The Confidence Code

I am often told that confidence is my biggest accessory. I typically thank the complimenter gracefully and move on to the discussion. However, the last few times I have been told this, my heart aches. My dad passed away in Jan and every time somebody says confidence, my heart fills with grief to know that I won’t be able to ever see the man who gave him everything he got (his soul and all his physical and non-physical resources) to give me what he thought was the 2 biggest equalizer off all – education and confidence.

Today’s book recommendation is about confidence.

Source: makeyourartwork

What is the big idea?

Does success depend on confidence or competence?

Co-authors Katty Kay and Claire Shipma feel that that women face a particular crisis — “a vast confidence gap that separates the sexes.”

How can one be confident?

Source: makeyourartwork

Big Potential

What is the big idea?

“The more you expand your power to those around you, the more powerful you become.”

We have long thought about potential as being a set of individual traits: your creativity, your skills your intelligence. But thanks to exciting new research combining neuroscience and psychology with Big Data, Achor tells us that our potential is not limited by what we alone can achieve. Instead, it is determined by how we complement, contribute to, and benefit from the abilities and achievements of people around us.

When we – as individuals, leaders, and parents – chase only individual achievement, we leave vast sources of potential untapped. But once we put “others” back into the equation, and work to make others better, we ignite a Virtuous Cycle of cascading successes that amplify our own. The dramatic shifts in how we approach work today demand an equally dramatic shift in our approach to success.

Given how contagious negativity is, surrounding yourself with optimists is like giving yourself a flu shot against stress and apathy.”

Also, check out this video of Achor’s Happiness Project

Tribal Leadership

Merriam Webster dictionary defines tribe as a social group comprising numerous families, clans, or generations together with slaves, dependents, or adopted strangers.

We all have our tribes – our families, our hiking tribe, our fundraising tribe, our school tribe, our work tribe etc. Each of the tribes function at different levels of cohesion. Don’t they?

What is the big idea?

TRIBAL LEADERSHIP details each of the five tribal stages and helps readers identify which actions affect it and which strategies will enable the tribe to upgrade to the next level. The authors discuss how each stage has a unique set of leverage points and why it is critical to understand them—more than three quarters of the organizations they studied have tribal cultures that are adequate at best.

The five stages include:

Stage One: The stage most professionals skip, these are tribes whose members are despairingly hostile—they may create scandals, steal from the company, or even threaten violence.

Stage Two: The dominant culture for 25 percent of workplace tribes, this stage includes members who are passively antagonistic, sarcastic, and resistant to new management initiatives.

Stage Three: 49 percent of workplace tribes are in this stage, marked by knowledge hoarders who want to outwork and outthink their competitors on an individual basis. They are lone warriors who not only want to win, but need to be the best and brightest.

Stage Four: The transition from “I’m great” to “we’re great” comes in this stage where the tribe members are excited to work together for the benefit of the entire company.

Stage Five: Less than 2 percent of workplace tribal culture is in this stage when members who have made substantial innovations seek to use their potential to make a global impact.

Source: emergentbydesign


The Challenger Sale

There are only 2 types of role in any enterprise – Sales role and Sales enablement role

Don’t believe anything else anybody else says about job roles. Whether you are in engineering, marketing, product management…your singular goal should be to make the cash register for your org go “ching-ching”.

To do that we all need to be honing our sales skills. That brings me to this week’s book recommendation.

What is the big idea?

What’s the secret to sales success? It is not just about relationship building with customers.  The best salespeople also challenge customers. They teach, tailor and take control.

Gartner: The Five Profiles of Sales Professionals
Gartner: Percentage of Core vs. High Performers Per Profile

More links

A 5-Minute Summary Of “The Challenger Sale” Book Your Boss Told You To Read

The Challenger Sale: Summarized

The Challenger Sales Model In 8 Minutes

The 5 Types of Sellers of The Challenger Sale

A Mind at Play

At the turn of the century, in interned for a summer in Bell Labs in New Jersey. It was my first real work experience and was a thrilling period of my life to work at a place that had produced 9 noble prize winners. Many geniuses ihad worked there and to walk the halls was a privilege. One of those geniuses was Claude Shannon who was an American mathematician, electrical engineer, and cryptographer known as “the father of information theory”.

You will be fascinated to find out how genisues like Shannon laid the stones for machine learning and AI as we know it today.

Jimmy Soni and Rob Goodman’s book A Mind at Play is a biography on
Claude Shannon.