What gets you up in the morning? Do you need someone else to set expectations for you? Or do you flinch at being presented with a schedule and a set of expectations? Source: Forbes.com, November 11, 2019. Link. Beyond pluck, grit, perseverance, and luck, business success takes one trait above all: drive. Drive is what gets you up in the morning . . . It’s what makes you … [Read more...]
Leadership Presence
Leadership presence is difficult to define, but it is generally where your experience and competence intersect with your confidence and demeanor. The good news is that there are some very reliable ways to develop your leadership presence. Wally Schmader has suggestions. Source: LinkedIn Pulse, November 5, 2019. Link. Recognizing the good work of others is crucial to … [Read more...]
Leading change
There are salespeople who seem programmed to think if they can overcome, handle or minimize a customer’s negative points of view, the customer will drop their resistance and the salesperson’s goals will be achieved. In other words, the belief seems to be, “If I prove my point, you will you drop yours.” Source: Vet-Advantage Magazine, October 2019. Link. Start by thinking of … [Read more...]
We need less I and more WE
We have become fascinated with strong individuals: ninjas, rock stars and 30 under 30s. We hail unicorns and disruptors, and we mock those on the decline as dinosaurs or people who couldn’t see the writing on the wall. Celebrating individual achievements is fine, but not if we forget about the importance of community. Source: The Message, October 10, 2019. Link. Care more … [Read more...]
What if…?
What if I fail? Oh, but my darling, what if you fly?” These two brief sentences speak to both the fear that paralyzes so many of us, as well as the unlimited potential should we allow ourselves to imagine. Source: Forbes.com, October 15, 2019. Link You can’t successfully go after what you want until you can clearly articulate what that is. Challenge yourself to dig deep … [Read more...]
Managing our attention
Wish there were more hours in the day? Sorry. Everyone gets 24 – no more, no less. If you’re serious about personal productivity, time is not the most critical issue. Personal productivity is mainly about attention. Source: Forbes, October 8, 2019. Link. The first person we will break an appointment with is always ourselves, requiring us to spend time “dragging” tasks from … [Read more...]
Failure is a step to success
Failure simply means that I set an intention that I was not able to live up to or a goal that I did not achieve. The only sure-fire way I know to completely avoid failure is to never set intentions and never state your goals. Source: Forbes, September 27, 2019. Link. A life without failure is a life without striving. Of course, no one (knowingly) strives for failure. We … [Read more...]
Positivity pays off
We all have a choice. We can choose to be positive and encouraging, or we can choose to be a pessimist and have self-pity. It’s a power we all have. Each of us encounters hard times, hurt feelings and pain. The key is to realize it’s not what happens to you that matters; it’s how you choose to respond. Source: LinkedIn Pulse, September 2, 2019. Link. One of the most … [Read more...]
More helping – less selling = success
I have just alienated every sales manager out there. But, our industry needs less selling and more helping. Your customer is trying to decide whether to buy or not. HELP THEM. Stop regurgitating features and benefits in the hope that something sticks. Source: Veterinary Advantage – Companion Edition, August 14, 2019. Link. For too many distributor representatives, objections … [Read more...]
Humility in the workplace is not a sign of weakness
Humility tends to be overlooked in the workplace. It is frequently misconstrued as a weak attribute. That is actually a far cry from the true meaning of the word. And, it is a further cry from the way it should be applied in leadership. It's about showing respect and recognizing truth in all situations, including in the workplace. Source: Inc., August 23, 2019. Link. Humble … [Read more...]
Keep success simple
One thing is true, regardless of how you choose to define success, it’s not for the weak-hearted! With some courage, a commitment to leadership and resilience, success is attainable and sustainable. Source: LinkedIn Pulse, August 14, 2019. Link As with many things in life, there's a little mind over matter involved. What we see as the final product (success) is actually made … [Read more...]
The power of thought
From the moment we awake until we fall sleep, we’re bombarded with a chatter inside our head that permeates our waking life. It’s the voice inside, the internal narrator that, if you pay attention, never really stops talking. Source: The Turknett Leadership Group, August 15, 2019. Link. The research here is robust: those who are happiest are not those with the most money, … [Read more...]
Lead like Barry Manilow?
This sounded ridiculous to me the first time I saw the headline. Too many leadership experts want you to be someone you’re not. However, this article really hits home on five key attributes of many of the successful people I have known. Perhaps it can help you too. Source: Forbes, August 8, 2019. Link. Don't Take Yourself So Seriously. Disarm your critics by taking yourself … [Read more...]
Speed up the Deal
Deals now are better than deals later. You would prefer to win now than four months from now. Better results now are better than results later. This is true for your dream clients, too. They would prefer their challenges be dispatched sooner rather than some time in the future, and their opportunities realized earlier. Source: The Sales Blog, July 30, 2019. Link. Stop … [Read more...]
Lead change
You can meet resistance with resistance, but the winner only gets a loser who remembers it forever. Given that the objective of sales leadership is to obtain wholehearted customers for a given course of action, you need to create a whole new mindset when it comes to managing resistance and answering objections. Source: Vet-Advantage, Livestock Edition, Summer/Fall 2019. … [Read more...]
