Your team is your tool for getting the job done. Without your team you are an empty page waiting to be written. You must support your team,
praise it, fight for it- to the death if need be. You have to make people in your team see that you are not only their mentor, leader, guardian and protector but
also their champion, their hero, their defender. If anyone tries to criticize them you will rise to their defence. If anyone
tries to take advantage of them you will rush to protect them.
If you staff have seen you defend them once, they will know they can trust you to have their best interests as heart. That if someyhing unfair is being imposed on them, you will stand up for
them. Remember : A team, a family!
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About me
I've never been in jail. I've never been prosecuted for a felony, or even a misdemeanor. I have no children, legitimate or otherwise. I've never
declared bankrupty. I've never been married, or stolen someone's wife. I brush my teeth everynight before I go to bed, even if
I'm drunk, which doesn' happen too often. I always floss, I pay my parking tickets. Let's see, what else ?
I am also expert in providing consultancy regarding...
Sales Training (relationships selling, negociations skills... in order to deliver better sales results with your customers, to ensure a more
consistant win/win outcome in negotiations, to identify and achieve additional growth in revenue, to grow your sales team to signicantly improve their performance.
Sales techniques (ten first words, magical words, the closing silence, objections, benefits, right questions... for telephone or face to
face)
Sales Coaching (Exceed sales targets, unlock potential, achieve success, improve client relationships, delivering improvements in sales
results)
Team Building ( to clarify the collectives goals, to identify those inhibitors that prevent them from reaching their goals and remove them, to
measure and monitor progress, to ensure the goals are achieved...)
Coaching (learn basic NLP communication, unique tools to assess individuals like Enneagram, performance and skills gap analysis, developping coaching skills, giving strength centred
feedback, understand your values, define your direction in life, build self esteem, develop key strengths, manage stress, manage change)
Increase sales (newsletter, script, sales and marketing game plan, increase sales from telesales and telemarketing, improve your sales pitch and
sales presentation, successful sales management...)
I can be contacted on:
tel: +33 6 42 53 88 63
eMail: regis.iglesias@yahoo.co.uk
Management
Let's clear up one thing here
and now. Without the customer there is no point. No point coming in. No point making anything. No point creating anything. No point doing anything. OK point
made.
Now we realize the importance of customers, we have to think of ways of getting them, keeping them, satisfying them, welcoming them, going the extra mile for them. It's a lot cheaper to
service an existing customer than to recruit a new one. Quick exercice: think of three ways of going the extra mile for your customer right now. Without the customer we are all
whistling in the dark...
Bill Gates said:
"Sometimes you just have to follow your intuition." If it is good enough for Bill Gates. I guess it ought to be good enough for the rest of us. deep down inside you know when
you're right, and you know when you're wrong. Look at previous good or bad decisions you've made. How did you feel about them at the time ?
Developping your intuition is a hard thing to teach, but if you make a habit of 'listening' to how you feel about something, your radar will improve and you'll begin to know when
a gut feeling is telling you that something isn't right.
So how can you
fun things up without looking like David Brent? Well, for a a start fun doesn't have to mean silly or stupid or unfunny.
Fun means not being stuffy, allowing people to be themselves and to bring their own contribution.
Fun means allowing people to share things that have made them laugh without being frowned on. Fun is about letting people tell stories or anedotes that lighten
the mood (just know when to say, 'Right, back to business').
Fun means being flexible enough to allow other suggestions as to where and how you all meet. The confident manager can be flexible because they are relaxed and cool and
confident. The stuffy manager is frightened because they feel insecure and seek a rigid approach to prop up their lack of self-confidence.
Remember Michael J. Fox and Christopher Lloyd in Back To The Future :
"Are you telling me that you built a time machine out of a DeLorean ?"
"The way I see it, if you're going to build a time machine into a car, why not do it with some style?"
Every one of your team has a special relationship with you. You are their leader, their inspiration, their boss, their mentor, guide, teacher,
hero, role model, champion, defender, guardian. To be all these things means you have to set an exemple. You've got to give your staff something to aspire to.
Remember Robert Townsend: " If people are coming to work excited... If they're making mistakes freely and fearlessly... if they're
having fun... if they're concentrating on doing things, rather than preparing reports and going to meetings - then somewhere you have leaders."
