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10 Leadership Practices to Stop Today



If you want to be the best in your industry, you have to get rid of your outdated management style.




You might not feel it day-to-day, but business management is in a major transition. The old days of command-and-control leadership are fading in favor of what might be better termed a

trust-and-track method, in which people are not just told what to do, but why they are doing it. More formally, we're moving from what was called "transactional" leadership to

"transformative" leadership. And there's no turning back.




Business owners certainly have a long way to go, especially in more established companies where old practices die hard. But you can see increasing evidence that by creating a company with a

clear purpose and values, you'll find your employees connect themselves to something bigger, and that increases productivity. In other words, a culture of engagement leads to greater

customer loyalty, and better financial success.




Here's my list of "old school" practices you ought to chuck, and "new school" practices to champion instead:




1. Out: Micro-management, or the need to control every aspect of your company. In: Empowerment, the ability to give your people some rope--even rope to make mistakes without blame.




2. Out: Management by walking around the office; it is no longer enough to be visible. In: Leadership by watching and listening, engaging in conversation, implementing the ideas presented to

you, and distributing the results.




3. Out: Pretending you know everything. You don't have all the answers, so why try to make people think you do? In: Knowing your leadership team members and trusting them. Choose great

people who have the right skills and fit the culture. And get out of the way.




4. Out: No mistakes, or a "no tolerance policy" some still think works. In: Learning from mistakes, or being the first to admit an error.




5. Out: The balance sheet drives the business, and informs all other decisions. In: People drive the business, boosting customer loyalty, and profit.




6. Out: Job competency is sufficient. Do the job asked, and you'll survive. In: Recruit "A" players who will go the extra mile. They're out there.




7. Out: Invest in technology to increase productivity. In: Invest in people.




8. Out: Demand change; be very specific about what you want and when. In: Nurture change; your people can come up with the best ideas and you can give them credit for it.




9. Out: Fried food in the cafeteria. In: Wellness in the workplace.




10. Out: Incentives; pay employees more money and they'll do more. In: Rewards; being valued matters more than money.




So ask yourself which of these out-of-date practices you're still using. There's no time like now to try something new.



Paul Spiegelman is founder and CEO of BerylHealth, which manages patient interactions for hospitals, and co-founded the Small Giants Community with Inc.editor-at-large Bo Burlingham. Read

more atPaulSpiegelman.com. @paulspiegelman



8 Things Remarkably Successful People Do
The most successful people in business work differently. See what they do--and why it works.



I'm fortunate to know a number of remarkably successful people. I've described howthese people share a set of specific perspectives and beliefs.




They also share a number of habits:




1. They don't create back-up plans.




Back-up plans can help you sleep easier at night. Back-up plans can also create an easy out when times get tough.




You'll work a lot harder and a lot longer if your primary plan simply has to work because there is no other option. Total commitment--without a safety net--will spur you to work harder than

you ever imagined possible.




If somehow the worst does happen (and the "worst" is never as bad as you think) trust that you will find a way to rebound. As long as you keep working hard and keep learning from your

mistakes, you always will.




2. They do the work...




You can be good with a little effort. You can be really good with a little more effort.




But you can't be great--at anything--unless you put in an incredible amount of focused effort.




Scratch the surface of any person with rare skills and you'll find a person who has put thousands of hours of effort into developing those skills.




There are no shortcuts. There are no overnight successes. Everyone has heard about the 10,000 hours principle but no one follows it... except remarkably successful people.




So start doing the work now. Time is wasting.




3. ...and they work a lot more.




Forget the Sheryl Sandberg "I leave every day at 5:30" stories. I'm sure she does. But she's not you.




Every extremely successful entrepreneur I know (personally) works more hours than the average person--a lot more. They have long lists of things they want to get done. So they have to put in

lots of time.




Better yet, they want to put in lots of time.




If you don't embrace a workload others would consider crazy then your goal doesn't mean that much to you--or it's not particularly difficult to achieve. Either way you won't be remarkably

successful.




4. They avoid the crowds.
Conventional wisdom yields conventional results. Joining the crowd--no matter how trendy the crowd or "hot" the opportunity--is a recipe for mediocrity.




Remarkably successful people habitually do what other people won't do. They go where others won't go because there's a lot less competition and a much greater chance for success.




5. They start at the end...




Average success is often based on setting average goals.




Decide what you really want: to be the best, the fastest, the cheapest, the biggest, whatever. Aim for the ultimate. Decide where you want to end up. That is your goal.




Then you can work backwards and lay out every step along the way.




