“Nothing motivates like results.” – Dr. Robert Lewis, Creator of Men’s Fraternity
This weekend is the big championship weekend for many of the baseball teams in my home town.
So, all the hard work they put in during practices, all the skills and lessons they learned during the regular season all come down to the performance this weekend. And especially today, Championship day.
But I encourage all the competitors, coaches and fans to remember one more lesson.
That lesson is one that may be remembered more and have a bigger impact than most.
More than how to hit a curve ball, more than how to turn a double play, and more than stealing a base.
This lesson is one that if it is not heeded, it can suck the fun out of and steal the joy out of the game.
The lesson is, that no matter what the final score ends up being is it vital to act with class.
WIN with CLASS, LOSE with CLASS.
If a player on the other team makes a great play on a ball you hit. Don’t get mad. Instead tip your cap.
If, in your opinion an umpire misses a call, don’t run out screaming like a mad man. Instead ask questions respectfully and accept their decision.
And if the score is not in your favour at the end of the game, shake hands and wish the other team well in the future games.
LOSE with CLASS.
But just as important is to WIN with CLASS.
When you respect your teammates, your coaches, your opponents and the officials, you are winning with class.
When you refrain from trash talking and putting others down, you win with class.
And when you avoid running up the score or taking the extra base late in a game where you have a huge lead, you are winning with class.
The key fact is this. A couple years down the road most people won’t remember the score of the game.
What they will remember is the friends they meet and the lessons they learn.
And if the lesson you demonstrate is to WIN with CLASS, LOSE with CLASS, then regardless of the score of the game, you will be a winner…guaranteed!
It amazes me how much our ego plays in our day to day decisions.
One tip on leading people is to look for the win for them personally if they act the way we want them to act.
The reality is that your employees will only act the way you want to act while you are watching, if the only reason you give them for acting that way is, “Because I say so.”
However, if they see how it will make their life easier, reduce personal stress or make them more money, by acting the way you want them to, then their will be no need to police them. They will simply act that way because it will produce personal benefits for them.
Educate them on those benefits and they will be motivated to act that way, whether you are watching or not.
This is how you get them to do what you want to do, because they (and their ego) want to do it.
In my business I occasionally get the opportunity to conduct a “Ride-along” with a Sales Representative. Meaning I ride along for the day to observe and coach that individual in the field.
This is a powerful tool for teaching, “in-the-moment”. As an observer I have the opportunity to watch, listen and feel what the rep is going through as they visit their customers.
One of the tips that I give to many reps that are visiting the same customers on a regular basis (route sales) is to make sure they are always winning.
I catogorize the wins into different levels.
The ultimate win is to secure some business.
However, a Sales Professional can still make each call a productive one by walking out of the call with at least some information that will help them build the relationship, determine needs or effectively present their solutions. I call these small wins, because there are constantly moving the sales process along. And moving it closer to the ultimate win.
Because you can’t close every deal, but you can make sure you move the process along and win on every call.