Crazy Enough to Win (For Those Who Love the Game of Business)

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As humans, our need for acceptance as teenagers becomes a significant barrier to success as adults. As adults, we must often be different to achieve success. The average worker, singer, or athlete finds success elusive. The acceptance paradox states that the need to be accepted during one stage in life can prevent success in another. 

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What is the plural of mongoose? Rod Stewart opined in his famous eighties' song Infatuation, “Oh no, not again, it hurts so good, I don’t understand” about a new love in his life.  Love may not be the emotion leaders experience as we adjust to another generation entering the workforce.  Tragically, many organizations (and supervisors) have not adapted to millennials and are about to become two generations behind.  What does this mean for the modern workplace? 

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Narcissists will always believe they occupy the most important role in any company.  They are corrupted by their own image of importance.  This corruption clouds reality by the misappropriation of priority.  Some might think the CEO is most indispensable. They are the savior or the visionary.  Others might say sales since they bring business to the table.  And a few (with a servant mentality) might say the front-line employee because they make things happen.  In reality, it is none of these positions that truly need focus in today’s super-heated job market.  If retention is important for your business, don’t miss the ending! 

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In the last two years, sales experienced significant technology changes due to the pandemic.  TQ (technology acumen) is now a differentiator among sales professionals.  Sales skills are more critical than ever as more entrepreneurs enter the business world to sell products and services.  The term sales professional is more diluted than ever before.  What does all this mean for you and your sales team?  How can you position your company to compete in a world full of business noise? 

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The need to be liked, also known as the disease to please, is not the same as being likeable.  The need to be liked by others relates to the need for approval and affirmation.  In a leadership position, this can portend disaster and failure when a leader believes being liked by followers is the gateway to getting supported or accomplishing the team's objectives.  It is better to be respected than liked.  I have coached many leaders about this distinction. 

On the other hand, being likeable is positive because it is not rooted in pleasing a particular person or group of people.  Being likeable is a strategic skill learned by leaders and sales professionals to become successful in any vocation.  Likeability is rooted in the attraction toward an individual.  It is emotional and instinctual because we are social creatures.  Have you ever liked someone almost instantly?  

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Many job advertisers seek experience in the job as a prerequisite for qualification.  Is this a mistake or an attempted shortcut to avoid the heavy lift that comes with training a new employee?  Is experience the best answer when it comes to adding talent to your team?  With today’s transitional workforce and the great resignation upon us, are too many employers relying on experience at the expense of acquiring the best talent available?  These are loaded questions.  Get some answers!

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It is 5:46 am, and you make the daily walk to the restroom.  As you shake the morning cobwebs from your mind, you think about the conversation you are avoiding with your sales manager.  You feel the guilt of knowing this discussion needs to happen ahead of today’s sales meeting and the truth that you are avoiding a crucial conversation.  Cognitive dissonance rears its ugly head once again, and you look for ways to rationalize your way out of the confrontation you know is necessary.  These are the things we don’t talk about. 

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Leslie leaves her job after 18 years for another that pays about the same amount of money.  Raymond leaves his new job of six months for another job that pays 50 cents an hour more with a longer commute.  Sarah is looking for a job in another field.  She is tired of the negativity at her current firm.  What do these three people have in common?  They all did not feel appreciated at work. What motivates us on the job?  How can we get the most from our employees?  

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A lack of awareness is common when it comes to the perceptions of your followers.  Do they see you as a leader?  This insightful question determines your location on the scale between manager and leader.  You can be the boss and not have followers.  In other words, people can do what you expect and still not consider you as their leader.  Having worked with thousands of supervisors, managers, and executives for over two decades, I have seen one thing move the needle the most when becoming the leader among followers.  This one thing seems to be consistent yet elusive to many on the journey toward the leader. 

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At what point does it make sense to fire your entire leadership team and start over?  I know this sounds harder than woodpecker lips but stay with me for a moment.  Can a team become so toxic that it is beyond repair?  When should a business owner or CEO take such drastic action?  Is there value in starting over with an organization?