February 2015 Evolution Partners Newsletter

 

“Managers: When one of your talented people does something dumb, don’t blame them. Instead ask yourself what context you failed to set” – Reed Hastings

 

A word from Brad

I hope 2015 is off to a great start for you.

I spent time with the family in Thailand over Christmas and have had a great start myself with many workshops and speaking engagements. It’s a bit of a bumper issue this month as we missed January so lets get into it.

We have finally upgraded our website and have placed the latest Gazelles free tools on our resources page. Also we have released a Scaling Up website which has all the articles, books and companies mentioned in Scaling Up.

Speaking of Scaling Up it has now sold more books in the first 3 months than Mastering the Rockefeller Habits sold in total over 12 years. The BHAG of 2 million books is looking possible!

I’m off to see Jim Collins, Verne Harnish and Liz Wiseman at the Growth Faculty Growth Summit in Melbourne next week, I will provide an overview of their talks in future issues. I already have several people from Perth who are going, let me know if you are going and say hi over there.

Scaling Up user group

We have setup a LinkedIn user group for Scaling Up & Mastering the Rockefeller Habits users. Join the group here to discuss best practices with other users.

Netflix Core Values

When he wanted to bring Core Values to life, Netflix CEO Reed Hastings wrote a 124 slide manifesto which outlined exactly why they exist and how Netflix Core Values and Purpose are to be lived day in & day out. My favourite? The ‘keeper test’ managers use; “Which of my people, if they told me they were leaving, for a similar job at a peer company, would I fight hard to keep at Netflix?” The slide deck is described by Facebook COO Sheryl Sandberg as “possibly the most important document ever to come out of the (Silicon) Valley.” If you are looking for ideas to improve your culture I encourage you to read the slide deck here.

Recruiting A Players process

Sometimes, when you are offered the opportunity to employ an A Player, it isn’t as easy as you first hoped. Jeff Markowitz’ role at VC firm Greylock Partners is to recruit A players from industry leaders and he wrote this fantastic article on the process he uses to convince the best to come work for their companies. The principle behind making a successful executive offer? Never make an offer until you are 100 percent sure that the person is going to accept.

Speaking

I have been doing quite a bit of public speaking lately, but mostly to private groups and have a free public 1 hour talk about Scaling Up your business at Innovation WA at 5.30pm on the 5th March. If you are interested find details here.

Keep growing!

Brad Giles

Evolution Partners

Forum Growth Program

Applications are closing shortly for our Forum Growth Program which is designed to bring quarterly workshop planning to a more affordable price point for entrepreneurs in the $1m to $5m category. Basic details are;

  • 4 x 1 day quarterly workshops (e.g. Mar, June, Sept, Dec)
  • Gazelles Growth Institute online video access for 12 months
  • A copy of the Scaling Up book – Mastering the Rockefeller Habits 2
  • Cashflow story financial report on your business

Workshops are facilitated group sessions limited to 5 companies and 5 delegates per company.

This program won’t have the direct coaching element as our Gazelles Growth Program, but will be more of a training forum, to both learn mastery of the One Page Strategic Plan and our growth and strategy tools as well as enable you to build an execution plan each quarter.

Applications and pricing here.

David Meerman Scott

I first saw David in 2008 at MIT Boston where he was promoting his book “The New Rules of Marketing and PR”. David’s new book, “The New  Rules of Selling” does a fantastic job explaining the significant changes in the marketplace which have led to a new role for salespeople which is completely different from the traditional role (to educate customers and persuade them as to the virtues of our product). Today the sales and marketing teams which are meeting the customers needs best (and win the deals) are the ones which have an end to end inbound strategy where the job of the salesperson is to facilitate the sale (which has been curated by marketing). See David’s slide deck which overviews the book here.

Jack Daly

Hyper Sales Growth

Jack spoke at the Fortune Growth Summit in Las Vegas and it was the third time I have seen Jack speak. Jack who is currently running the Antarctic marathon is a friend who is most famous for growing his company Platinum Capital from start up in 18 months to 750 employees, 22 offices across the US producing $350m in mortgages. In the first 3 years they produced $42m in profit!

Some of Jack’s takeaways included;

  • Every company needs a sales playbook, the systems and processes showing how to do every part of the sales process
  • Always ask how to generate more business with less work
  • Don’t waste time with prospects where it won’t work – call out in 5 minutes
  • Sales managers must touch everyone on their virtual bench twice per month
  • Top Producing sales people go where they want, when they want, to people they have already spoken to (they don’t apply via job boards)
  • If your people are not practicing with each other they are practicing with customers on your opportunities

 If you would like to develop your salesforce, download Jack’s book here or learn more about our sales training.

Education

 

Recent Blog Posts

How one Rackspace Core Value saved their Most Valuable Player

– 5 Reasons Kogans killer new strategy should worry Coles

– The real value of a BHAG is in the Hedgehog

Exponential Growth vs Linear Thinking in management teams

Gazelles Growth Institute

Our online training portal containing 65, 1-3 hour videos from thought leaders from around $15 each per month is the perfect way to raise the knowledge of your management team. Email me for a free 7 day trial.

Private strategy workshop

Private sales team workshop

Five dysfunction of a team workshop

Net promoter score workshop

Assessments

Sales candidate assessments

Sales team evaluation

Leadership / executive assessment

Overview of the One Page Planning Process here

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