Carson V. Heady's Blog, page 56
February 15, 2021
How Can We Make High Performance a Repeatable Process?
Amazing people don’t do different things; they do things differently. How can we make high #performance a repeatable process?
Microsoft#sales leader Carlos Sousa discusses his V.I.P. framework – (#Value, #Impact, #Positivity) that ensures repeatable #excellence.
Before we can go anywhere, we have to identify what value we can bring. How can you offer unique insight, research or outcomes? What do you do better than anyone else that you can deliver?
Proactively adding value to every relationship you desire to #influence is table stakes.
No value = no impact. The value has to be expressed and realized in a way that it is absorbed amongst all the noise in order for it to impact. Stand out from all others who tried and failed to do what you are trying to do!
Positivity ensures we bring the right mindset conducive to meaningful relationships happening. We won’t reach any goal worth anything easily.
It takes eagerness and willingness to learn, being humble, aiming to serve and the courage to adapt, pivot, rebound and rebuild when the situation dictates it.
Consistent execution of this approach will equal consistent results over time. Period.
#leadership #success #growth #culture #change #relationships #attitude #career #collaboration #growthmindset #communication #coaching
February 14, 2021
Happy Valentine’s Day!
My Valentine’s Day gift to you! Enjoy.
February 12, 2021
Is the Concept of “Dream Job” Real?
The concept of “dream job” is often bandied around, endlessly sought and allegedly found. Does it exist? What makes the dream job?
Sysco#sales leader 
Matthew K. Berra joins Microsoft and ex- AT&T leader Carson V. Heady to discuss.
We read on social posts that people have landed their dream job, though they have never worked a day at the company. Have they truly found it?
We can certainly control some variables: research or conversations with employees can yield valuable nuggets about #culture and environment.
We can align with priorities – job security, #career path, freedom and finances.
Yet all things – good or bad – #change. #Leadership, colleagues, priorities, tools and the projects will shift, meaning what you once envisioned a dream scenario will not exist in the near future.
What will you do when your “dream job” changes?
If we infuse our strengths and passions into it, we can make any job our dream job. And when things change, we adapt and pivot and re-invent ourselves for the new landscape.
“If you want a happy ending, that depends, of course, on where you stop your story.” – Orson Welles
February 10, 2021
How Should Emotion Factor into Your Career or Sales Process?
How much emotion should we allow to be attached to our #selling or #career process?
Sysco#sales star Matthew K. Berra joins Microsoft and ex- AT&T leader Carson V. Heady for a special discussion.
Because we are so invested in our work, it’s often challenging to have a healthy balance of emotion while keeping a steady hand on the wheel.
There is a distinct difference between understanding statistical probability of process, imperative milestones in construction of a deal or negotiation, or even a job search, and allowing emotions to cloud judgment and make us less effective.
Furthermore, there is an important line between the immense value in investing in relationships with genuine #empathy and being dispassionate when it comes to enduring challenges.
Get all of the facts, control as many variables as you can and make decisions in the best interests of all.
If you suffer a setback, lose a deal or relationship, take the key learnings with you and move forward; what could you have done differently? Did you do everything you could, or is there a more effective way you can handle things going forward?
Emotions are part of life. Embracing & understanding probability & facts, evolving process based on learning & perseverance during uncertain times will ensure growth.
February 8, 2021
What is the Future of Sales?
What is the future of #sales? We are watching the evolution unfold at an accelerated pace.
Widewail & ex-Hilton leader Justin Essner joins Microsoft & ex-AT&T leader Carson V. Heady to discuss.
#Socialselling – an anomaly years ago – is now just selling.
Meetings that had a geographical need now don’t. Resources confined to a time and place can now be leveraged in new, creative ways.
On the flip side, pipeline has shifted dramatically. Needs are different, milestones & sales cycles are impacted. We’ve got to anticipate the futures our customers are planning for.
Big ticket items like stability of a workforce have overshadowed questions like “where are we going to have our sales kickoff.”
Going forward, we will meet clients where they want to be met: organizations will determine when and how virtual and in-person will be utilized.
Amidst uncertainty, the primary controllables are how we treat others, how we engage and are available. How we stay at the pulse of what matters to customers and their industry.
Those with a passion for customers who are focused on internal and external relationships while effectively using all tools at their disposal will continue to find #success.
#strategy #leadership #relationships #growthmindset #empathy #career #collaboration #salespeople
February 4, 2021
What You Do After a Setback Will Define Your Success
“Don’t let a win get to your head or a loss to your heart.” – Public Enemy. How do you move forward from a loss? This is where high performers separate from the pack.
Sysco‘s Matthew K. Berra joins Microsoft & ex- AT&T leader Carson V. Heady for a special discussion.
Sales & #career are not built on instant gratification – they are long-term investments of time, energy & passion into relationships and process.
Because of this, there are a lot of losses and sacrifices necessary to achieve #success.
Furthermore, success is not a one-time thing; you will constantly have to reinvent yourself and adapt to maintain it.
