March 2015

Leadership Powerups

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Scott's Monday Morning MessageIn almost every video game, there are special bonuses that convey advantages, such as more strength or firepower. These powerups can heal injuries, increase supremacy and accelerate a character’s ability to achieve the objectives and win a level or even the entire game.

Real-life powerups are available to leaders who foster interdependent relationships between all parties—managers, employees and co-workers. Interdependence creates a healthy dynamic where each individual does his or her part, versus a dependent relationship where one person, often the manager, shoulders all of the responsibility for making sure tasks are remembered and completed.

Powering up in this fashion requires:

  • Setting and communicating clear and reasonable expectations, since leaders are responsible for defining the objectives.
  • Instead of always telling people how to meet those expectations, asking instead how they plan to do it. Employees take greater ownership when they participate in determining how work gets done.
  • Once team members take responsibility for doing something, they keep it. Leaders undermine employees when they attempt to serve as their long-term memory.

True power as a leader comes not from how a manager wields authority, but in how he or she makes each person powerful by fostering personal responsibility, requiring people to keep doing the next right thing.

Scott WintripLeadership Powerups
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Effort is the Enemy

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Scott's Monday Morning MessageHiring managers typically need that empty seat filled yesterday, yet they often wait until tomorrow or a series of tomorrow’s before that happens. It is this very gap between yesterday and tomorrow that holds one of the greatest opportunities for staffing and recruiting firms.

The staffing industry can quickly elevate its reputation by more consistently providing talent on demand, right when it is needed. This not only delivers tremendous value; it is how firms can be rewarded with a more loyal constituency, a larger base of customers, and higher margins which are proportionate with the value being provided.

One key element standing in the way is effort. Agencies must recruit ahead, not behind, manufacturing the talent before it is needed. Buyers must be enrolled in a smarter process that allows them to acquire talent today, not tomorrow. Anything that causes delays, including resume submissions and interviews, must be eliminated and replaced with processes and guarantees that create a more nimble and responsive approach.

We live in an on demand, iTunes oriented, download it now society. To solve the needs of yesterday requires that staffing and recruitment vendors start acting today more like Netflix, Uber, and GrubHub. The alternative, perpetuating the status quo, will only further erode the already tenuous repetition of the industry.

Scott WintripEffort is the Enemy
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Staying in Contention

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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 done what matters most.

People don’t just wake up one day and suddenly select a random vendor when making a purchase. A confluence of factors makes buying possible, with one of the most important being Brand Consciousness.
Unless a company is a known poor performer in the market, being passed over as a contender is always caused by one of the following:

  1. Buyers don’t know that the company exists (Brand Unconsciousness).
  2. They’ve forgotten they exist (Brand Amnesia).
  3. They don’t yet understand the true value of their offerings, especially when compared to competitors (Brand Dubiety).

The job of every sales leader and their sales team is to overcome these factors by remaining in sight, in mind, and in contention. Sustaining Radical Accountability to maintain this standard requires a simple, three-part approach called the Attractive Persistence Plan:

  • Brief: Messages left are no longer than 30 seconds total. This includes a brief introduction, a compelling question or statement (such as a result recently achieved), and contact information (repeated twice to ensure accuracy).
  • Polite: Do not bash the competition, chastise the prospect for not calling back, or have an arrogant attitude or tone. Do call persistently, which for many people means about once each week.
  • Interesting: Make a different statement or ask a different question in each message. Questions and statements should be provocative; the kind of question or statement that would stick in someone’s mind. The goal is to begin to deliver value from the very start, and that begins with leaving valuable, interesting messages.

This Week’s Radical Accountability Activating Action: Apply the Attractive Persistence Plan to counteract any instances of Brand Unconsciousness, Brand Amnesia, or Brand Dubiety. You can learn more about the Attractive Persistence Plan by reading Sales Yoga.


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 WintripStaying in Contention
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Achieving More by Doing Less – The Lean Approach to Success

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Scott's Monday Morning MessageWhile less is more is a popular statement, many people find that saying it is much easier than living and working in this manner. Achieving better sales, recruiting better talent, and being more effective as a leader requires doing less while focusing on always taking action on the next right thing.

