maximizing your impact david stroop v p / medium duty sales manager murphy hoffman company february...

Maximizing Maximizing YOURYOUR Impact Impact

David StroopDavid StroopV P / Medium Duty Sales ManagerV P / Medium Duty Sales Manager

Murphy Hoffman CompanyMurphy Hoffman Company

February 11, 2010

ISACA

Who Is This Guy?Who Is This Guy?(And Why Should I Listen?)(And Why Should I Listen?)

• 25 Years Transportation Sector25 Years Transportation Sector

– Ryder – 13 years – Rental Counter to District ManagerRyder – 13 years – Rental Counter to District Manager

– PACCAR Leasing – 8 years – Director of Sales / Mexico GMPACCAR Leasing – 8 years – Director of Sales / Mexico GM

– MHC – 4 years – Vice President / Medium Duty Sales ManagerMHC – 4 years – Vice President / Medium Duty Sales Manager

• Married 28 Years – BeckyMarried 28 Years – Becky

• 3 Children – Jill (26), Julie (24), Matt (21)3 Children – Jill (26), Julie (24), Matt (21)

First….The CreditsFirst….The Credits

• Steven CoveySteven Covey

• Dave AndersonDave Anderson

• Tim MurphyTim Murphy

• My DaughterMy Daughter

• Harvey MacKayHarvey MacKay

• My WifeMy Wife

• A Coffee CupA Coffee Cup

• Ship Picture - SuccessoriesShip Picture - Successories

• Jackson Bulletin BoardJackson Bulletin Board

• Karass NegotiationsKarass Negotiations

• Sam Parker/Mac AndersonSam Parker/Mac Anderson

• My ParentsMy Parents

• Many others……Many others……

1.1. LeadLead2.2. ListenListen3.3. Maintain a Positive Mental AttitudeMaintain a Positive Mental Attitude4.4. Prioritize Your TimePrioritize Your Time5.5. Take OwnershipTake Ownership6.6. Live With Integrity Live With Integrity 7.7. Radiate PassionRadiate Passion8.8. Maintain a NetworkMaintain a Network9.9. Sharpen the SawSharpen the Saw10.10. Put Others FirstPut Others First

Top 10Top 10Maximizing YOUR Impact Maximizing YOUR Impact

LeadLead• Leaders vs. ManagersLeaders vs. Managers

– Managers: title granted, task oriented, inward focusManagers: title granted, task oriented, inward focus– Leaders: title earned, vision oriented, outward focusLeaders: title earned, vision oriented, outward focus– Manage from the head, lead from the heartManage from the head, lead from the heart

• Leadership TraitsLeadership Traits– Highly visible – no one has to be told who the leader isHighly visible – no one has to be told who the leader is– Energetic Energetic

• Speed – of the walk; leader determines pack Speed – of the walk; leader determines pack – Builds Consensus – leaders create dialogue, not a monologueBuilds Consensus – leaders create dialogue, not a monologue– Team Builder Team Builder

• Team entry – difficult to joinTeam entry – difficult to join• Team maintenance – culture corrects non-performersTeam maintenance – culture corrects non-performers

– Vision – turns a job into a cause – people quit jobs, die for causesVision – turns a job into a cause – people quit jobs, die for causes• Covey – Begin with the end in mindCovey – Begin with the end in mind

Maximizing YOUR Impact Maximizing YOUR Impact

ListenListen

• Seek first to understand then to be understoodSeek first to understand then to be understood– Orange NegotiationsOrange Negotiations

• Don’t assumeDon’t assume– Jill’s PetSmart storyJill’s PetSmart story

• Be in the nowBe in the now– Why travel to the branch to spend your time on the phone?Why travel to the branch to spend your time on the phone?

– Why go to dinner with your wife to read your blackberry?Why go to dinner with your wife to read your blackberry?

Maximizing YOUR ImpactMaximizing YOUR Impact

Maintain a Positive Mental AttitudeMaintain a Positive Mental Attitude

• Difference between man and animal is the 5 second gap that exists Difference between man and animal is the 5 second gap that exists between what happens to us and how we respond to it.between what happens to us and how we respond to it.– Can’t control the world, can control how you respond to it.Can’t control the world, can control how you respond to it.

