TRAVEL

“I have to meet a travel norm”

“My boss asked me to go to the market…”

“I go to the market and work from my hotel room…”

“Market work is boring repetitive stuff. I just go through the motions…”

“I just do what I am supposed to do as an

ASCM...”

WHY

CONTROL CHECK

FEEDBACK COACH

OBJECTIVE

GOAL

‘If I know more after my travel than I knew before it was time

well spent!’before it was time

well spent!’

I KNOW

I KNOW

I KNOW

I DON’T KNOW

I DON’T KNOW

I KNOW

I DON’T KNOW

I DON’T KNOW

LIFE

When you work When you work When you work When you work the market you the market you the market you the market you get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff get to know stuff that you don’t that you don’t that you don’t that you don’t

know!know!know!know!

sciencesciencesciencescience

To check executionTo validate a hypothesisContact a particular TSOAppoint/Terminate an RS

Assess a competitorAssess a competitorAssess a launch

Coach a key team memberConduct an audit

Make a point

WORKING THE MARKET…

PLANNINGORGANIZINGCONTROLLINGREVIEWINGCONTROLLINGREVIEWINGTRAININGLEADING

Lesson 1

MBWA

1MBWA

VISIBLE performance

INVISIBLE performance

…when you work the market unannounced... You see the quality of execution that your team is delivering without your tinted glasses

“

””

MBWA

1MBWA

Lesson 2

Walk the Talk

2Walk the Talk

You Do

Your Remarkable!

You Say

Your Remarkable!

Find your PURPLE PURPLE COW

…Your team will sub consciously role model themselves around behaviors

that YOU display when you are in

“

when you are in the market.”

2Walk the TalkWalk the Talk

Lesson 3

It is not about YOU

3It is not about YOU

MISSION

What your team needs

…This is the true joy of life, being used for a purpose. Recognize yourself as a mighty mighty mighty mighty oneoneoneone; being a force of nature force of nature force of nature force of nature instead of a feverish, selfish little cod of ailments and

“

little cod of ailments and grievances, complaining that the world will not devote itself to making you happy

- GB Shaw”

3It is not about YOUIt is not about YOU

Lesson 4

Leadership.

4Leadership.

It is in the market that your leadership style shows up! It is the place where a single action can cascade a action can cascade a tidal wave across your whole area!

Leadership.

4Leadership.

Lesson 5

EXECUTION5

EXECUTION

Wars are won or lost in won or lost in the trenches!

How does it feel to be shoulder to shoulder in the market, sweating it market, sweating it out with your

leader ?

… If you are not prepared to be out there at the frontline, you’ll out there at the frontline, you’ll never see the whole picture

EXECUTION5

EXECUTION

Lesson 6

Leave an

6Leave an

IMPRINT

Did IMake a difference

ContributeContribute

Matter

We are aboutContributionContributionContributionContributionWe are aboutContributionContributionContributionContribution

… Regret for the things we did can be tempered by time; it is regret can be tempered by time; it is regret for the things we did not do that is inconsolable.

- Sydney J. Harris

Leave an

6Leave an

IMPRINT

ReviewReviewReviewReview

MBWAWalk the Talk

It’s not about youLeadershipLeadershipExecution

Leave an imprint

Session Session Session Session BreakBreakBreakBreakBreakBreakBreakBreak

MotivationMotivationMotivationMotivation

Concept 1

DIPPER!

BUCKET!

EMPTY?

OVERFLOW?

MOMENTS.MOMENTS.

22

21

20

19

18

17

16

15

Praised

15

14

13

12

11

10

Criticized

Ignored

Control

X

X

X

X

X

Concept 2

GOLEMAN.GOLEMAN.

COERCIVE AUTHORITATIVE

AFFILIATIVE DEMOCRATIC

PACESETTING COACHING

AFFILIATIVE DEMOCRATIC

YOU!

YOU!

Concept 3

BUCKINGHAM.BUCKINGHAM.

STRENGTHS &

WEAKNESSES

TRIGGERS

STYLES OF LEARNING

TRIGGERS

ANALYZING

WATCHING

DOING

WATCHING

Fear of Death

Fear of the Outsider

Fear of the Future

Fear of Chaos

Fear of Insignificance

5Fear of Death

(need for security)Fear of the Outsider

(need for community)Fear of the FutureFear of the Future

(need for clarity)Fear of Chaos

(need for authority)Fear of Insignificance

(need for respect)

TAKE TIME TO REFLECT

PRACTICE

SELECT YOUR HEROES WITH GREAT CARE

PRACTICE

Concept 4

Motivated?

EXTRINSIC MOTIVATORS

INTRINSIC MOTIVATORS

The more you PERSIST, the more

likely you are to SUCCEED

The more The more INTRINSIC motivation you have, the more likely you are to PERSIST.

…Money motivates neither the best people, nor the best in people. It can move the body and influence the mind, but it cannot touch the heart or move the spirit; that is reserved for belief, principle, and morality. As Napoleon observed, -

“

reserved for belief, principle, and morality. As Napoleon observed, -No amount of money will induce someone to lay down their life, but they will gladly do so for a bit of yellow ribbon.

- Dee Hock”

(C) STEVE 2010