A Leaders Success Rest In The Hands Of Average People

Many, including Dr. Covey, have waxed eloquently about hiring passionate, exceptional, people. This is a myth unless you are only hiring a very small group of people with unlimited opportunities for them
These people become your leaders or competition.
They move up or move out to pursue their dreams!
 to learn, earn and grow. Otherwise you will only hire and retain these types of people until they become your leaders or your competition because they move up or move out to pursue their dreams. 

So, even when you hire them you will only have them for a short time in the position they were hire to be passionate about. Keep trying to hire the best but the best needs to be defined for each position.

One of the reasons this myth keep perpetrating itself is that it sounds good to most leaders. You see most leaders think every wants to be like them, extraordinary. Most people don't, even though they can be, they don't have the will or emotional intelligence to be above average without strong mentors and leaders. This is why leaders who can coach, teach and manage people are so vital to any organizations success!

If you are leading more than a small group of people many will be average thinkers who are more interested in seeking comfort and the easy way than in being extraordinary.

This is a statistical fact, the majority of people will be average or below, especially if they aren't being coached, mentored and influenced by an effective leader.

Leadership is the key to moving a group of average people to create extraordinary results, but it is not done by expecting everyone to be exceptional. The best leaders understand they must put the right people in the right positions and then inspire and teach them to be a little more than average. A group of people all perfuming 10%-15% above average will produce extraordinary results. This is a leaders greatest challenge and the reason leadership is so vital to any group of people success.

Getting average people to come together and become teammates only happens when someone becomes a coach! This is the reason leaders who coach people continually are the most effective, and companies who teach manager how to coach and become leaders will grow and sustain their success!

By Mike Moore

Sales Leaders Make Real Changes

Tired of the traditional sales training and the dysfunctional buyer and seller relationship that exists today? Do you really want to deliver a world-class customer experience?

Are you ready to stop complaining, making excuses and do something different to change your results? Or, are you not convinced it's really that bad?

Studies keep revealing what anyone in sales, who's honest with themselves, already knows...Buyers don't like, trust or believe salespeople, and salespeople don't respect or trust buyers to make good decisions.
No matter what you sell this applies!

So, do you really think it's a good plan to keep teaching and training salespeople to do what they've been doing to create this existing dysfunction? You can keep doing what you've been ding, work harder and complain about your results, or you can make real changes that will result in a new healthy relationship that benefits both the buyer and the seller.

Remember that change is inevitable but improvement is a choice that requires new thinking, attitudes, skills, actions and leadership. Sales leaders make real change while sales managers work hard at managing the existing dysfunction. A sales leader is a compass always pointing towards improvement.

So, if you're going to be a sales leader your purpose needs to shift from traditional sales intentions to healing the existing relationship between buyers and sellers. If you are going to do this you'll have to believe it will produce dramatic sales results.

You'll need to try a new approach, one that will develop your salespeople into likable, trustworthy, experts, who become more helpful, caring and courageous.

If you are or want to become that sales leader, the one who can make a real difference, contact me and let's get started. Let's make your next event, workshop, seminar or training session a breakthrough event that produces new levels of sustainable success!

By Mike Moore

A Checklist For Leaders Who Coach!

Most people make lists, some are of things to remember, some are of things to do, usually later, but this is a list of what a leader can do to be most effective. It's also important to remember that a leader cannot just check the boxes, they have to engage, inspire and motivate people. That is the intention of  my checklist for leaders.

Before we start down the list it's important to remember people are wired to be average but created and capable of becoming extraordinary. Here is my checklist of things a leader must do if they want to be extraordinary and help people experience excellence. The list isn't in any particular order because the real secret lies in apply these things when they are needed most, not in doing them as a process, but as an engagement with the people you are responsible to lead. It's about instilling a performance culture and inspiring people to think and believe the things on the list. Then, they will do them naturally as part of who they are, not just a task to be accomplished, but a way of thinking, living, working and engaging others.


Excellence is the result of never accepting mediocrity, average or the status quo. Excellence is the result of obsession, persistence a relentless pursuit of improvement.

Set standards and hold people accountable to meet them. Always be focused on and working towards

The lowest form of behavior you allow, accept or tolerate defines who you are as a leader and becomes your company's, or organization's, culture. Raise the standards!

People are spirit, mind and body...Treat them with this as your priority and serve the whole person!

Understand that attitudes come from the spirit, skills from the mind and actions from the body. So attitudes are more important than skills.

Leaders who coach, win. Coaches adjust attitudes to improve performance.

Skills can be taught when attitudes are right, so keep teaching skills.

Actions reveal attitudes and skills, so manage actions and use the feedback to keep coaching and teaching.

Companies don't improve, people do. So, start helping people improve!

People move in the direction of their dominant thoughts...So, start manage people's dominant thoughts.

If you manage results, you're too late to lead because results come from actions, caused by attitudes.

Manage, adjust and instill attitudes to produce the best results...Managing attitudes is a leaders top priority.

Find and define your higher purpose that makes people more important than things.

