Just finished eating Sultana Bran watching Santana on Later with Jools on FoxTel..
If that means nothing to you that’s OK..
It’s my breakfast eating ritual, to watch Jools Holland music show while I munch away on my daily fibre intake..
‘So what?’ I hear you ask..
As much as I don’t like paying for Foxtel, there are some very good shows and lessons to absorb on it..
Here are just a couple..
THE MATHS AND THE FOREST
My wife Catherine is a big Elvis fan..
So we’ve been watching some Elvis bio’s this week.. as it was Elvis’ 75th birthday this week.
One show, ‘Back to Tupelo..’ show Elvis’ childhood..
Dirt poor, living on the edge of town with his mother (father in jail) spending most of his time with the African American kids..
He hangs out for hours listening to their music..
He goes to Gospel singing church three times a week..
He spends hours and hours absorbed in late 1940’s ‘separatist America’ ‘black music’.
So when it comes time to choose songs to sing, he is singing gospel and ‘negro’ music.
He has a Gospel, blues voice.. trained from singing 1000’s hours with family and friends..
He creates a revolution in world music..
How did all this happen..?
What he was immersed in determined, shaped, dictated the result.
He comes 5th in the local Town Fair singing competition at age 11..
10 years later he comes back as the star and sings to 14,000 people.. and donates his $10,000 fee to local charity..
Old French Proverb – ‘the forest shapes the tree..’
Elvis was shaped by his environment.
Why was he so different from all the other white kids?
Because he wasn’t shaped by the same environment they were.
Lesson: If you want yourself, your kids, your team to get great results, different results, better results…you need to find or create an environment that will shape those results.
It is Maths… the more time you spend in an excellent environment.. the more likely you are to get excellent results.
Two recently-released bestselling books are here to help.
Outliers (by Malcolm Gladwell) and Talent is Overrated (by Geoff Colvin) show us that it doesn’t matter what you’re born with; outstanding success is available to anyone who will follow a few simple tips, ones that we regularly teach and practice in our Blue Rocket Breakthrough Programmes.
THE 10,000 HOURS RULE
Both books also note the “10,000 hours” rule, the time it seems to take to become an expert performer.
That’s roughly how long it took for Tiger Woods and Mozart (being trained by their dads), for the Beatles (mostly playing in Germany), Bill Gates (messing around on his high school computer) and for all the other geniuses you’d think were born uniquely talented.
They deliberate-practiced for about 10,000 hours before they made any outstanding contributions to their field.
On the bright side, this suggests that such greatness is more widely available than we’d think.
The dark side of this insight of course is that finding the time is probably the biggest obstacle.
This is why getting started young is such an advantage; kids have a lot more free time.
Find out more go to the Talent Myth
EVEN MASTERS FORGET
But even if you start late… massive gains can be made.
My old mate Garry Capelli of The LakeHouse Winery Denmark asked me to do some work with his managers and sales team while I was down there.
Ray Jordan’s Guide to Wine 2008 says of the Lakehouse Denmark – “One of the most beautiful cellar doors anywhere in the world’
Now Garry is the guy who first introduced me to the Science of Selling.
He has sat in more Tom Hopkins, Zig Ziglar, Anthony Robbins seminars than anyone I know.
Yet when we started going through his Sales System, what he knew and what he did, compared with what his sales team were actually doing, THE LIGHTS WENT ON… THE BELLS RANG… THE HEAVENS OPENED..
Because, as often happens in ALL sales teams…. there are things, behaviours, words, tools, systems, that the top performer is doing and using, that they have become UNCONCIOUS of..
Yet, if the new players did only HALF of what the top players did, they would DOUBLE SALES..
Garry asked me to work with them to TAKE TIME OUT… CHILL… REFLECT AND REVIEW… do a Blue Rocket Sales SWOT… add in some Blue Rocket Sales Science, Brainstorm.. work ON not just IN…. do some Blue Rocket Magic.. and see what manifested..
We captured and modified over 23 different systems, strategies and ideas that (even if they only implement HALF) will SKYROCKET SALES way past the competition.
(Note: I read in the paper yesterday there could well be a glut of wine this year.. so these strategies will help The LakeHouse continue to grow at TWICE the rate of the competition..)
By the way, if you haven’t been down there.. check it out at http://lakehousedenmark.com.au
Lesson: Use the New Year Kick Off to deconstruct the Best Practices of your best players…not just in sales but in all parts of your business. If you want some help hit reply and write DBP in the subject line…)
PS: Thanks Garry and Leanne (and new baby Maya) for your hospitality and gifts.
We have been enjoying both the Unwooded Chardonnay and the He Said She Said White… responsibly and in moderation.. chilled of course..
If you’re a coach, consultant, trainer… or you’re thinking of becoming one.. Lock in Feb 20-21 in Sydney for our 2 day
Coaching and Consulting Mastermind weekend..
We’ll be giving you more details shortly..
Otherwise hit reply and write SEND ME INFO in the subject line and we’ll keep you posted
(John is putting up the web page details in the next few days and we’ll send you the link)
FREE GIFT FOR SALES MANAGERS AND BUSINESS OWNERS
If you haven’t taken advantage of our Blue Rocket Gift please check it out..
There are free samples of brilliant interviews with business leaders, top coaches and inspiring sales legends..
Some people had trouble a couple of months ago accessing them.. so here is a reminder..
I was looking at the page yesterday and was reminded what a great package of inspiration and information is in that offer..
Clients are raving each month about what arrives in their mail and how it stimulates and coaches their sales teams for less than the cost of a cup of coffee and biscuit each week.
Give yourself an early Christmas present..
Have a good week.
Leigh Farnell and John Blake