• Exercise:Exercise:– What words would What words would youyou use to describe yourself? use to describe yourself?

– What words would What words would othersothers use to describe you? use to describe you?

– Is there a difference? Why???Is there a difference? Why???

• Refrigerator in your mindRefrigerator in your mind• Mental trashMental trash

– Issues – Write down concerns and revisit in 60 days - did it happen?Issues – Write down concerns and revisit in 60 days - did it happen?

– Peoples opinions – Only worry about the opinions of those who matter to youPeoples opinions – Only worry about the opinions of those who matter to you

• Benchmark: measure against the best YOU, not against othersBenchmark: measure against the best YOU, not against others


Prioritize Your TimePrioritize Your Time• GridGrid

– Where do you spend your time?Where do you spend your time?– Do you ignore what is important?Do you ignore what is important?– What determines your priorities?What determines your priorities?

• The task? Or the Requester?The task? Or the Requester?

• Covey “First Things First”Covey “First Things First”

• Voice in your head - I should, I should have - its never too lateVoice in your head - I should, I should have - its never too late– Close the gap between knowing and doingClose the gap between knowing and doing– The power of NOWThe power of NOW

• If you can’t find the time to do it right, how are you going to take the If you can’t find the time to do it right, how are you going to take the time to do it over?time to do it over?

• Finish it!Finish it!


IMPORTANTIMPORTANT

Busy Work Cleaning your

inbox

Ringing PhoneSome Meetings

Saturday breakfast

Meeting Major Project Deadline

Take OwnershipTake Ownership• Direct the creditDirect the credit

– When it goes right, give credit to the teamWhen it goes right, give credit to the team– When it goes wrong, take the responsibility yourselfWhen it goes wrong, take the responsibility yourself

• Don’t play the blame gameDon’t play the blame game– Finger pointing – 1 at them, 4 at youFinger pointing – 1 at them, 4 at you– Fix the problem, not the blameFix the problem, not the blame

• Decision makingDecision making– Invite dissenting opinions – generate open discussionInvite dissenting opinions – generate open discussion– Emerge with an agreed upon solution that ALL publicly supportEmerge with an agreed upon solution that ALL publicly support

• Are you part of the problem or part of the solution?Are you part of the problem or part of the solution?• Stand Out – Entitlement / Instant Gratification generationStand Out – Entitlement / Instant Gratification generation• Celebrate successCelebrate success

– Recognize the little things – project completion, deal, birthdaysRecognize the little things – project completion, deal, birthdays


Live With IntegrityLive With Integrity

• Character Character – Non-negotiableNon-negotiable

– Like Steel – forged in heat, tested under pressureLike Steel – forged in heat, tested under pressure

– Character is who you are when no one but God is watchingCharacter is who you are when no one but God is watching

• Leaders do what is right….not what is convenientLeaders do what is right….not what is convenient– Anyone can hold the helm when the seas are calmAnyone can hold the helm when the seas are calm

• The Test - Would you still say it if they were standing next to you?The Test - Would you still say it if they were standing next to you?– Praise in public, reprimand in privatePraise in public, reprimand in private

• When integrity defines you, decisions are easyWhen integrity defines you, decisions are easy


Radiate PassionRadiate Passion• Are you Interested or Committed?

– Breakfast commitment – Chicken or Pig?

• Can't fake it

• Passion is contagious– Phone voice

– Intensity

– Non verbal

• 212°– At 211° water is just waterAt 211° water is just water– At 212° it turns to steam – and can power the worldAt 212° it turns to steam – and can power the world– YOU are the extra degreeYOU are the extra degree


Maintain a Network

• This Meeting– Who is sitting next to someone they already know?– Who is sitting next to someone they just met?

