5 steps of leadership
DESCRIPTION
Our job as B2B sales consultants is to lead and help sales organizations improve sales performance by getting from HERE to THERE. Our customers define the key points and it is up to us to cease the opportunity and create a path that utilizes our resources and help them on their journey.TRANSCRIPT
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5 Steps of Leadership
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HERE THERE Get from to
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Step 1. Define “here” in very specific terms.
Don’t be afraid to call
the baby ugly!
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Step 2. Explain why we can’t stay here.
Put the cards on the table
and share why staying “here” isn’t an option.
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Step 3. Define the vision of there.
What does “there” look like? Paint a picture.
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Step 4. Define the path.
Understand that the path has three specific
points:
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a) The beginning
This is usually filled with the energy connected to the launch of a new idea
or journey. However, there may be some resistance from some of the
participants.
If that happens,
go back to step 2.
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b) The middle
The longest and most difficult part of the journey. Unintended consequences can arise, causing people to want to
stay “here.”
If that happens,
go back to step 2.
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A note about the middle:
Be sure to celebrate the small
victories to keep moving down the path to increased sales performance.
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c) The end
Getting to the finish line is usually the best part of the journey.
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Step 5. Celebrate!
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