Character is more important than reputation, so build your character daily.

You don't build relationship, you build trust and it causes relationships. So, never miss and opportunity to build trust.

A leader is always being watched...You lead by example whether you like it or not. People who don't want to learn, grow and improve are watching you for an excuse not to.

You have to overcome your human nature to be extraordinary and you'll have to help others do the same to be their best.

The whole truth is always more than can be seen or explained by one person.

You'll have to do the things you don't want to do, to get what you want.

You have to teach, motivate and inspire people to do the things they don't want to do, to help them get what they want and to become their best.

Trust is the most valuable currency in the world, so the truth is always the best choice and option.

It takes courage to be honest, but honesty isn't enough to be trustworthy, that requires keeping your commitments, care about others and following up and through.

Be present, pay attention and listen to people to show respect and let people know you care about them.

Communicating openly, honestly and directly isn't just the best policy, it's the only policy. Be prepared to hear the truth as well as speak it.

Most people don't really want to be extraordinary but they also don't like the idea of being mediocre.

Easy never produces excellence and you'll have to be obsessed with excellence to experience it.

People won't always like you while you're challenging them to be their best, so stop trying to please people and be committed to serving them.

You'll have to make the hard decisions and take the tough actions and this can only be done if you truly care enough about people to serve them.

Spend time with the people that need you the most and that's probably not who you'll naturally want to spend it with.

Culture does always trump tactics and culture is the cumulative, pervasive, dominant attitude of the people they lead and their responsibility to manage.

It's your job to help people be prepared to, and perform to, their best.

It's a strength to be humble, gracious and forgiving.

Forgiveness doesn't mean acceptance, it just means learning from but letting go of past mistakes.

Never defend the status quo...Be a change agent by not only embracing change but promoting it.

Change isn't painful, it's resistance to change that causes the pain.

Leadership is an act of service, caring and love to help people learn, grow and improve.

The only leaders people care about are the ones that care about people. Be that leader!

Leadership, like love is an action! The act of leadership is an engagement, it's a service that's all about helping people learn, grow and improve. It's not a process, so go and figure our how you can be of help to others and the things on my list will begin to make sense and happen naturally from your heart.

By Mike Moore

The Most Important List You'll Ever Make

Who we are and what we believe drives us to our accomplishments and creates the life we live. When we work on who we arena the inside, then what do and have, the outside, gets better. If we focus on our outside, or wants, we become needy and wanting and this will hinder our learning, growing and the improvements need to achieve our best life.

Peak performers make who they are more important that what they do, and what they do becomes amazing. Their normal becomes extraordinary!

You can become a peak perfumer who's normal is amazing to everyone else and the best place to start is by making the most important list you'll ever make...Your 'To Be List'! Do it today don't wait! Try to keep it to no more than 7 to 10 character traits. The traits you are going to make key to who you are. The traits you will not compromise. Then, shift your focus to being these things, instead of what you're going to accomplish and use them as the compass pointing you towards constant improvement. You see, peak perfumers aren't worried about their results, they're too busy focusing on becoming the person they've set our to be! The person who'll natural produce excellent results! 

This list is your most important list because it activates the natural law of accomplishment...Be, Do, Have, and starts a process of learning, growing and improving that will result in making you undeniably excellent! You're going to be taking advantage of this natural law to become your best self! Pick your traits, design who you will be and your results will take care of themselves! Read your list daily, focus on one each day and stop worrying about your results, they'll begin to improve until your new normal is extraordinary!

Here are some of the character traits possessed by peak performers. Analyze your strengths and weaknesses, then make your 'To Be List' and shift focus, energy actions to being the person who'll naturally accomplish amazing results. Remember we are human beings, not humans doing. So make your list and start learning, growing and improving the cause of all your results...You!

Self Discipline
Correction or regulation of oneself for the sake of improvement
Self Control
Restraint exercised over one's own impulses, emotions, or desires
Self Confidence
Confidence in oneself and in one's powers and abilities
Allowing room for error or weakness
Receptive to arguments or ideas
Giving evidence of training or practice
To be concerned about or to the extent of
To commit to another as a trust or responsibility and usually for an expressed reason
Not proud or haughty: not arrogant
Mental or moral strength to venture, persevere, and withstand danger, fear, or difficulty
Actually having the reputed or apparent qualities or character
Marked by a willingness and ability to work with others
Free from fraud or deception
Firm adherence to a code of especially moral or artistic values...Making what you say, and what you do, match
Firm in adherence to promises or in observance of duty:
Implies firm determination to adhere to a cause or purpose
Responsive to sensory stimuli
Marked by the ability or power to
A strong persuasion or belief
Quick to perceive and act
The action of understanding, being aware of, being sensitive to, and vicariously experiencing the feelings, thoughts, and experience of another of either the past or present without having the feelings, thoughts, and experience fully communicated in an objectively explicit manner
To persist in a state, enterprise, or undertaking in spite of counterinfluences, opposition, or discouragement
Industrious, diligent
A control over the expression of one's emotions or thoughts
To strive consciously or unconsciously for an objective
The action of taking the first step or move
To allow to be or to be done without prohibition, hindrance, or contradiction: to put up with
Intense or eager interest; zeal
Able to answer for one's conduct and obligations
Characterized by a ready capability to adapt to new, different, or changing requirements
An ardent desire for rank, fame, or power: desire to achieve a particular end
Intense emotional excitement, as rage, enthusiasm, lust, etc; the object of any strong desire

