I read a book this morning called The Fred Factor by Mark Sanborn (www.fredfactor.com). Someone from NSA recommended that I read it and I was reluctant because a lot of books like this are so contrite and simplistic. It’s a short book and I read it in an hour while I was pedaling this morning. There is nothing new in this book and nothing that you don’t already know but it serves as a great reminder of what we should all be striving for . . . to be extraordinary in our own way.
When I was done pedaling I quickly found my iPad and dashed off this message to one of my clients.
“Do you have a mission statement? Do your employees know it by heart? Do they know what kind of company you want to be and how you expect them to treat people? Do they know that being an ordinary company is not your goal? Do they have a clear picture of what extraordinary looks like? Don’t assume they know these things. Paint a picture, tell them how to accomplish it and expect them to do it. When they do, share those examples with everyone.”
She and I had just had a conversation yesterday about one of her employees being short with people. She had several complaints about this employee who was otherwise an excellent employee. My client believes that this employee just doesn’t even realize how her behavior is perceived by others. It’s hard to give someone like this negative feedback but you have to do it. Giving them this book, might help them see for themselves or open the doors for a conversation.
Whether you are the business owner, sales manager or other, I highly recommend that you read this book and then share it with your employees. Then have a discussion and brainstorm ways your company or department can be a team of “Freds.” Ask them for examples of how they have been “Freds” in the past or of “Freds” they know. Decide with your employees how they would like to incorporate this into their daily lives.
If all of your salespeople were “Freds” you would have a lot more sales. Call me at 775.852.5020 to discuss how to become a “Fred.”
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.
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