robhartnett.com https://robhartnett.com #NeverforgettobeAwesome Tue, 24 Mar 2020 02:44:32 +0000 en-US hourly 1 https://wordpress.org/?v=5.5.3 https://robhartnett.com/wp-content/uploads/2019/02/cropped-Favicon_512x512-3-32x32.png robhartnett.com https://robhartnett.com 32 32 Pivoting with Possibility https://robhartnett.com/pivoting-with-possibility/?utm_source=rss&utm_medium=rss&utm_campaign=pivoting-with-possibility Tue, 24 Mar 2020 02:44:27 +0000 https://robhartnett.com/?p=2874 Positive Thinking is great but Positive Action through Pivoting is better. Here are how some of my clients are "pivoting with positivity" in these challenging times.

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Pivoting with Possibility

Rob Hartnett

March 24, 2020

Positive Thinking is great but Positive Action through Pivoting is better. Here are how some of my clients are “pivoting with positivity” in these challenging times.

  1. A client in the high end Home Renovation pivoting to fast home office construction.
  2. A client pivoting from leisure sales of boats to a focus on government and business sales of boats (see below – note social distancing pic! ).
  3. A client pivoting from providing Web Services to Web Coaching for business owners with time on their hands now.
  4. A client moving their B2B outbound sales team to be sales though service with new call scripts that check in on business owners first and foremost.

 Another example is Coldplay’s Chris Martin pivoting from live stage to Instagram Live and playing requests from his home studio. Here is a Positive Action we can all do. Get on the phone and call a customer, a prospect, a supplier , a vendor and ask just like Joey from the TV Show Friends, “How you doin”. Then listen with empathy and share your feelings too. This is a time to build relationships not a pipeline.

 Rob Hartnett is the CEO of The Hartnett Group, an independent Executive Director of The John Maxwell Team and author of “It’s All Possible – How to lead an epic life and unleash the high-performance hero within”

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

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Change Your Words, Change Your World https://robhartnett.com/change-your-words-change-your-world/?utm_source=rss&utm_medium=rss&utm_campaign=change-your-words-change-your-world Tue, 21 Jan 2020 20:53:04 +0000 https://robhartnett.com/?p=2839 Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

The post Change Your Words, Change Your World appeared first on robhartnett.com.

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Change Your Words, Change Your World

Rob Hartnett

January 21, 2020

GET WORDS WORKING FOR YOU

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

Executive 1’s statement feels really personal. It’s as if my friend himself became superfluous, rather than just his role at work. His words sounded so harsh and negative.

Executive 2’s statement, on the other hand, is far less personal. By putting the emphasis on his role, my friend was able to com­municate that while his job is impacted (and that clearly impacts him), it is more about a structural change in the business than a reflection of him personally. Who would you hire if you were interviewing these two and they described why they left their last role?

A big game changer for me was realising I could change my vocabulary from ‘I have to do this’ to ‘I get to do this’. This sim­ple shift in words has the power to change your view of life, and can help you to feel more gratitude for your situation. So many people in life don’t get to do what most of us take for granted. A recent time when this thinking helped me was when I was writing my book It’s All Possible. One day I found myself thinking, ‘I have so much on right now, and on top of it I have to write two chapters this week’. I deliberately changed my thinking to, ‘I get to write two chapters this week’, and the task shifted immediately from a burden to a privilege. How many times have you said, I have to get the kids to support or I have to buy my partner a gift. What if you switched it to I get to from I have to?

When I work with people on their influencing skills, I ask them to think about what they want for the person they are try­ing to influence, rather than what they want from them. This approach works whether you would like a colleague to do some­thing, want a customer to buy from you, or even if you want your child to change their behaviour. Focusing on what you want for that person means you need to get clear about the value in the request for the person you are trying to influence. It also helps you persevere when you understand that the change you are sug­gesting will be right for the person (and not just you) in the long term, while they may be resisting it in the short term.

I can’t help thinking of a friend of mine, who never gets upset when the traffic lights turn red. He started calling them ‘go lights’ rather than ‘stop lights’, and it totally transformed his perception. The tactic of changing your perspective through language might seem trivial, but it really does work. If you’re feeling sceptical, maybe you have a fixed mindset about how language can change your state?

Mind Your Language

Think about the words you use in your everyday conversations: in your emails, your message apps, your phone calls and face-to-face. Which side of the spectrum do the words you use most often fall into?