Never start small where goals are concerned. You'll make better decisions--and find it much easier to work a lot harder--when your ultimate goal is ultimate success.




6. ... and they don't stop there.




Achieving a goal--no matter how huge--isn't the finish line for highly successful people. Achieving one huge goal just creates a launching pad for achieving another huge goal.




Maybe you want to create a $100 million business; once you do you can leverage your contacts and influence to create a charitable foundation for a cause you believe in. Then your business

and humanitarian success can create a platform for speaking, writing, and thought leadership. Then...




The process of becoming remarkably successful in one field will give you the skills and network to be remarkably successful in many other fields.




Remarkably successful people don't try to win just one race. They expect and plan to win a number of subsequent races.




7. They sell.




I once asked a number of business owners and CEOs to name the one skill they felt contributed the most to their success. Each said the ability to sell.




Keep in mind selling isn't manipulating, pressuring, or cajoling. Selling is explaining the logic and benefits of a decision or position. Selling is convincing other people to work with you. Selling is

overcoming objections and roadblocks.




Selling is the foundation of business and personal success: knowing how to negotiate, to deal with "no," to maintain confidence and self-esteem in the face of rejection, to communicate

effectively with a wide range of people, to build long-term relationships...




When you truly believe in your idea, or your company, or yourself then you don't need to have a huge ego or a huge personality. You don't need to "sell."




You just need to communicate.




8. They are never too proud.




To admit they made a mistake. To say they are sorry. To have big dreams. To admit they owe their success to others. To poke fun at themselves.To ask for help.
To fail.




And to try again.




Read more:


8 Qualities of Remarkable Employees



5 Qualities of Remarkable Bosses



10 Habits of Remarkably Charismatic People



Jeff Haden learned much of what he knows about business and technology as he worked his way up in the manufacturing industry. Everything else he picks up fromghostwriting books for some
of the smartest leaders he knows in business. @jeff_haden




9 Daily Habits That Will Make You Happier



These minor changes in your daily routine will make a major difference in your life and career.




Happiness is the only true measure of personal success. Making other people happy is the highest expression of success, but it's almost impossible to make others happy if you're not happy

yourself.




With that in mind, here are nine small changes that you can make to your daily routine that, if you're like most people, will immediately increase the amount of happiness in your life:




1. Start each day with expectation.




If there's any big truth about life, it's that it usually lives up to (or down to) your expectations. Therefore, when you rise from bed, make your first thought: "something wonderful is going to

happen today." Guess what? You're probably right.




2. Take time to plan and prioritize.




The most common source of stress is the perception that you've got too much work to do. Rather than obsess about it, pick one thing that, if you get it done today, will move you closer to

your highest goal and purpose in life. Then do that first.




3. Give a gift to everyone you meet.




I'm not talking about a formal, wrapped-up present. Your gift can be your smile, a word of thanks or encouragement, a gesture of politeness, even a friendly nod. And never pass beggars

without leaving them something. Peace of mind is worth the spare change.




4. Deflect partisan conversations.




Arguments about politics and religion never have a "right" answer but they definitely get people all riled up over things they can't control. When such topics surface, bow out by saying

something like: "Thinking about that stuff makes my head hurt."
5. Assume people have good intentions.




Since you can't read minds, you don't really know the "why" behind the "what" that people do. Imputing evil motives to other people's weird behaviors adds extra misery to life, while

assuming good intentions leaves you open to reconciliation.




6. Eat high quality food slowly.




Sometimes we can't avoid scarfing something quick to keep us up and running. Even so, at least once a day try to eat something really delicious, like a small chunk of fine cheese or an

imported chocolate. Focus on it; taste it; savor it.




7. Let go of your results.




The big enemy of happiness is worry, which comes from focusing on events that are outside your control. Once you've taken action, there's usually nothing more you can do. Focus on the job

at hand rather than some weird fantasy of what might happen.




8. Turn off "background" TV.




Many households leave their TVs on as "background noise" while they're doing other things. The entire point of broadcast TV is to make you dissatisfied with your life so that you'll buy more

stuff. Why subliminally program yourself to be a mindless consumer?




9. End each day with gratitude.




Just before you go to bed, write down at least one wonderful thing that happened. It might be something as small as a making a child laugh or something as huge as a million dollar deal.

Whatever it is, be grateful for that day because it will never come again.




