By Jon Miller | Post Date: October 2, 2008 10:37 PM | Comments: 1
Today I want to share with you something that came in the weekly e-mail from sales guru Jeffrey Gitomer. I don't love sales nearly enough to put into practice everything Mr. Gitomer has to teach, but his passion and insights are worth reflecting on and passing on to others. The Setpember 29 e-mail on what it takes to have a successful business was surprisingly close to the spirit of the TPS and the Toyota way. The italic text are extracts from that e-mail, bold text are my comments:
1. Great people. People who are excellent at what they do. Self-starters who are smart and responsible, and possess a passion for excellence and a successful track record. Not just salespeople - everyone MUST be excellent. Reception, accounting, shipping, and especially anyone who talks to customers.
Toyota way principle: Respect for people, "building things is building people"
2. Harmony within. Each person must decide to "get along" with everyone else. This means their attitude must be positive, and they have to understand and be able to get along for the common good, even through personality conflicts, minor disagreements, and major disagreements will occur. They can get over it, and get on with it.
3. A continuous flow of ideas. From everyone - especially me as the leader.
Toyota way principle: Continuous flow, continuous improvement
4. Unless you have sales, you have no business. Products and services that are understandable, have perceived value, have gained market acceptance, and are easy to purchase. There are lots of sales on the books because the product is in demand.
6. Creativity and willingness to risk. Trying new things and new ways. Your customers demand it but your competitors hope you'll do "business as usual."
7. Earn loyalty from everyone. Loyalty is stability, growth, and profit all rolled into one. Loyalty has 3.5 parts. You must earn from (1) your customers, (2) your vendors, and (3) your employees. The best way to get loyalty is (3.5) to give loyalty.
8. Wide open communication. Speak your mind and say your peace - truthfully. This may mean drop the PC and get real world, real life. Maybe that way you'll have a real business.
9. Freedom to succeed and fail. No one fails on purpose. I give everyone freedom to learn, freedom of expression (without fear of reprisal), and freedom to take risks.
10. A respected (loved) leader. I am the leader. The passionate, lead by example, cheerleader leader. I love what I do, and it's contagious to all.