 Motivating Words:

Yes – Opportunity – Free – New – You – Good – Great – Love – Growth – Commitment Guidance – Advice – Positive – Innovative – Proven – Now – Exclusive – Benefit – Upside Help – Benchmark

De-Motivating Words:

No – Challenge – Can’t – Opinion – Costly – Expensive – Later – Waste – Not – Bad – Hate Delay – Busy – Just – Slow – Negative – Hard – Costly – Sad – Don’t – Poor

This is not an exhaustive list, and you should consider building your own. (If you are in Sales or Marketing roles consider building a list out around your products and services). Some of my clients use their list of words on posters or embedded in tools they use such as coaching templates to remind them to use power words when communicating. Even putting your list of power words in your phone’s notes app or as a pic on the home screen can work to embed a change.

Rob Hartnett is the CEO of The Hartnett Group, an independent Executive Director of The John Maxwell Team and author of “It’s All Possible – How to lead an epic life and unleash the high-performance hero within”

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post Change Your Words, Change Your World appeared first on robhartnett.com.

]]>
The CHAMPION Growth Mindset Process https://robhartnett.com/the-champion-growth-mindset-process/?utm_source=rss&utm_medium=rss&utm_campaign=the-champion-growth-mindset-process Thu, 02 Jan 2020 05:23:46 +0000 https://robhartnett.com/?p=2824 A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

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The CHAMPION Growth Mindset Process

Rob Hartnett

January 2, 2020

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years. CHAMPION is acronym for:

C   Chunk it down

H   Have a go

A   Assess your results

M   Mindset maintenance

P    Hang out with the right people

I    Investigate the best

O   Own the outcome

N   Never give in

Chunk it down

People often overestimate what they can achieve in   12 months, yet underestimate what they can achieve in three years. Very often they have a well-thought-out, achievable goal, but give up on it because they didn’t achieve it in the unrealistic time frame they allocated to it. One way to avoid this is to break the goal down into manageable chunks, which can be completed before moving on to the next one. Learn to celebrate each step. Remember to achieve your impossible goal, start with the first step that is possible!

Have a Go

Positive thinking is great, but positive doing is when the magic happens. Having a go means not just having a go once; you need to keep having a go, again and again, learning each time and noting your progress. Think back to when you learned to ride a bike, drive a car, surf, or play netball. It took effort and repetition, and only with persistence were you able to master the activity. You were persistent then, so you know you can do it this time too. The Design Thinking strategy of Build-Test-learn is perfect here.

Assess your results

There has never been a truer saying than ‘what gets measured gets done’. When we know what we are aiming at and how we’re tracking it’s so much easier to achieve our goals. Metrics need to be clear, concise and easy to assess. I also believe in transparency: you should share your metrics with a coach or mentor so they can keep you honest about how you are going. In a team environment John C Maxwell calls this the Law of the Scoreboard. You must continue to understand what the metrics are and then check in to see if you are on-track or off-track and make changes accordingly.

Mindset maintenance

It’s not just a matter of getting your mindset right once and then forgetting about it. As you take action, you must continually re-evaluate your mindset and make sure you are still on track. Being entrepreneurial can also be lonely and full of self-doubt and this can stop a worthy pursuit. Try and spend some time daily with positive messages and positive people that inspire you. This can be through a podcast, event, sporting activity. The key is to smooth out the super highs of success and the depth of the downturns when a poor result eventuates.

Hang out with the right people

In my experience, motivation is 50 per cent ourselves and 50 per cent the people we hang out with. The take-out is this: if your current network of friends, family or work colleagues is not supporting you and encouraging you to grow, you will never have the opportunity to be who you could be. You need to seek out those who believe in you and your goals and can encourage and guide you on your journey.

Investigate the best

Once you have a goal or dream and are committed to it, part of your strategy should be to find out who does it best in the world and study them. Because we live in Australia this might mean taking some overseas trips. But the internet, podcasts and webinars and Ted talks are also a great source here. A key is to master what the world’s best are doing now before changing it to suit your own opinions. Get good first, then change it up.

Own the outcome

If you want to become a true Possibility Leader, you must always take active responsibility for your actions – whatever the result. If you get a positive result, be happy for yourself for putting in all the effort and work that went into it. Don’t play it down, and don’t let anyone steal the glory. But, if it all goes horribly wrong, don’t look for someone to blame. Take responsibility, admit your error and then get on with locking down the learning and move on.

Never give in

 You will be tested. There will be negative people. There will always be critics and those people who woulda, coulda, shoulda but haven’t . You need to have self belief, resilience and pure grit sometimes. Steve Jobs said we need to believe that all dots will connect down the road to give us the confidence to follow our heart.

