“History leaves clues” “Those that don’t learn from the past are doomed to repeat it” “Hindsight is 20/20”. These and other axioms would all have us believe that the only truths and bits of knowledge we can garner from the past are based around the mistakes made and the follies we pursued. While there is definitely merit in these concepts, doesn’t the past also contain positive affirmations that can help us achieve new heights and interact better with our fellow human beings?
Long before Bruce Jenner was known for Kardashian fame, he was considered one of the best athletes to ever grace a field. Michael Jordan, despite his foibles in Baseball will always be considered one of the greatest ever. Tiger Woods will evict images of Championship Golf long before Escalades tearing up a lawn. The name Thomas Jefferson brings to mind a Founding Father rather than a bankrupt slave-owner.
Look at your Sales floor, your peers. Do you see a 20 car guy and treat them as such though this Month they only hit 8? Do you look at the Desk Manager and remember that he exhibited years of sustainable excellence and Leadership to get there or do you snidely think that he just doesn’t “get it” anymore and laugh at all his “Glory Day” stories.
Next time you have a chance, ask each member of your Team what their greatest moment, Month, Deal, C.S.I. moment was. You will literally see each face light up as they recall in themselves that moment and pride they have in the memory. Then with every interaction for the next week address them as such i.e. “What’s our 30 car guy got today?” “How’s Mrs. 100% C.S.I. with 18 Previous Customer referrals so far this year up to?” “Alright 10 pound Desker, let’s make this another Happy Customer!”
Treating others as their best self will often bring that desired behavior about.
This concept and post was inspired by my friend, Mentor and General Manager, Jeff Davis. Any shortcomings in conveying his vision are strictly mine.