Here are the three steps to create the space and focus needed to become a leaner and more proficient leader, salesperson, or recruiter:

  1. Identify which aspects of your job you are attempting to perform at or near perfection.
  2. Instead of investing the extra time on getting each item done perfectly, focus on just getting each of them right.
  3. Repeat as often as possible.

Perfection is overrated and often takes time away from getting other equally important things done. Focusing on success, not perfection, not only gets the job done, and done well, but allows for doing much more in much less time.

Scott WintripAchieving More by Doing Less – The Lean Approach to Success
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Innovative Business Practices

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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 done what matters most.

Most people would agree that killing the success of a business with ineffective approaches is a really bad idea. Unfortunately, that’s what’s happening in many companies across the globe. While the use of Repetitive Practices in their businesses may not close the doors, they are hampering the achievement of their tremendous potential.

What is a Repetitive Practice? It is an inefficient method or routine that is often the way things have always been done. Repetitive Practices are all too common and are the cause of or a contributor to most of the challenges faced by companies of all sizes.

How do you spot these? Watch for one or more of the following indicators:

  • A process that achieves less than the intended result.
  • Beloved or institutionally sacred methodologies that people fight to keep, even when these methods have lost their competitive edge.
  • Any routine that is complex, requiring constant reminders of what to do and how to do it.
  • A system, procedure, or course of action that people defend by saying, “But that’s the way it’s always been done.”
  • All ways of doing things that are the same after a maximum of two to three years (business and the market have evolved but processes lag behind).

What happens when you replace the repetitive? One example is an advisory client that improved sales tenfold in just three months. Their Repetitive Practice of Sales Force, a sales process that attempts to control the client, was replaced by the Innovative Practice of Sales Flow, a collaborative way of selling that engages the customer in selling themselves on buying. Sales Flow required them to put in less effort while creating happier buyers, enrolling them in a more satisfying process.

This Week’s Radical Accountability Activating Action: Start replacing Repetitive Practices with Best Practices and Innovative Practices. Download the Business Practices Spectrum today to begin this process.


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 WintripInnovative Business Practices
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The Choice Between Effective or Defective Leadership

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Scott's Monday Morning MessageA leader need not be brilliant to be effective. Efficient leaders always do three things:

  1. Set clear and reasonable expectations.
  2. Succinctly communicate what is expected.
  3. Unwaveringly hold people accountable to these expectations.

These three behaviors, consistently executed, are the hallmarks of a simply effective leader. The difference between these individuals and those just getting by is the development and utilization of these traits regardless of market conditions.

Companies led in this manner create a culture that workers clamor to buy into and, in turn, they sell more and recruit better as a result of their belief in the organization and the accountability fostered within the system.

All three traits can be learned, honed, improved, and even mastered. Which means, effective versus defective leadership is a choice between continuous improvement or accelerating decline.

Which direction are your actions, or inaction, taking you?

 

Scott WintripThe Choice Between Effective or Defective Leadership
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Are You Shaken or Stirred?

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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 done what matters most.

While James Bond may have gotten a better martini by having it shaken, not stirred, this approach to leadership creates an unpalatable result. Too many leaders allow life to shake them from their paths as they react to what goes on around them. Better managers and business owners are those who keep their focus on their beliefs, mission, and desired outcomes, using events in life as a catalyst for achieving those outcomes.

Leaders who are stirred instead of shaken know that in selling, we must see every “no” as being that much closer to the next “yes.” In service and operations, they choose to view every challenge as an opportunity to exceed someone’s expectations. And, as leaders, they know their job is to create a strategy, adjust that strategy as needed, and unwaveringly hold true to the course they charted.

Living life with unshakeable resolve doesn’t require being heroic or deadly, like a Bond kind of character. It simply depends on persistence, even when the odds seem against you.

This Week’s Radical Accountability Activating Action: Practice having unshakeable resolve. Yes, I meant to say practice. Having it is not as simple as flipping a switch; it’s like a muscle that gets stronger the more you use it.


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 WintripAre You Shaken or Stirred?
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Megavitamins for Customer Relationships

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The Verbal Vomit

It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.

No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:

Say little, ask a lot.

When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.

Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.

Scott WintripMegavitamins for Customer Relationships
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