Rob Hartnett is the CEO of The Hartnett Group, an independent Executive Director of The John Maxwell Team and author of “It’s All Possible – How to lead an epic life and unleash the high-performance hero within”

 

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post The CHAMPION Growth Mindset Process appeared first on robhartnett.com.

]]>
The Art of the Possible – Confessions of a Car Salesman https://robhartnett.com/the-art-of-the-possible-confessions-of-a-car-salesman/?utm_source=rss&utm_medium=rss&utm_campaign=the-art-of-the-possible-confessions-of-a-car-salesman Mon, 23 Sep 2019 04:04:37 +0000 https://robhartnett.com/?p=2565 The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

The post The Art of the Possible – Confessions of a Car Salesman appeared first on robhartnett.com.

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The Art of the Possible – Confessions of a Car Salesman

Rob Hartnett

September 23, 2019

The Today Show recently featured an author who was discussing a book about how to negotiate with salespeople. I was quite taken aback by this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary salespeople. There is no doubt that the sales profession has taken some criticism from the recent Royal Commission and some of the practices in Financial Services. However, I would challenge whether it was poor sales practices or the worse than poor leadership at the core of the issue.

For many years the industry that has typified the “bad salesperson” has been the car industry. So, I sought out a “used car salesperson” for his view. Well, what an interesting discussion. Guess who his least favourite customer? It is Australian men over the age of 55. He said they are very rarely honest, always trying to play you off against another dealership and mostly price-focused. His words were “these guys must have had some really bad experiences in the 80’s and 90’s.” Funnily enough, this was the age bracket the guest on the Today Show was. As they say no matter how thin you slice it there are always two sides. As my guest, Aaden Hughes highlights, the internet has made the whole transaction very transparent and open to all parties. The real goal for him is ensuring you get the vehicle that suits your needs. This is a rarely heard other side and most importantly the tips in the podcast could assist you greatly with your next car transaction.

CLICK here to listen

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post The Art of the Possible – Confessions of a Car Salesman appeared first on robhartnett.com.

]]>
The Art of the Possible – How to Connect with Gen Z https://robhartnett.com/the-art-of-the-possible-how-to-connect-with-gen-z/?utm_source=rss&utm_medium=rss&utm_campaign=the-art-of-the-possible-how-to-connect-with-gen-z Wed, 21 Aug 2019 06:33:42 +0000 https://robhartnett.com/?p=2526 In this podcast I talk with two young creative business owners. Alexander Park from Errands a Brisbane based community of photographers, filmmakers and car enthusiasts and Ben Hartnett from Hartnett Media.

The post The Art of the Possible – How to Connect with Gen Z appeared first on robhartnett.com.

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The Art of the Possible – How to Connect with Gen Z

Rob Hartnett

August 21, 2019

Generation Z the interview.

In this podcast I talk with two young creative business owners. Alexander Park from Errands a Brisbane based community of photographers, filmmakers and car enthusiasts and Ben Hartnett from Hartnett Media.

Ben is an award-winning photographer and videography working with clients such as Red Bull, Honda, Michelin, Genovese Coffee, Prime Super & Toll.

We cover what they think of banks, the importance of superannuation to their them, social media, marketing and their passion for creative arts in an era where the job market is changing rapidly.

CLICK here to listen

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post The Art of the Possible – How to Connect with Gen Z appeared first on robhartnett.com.

]]>
Do You Wake Up Ready to Lead? https://robhartnett.com/do-you-wake-up-ready-to-lead/?utm_source=rss&utm_medium=rss&utm_campaign=do-you-wake-up-ready-to-lead Tue, 16 Jul 2019 08:10:47 +0000 https://robhartnett.com/?p=2507 I ride with a cycling group called The Knights of Suburbia (KOS). KOS was formed by two ex-footballers turned cyclists David Rigney (Riggo Man) and Russell Lee (above) who wanted to raise awareness for mental health and suicide prevention and teamed up with a charity dedicated to the same cause called Love Me, Love You which is founded and managed by ex Australian Football League (AFL) player Lance Picioane.

The post Do You Wake Up Ready to Lead? appeared first on robhartnett.com.

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Do You Wake Up Ready to Lead?

Rob Hartnett

July 16, 2019

I ride with a cycling group called The Knights of Suburbia (KOS). KOS was formed by two ex-footballers turned cyclists David Rigney (Riggo Man) and Russell Lee (above) who wanted to raise awareness for mental health and suicide prevention and teamed up with a charity dedicated to the same cause called Love Me, Love You which is founded and managed by ex Australian Football League (AFL) player Lance Picioane.