I find an excuse every day to reward my staff with a little something. If you do the same, you'll have a motivated staff who have a habit of celebrating every success. And that's so important.
And the rewards ? Tiny. A box of doughnuts. Extra froth on their cappuccinos. A chance to go outside and sit in the sun. Sometimes I declare today a special day because we just got such and such
result and then I take them out to lunch, let them take time off, let them tell me their worst jokes - never all at the same time, mind. And occasionnally, I declare such a special day even if we
fail to win an order. I reward mistakes, screw-ups, failures, accidents. Why? Well, they've all slogged their guts out, done their best, given their all, sold
their grannies and sweated blood.
I am celebrating all that we did right - effort, struggle, determination, teamwork, drive and good honest labour. Don't just celebrate all the little ones as well - obviously with
smaller celebrations, but celebrations of some sort nevertheless. Hey, any excuse to go and get a coffee. And a bag of doughnuts ( or apples if they like). What does that cost you ?
Very little, but the warm feeling it generates far exceeds any cost.
...
Famous 'failures'
Albert Einstein, considered the greatest genius of the twentieth century, was four years old before he could speak.
Beethoven's music teacher once said of him, 'As a composer, he is hopeless.'
F.W. Woolworth, one of the founders of the modern department store, got a job in a dry goods store when he was 21, but his employer would not allow him to wait on customers
because he 'didn't have enough sense to close a sale'.
J.K Rowling. The first Harry Potter book was turned down by eight agents, and when she finally got a deal, she was warned by the publisher, 'You'll never make any money out of
childre's books, Jo.'
Thomas Edison was told by his teacher that he was too stupid to learn anything and encouraged to to think of a career where he might succeed by virtue of his pleasant
personality.
Walt Disney was fired by a newspaper editor because he 'lacked imagination and had no good ideas'.
Winston Churchill had to repeat a year of school after he failed the test that would have allowed him to move up a year.
!
American beauty
Considerer the observation by Lester Burnham, played by Kevin spacey: 'Both my wife and daughter think I'm this gigantic loser, and they are right. I have lost something.
I'm not exactly sure what it is, but I know I didn't always feel this sedated. But you know what? It's never too late to get it back.'
!
Fail, fail again
At first, you rarely succeed. Hence you need to... fail, fail again.
Consider my mantra:
No failures... no successes
No fast failures... no fast successes
No big failures... no big successes
No big, fast failures... no big, fast successes
'',,
The loyal "We"
Here's another "trick"!
Always us the word "we", in talking with customers, say, "We will take this approach..."
!
Thomas Edison, once said:'Genius is one per cent inspiration, and 99 per cent perspiration.' how often do you sweat?
When the author J.K Rowling was asked how she had managed to write the first Harry Potter book as a cash-strapped simgle parent, she said quite seriously that she
didn't do any housework for four years. There's a woman who knowa her priorities!
Colin Farell. He'd point to a day back in 1993 when he failed an audition in Dublin for the boy band, Boyzone. Manager louis Walsh told him he simply couldn't sing. With
hindsight, what a blessing that failure turned out to be! After it, Colin decided to concentrate on acting, headed off to Hollywood where his first role was in Joel Schumacher's
Tigerland, launching an incredible career that currently pays him $7 m per movie, probably more by the time you're reading this. Boyzone as we know, is no more.
As the best-selling self-help author Wayne Dyer says, 'You are what you think about all day long.' If you were busy thinking 'I'am stupid' then that's how you
will have seen yiourself. You were like a heat-seeking missile, looking for what you had been programmed to look for.
Sir John Harvey-Jones: 'To create success, everyone' noses must be pointing in the same direction.'
Winston Churchill defined a succesfull person as 'somebody who goes from one failure to another without any loss of enthusiasm.' Ensure that's you!
!
Use a mantra: I can do it, I will find a way, I'm good enough to do this, will all put a
string in your step. These are your holy words, with the power to sharpen your focus and create your results. Soon enough they'll kick and start working for you.
'I wouldn't say I'm the best manager in the business, but I'm certainly in the top one.' Brian Clough
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