the art of shepherding summary
DESCRIPTION
The Art of Shepherding is sales leadership development plan conceived and designed by Ashraf Chaudhry, Pakistan's #1 Sales Trainer. This is the summary of the learnings. For bookings, please contact: [email protected]TRANSCRIPT
The Art of Shepherding: Sales Leadership Development Plan
“All of you are shepherds and each of you is responsible for his flock.”
Prophet Muhammad (S.A.W)
Why Flock Follows the Shepherd? Answer: Unquestionable Trust
How to create trust? Show Testimonials like Prophet Muhammad (S.A.W)
“For I had remained among you a lifetime before it. Then will you not reason?" Raising of Team Shepherd follows “Qawi-ul-Ameen”-
based recruitment, that is, check competence & character.
Jim Collins Right people on the bus Wrong people off the bus Right people on the right seats
Characterlessness
1.Arrogance 2) How one treats lower cadre? 3) Obsessive-compulsive cursing of former employer. 4) Never-ending Creative Renewal Resistance 5) Scapegoating 6) White-collar carnivores 7) Fast bowler attitude
Incompetence 1.Fear to Develop Successor 2.Grabbing the Credit & Passing on Shit 3. Hide in Crisis 4. Fudge Figure 5. Never Challenge Management Decision
1. Shepherd mentors 2. Shepherd engages 3. Shepherd says no to spoon feeding 4. Shepherd uses Elegra to energize flock Elegra: Electrification+gratification Carrot/Stick/Spermatic Race
Animal Farm All animals are equal but some animals are
more equal than others. ---------------------------------------------------------
All sheep are not equal. The sheep that give you milk or nurse the lamb gets priority fodder and extra pampering.
Shepherd protects the flock from
wolves. Why wolves attack
the flock? Because of Broken
Window Theory
Shepherd needs watch dog
6.5 Habits of Great Watch Dogs
1. Does not intervene directly 2. He spies 24x7 3. Reports to master 4. Loyal to the master and flock 5. Keeps an eye on dangers 6. In extreme dangers puts his life to
risk 6. 5 Needs to be rewarded by extra bone
Challenges of Shepherd
1) Unlocking the warlords 2) Watch cliff-hangers 3) Leverage
corporate Achilles 4)Handling bullies 5) Taking risks with
waterline principle 5) Slaughtering as last option
How to leverage corporate Achilles?
1) Quarantine from teams 2) Give them daunting tasks
3) Glorify their individual successes 4) Massage their ego
5) Leverage their passion of revenge
Shepherd’s Question
How I spend my typical 9 to 5
day? And what my flock expects
from me?
Pause, Think, Reflect
Vision
Shepherd gives the vision where to go; what
milestones to achieve.
Vision is not ABC. It is not meant to be
hanged at reception areas. It is executable
statement.
Competence
Aptitude + Skills + Discipline
1. Front liner Sales Executive can earn more than the CEO! 2. Sales people have 90% more chances of becoming CEO! 3. Sales people refuse to become CEO! 4. Sales people resign if their
customers are maltreated or not serviced! 5. Sales people get depressed on weekends and long holidays! 6. Administration forcibly sends salespeople on holidays and leisure trips! 6. 50-80% of
staff consists of salespeople! 7. Salespeople get first priority of resource allocation.
Sales Driven Organizations
Concept conceived & delivered by Ashraf Chaudhry
Pakistan’s # 1 Sales Trainer Email:[email protected]
[Google me]
Salectile
Dysfunction