Overcome 3 Common Sales Objections



How to Handle a Manipulative Employee



Sell Like a Pro: 6 Easy Rules



Geoffrey James writes the Sales Source column on Inc.com, the world's most visited sales-oriented blog. His newly published book is Business to Business Selling: Power Words and Strategies
From the World's Top Sales Experts. @Sales_Source

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10 leadership practices to stop today

  • 1. 10 Leadership Practices to Stop Today If you want to be the best in your industry, you have to get rid of your outdated management style. You might not feel it day-to-day, but business management is in a major transition. The old days of command-and-control leadership are fading in favor of what might be better termed a trust-and-track method, in which people are not just told what to do, but why they are doing it. More formally, we're moving from what was called "transactional" leadership to "transformative" leadership. And there's no turning back. Business owners certainly have a long way to go, especially in more established companies where old practices die hard. But you can see increasing evidence that by creating a company with a clear purpose and values, you'll find your employees connect themselves to something bigger, and that increases productivity. In other words, a culture of engagement leads to greater customer loyalty, and better financial success. Here's my list of "old school" practices you ought to chuck, and "new school" practices to champion instead: 1. Out: Micro-management, or the need to control every aspect of your company. In: Empowerment, the ability to give your people some rope--even rope to make mistakes without blame. 2. Out: Management by walking around the office; it is no longer enough to be visible. In: Leadership by watching and listening, engaging in conversation, implementing the ideas presented to you, and distributing the results. 3. Out: Pretending you know everything. You don't have all the answers, so why try to make people think you do? In: Knowing your leadership team members and trusting them. Choose great people who have the right skills and fit the culture. And get out of the way. 4. Out: No mistakes, or a "no tolerance policy" some still think works. In: Learning from mistakes, or being the first to admit an error. 5. Out: The balance sheet drives the business, and informs all other decisions. In: People drive the business, boosting customer loyalty, and profit. 6. Out: Job competency is sufficient. Do the job asked, and you'll survive. In: Recruit "A" players who will go the extra mile. They're out there. 7. Out: Invest in technology to increase productivity. In: Invest in people. 8. Out: Demand change; be very specific about what you want and when. In: Nurture change; your people can come up with the best ideas and you can give them credit for it. 9. Out: Fried food in the cafeteria. In: Wellness in the workplace. 10. Out: Incentives; pay employees more money and they'll do more. In: Rewards; being valued matters more than money. So ask yourself which of these out-of-date practices you're still using. There's no time like now to try something new. Paul Spiegelman is founder and CEO of BerylHealth, which manages patient interactions for hospitals, and co-founded the Small Giants Community with Inc.editor-at-large Bo Burlingham. Read more atPaulSpiegelman.com. @paulspiegelman 8 Things Remarkably Successful People Do
  • 2. The most successful people in business work differently. See what they do--and why it works. I'm fortunate to know a number of remarkably successful people. I've described howthese people share a set of specific perspectives and beliefs. They also share a number of habits: 1. They don't create back-up plans. Back-up plans can help you sleep easier at night. Back-up plans can also create an easy out when times get tough. You'll work a lot harder and a lot longer if your primary plan simply has to work because there is no other option. Total commitment--without a safety net--will spur you to work harder than you ever imagined possible. If somehow the worst does happen (and the "worst" is never as bad as you think) trust that you will find a way to rebound. As long as you keep working hard and keep learning from your mistakes, you always will. 2. They do the work... You can be good with a little effort. You can be really good with a little more effort. But you can't be great--at anything--unless you put in an incredible amount of focused effort. Scratch the surface of any person with rare skills and you'll find a person who has put thousands of hours of effort into developing those skills. There are no shortcuts. There are no overnight successes. Everyone has heard about the 10,000 hours principle but no one follows it... except remarkably successful people. So start doing the work now. Time is wasting. 3. ...and they work a lot more. Forget the Sheryl Sandberg "I leave every day at 5:30" stories. I'm sure she does. But she's not you. Every extremely successful entrepreneur I know (personally) works more hours than the average person--a lot more. They have long lists of things they want to get done. So they have to put in lots of time. Better yet, they want to put in lots of time. If you don't embrace a workload others would consider crazy then your goal doesn't mean that much to you--or it's not particularly difficult to achieve. Either way you won't be remarkably successful. 4. They avoid the crowds.