Intellectually curious
If you want to develop your business acumen (link), your situational knowledge and your ability to create value for your clients and your dream clients, you need to become intellectually curious. Source: The Sales Blog, July 17, 2019. Link. At some point, I realized that creating greater value for my clients meant learning more about their business. I started to ask a … [Read more...]
Integrity is essential for leadership
Businessman, author and syndicated columnist Harvey McKay put it best when he said, “If you have integrity, nothing else matters. If you don’t have integrity, nothing else matters.” Source: Vet-Advantage Companion edition, June 2019. Link. Wikipedia suggests integrity is the practice of being honest and showing a consistent and uncompromising adherence to strong moral and … [Read more...]
The smartest in the room
Some in leadership positions believe that to be an effective leader, they must be the smartest person at their company and if they are not, it somehow sends a signal to their staff that the leader is inept. In reality, no one is an expert in everything. Source: LinkedInPulse, June 3, 2019. Link Great leaders aren't know-it-alls who constantly try to outshine everyone. They … [Read more...]
Networking – the right thing to do for your practice
Veterinary medicine is subject to more competitive pressure today than ever before. While it may be a foreign concept to many in the industry, your survival depends on you becoming competitive. Networking can help you by interacting with other successful business people in your community. Here are five tips that will start you on the way to becoming an expert … [Read more...]
Veterinarians must think like entrepreneurs
While you may not consider yourself one, there is no doubt in my mind that you are an entrepreneur. More importantly, in today’s competitive market with consolidation occurring daily, your survival depends on you thinking like an entrepreneur. Your scientific mind is great when your treating your clients, but your customer base will only grow as you sharpen your entrepreneurial … [Read more...]
Listen to employees and avoid complacency and indifference
There are many possible reasons why a person may choose to quit his or her job. There could be another job offer. They may be starting up their own business. Or maybe they may simply care too much for the organization they are resigning from. Source: LinkedIn, June 5, 2019. Link. “While some organizations aggressively pursue solutions, some organizations have a way of … [Read more...]
References are important
With the average tenure in a role hovering around 4.2 years, chances are, there's a job search in your future. If you’ve updated your resume with relevant accomplishments, built a strong online brand, and practiced for the interview, you’re way ahead of the game. What about your references? Source: Forbes, May 28, 2019, Link. In a study conducted by the Society of Human … [Read more...]
Choose your mentor carefully
Having a mentor can be the catalyst for enriching career development in nearly every industry. Mentors not only bestow real-life lessons and skills upon their mentees, but also open doors to professional networks, facilitating connections to other professionals who can help shape career success. So look for these characteristics when choosing your mentor. Source: Forbes, May … [Read more...]
Compassionate, directness are transformative when combined
We define it (compassionate directness) as empowering employees to speak up, give feedback, disagree, and surface problems, pain points and constructive criticism. And to do this immediately, continuously, and with clarity, but also to do it with compassion, empathy and understanding. Source: LinkedIn Pulse, May 9, 2019. Link. According to a poll from H.R. management … [Read more...]
True grit helps you achieve
It turns out that intelligence might not be the best indicator of future success. According to psychologist Angela Duckworth, the secret to outstanding achievement isn’t talent. Instead, it’s a special blend of persistence and passion that she calls “grit.” Source: Forbes, March, 6, 2017. Link. That’s why IQ and SAT scores aren’t a good indicator of someone’s future success. … [Read more...]
The power of thank you
A Portland State University study shows that being thanked more often at work predicted better sleep, fewer headaches and healthier eating, because it improved employees’ work satisfaction. Source: Science Daily, March, 13, 2019. Link. Many people inherently connect their identity to their job and feelings of appreciation within their roles. Employers who understand and … [Read more...]
Acknowledgement is not agreement
Some people have difficulty acknowledging other points of view, especially when they do not agree with them. Consequently, it is almost impossible to discuss an idea when we have opposing viewpoints. To make it easier, try thinking that you are acknowledging the other person’s right to a different point of view. Source: Vet-Advantage Magazine, April 9, 2019. Link. Our … [Read more...]
MIT study challenges goal setting
Dr. Jeanne Ross, a researcher at MIT's Sloane School of Business, says that goal-setting is an incomplete strategy for high-performance teams. Ross suggests that organizations should put their attention on formulating hypotheses, and then rapidly (and repeatedly) testing these new ideas. Source: Forbes, April 16, 2091. Link. A goal is not always meant to be reached; it … [Read more...]
5 reasons leaders fail
When leadership fails, it is often due to a successful characteristic morphing into its evil twin. Just as with the Force in Star Wars, there is a negative associated with every positive. Don’t let these pitfalls negatively impact your leadership. Source: Inc., February 11, 2013. Link. Leaders fail due to certain social-psychological blinders that inhibit their capacity to … [Read more...]
Your friends influence your success
Warren Buffett dispenses words of wisdom at the annual meeting of Berkshire Hathaway in Omaha, Nebraska. People from around the globe attend to hear the sage’s message. Sometimes it focuses on investing, sometimes management and sometimes personal development. Source: Inc., March 10, 2018. Link. In 2004, Buffet said, “It's better to hang out with people better than you. … [Read more...]