 By Mike Moore

The ABCs Of Sales Leadership...Always Be Coaching

Sales leadership requires a unique set of skills! In fact, the ABCs of Sales Leadership, Always, Be, Coaching, requires sales leaders to understand the keys to sales success that
top salespeople posses and average salespeople need to learn. Then, they can coach, teach and manage them daily. 

The key for any sales coach is how they instill, inspire and develop their salespeople's Emotional Sales Intelligence (ESI). ESI is the combination of a salesperson's mindsets, beliefs and intentions. ESI reveals a salesperson's self-awareness, self-regulation, motivation, empathy and social skills. It's the driver of a salesperson's performance. It is the key to their continued development and actions. It's what separates mediocre salespeople from top performers.

If you want each year to be your best year yet, Then get ready to think, act and be different? It's time to be odd (Optimistically, Determined to be Different), or accept the alternative, being average!

So let's look at the 7 most important things a Sales Leader needs to understand so they can spend their time coaching, teaching and managing them to instill a winning sales culture and produce extraordinary results. 

1. Mindsets, beliefs and intentions drive behavior...
People cannot behave outside their mindsets and intentions. Some they're aware of, others are deeply rooted in their psyche, subconscious or human nature but they must be aligned or overcome to become their best.
The most important thing you can do is become self-aware of your mindsets, beliefs and intentions and learn to control them to create the results you desire!

2. Human nature and what people seek...
Are you good enough? Your answer sets you up to grow or shuts you down to be less than your best. You see, it's not that you need to be better, you're probably good enough to be comfortable or you'd be working hard to improve, just like you did until you reached your comfort level.
Instill the desire in your salespeople to learn, grow and improve, instead of seeking comfort. Help them create a habits of doing the difficult uncomfortable things first to become their best.

3. The power of intentions...
What are your salespeople's intentions when they go to work, and every time they meet with a prospective buyer?
The intention to make a sale must be shifted to helping, serving and doing what's best for the buyer. This is the secret sauce of top salespeople, that allows them to make customers and produces the best sales results.

4. Remembering the positive, overcoming the negative...
When salespeople think of buyer's, which one's do they remember? The compliant easy going buyers or the difficult, challenging, non-compliant buyers? Which ones' do they talk about the most and use as their excuses to keep from doing what extraordinary salespeople do? Since we're all wired to remember the negative the non-compliant buyers manage most salespeople's attitudes about buyers by default.
Top salespeople overcome their nature to remember the negative and stay focused on the positives. You must help them manage their attitude towards buyers and not let the difficult buyer manage their attitudes.

5. Respect and trust the buyers ability to make good decisions...
Only the top 4% of salespeople said they respected and trusted the buyers ability to make good decisions. Most salespeople don't respect the buyer and struggle to earn the buyers respect in return.
Hold your salespeople accountable to trust and respect the buyer's ability to make good decisions and watch their sales soar! Help them switch their mindset to respect and trust people's ability to make good decisions. Keep them focused on explaining the consequences of the buyers decisions, both good and bad, rather than just sharing information with the buyer.

6. Focus on the buyers ownership experience, not the buying experience...
Most salespeople are focused on the buying experience. Top salespeople focus on the buyer's ownership experience and this mindset transforms the sales conversation and the buyer and salesperson's relationship.
It's your job to shift your salespeople's focus from the short term reward of transactions, to the long term benefit of the buyer's ownership experience.  Help your salespeople overcome their nature to seek instant gratification and they'll improve, be at their best for the buyer and their sales will soar.

7. Conversations, not presentations...
Top salespeople are present, engaged and have real conversations with buyers. Most salespeople talking heads making sales presentation that buyers don't like, believe or trust.
Make sure your salespeople turn selling into an individual personal experience for each buyer. This will help them reach their peak performance! Teach them that selling isn't executing a sales process, it's being trusted enough that the buyer will invite them to be their guide in their buying process.

As you coach, teach and manage your salespeople always keep in mind, selling is the most difficult performing art in the world. Salespeople, like all performing artist, athletes or musicians, need a leader and leadership is personal, it's not professional! It requires a strong mind and a positive attitude to overcome the obstacles and adversity that comes with connecting, communicating and serving people everyday. In fact, I'd go so far as to say sales makes a great career but a lousy job. So, make sure your salespeople are all in, fully engaged and committed to a career in sales, and not just working at a job. Then, they'll be the difference in their buyer's ownership experience, make customers and enjoy the ups and downs of a sales career. 

By Mike Moore