Recently KOS had organised ride an early morning ride with the St Kilda Cycling Club to raise awareness for mental health. There were different groups of riders with a variety of distance and speed options available, however, as usual the Knights elected to lead the longest and fastest group. It was a good fast ride one way with the wind behind us. Then, we turned to ride back against a much stronger wind. On the way back, the group speed intensified as well and I found myself riding above my output limit several times. As we reached the two thirds point on the way back the internal mind games started. “Maybe I should stop early”. “I do have a busy day”. “I am moving office today so I really should bail out early.” “There are plenty of other KOS riders who will make it back and represent us well”. “I was keen on seeing Lance present though”.

I am sure you have all had similar experiences when pushed to your physical limits.

Then I got dropped and fell behind the lead group of ten riders. I was now on my own coping with all the wind and seeing the lead group fade into the distance. As I was contemplating stopping early and heading home for my busy day, and as my legs were telling my brain to stop, I felt a hand on my shoulder. I looked to see who it was, noticed he was wearing KOS kit and before I could say anything he said “let’s get em’ champ” and with that he dropped in front of me and I quickly became motivated to follow him protected from the wind as he led me back onto the leading group. I wondered who it was and then I noticed the ink on his spinning legs and knew it was our fearless leader Riggo Man.

Before long we had caught the lead bunch and we rode all together back to the café for a presentation by Lance. I was also rewarded not only by the much-needed coffee but catching up with many fellow Knights who had come from all over Melbourne for the event. I was so grateful of Riggo Man’s help. After thanking him he gave me an embrace and said he had to leave to get to work. Riggo Man had travelled from across the city – at least three times further than any of us to show his support for the ride and to support KOS.

So, let’s reflect back on his actions in the context of leadership practices of what Riggo Man did in the moment.

  1. He modelled the way by the finding me and leading me back

 

  1. He inspired me by showing up despite it being a great distance from his home and work

 

  1. He created an inspired vision by saying “let’s go get catch em” spurring me on to follow him

 

  1. He empowered me to find energy I didn’t think I had in me

 

  1. I was rewarded for following him by reaching the destination and hearing from Lance and catching with like-minded cyclists from KOS and St. Kilda CC who believed in the same cause.

As if this was not enough it was my son Finn who made the most profound observation of Riggo Man that I had missed as I recounted this story to him. Finn, a young leader himself through primary and secondary school, said “dad that’s what leaders do, they lead. Riggo Man didn’t just go for a ride, he went out prepared to lead others”. That really resonated with me. How many of us wake up in the morning with the intention to lead? If you don’t then you will never see the many leadership opportunities that are presented to us. Remember leadership is situational, it can be presented to you at any time like it was for Riggo Man.

This article is from new book “It’s All Possible – the 7 Keys to Your Epic Life” due for release October 2019 through Major Street Publishing.

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

Related Articles

Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more
The Art of the Possible – Confessions of a Car Salesman
The Art of the Possible – Confessions of a Car Salesman

The Today Show recently featured an author who was discussing a book about how to negotiate with sales people. I for one was quite taken aback of this approach. I believe sales is a noble profession and I have worked with, trained and been served by some extraordinary sales people.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

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Toxic Cultures & How to Change Them https://robhartnett.com/toxic-cultures-how-to-change-them/?utm_source=rss&utm_medium=rss&utm_campaign=toxic-cultures-how-to-change-them Fri, 31 May 2019 07:59:36 +0000 http://robhartnett.com/?p=2456 While Britney Spears made Toxic a major success in terms of the dance floor it has no place in our working lives. But just like Britney has proven, we are all capable of change.

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Toxic Cultures & How to Change Them

Rob Hartnett

May 31, 2019

While Britney Spears made Toxic a major success in terms of the dance floor it has no place in our working lives. But just like Britney has proven, we are all capable of change.

However toxic work environments are unfortunately more common than most of would like but it doesn’t have to be this way. Toxic work places affect more than profits. They can affect mental & physical health, innovation, creativity & our home life with loved ones. Here are some thoughts from my experience both working in and with cultures that could be described as toxic and some ideas on how to change them.

One common element I typically find is that toxic environments can gather momentum quicker when numbers are not being met and the business starts to go into a tough patch. Everyone seems to be happy or at least prepared to put up with things when they are winning.

