front of us, necessitating headlights, taking corners with more care, and staying vigilant and completely present to our surroundings. At Split Rock Lighthouse, we saw how this beacon and its foghorns helped captains navigate their vessels out of harm’s way. Without the lighthouse keepers, who kept things in working order, countless lives and property would have been lost.

Companies experience their own fog including market uncertainty, shifts in customer attitudes, competitive pressures, changes in buyer needs, and unanticipated problems. Managers, being the keepers of the corporate lighthouse, must diligently keep all of the navigational equipment in good working order.

A focus on acquiring the right business with good customers is achieved only if the light beam of corporate identity is constantly shined in the proper direction. Thorough communication to people throughout the company only happens if foghorn devices, like dialogues, documentation, meetings, and emails, are used in effective and efficient ways. Adequate fuel to power the business and its lighthouse, in the form of the right employees doing quality work, requires that managers are always looking ahead, hiring ahead, and staying ahead. All of this depends on equipment, like phones and computers, being in good working order since, without that, the company could suddenly find itself in the dark, unable to navigate its way past the dangers and challenges ahead.

This is why maintaining Radical Accountability, an unwavering responsibility for getting done what matters most, is the most important function of a leader.

Fog happens, but it doesn’t have to ruin your day or worse, sink your ship. Leaders who keep shining the light of Radical Accountability ensure that their company and its people circumnavigate through every opportunity and obstacle.

Scott WintripNavigating Through the Business Fog
read more

Create a Buying Experience with HalfTalk

No comments

Everyone sells something, be it a product, service, idea, outcome, or skill. Yet, no one really like to be sold to. Just the thought of having to go through a sales process fills many people with dread.

Everyone buys and most people enjoy the buying experience. This process often starts with excitement at the idea of acquiring something new and ends with the satisfaction of having it in hand.

The disconnect between the joy of buying and the loathe of selling tells us that most companies and their salespeople are doing a poor job of closing the gap between these experiences. If they have been through sales training or read sales books, this means they are either not using what they’ve learned, or what they were taught is not what customers want to receive. From my experience, it’s often more of the latter.

Most sales professionals agree that selling should focus more on listening and less on talking. Yet, most sales methodologies are hyper-focused on perfectly scripted, feature-benefit laden diatribes that even salespeople wouldn’t want to be on the receiving end of.

That’s why, in Sales Yoga, we sell our way to more deals using HalfTalk. By talking half as much as we normally do, we immediately shift the dynamics of the conversation, weighing in favor of truly making it all about the customer. They say more, we hear more, and along the way, if we ask the right questions, facilitate a process where the buyer closes themselves on the deal. No coercion, convincing, inducing, or even seducing required.

HalfTalkers create buying experiences that people enjoy being part of as they are completely heard, served, and satisfied in the process. Sarah from Boston, a HalfTalker for the past decade, shared in a recent conversation that every year she gets a little better at HalfTalk, yet, those incremental improvements have generated 30% or more growth each and every year. “My buyers tell me how different the buying experience is with me,” says Sarah, “and with the amount of repeat business and referrals I receive, the proof is in their loyalty.”

So, go forth and HalfTalk. You’ll sell more with less effort as a result of engaging people in a sales process they run to instead of run from.

Scott WintripCreate a Buying Experience with HalfTalk
read more

Is Your Company a Hero or Zero?

No comments
Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Is Your Company a Hero or Zero?

Look, up in the sky. It’s a bird; it’s a plane. No, it’s a Radical Accountability Hero!

This issue of Take No Prisoners, while it coincides with the recent theatrical release of Man of Steel, was really inspired by how some companies deserve our admiration as their success skyrockets as a result of being an exemplar of Radical Accountability. To be a Radical Accountability Hero, an organization, industry, or individual has to have demonstrated an unwavering responsibility for getting done what matters most. Recent examples, as featured on my blog, include:

  • Netflix, for rebounding from huge customer defections
  • American Express, for their value-packed cards and excellent customer service
  • Jason Collins, for having the courage to take a long overdue stand in coming out

Not to be excluded from our attention are the Zeroes, those who show a need for Radical Accountability, including:

  • The Chinese Government, for allowing the harvesting of organs from prisoners, some of whom were never properly tried and convicted
  • The banking industry, for making huge profits from the activities of unscrupulous marketers
  • The voters of South Carolina, for returning a proven liar and cheat, Mark Sanford, to office

So, where would your firm land? Of course, your first thought must be Hero as that is what you should be aspiring to. Would everyone agree? Would your customers, prospects, employees, vendors, board, and even outside observers all concur that you are an exemplar for always getting done what matters most?

If you want to find out, simply ask the following question of each of those parties:

Based upon our actions, what do you believe matters most to <insert your company name here>?

The answers you gather will begin to tell you not just how you’re perceived; you’ll begin to develop a clear picture of how well aligned, or not, are your systems for accountability.

In next week’s issue, I’ll share more on what to do with what you learn.

This Week’s Radical Accountability Activating Action: Go ask the question, even if you’re concerned how one or more of your audiences may respond.


Follow me on Twitter! You can find me here:
https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

Join me for Forest Ranger Leadership.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripIs Your Company a Hero or Zero?
read more