1 / 21

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

liz
Download Presentation

Maximizing YOUR Impact

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  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

More Related