  • Examples and signs of factors that elevate or cause a toxic environment are the following;
  • The business is not making its short-term numbers
  • The business starts to compromise its values
  • Customer service is seen as not a priority versus profits
  • Leaders get confused between authority and bullying
  • Team communication comes to a standstill
  • Corporate affairs sanitise all leader communications
  • Passionate employees start to become quite and non-collaborative
  • Leadership is absent or not seen as collaborative or lacking empathy

With a culture change things are not solved in an event but through a strategic process. This is because the issues are usually more complex than leaders often acknowledge and in my experience the majority of people are firstly at least invested in not changing. As Deepak Chopra pointed out 90% of our daily thoughts are the same ones we had the day before and most are negative. This is why organisational change is hard. Also, my experience with change initiatives has shown you will come across four types of audiences in these percentages.

20% Change Warriors – they want to improve, they want to get better. They used to be called change agents in1990 but as will see the battle has gone up a notch and they are an integral component of your success.

20% Active Resistors – they will support the change publicly even, but behind closed doors will work the phones and emails to stop the change. These people are influential and heavily invested in the status quo.

20% Resistors – not invested in the past heavily, not as influential as the Active Resistors happy to consider change “as long as it’s not them changing”

40% Sceptics & Fence Sitters who believe it’s a good idea and logical to change but have been scarred before by leaders who “talked the talk” but never “walked the talk” so they are not active unless there is a genuine movement.

What are the key steps to change?

Leadership
The biggest stumbling block to any change is the leadership. If the leadership is not prepared to listen actively (listen with intent to understand with empathy), acknowledge and then participate in the solution by committing themselves to action such as a coaching program, monthly town halls and communication that is public and measurable then you will get a blip but no traction and then the Active Resistors, Resistors will have won and the Sceptics will say “I told you so”.

So, leaders must be publicly onboard and active with relentless communication which is both listening & talking and taking action to challenge current processes and “ways things have always been done around here”.

A leadership 360 assessment is a good idea for leaders to take to check on their own leadership style. HR should drive these and its important all leaders participate and not just a few.

Psychological Safety
We must get everything out on the table. This is vital. This often does not happen as people don’t feel psychologically safe. Often the best way to do this is online and anonymously so people feel safe and can have their say. One organisation I worked with was struggling with poor customer satisfaction scores and low Net Promoter Scores from its largest customers. This went on for 18 months until they did an anonymous internal NPS and found the scores even lower internally. Now the evidence was in. Employees would not even recommend their own employer to friends and family. No wonder the external NPS was low but now we had a baseline to work from.

Respect
We must acknowledge and respect each other’s views, the positive and the negative. I have found DISC communication styles very useful in this situation. We are all simply wired a little differently and you need to remember we all see the world as we are, not as it is. This is what makes life interesting albeit a little frustrating to each other sometimes. While DISC assessments can be broken into some 64 different styles if I just take the basic four for this exercise you will no doubt acknowledge the following. A leader says to his team: “There are going to be some changes ahead for the business”

D Style “Great, it’s about time, when do we start”

I Style “Sounds fun, how can I help, I have some great ideas and I know some people who can help”

S Style “Interesting, what effect will it have on my team. Have you considered this. What happens if the economy does this”

C Style “Ok, but what are you really saying. I get the public message but tell me honestly what’s really going on and I need a lot more detail with projected outcomes before I will commit”.

These are just examples of one piece of communication taken four different ways. This is seasoned leaders with significant change experience will tell you it takes relentless communication to effect a change across an organisation and especially one that has been subject to a toxic culture.

Invest in the Leaders
So many leaders are put in leadership positions and given zero leadership training. There are types of leadership. Leading a business, leading a team and leading yourself. And they go in the reverse order. That is the hardest leadership is leading yourself. Once you can do this you can lead a team and then you can lead a business. So often these steps are over looked. I see many organisations focus on leader coaching. Leader coaching is vital but coaching is only one form of leadership communication. It is not leadership. A great program I run from John C Maxwell is Developing the Leader Within which teaches the key principles of leadership. The 17 Laws of Winning Teams is another successful program for leaders. Sometimes we have not equipped our leaders to lead so as a consequence we are surprised. This is an area your HR team might need to look at.

Remove Bad Apples…Fast
Steve Jobs was asked after he had done one of his many re-organisations at Apple why he had a number of holes in his senior executive leadership team org chart. Steve apparently replied along the lines of “I would rather have a hole there than work with an a-hole”. His point being that a toxic bad apple can do way more damage than not having anyone at all and he would rather work a little harder until the right person is found. Reed Hastings the founder of Netflix also remarked “do not tolerate brilliant jerks. The cost to teamwork is too high”. Toxic people are the last people you need when you are trying to remove this very element from your team.

Communicating the Vision
We need to ensure the Why is big enough, realistic, well understood as a business. Not just the values but the goals and the actions needed should all connect. Think Purpose-Strategy-Action as the The Why, The What & The How.

