In the Arena Podcast with Anthony Iannarino | Sales | Marketing |Business Coaching | Sales Management | Teamwork | Success |Revenue |Profits
About This Show
If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at http://TheSalesBlog.com.
Most Recent Episode
Cort Dial on Why Real Leadership Comes From “All In” Leaders – Episode #93
There are many organizational and leadership consultants out there. But real leadership is something most of them don't know anything about. That’s because they are focused on things like performance and data without taking a serious look at what brings those things about - the inner world of the leader. Cort Dial is an exception to that rule. He’s made it his mission to understand the personal and relational things that make great leaders great, the things that make them what he calls “All-in” leaders. You’ll enjoy this conversation between Anthony and Cort. It’s just the tip of the iceberg when it comes to real leadership, but is enough to get you thinking about yourself and the changes you need to make as a leader, which is what really matters.
The only leader that needs to change if you want to improve performance, is you.
Cort Dial says that too often he’s hired to come in and fix an organization and the leader’s attitude is typically along the lines of, “Come in here and fix my people.” Cort’s response is not one those types of leaders want to hear. What he says to them goes something like this, “And what are you going to change in yourself?” Their response tells him all he needs to know about whether or not he’s going to be able to help the organization or not. That’s because real leadership starts when the leader is ready and able to take a deep look at themselves. As the leader grows and changes, the organization will naturally follow suit.
Most organizations are driven by fear. Leaders have to be coachable in order to change that dynamic.
Cort Dial says that most organization are driven by fear - fear of change, fear of getting in trouble, fear of breaking the rules, fear of not meeting quota. Just looking at those statements is enough to show that it’s a lousy way for any team to be motivated. What’s the alternative? Motivation that comes from accomplishing something bigger, something significant - and the only way to spark that kind of motivation is for the leader to be coachable. He/she has got to see things in a new way and that requires the humility to allow an outside perspective to inform what is going right and what is going wrong - in the organization and especially in themselves. Cort shares some great insights about what it takes to be that coachable in this conversation so be sure you listen.
What affects performance is my relationship with people.