• LinkedIn– Business Face Book– Search by business– Search by person– Mattress Giant

• Barry / Steve / Eric– Terex – bypassed a “blocker”– Recruiting

• Candidates• Reference Checks


YOUYOU

YOUR CONTACTSYOUR CONTACTS

YOUR CONTACTS CONTACTSYOUR CONTACTS CONTACTS

YOUR CONTACTS CONTACTS CONTACTSYOUR CONTACTS CONTACTS CONTACTS

11

100100

10,00010,000

1,000,0001,000,000

Sharpen The SawSharpen The Saw

• CoveyCovey– Physical – eat, sleep, exercisePhysical – eat, sleep, exercise

– Social/Emotional - relationshipsSocial/Emotional - relationships

– Mental – ongoing learningMental – ongoing learning

– Spiritual – inspirational, scriptureSpiritual – inspirational, scripture

• Laugh - Maintain a sense of humorLaugh - Maintain a sense of humor

• Never stop learningNever stop learning

• Grow - Get out of your comfort zoneGrow - Get out of your comfort zone

– Me ….right nowMe ….right now


PhysicalPhysical SocialSocial

MentalMental SpiritualSpiritual

Put Others FirstPut Others First

• Eliminate the NoiseEliminate the Noise– Memphis – My agenda vs. Jerry’s agendaMemphis – My agenda vs. Jerry’s agenda

• Help Others to Attain their GoalsHelp Others to Attain their Goals– Are you “value added” – investment vs. overheadAre you “value added” – investment vs. overhead

– How do you feel about high pressure sales closers?How do you feel about high pressure sales closers?

• What is their focus? On the sale? Or on you?What is their focus? On the sale? Or on you?

• Fouts example – GrindzillaFouts example – Grindzilla

• Raise the water and all boats riseRaise the water and all boats rise– CFS exampleCFS example


Background InformationBackground Information

• Dealership Revenue StreamsDealership Revenue Streams

– Heavy Duty TrucksHeavy Duty Trucks

– Medium Duty TrucksMedium Duty Trucks

– Used TrucksUsed Trucks

– Parts Parts

– ServiceService

– Body ShopBody Shop

Cross Functional SellingCross Functional Selling

What is Cross-Functional Sales?What is Cross-Functional Sales?

• Team SellingTeam Selling

• Targeted Market ApproachTargeted Market Approach

• Maximize Each Customers “MHC Spend”Maximize Each Customers “MHC Spend”

• Leverages Existing RelationshipsLeverages Existing Relationships

• Uncovers Hidden Opportunities / Low Hanging FruitUncovers Hidden Opportunities / Low Hanging Fruit


UTHD MD

Line ShopBody Shop Parts

TodayToday

Why The Silos?Why The Silos?

• MyMy new truck customer gets frustrated with the service new truck customer gets frustrated with the service departmentdepartment

• I don’t want truck guys bugging I don’t want truck guys bugging mymy parts customer parts customer

• YourYour parts prices are too high parts prices are too high

• Customer will only buy Freightliner, or Navistar or Pete….Customer will only buy Freightliner, or Navistar or Pete….



30 Second Commercial . . . “Elevator Speech”30 Second Commercial . . . “Elevator Speech”

““If I had an opportunity to ride in an elevator for If I had an opportunity to ride in an elevator for 30 seconds with my largest prospect – What would I say?”30 seconds with my largest prospect – What would I say?”

What Do We Know About Each Others Silo?What Do We Know About Each Others Silo?

Branch Sales

UT

Parts / Service

Body Shop

HD

MD

Cross Functional Selling – Our GoalCross Functional Selling – Our Goal

• Identify Conquest /Target AccountsIdentify Conquest /Target Accounts• Identify Your Current Relationships with ThemIdentify Your Current Relationships with Them• Assign “Owners” for Each AccountAssign “Owners” for Each Account

– Leverage Existing Relationships to Secure Business in ALL Revenue AreasLeverage Existing Relationships to Secure Business in ALL Revenue Areas• Review “Revenue Silos” to Find Low Hanging FruitReview “Revenue Silos” to Find Low Hanging Fruit

– Whoever has an Existing Relationship is Responsible for Total Revenue GrowthWhoever has an Existing Relationship is Responsible for Total Revenue Growth

Cross Functional SellingCross Functional SellingHow Do We Get There?How Do We Get There?

maximizing your impact david stroop v p / medium duty sales manager murphy hoffman company february...

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