All people in leadership positions must know how to communicate. Therefore, they need to be trained in presentation skills, one on one skills and coaching skills. These skills are too important to be left to chance or the hope you hired a good communicator.

One way to prevent a toxic environment in the first place is to ensure that leaders create an inspired vision with their people that is relatable to their roles. When it connects to what they do every day it is so much more powerful. Another program I have had success with leaders is Everyone Communicates But Few Connect which focuses on communication strategies for leaders and works brilliantly with DISC communication styles.

Metrics
We need to design measures and metrics that can be used to hold people accountable and we need public commitments to the change needed. If you are genuinely serious about changing a toxic culture to one of harmony, empathy and success then you must set metrics that people can be measure the change against. This could be internal satisfaction, internal NPS, number of coaching sessions, number of town halls, numbers of new initiatives suggested or implemented in a quarter.

Accountability
Accountability used to mean “who do I blame”. Today this is no longer the case. Accountability means taking ownership, being responsible and accountable for a commitment that was made. Accountability does not only mean leaders and leaders of leaders it means everyone needs to be held accountable for their part in the change journey. Your Change Warriors are a good place to start when looking to appoint accountability leaders and coaches. Remember leadership is situational. It’s a verb not a noun.

Toxic cultures have no right to be in the work environment. They have never been successful and never will be. If you are working in one see if some of the suggestions above can help you change things around.

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

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Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

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Assumptions Leaders Make. https://robhartnett.com/assumptions-leaders-make/?utm_source=rss&utm_medium=rss&utm_campaign=assumptions-leaders-make Wed, 17 Apr 2019 17:00:23 +0000 http://robhartnett.com/?p=1364 Many times I have jumped in heart first when I read about a companies culture and the view of the leadership and where they were taking their organisation. I was so excited and filled with passion to work with the views of an overseas leader or celebrity CEO that...

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Assumptions Leaders Make.

Rob Hartnett

April 17, 2019

Many times I have jumped in heart first when I read about a companies culture and the view of the leadership and where they were taking their organisation. I was so excited and filled with passion to work with the views of an overseas leader or celebrity CEO that many times I failed to ask are these views aligned to my local leadership or my local boss. I was reminded of this blind following the other day while out cycling in a popular area in Melbourne. There was a rider ahead of me who looked quite experienced by his bike and kit and I assumed he was heading to the same destination as me. There are a couple of options to get to this destination and one was new to me. When I saw him turn off onto this less familiar option I thought, great he can show me the way. As is customary we shared the lead on the more open roads but then the environment became unfamiliar to me and it suddenly occurred to me I had not actually checked with my new riding companion and leader that he was actually going where I was going. As I was mulling over this scenario he waved me past and said “thanks for the wheel mate this is my house, have a good ride”. Have a good ride I thought. What The! Where too from here?

Luckily the iPhone and Google are useful in a tight spot and I was able to navigate my way back to my destination and I did enjoy the ride. But it does make you think. How many of us have worked for or are working for leaders who have never really explained the Why but only the What or the How (and sometimes not even the How). Simon Sinek has been going on about this for years and he is dead right and still some leaders don’t get it. But then again have the employees asked. It goes both ways. When was the last time your values were misaligned with your leader or even the leader of leaders? Our values and our principles are the most important thing we have and it can be very stressful and incredibly unproductive when we feel these are not aligned with leadership.

So what to do? Well if you are a leader don’t assume your people understand your values, your ethics and know your direction. In John Maxwell’s book “Everyone Communicates, Few Connect” he makes the point that being an effective leader takes effort. I know this sounds obvious but you would be surprised how many leaders assume their people understand them and their direction by sending out an email or assuming corporate comms will do it. Social Styles such as Extended DISC can also assist a leader with the various communication styles that may be required for their team members to thoroughly understand their values, direction and the Why as well as the What. Its too expensive to leave to chance. I was lucky to serve under some wonderful leaders like the late Lew Platt, CEO & President of Hewlett-Packard. Lew used to do a quarterly call to all 145,000 employees and then backed this up with slide deck. If Lew could do it so can any other leader and he did not even have the luxury of tools like Skype, Salesforce Chatter or Cloud Video.

If you are an employee and you are unsure that your leaders are heading in the same direction as you, or you feel your values or direction may be misaligned or becoming misaligned then ask for some time with your leader to understand these. Too many people wake on Monday and accept their day rather than lead their day. Too many people are going through the motions to get through the week or doing it just for the money. I get that but I also know you can’t do it for long especially when your values start to be compromised.

