Get Better by Todd Davis

Author:Todd Davis
Language: eng
Format: epub
Publisher: Simon & Schuster UK

CHOOSE ABUNDANCE

Many of us are conditioned to believe that there’s a finite amount of everything—that there’s only so much reward, credit, recognition, benefits, or even love. And because of that, the more you get means there’s less for me. This belief creates what we at FranklinCovey call a scarcity mindset, which produces an underlying motive of fear. With a fearful world view, it’s difficult to shift the focus off ourselves and take the needs of others into consideration.

One of my key takeaways from the book Discover Your Sales Strengths, by Benson Smith and Tony Rutigliano, is that the best salespeople don’t always make the best sales leaders. Why? Because top revenue producers are often competitive—which salespeople should be. When an independent salesperson is asked to lead a group of people who may end up making more money than he or she does, for some it may be difficult to think interdependently—to redefine success and switch the motivation from personal gain to collective success. Unless they can dig deeper to care as much about the group winning as they care about themselves winning, they’ll struggle to create a working environment optimized for team performance.

By contrast, I remember a recent example of a seasoned executive who showcased what an abundance mindset looks like. He worked in the hospitality industry, and had invited our CEO and executive team to meet and participate in a weekly meeting. Having recently implemented some of our content and processes, the hotel leaders wanted to showcase their newly acquired business-execution capabilities.

The property general manager welcomed us to the meeting and informed us the hotel was one of their flagship properties employing nearly four thousand people. He admitted that with such a large staff, some days it felt like he was running a city more than a hotel. Prior to inviting the divisional leaders in to present their results, the general manager spent some time with us describing their culture, including the successes they’d achieved and some of the challenges they were still facing. He informed us that he’d invited leaders from all the major operations to join the weekly meeting: housekeeping, food and beverage, engineering, sales and catering, and more. Before they came in, he let us know that he wanted to share his personal vision for each of them with us.

“As an employee of this organization for twenty-plus years, and a veteran of the industry for many more,” he reported broadly yet humbly, “I’ve experienced a phenomenal journey. As such, I’ve been privileged to earn our company’s President’s Club Award with its accompanying incentive trip numerous times, and I’ve cherished the experience over many years.”

He then went on to say something I’ll never forget: “But now that I have all the glass and crystal trophies one could ever want or need in a lifetime, I want my goal to be clear. Actually, not my goal; what I am talking about is my legacy. I want to ensure that each person on my team—each person about to walk into this room and report—earn their accolades.

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