  • 3. Conventional wisdom yields conventional results. Joining the crowd--no matter how trendy the crowd or "hot" the opportunity--is a recipe for mediocrity. Remarkably successful people habitually do what other people won't do. They go where others won't go because there's a lot less competition and a much greater chance for success. 5. They start at the end... Average success is often based on setting average goals. Decide what you really want: to be the best, the fastest, the cheapest, the biggest, whatever. Aim for the ultimate. Decide where you want to end up. That is your goal. Then you can work backwards and lay out every step along the way. Never start small where goals are concerned. You'll make better decisions--and find it much easier to work a lot harder--when your ultimate goal is ultimate success. 6. ... and they don't stop there. Achieving a goal--no matter how huge--isn't the finish line for highly successful people. Achieving one huge goal just creates a launching pad for achieving another huge goal. Maybe you want to create a $100 million business; once you do you can leverage your contacts and influence to create a charitable foundation for a cause you believe in. Then your business and humanitarian success can create a platform for speaking, writing, and thought leadership. Then... The process of becoming remarkably successful in one field will give you the skills and network to be remarkably successful in many other fields. Remarkably successful people don't try to win just one race. They expect and plan to win a number of subsequent races. 7. They sell. I once asked a number of business owners and CEOs to name the one skill they felt contributed the most to their success. Each said the ability to sell. Keep in mind selling isn't manipulating, pressuring, or cajoling. Selling is explaining the logic and benefits of a decision or position. Selling is convincing other people to work with you. Selling is overcoming objections and roadblocks. Selling is the foundation of business and personal success: knowing how to negotiate, to deal with "no," to maintain confidence and self-esteem in the face of rejection, to communicate effectively with a wide range of people, to build long-term relationships... When you truly believe in your idea, or your company, or yourself then you don't need to have a huge ego or a huge personality. You don't need to "sell." You just need to communicate. 8. They are never too proud. To admit they made a mistake. To say they are sorry. To have big dreams. To admit they owe their success to others. To poke fun at themselves.To ask for help.
  • 4. To fail. And to try again. Read more: 8 Qualities of Remarkable Employees 5 Qualities of Remarkable Bosses 10 Habits of Remarkably Charismatic People Jeff Haden learned much of what he knows about business and technology as he worked his way up in the manufacturing industry. Everything else he picks up fromghostwriting books for some of the smartest leaders he knows in business. @jeff_haden 9 Daily Habits That Will Make You Happier These minor changes in your daily routine will make a major difference in your life and career. Happiness is the only true measure of personal success. Making other people happy is the highest expression of success, but it's almost impossible to make others happy if you're not happy yourself. With that in mind, here are nine small changes that you can make to your daily routine that, if you're like most people, will immediately increase the amount of happiness in your life: 1. Start each day with expectation. If there's any big truth about life, it's that it usually lives up to (or down to) your expectations. Therefore, when you rise from bed, make your first thought: "something wonderful is going to happen today." Guess what? You're probably right. 2. Take time to plan and prioritize. The most common source of stress is the perception that you've got too much work to do. Rather than obsess about it, pick one thing that, if you get it done today, will move you closer to your highest goal and purpose in life. Then do that first. 3. Give a gift to everyone you meet. I'm not talking about a formal, wrapped-up present. Your gift can be your smile, a word of thanks or encouragement, a gesture of politeness, even a friendly nod. And never pass beggars without leaving them something. Peace of mind is worth the spare change. 4. Deflect partisan conversations. Arguments about politics and religion never have a "right" answer but they definitely get people all riled up over things they can't control. When such topics surface, bow out by saying something like: "Thinking about that stuff makes my head hurt."
  • 5. 5. Assume people have good intentions. Since you can't read minds, you don't really know the "why" behind the "what" that people do. Imputing evil motives to other people's weird behaviors adds extra misery to life, while assuming good intentions leaves you open to reconciliation. 6. Eat high quality food slowly. Sometimes we can't avoid scarfing something quick to keep us up and running. Even so, at least once a day try to eat something really delicious, like a small chunk of fine cheese or an imported chocolate. Focus on it; taste it; savor it. 7. Let go of your results. The big enemy of happiness is worry, which comes from focusing on events that are outside your control. Once you've taken action, there's usually nothing more you can do. Focus on the job at hand rather than some weird fantasy of what might happen. 8. Turn off "background" TV. Many households leave their TVs on as "background noise" while they're doing other things. The entire point of broadcast TV is to make you dissatisfied with your life so that you'll buy more stuff. Why subliminally program yourself to be a mindless consumer? 9. End each day with gratitude. Just before you go to bed, write down at least one wonderful thing that happened. It might be something as small as a making a child laugh or something as huge as a million dollar deal. Whatever it is, be grateful for that day because it will never come again. Overcome 3 Common Sales Objections How to Handle a Manipulative Employee Sell Like a Pro: 6 Easy Rules Geoffrey James writes the Sales Source column on Inc.com, the world's most visited sales-oriented blog. His newly published book is Business to Business Selling: Power Words and Strategies From the World's Top Sales Experts. @Sales_Source