As a leader it becomes a bigger issue because your people are not motivated, energised and focused and therefore you will never get the best from them. You will never develop future high value leaders and your customer service will be impacted. If you are in doubt check how your internal NPS score and Customer NPS are aligning. I can assure you if your own people would not recommend the solutions they are supposed to be providing then your customers will not be getting the best levels of sales and service. So remember that great song by Lenny Kravitz “Are you going my way” and check in with your leader from time to time and leaders check in with your people, especially during these times of disruption and change to ensure you are all going to the same destination.

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

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Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

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The Art of the Possible – Confessions of a Car Salesman
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Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

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About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

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Are Your Leaders Leading or Managing? https://robhartnett.com/are-your-leaders-leading-or-managing/?utm_source=rss&utm_medium=rss&utm_campaign=are-your-leaders-leading-or-managing Wed, 10 Apr 2019 16:00:36 +0000 http://robhartnett.com/?p=1381 Today we are seeing change at a pace not seen before. Many new leaders are being appointed and thrown in the deep end and its literally sink of swim. Some sales leaders I have seen are given a quarter to make their numbers or its into the next person. Its not...

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Are Your Leaders Leading or Managing?

Rob Hartnett

April 10, 2019

Today we are seeing change at a pace not seen before. Many new leaders are being appointed and thrown in the deep end and its literally sink of swim. Some sales leaders I have seen are given a quarter to make their numbers or its into the next person. Its not healthly, but its often reality. When I see this behaviour I know its not the new leader where the work needs to happen but the leader of leaders.

Many so called leaders and even leader of leaders are not leaders and often confuse the roles of leadership and management. Both are vital to business success but they are very different in approach. My experience has been an abundance of KPI driven, tick the box managers and a vacuum of true leadership in the business world today. Yes compliance and regulations have driven some of this cadence but it should not come at the expense of true, inspirational leadership.

Why is this given we have a more educated, sophisticated and intelligent workforce? The actual size of this leadership issue hit me only recently when a banking leader said to me “Rob, how many really good leaders have you had in your career”. I said many, I worked for some fabulous inspiring leaders at my times at KPMG, Apple and HP for a start. My answer left him somewhat perplexed. He said that his experience was not as rich as mine with leaders and especially leaders in todays banking world. His view was that there was such a lack of leadership that he could not rely upon the so called leaders coaching best practice during customer engagements or in the office that he was forced to provide the best practice via online means. Leadership guru and my mentor John Maxwell says, “A leader knows the way, goes the way and shows the way” through their everyday actions and values. While I am a big supporter of online learning, I honestly believe that there is no substitute for learning on the tools as it were from a seasoned experienced leader. Can you imagine an AFL or NRL player been only exposed to Playstation and never getting to play for true leaders such as a Cameron Smith, Jonathan Thurstons, Adam Goodes or Jobe Watson. So yes leadership can be taught, it has to be taught and we must find a way to build more leadership talent.

Everyone in some way in their life is a leader, you certainly don’t need a business cars, Linkedin title or corner office to be a leader, in fact its often the opposite. I believe we should start teaching leadership principles such as respect, diversity, communication and coaching skills early in peoples careers and frankly even at a post grad level. I will John Maxwell have the final word as he often does. He states quite correctly that “If you are leading from the front but no one if following you are merely taking a walk by your self”.

The role of leadership should be to set the “LAD”. That is L is for Leadership. The Leaders sets vision, the why before the what. The A is for Ability. Leaders need to ensure their people have the ability to execute on the strategy. D is for Discipline. Leaders need to finally ensure management practices are in place to ensure the vision is delivered.

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 9 times. Today he is an independent Executive Director of the John Maxwell Team. Rob is known as an inspirational and entertaining speaker on leadership, sales & mindset.

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Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post Are Your Leaders Leading or Managing? appeared first on robhartnett.com.

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Key Account Planning is a Waste of Time if . . . https://robhartnett.com/key-account-planning-is-a-waste-of-time-if/?utm_source=rss&utm_medium=rss&utm_campaign=key-account-planning-is-a-waste-of-time-if Wed, 03 Apr 2019 15:00:36 +0000 http://robhartnett.com/?p=1392 After 10 years running Key Account Workshops and 25 years of doing Key Account Planning for my major accounts I can quite confidently say that Key Account Planning (KAP) for most organisations is a complete waste of effort unless senior leaders and sales...

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Key Account Planning is a Waste of Time if . . .

Rob Hartnett

April 3, 2019

After 10 years running Key Account Workshops and 25 years of doing Key Account Planning for my major accounts I can quite confidently say that Key Account Planning (KAP) for most organisations is a complete waste of effort unless senior leaders and sales leaders fully embrace, enable and add value to the process.

