Lessons of a grandparent….timeless leadership and vision lesson!

Tour boats ferry people out to the USS Arizona Memorial in Hawaii every thirty minutes. We just missed a ferry and had to wait thirty minutes. I went into a small gift shop to kill time.

In the gift shop, I purchased a small book entitled, “Reflections on Pearl Harbor” by Admiral Chester Nimitz.

Sunday, December 7th, 1941–Admiral Chester Nimitz was attending a concert in Washington D.C. He was paged and told there was a phone call for him. When he answered the phone, it was President Franklin Delano Roosevelt on the phone. He told Admiral Nimitz that he (Nimitz) would now be the Commander of the Pacific Fleet.

Admiral Nimitz flew to Hawaii to assume command of the Pacific Fleet. He landed at Pearl Harbor on Christmas Eve, 1941. There was such a spirit of despair, dejection and defeat–you would have thought the Japanese had already won the war.
On Christmas Day, 1941, Adm. Nimitz was given a boat tour of the destruction wrought on Pearl Harbor by the Japanese. Big sunken battleships and navy vessels cluttered the waters every where you looked.

As the tour boat returned to dock, the young helmsman of the boat asked, “Well Admiral, what do you think after seeing all this destruction?” Admiral Nimitz’s reply shocked everyone within the sound of his voice.

Admiral Nimitz said, “The Japanese made three of the biggest mistakes an attack force could ever make, or God was taking care of America. Which do you think it was?”

Shocked and surprised, the young helmsman asked, “What do mean by saying the Japanese made the three biggest mistakes an attack force ever made?” Nimitz explained:

Mistake number one:
The Japanese attacked on Sunday morning. Nine out of every ten crewmen of those ships were ashore on leave.
If those same ships had been lured to sea and been sunk–we would have lost 38,000 men instead of 3,800.

Mistake number two:
When the Japanese saw all those battleships lined in a row, they got so carried away sinking those battleships, they never once bombed our dry docks opposite those ships. If they had destroyed our dry docks, we would have had to tow every one of those ships to America to be repaired.

As it is now, the ships are in shallow water and can be raised. One tug can pull them over to the dry docks, and we can have them repaired and at sea by the time we could have towed them to America . And I already have crews ashore anxious to man those ships.

Mistake number three:
Every drop of fuel in the Pacific theater of war is in top of the ground storage tanks five miles away over that hill. One attack plane could have strafed those tanks and destroyed our fuel supply and burned half the island down. That’s why I say the Japanese made three of the biggest mistakes an attack force could make or God was taking care of America.

I’ve never forgotten what I read in that little book. It is still an inspiration as I reflect upon it. In jest, I might suggest that because Admiral Nimitz was a Texan, born and raised in Fredricksburg , Texas — he was a born optimist. But anyway you look at it–Admiral Nimitz was able to see a silver lining in a situation and circumstance where everyone else saw only despair and defeatism.

President Roosevelt had chosen the right man for the right job. We desperately needed a leader that could see silver linings in the midst of the clouds of dejection, despair and defeat.

There is a reason that our national motto is, IN GOD WE TRUST.

Have we forgotten?

We make a living by what we get, but we make a life by what we give.

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Tracking Sales Performance with the Sales 180 New Product Release!

The purpose of the Sales CheckPoint is to identify sales behaviors as viewed by you and your salesperson.  There are 79 sales behaviors presented as survey items.  These 79 items are grouped into 19 Skill Sets which further group into 7 Universal Sales Competencies.  Both you and the sales representative will provide your ratings of the sales behaviors on each of the items.  When a salesperson frequently displays certain behaviors which are a part of these Sales Competencies, they are typically identified as effective and successful in sales. Sales consultants will rate them selves and their manager will rate them also looking for strengths and opportunities to better serve the need of prospects, clients while achieving the sales goals on a consistent basis. We expect to repeat this process in 6 months looking for more opportunities as appropriate. The survey is done online in about 30 minutes with results then shared with Sales Manager and Sales Consultant for discussion and an action plan on areas of opportunity for both.

Below are the areas we measure on the Sales 180!

1. Entrepreneurial Approach • Reflects entrepreneurial attitude • Time optimization • Sets effective goals

2. Understands the Prospect • Recognizes buyer behavior • Understands the purchasing process

3. Develops Appropriate Solutions • Uses feature and benefit solutions • Knowledge of products

4. Prospects Proactively • Identifies prospects • Gets appointments

5. Manages Selling Process • Understands client-centric selling • Establishes rapport • Identifies prospect’s needs • Counsels prospect

6. Closes the Sale • Explores prospect’s options • Presents ideal solution • Overcomes objections • Closes effectively

7. Manages Sales Relationships • Secures the relationship Builds and maintains relationships

If you would like to discuss a demontration of the Sales 180 give us a call at (877) 855 – 1179

Email us to request a sample Individual and Management Sales 180 report.

Happy Holidays!