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Maximizing YOUR Impact

Maximizing YOUR Impact. David Stroop V P / Medium Duty Sales Manager Murphy Hoffman Company February 11, 2010 ISACA. Who Is This Guy? (And Why Should I Listen?). 25 Years Transportation Sector Ryder – 13 years – Rental Counter to District Manager

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Maximizing YOUR Impact

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  1. Maximizing YOUR Impact David Stroop V P / Medium Duty Sales Manager Murphy Hoffman Company February 11, 2010 ISACA

  2. Who Is This Guy?(And Why Should I Listen?) • 25 Years Transportation Sector • Ryder – 13 years – Rental Counter to District Manager • PACCAR Leasing – 8 years – Director of Sales / Mexico GM • MHC – 4 years – Vice President / Medium Duty Sales Manager • Married 28 Years – Becky • 3 Children – Jill (26), Julie (24), Matt (21)

  3. First….The Credits • A Coffee Cup • Ship Picture - Successories • Jackson Bulletin Board • Karass Negotiations • Sam Parker/Mac Anderson • My Parents • Many others…… • Steven Covey • Dave Anderson • Tim Murphy • My Daughter • Harvey MacKay • My Wife

  4. Maximizing YOUR Impact Top 10 • Lead • Listen • Maintain a Positive Mental Attitude • Prioritize Your Time • Take Ownership • Live With Integrity  • Radiate Passion • Maintain a Network • Sharpen the Saw • Put Others First

  5. Maximizing YOUR Impact Lead • Leaders vs. Managers • Managers: title granted, task oriented, inward focus • Leaders: title earned, vision oriented, outward focus • Manage from the head, lead from the heart • Leadership Traits • Highly visible – no one has to be told who the leader is • Energetic • Speed – of the walk; leader determines pack • Builds Consensus – leaders create dialogue, not a monologue • Team Builder • Team entry – difficult to join • Team maintenance – culture corrects non-performers • Vision – turns a job into a cause – people quit jobs, die for causes • Covey – Begin with the end in mind

  6. Maximizing YOUR Impact Listen • Seek first to understand then to be understood • Orange Negotiations • Don’t assume • Jill’s PetSmart story • Be in the now • Why travel to the branch to spend your time on the phone? • Why go to dinner with your wife to read your blackberry?

  7. Maximizing YOUR Impact Maintain a Positive Mental Attitude • Difference between man and animal is the 5 second gap that exists between what happens to us and how we respond to it. • Can’t control the world, can control how you respond to it. • Exercise: • What words would you use to describe yourself? • What words would others use to describe you? • Is there a difference? Why??? • Refrigerator in your mind • Mental trash • Issues – Write down concerns and revisit in 60 days - did it happen? • Peoples opinions – Only worry about the opinions of those who matter to you • Benchmark: measure against the best YOU, not against others

  8. Maximizing YOUR Impact Prioritize Your Time • Grid • Where do you spend your time? • Do you ignore what is important? • What determines your priorities? • The task? Or the Requester? • Covey “First Things First” • Voice in your head - I should, I should have - its never too late • Close the gap between knowing and doing • The power of NOW • If you can’t find the time to do it right, how are you going to take the time to do it over? • Finish it! URGENT Ringing Phone Some Meetings Meeting Major Project Deadline Busy Work Cleaning your inbox Saturday breakfast IMPORTANT

  9. Maximizing YOUR Impact Take Ownership • Direct the credit • When it goes right, give credit to the team • When it goes wrong, take the responsibility yourself • Don’t play the blame game • Finger pointing – 1 at them, 4 at you • Fix the problem, not the blame •  Decision making • Invite dissenting opinions – generate open discussion • Emerge with an agreed upon solution that ALL publicly support • Are you part of the problem or part of the solution? • Stand Out – Entitlement / Instant Gratification generation • Celebrate success • Recognize the little things – project completion, deal, birthdays

  10. Maximizing YOUR Impact Live With Integrity • Character • Non-negotiable • Like Steel – forged in heat, tested under pressure • Character is who you are when no one but God is watching • Leaders do what is right….not what is convenient • Anyone can hold the helm when the seas are calm • The Test - Would you still say it if they were standing next to you? • Praise in public, reprimand in private • When integrity defines you, decisions are easy

  11. Maximizing YOUR Impact Radiate Passion • Are you Interested or Committed? • Breakfast commitment – Chicken or Pig? • Can't fake it • Passion is contagious • Phone voice • Intensity • Non verbal • 212° • At 211° water is just water • At 212° it turns to steam – and can power the world • YOU are the extra degree

  12. Maximizing YOUR Impact Maintain a Network • This Meeting • Who is sitting next to someone they already know? • Who is sitting next to someone they just met? • LinkedIn • Business Face Book • Search by business • Search by person • Mattress Giant • Barry / Steve / Eric • Terex – bypassed a “blocker” • Recruiting • Candidates • Reference Checks 1 YOU 100 YOUR CONTACTS 10,000 YOUR CONTACTS CONTACTS 1,000,000 YOUR CONTACTS CONTACTSCONTACTS

  13. Maximizing YOUR Impact Sharpen The Saw • Covey • Physical – eat, sleep, exercise • Social/Emotional - relationships • Mental – ongoing learning • Spiritual – inspirational, scripture • Laugh - Maintain a sense of humor • Never stop learning • Grow - Get out of your comfort zone • Me ….right now Physical Social Mental Spiritual

  14. Maximizing YOUR Impact Put Others First • Eliminate the Noise • Memphis – My agenda vs. Jerry’s agenda • Help Others to Attain their Goals • Are you “value added” – investment vs. overhead • How do you feel about high pressure sales closers? • What is their focus? On the sale? Or on you? • Fouts example – Grindzilla • Raise the water and all boats rise • CFS example

  15. Cross Functional Selling Background Information • Dealership Revenue Streams • Heavy Duty Trucks • Medium Duty Trucks • Used Trucks • Parts • Service • Body Shop

  16. Cross Functional Selling What is Cross-Functional Sales? • Team Selling • Targeted Market Approach • Maximize Each Customers “MHC Spend” • Leverages Existing Relationships • Uncovers Hidden Opportunities / Low Hanging Fruit

  17. HD MD UT Today Body Shop Parts Line Shop

  18. Cross Functional Selling • My new truck customer gets frustrated with the service department • I don’t want truck guys bugging my parts customer • Your parts prices are too high • Customer will only buy Freightliner, or Navistar or Pete…. Why The Silos?

  19. Cross Functional Selling What Do We Know About Each Others Silo? • 30 Second Commercial . . . “Elevator Speech” • “If I had an opportunity to ride in an elevator for • 30 seconds with my largest prospect – What would I say?”

  20. Cross Functional Selling – Our Goal MD UT HD Branch Sales Body Shop Parts / Service

  21. Cross Functional Selling How Do We Get There? • Identify Conquest /Target Accounts • Identify Your Current Relationships with Them • Assign “Owners” for Each Account • Leverage Existing Relationships to Secure Business in ALL Revenue Areas • Review “Revenue Silos” to Find Low Hanging Fruit • Whoever has an Existing Relationship is Responsible for Total Revenue Growth

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