You control more than you often give yourself credit for; we work to earn credibility, trust & reputation.
By understanding all parameters of the job, controlling controllables & focusing big on relationships, you can create your own luck.
When you lose, you have a choice of what’s next. Whether you get fired, have a bad relationship with a boss or colleague, get a bad appraisal, miss quota – the next move is ALWAYS up to you.
You’re not competing against average or quota – you are competing against your own potential.
Like Patrick Tinney says in “The Bonus Round,” we’re like clutch athletes walking into the prime time arena – we’ve got to act like it!
February 2, 2021
Define the Thresholds Required for Perceived Improvement
It’s easy to feel discontent with elements of your life, and convince yourself the grass is greener elsewhere. Clearly define the threshold to cross required to improve the situation, and if it’s not worth it, re-commit to your path and move on.
Christ Memorial Lutheran Church Director of Youth Ministry Daniel Meyer joins Microsoft and ex- AT&T #sales leader Carson V. Heady for a special discussion.
Each area of your life requires your investment to flourish – time, energy and passion. This could be faith, marriage, kids, friendships, and #career.
You cannot control whether or not your investment pays dividends, but investing in them gives you better probability these will be enriching areas of your life.
Furthermore, applying the #mindset of positivity and even leading with the positive in your interactions makes a significant impact and difference – it sets the foundation for a better experience.
Journal what you are thankful for and progress you’ve made. Reference this as often as needed to realize how far you’ve come.
Approach situations – specifically involving others – by engaging, acknowledging their value, celebrating even small wins and creating situations conducive to positive interaction.
It makes a difference.
#leadership #success #relationships #attitude
January 29, 2021
How Do You Land a New Job in a Pandemic?
How do you get a job in a pandemic? In a word: Relationships. If you don’t have them, create them.
Widewail and ex- Hilton #sales leader Justin Essner joins Microsoft and ex- AT&T leader Carson V. Heady for a special discussion.
Not everyone has been infected, but everyone has been affected by the events of the last year.
Many have been furloughed or laid off, and nearly everyone has been forced to pivot in their #career.
Justin recounts a couple of stories – how he landed a new role and how he helped a new contact land one as well. Carson discusses how he proactively sought to connect folks who were #opentowork with those #hiring.
Go where needs are. Make #connections in organizations and industries who have unique demand due to the pandemic: enabling remote work, effectively leveraging #data and embracing new ways of doing business.
Leverage your existing #network for introductions. If you need to expand your contacts, use social sites like #LinkedIn to find influencers.
Spend any down time investing in yourself: learning, training, reading, development of new skills and connecting with others.
And if you are in a fortunate spot, look for ways to actively support your network.
#leadership #relationships #attitude #growthmindset #empathy #inclusive #collaboration
January 27, 2021
The Value and Meaning of a Relationship
Now, more than ever, it’s vital to understand the value and meaning of #relationships.
Widewail & ex-Hilton #sales leader Justin Essner joins Microsoft & ex-AT&T leader Carson V. Heady for a special discussion.
Whether asking for help, a recommendation, advice or a sales meeting, be humble and proactively look for ways to add value.
Especially in a world where virtual meetings are commonplace and commutes and travel are not, if you approach it properly you can get any meeting you want if you ask.
It could be a prospect or someone you want to learn from. Relate to their situation, appeal to their priorities, or express admiration, and politely request time for guidance, feedback or a chance to add value.
Justin spent 11+ years at Hilton and had to deliver layoffs before being laid off during the pandemic. He reached out to CEO Chris Nassetta expressing #gratitude and #empathy, received a response and they connected.
Carson went from the grocery business to entry-level sales before being promoted several times and becoming a best-selling author connected with many sales luminaries.
Be open to opportunity, work to create your own, and you can be forever enriched by the resulting relationships.
#leadership #growthmindset #career #collaboration #success #connect #inclusive
January 25, 2021
How Do We Cultivate Leadership Potential in Young Leaders?
How do we best spot and cultivate #leadership potential and offer guidance to avoid missteps for youth and young leaders?
Christ Memorial Lutheran Church Director of Youth Ministry Daniel Meyer joins Microsoft and ex- AT&T #sales leader Carson V. Heady for a special discussion.
The best way to surmise attributes of leadership from a young individual or leader is spending time with them, 1:1 and 1:many. Observe them in action, gauge how they take the lead, pivot in the face of setbacks and their #attitude.
We can never assume those we lead or wish to mentor know how to do something. It’s common for us to tell someone to do something without taking the time to model the behavior.
There are certainly some skill vs. will components: some have the drive but need to be taught the mechanics. Others may have natural ability but are unwilling to apply it.
Work styles are different; it is not your job to impose your will and way on those you lead.
Resist temptation to jump in and do tasks for them; ensure they understand the “why” – the value behind the activity, show them how, but let them develop that muscle and go down their own path.
#leadershipdevelopment #coaching #success #growth #attitude #communication #growthmindset #empathy #collaboration #influence #career
