I’ve got 5 uncommon leaders who inspire and influence how I think about the business of selling. At first glance they may seem counterintuitive as advisors to a sales leader, but to me their thinking is invaluable. Selling is part Art and part Science, it’s about being Competitive and at the end knowing how to shoot the Winning Shot. So I often ask myself if these people were in my shoes…..what would they recommend?
1) Confucius
Why? He was an incredibly wise philosopher. He provided great advice to leaders about the importance of the family unit, how to cultivate societies, and how to think about the management of large communities. In Asia, his thoughts and quotes are embedded in the direction of many societies. Applying the guidance from Confucius the philosopher helps me to be consistent with the values of people and the societies I work with.
How does he influence me? He reminds me of the importance of making recommendations to my clients which have a positive outcome for their organization and the larger communities they serve.
2) Leonardo Da Vinci
Why? His passion exposed me to the value of the Art of Science and the Science of Art. His work on the Vitruvian man has inspired me for years. How does he influence me? Leonardo reminds me of the importance of insights as a foundation for creating original and authentic ideas.
3) Albert Einstein
Why? I am inspired by Einstein for his flexibility as a thinker. He uncovered ideas (e.g. the theory of relativity) with imagination and mathematical logic that resulted in breakthroughs for us all.
How does he influence me? One of his famous quotes sums it up nicely: “Not everything that counts can be counted, and not everything that can be can be counted, counts” is applicable when it comes to thinking through what is the right recommendation for my customer?
4) Bruce Lee
Why? To me he was the ultimate 1 on 1 fighter in close combat. And he was versatile, often referring to running water as a symbol of how to engage in competitive combat.
How does he influence me? He’s a great Asian example of the skills I need to compete. He reminds me I don’t need to permanently damage the competition, but rather focus on beating them through the lenses of my customer. He reminds me that at times in a competitive battle, life can get rough. So I need to be fit, healthy and alert because you just never know what your competition might do next.
5) Michael Jordan
Why? Michael was the ultimate game winner. A few seconds to go in the game, he’s a long way from the basketball hoop where he’s got 3 guys defending him, he shoots, and the result?… “Nothing but net”! The guy was incredible for game winning clutch shots. Photos of Michael in the air appear as if he could defy gravity. Well, he did on the scoreboard, and he won games from impossible situations.
I don’t think Michael won on instinct, rather I think he had anticipation and accuracy honed from hours and hours of work-outs, practices and an intense competitive spirit.
How does he influence me? Michael cracked the code on everything it takes to be a game winner. Yes, he was talented, but he taught me to that to win my client’s business, against the odds, takes an intense desire to compete and win, combined with practice, practice and more practice.
This team of 5 people are incredibly valuable as I think through a sales opportunity or strategy, and complement the advice I get from people I know. By tuning our minds into how these people think, we are able to leverage from their experiences that will be valuable to anyone.
We know a great sales leader can positively influence the overall sales results of their team by up to 18% per annum. And we know this requires a sales leader to be an expert at effectively addressing any internal challenges, unblocking stalled deals, and helping sales people to create breakthrough ideas for their customers…often using out of the box thinking. We are only what we think we are. And that’s why I often reflect on these 5 people, and what they would do…..if they were in my shoes.
So who’s on your team of inspiring leaders? I’d enjoy reading and learning from your perspectives.