When leadership truly leads in the spirit of John Maxwell ie a leader Knows the Way, Goes the Way & Shows the Way, then KAP is incredibly successful and I am fortunate not to have only worked with such leaders but met many along the journey while running workshops for some of the worlds & Australia’s best brands. The difference these leaders make and more importantly their leaders (leader of leaders) is both tangible in terms of account growth but also intangible in terms of their team morale and team contribution.

In most circumstances the intent starts out ok, the leader supports KAP initiatives and funds a workshop or pays for a CRM but then gets distracted by the busyness of business and soon the KAP program turns into being all about quantity not quality. This mostly occurs as leaders who didn’t attend programs with their teams because of the “too factor” ie Too busy to attend, too senior to attend, too knowledgable (so don’t want to embarrass others) start measuring the success of the KAP program by how many Key Account programs are sent to them monthly or quarterly. They rarely give them a passing glance and almost never provide any feedback, even that they were received and never add value back to the account team on how they can reduce red flags or make a connection to drive the business forward.

However when the opposite occurs it is a game changer. When the leader attends the workshop with his or her team, contributes to the session even if its kicking it off and returning for the action item review later in the day it makes a significant difference. Even better is when they embrace Key Account Management as a strategic pillar of their business and a major contributor to the business revenue model and track the Key Accounts in sales funnel meetings and regular operating meetings. The real difference however is when leaders add value to the process by scheduling time in advance to regularly review Key Account Plans, add comments, suggest actions and take action themselves when this needed. One client I worked with in Asia did all of the above and would schedule the last Friday each month to review the Key Account Plans for his region and provide feedback to his team. His value contribution was so immense that his team would compete to get their Key Account Plans in his diary for review. Take note I have seen leaders do this with and without CRM’s!

What is important for leaders is you need to make this easy on yourselves. For example not every Account no matter how big it is deserves Key Account status. That doesn’t mean you don’t manage them but it does mean you do need to do segmentation so you don’t get overwhelmed. The same goes for Opportunity reviews of deals in the sales funnel. One sales leader asked for Opportunity Plans for all Key Accounts as soon as they hit the top of the sales funnel and then wondered why the data was of low quality. We moved his request from top of the funnel to stage 3 out of 6 and boom! he had less plans to review and they were higher quality.

Key Account Management is about 5 critical factors:

  1.  Understand their Market, Strategy, Issues & Opportunities
  2.  Continually Build High Impact Relationships
  3.  Invest for Success in the Relationship
  4.  Drive Long Term Revenue Plans for Both Parties
  5.  Develop & Execute on well coordinated customer focused Action Plans

All of the above is very difficult to achieve without the endorsement, enablement and active participation of senior leaders being true leaders. After all know one cares how much you know as a leader until they know how much you care as a leader.

Rob Hartnett

Rob Hartnett

Author and Founder of The Hartnett Group

In his earlier career, Rob worked in senior management roles at Apple Computer and Hewlett-Packard, where he won the coveted Asia Pacific High Achiever Award. Since 2010 Rob became the number one sales consultant for the worlds number one sales performance company Miller Heiman Group twice and a Presidents Club winner 7 times. Rob is known as an inspirational and entertaining speaker and author on sales, marketing & leadership.

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Pivoting with Possibility
Pivoting with Possibility

Positive Thinking is great but Positive Action through Pivoting is better. Here are how some of my clients are “pivoting with positivity” in these challenging times.

read more
Change Your Words, Change Your World
Change Your Words, Change Your World

Late last year two good friends of mine lost their jobs. Both were in senior executive roles, had high credibility and I trust them implicitly. But words make a big difference in how they explained their situations:

Executive 1: ‘I was made redundant this week’.

Executive 2: ‘ There have been some structural changes in the business this week, and my role was impacted’.

read more
The CHAMPION Growth Mindset Process
The CHAMPION Growth Mindset Process

A Growth Mindset is vital for success in today’s fast changing, disrupted workplace. To put a growth mindset into practice so it becomes a habit, I developed my CHAMPION process. I have used this process to achieve in several start up’s & numerous business ventures or career changes that necessitated me to make a change and up skill over the past few years.

read more

Our Values

Authentic - Brave - Collaborative - Ethical - Optimistic

#LEADBETTER

Quick Links

 

About Rob
Rob-Log
Contact

The Power of Possibility & How Successful People Think

The post Key Account Planning is a Waste of Time if . . . appeared first on robhartnett.com.

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