Leadership Development: Stopping Unproductive Habits

What did Peter Drucker say about the leaders he met?

Half the leaders I've met don't need to learn what to do—they need to learn what to stop.

Who approached the author after a training event?

An older man from the front row

What did the older man tell the author about his training?

It didn't work for him

What was the older man's problem with the author's training?

He couldn't apply the concepts in practice Signup and view all the answers

What did the author ask the older man to do after hearing about his process?

To show him his presentation Signup and view all the answers

What was the problem with the older man's presentation?

Something was interfering with his ability to execute it properly Signup and view all the answers

What is the author referring to when they talk about lazy moments?

Times when we aren't purposefully engaged Signup and view all the answers

What does Karen say about her work and life?

I work to live. Signup and view all the answers

What is one way laziness can manifest in salespeople?

By defaulting out of client meetings Signup and view all the answers

What is multitasking, according to Dan Levitin?

Rapidly switching between tasks, making us less efficient Signup and view all the answers

Why does multitasking make us less efficient?

Because we're diverting attention away from what matters Signup and view all the answers

What is the most significant default behavior when engaging with a customer?

Not listening to the customer's emotional motivators Signup and view all the answers

What can happen when we're not performing at the level we'd like to be?

We're not paying attention to our customers and work Signup and view all the answers

What is the primary purpose of identifying one's default behaviors in sales?

To improve sales interactions and overcome struggles Signup and view all the answers

What is the author's goal in the context of sales?

To connect with customers and go beyond mere interaction Signup and view all the answers

What is the author's advice to readers regarding their default behaviors?

To set aside time to think about and acknowledge them Signup and view all the answers

What can default-mode behaviors take us away from?

The present moment Signup and view all the answers

What can happen when we're in default-mode behaviors?

We're ripped out of the present moment Signup and view all the answers

What is the result of not acknowledging and addressing one's default behaviors in sales?

Stagnation in sales growth Signup and view all the answers

What is the main reason for a salesperson to understand their default behaviors?

To get the most out of a sales book Signup and view all the answers

What does the author suggest we do with our default-mode behaviors?

Be brutally honest with ourselves about them Signup and view all the answers

What is the author's recommendation for readers after identifying their default behaviors?

Make a list of the destructive tendencies to abandon Signup and view all the answers

What is a natural part of being human?

Having habits Signup and view all the answers

What is the problem with having bad habits?

They don't serve us Signup and view all the answers

What is the ego drive that gives us the ability to claim greatness?

Need to conquer Signup and view all the answers

What is the problem with making excuses for underperformance?

It keeps us from learning and growing Signup and view all the answers

What is the difference between attention span and interest span?

Attention span is about paying attention, interest span is about holding attention Signup and view all the answers

What should you do when you lose a sale?

Look for ways you could have done your job better Signup and view all the answers

What is the most common reason newer salespeople succumb to their negative tendencies?

Lack of knowledge Signup and view all the answers

What should you do if you lack knowledge in sales?

Seek information from other sources Signup and view all the answers

What is the difference between great salespeople and average salespeople?

Great salespeople commit to overcome their negative tendencies Signup and view all the answers

What does the author mean by laziness in sales?

Not wanting to take responsibility for performance Signup and view all the answers

What was the main issue with the salesperson mentioned in the story?

He didn't believe in his product Signup and view all the answers

What is the difference between knowing something intellectually and executing it effectively?

One is about understanding and the other is about application Signup and view all the answers

What is the 'default mode' in humans?

A state of least resistance and minimum effort Signup and view all the answers

What is the 'default mode network' in the brain?

A part of the brain that is active when we are in a resting state Signup and view all the answers

What is necessary to sell with integrity and authenticity?

Being fully present and awake Signup and view all the answers

What is the main reason why salespeople default to their tendencies?

It takes less effort and mental energy Signup and view all the answers

What is the acronym 'HELL' an abbreviation for?

Habits, Ego, Laziness, Lack of knowledge Signup and view all the answers

What is the result of repeatedly performing an action?

It becomes a habit Signup and view all the answers

What is the relationship between default tendencies and sales performance?

They have a negative impact Signup and view all the answers

What is the author's main point about closing the gap between knowledge and action?

The gap between knowledge and action must be closed to improve performance Signup and view all the answers