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Digg it UP - Book Summary: The 17 Essential Qualities of a Team Player
Before you can understand the sales process, first you must understand why people really buy anything. If we know how people make buying decisions, what reasons they base them on and what motives lie behind their decisions we will be equipped to direct our sales presentation correctly and effectively.For someone who has worked in direct sales for over 23 years it is t is truly staggering to see how little time sales companies and their sales people spend discussing the buying process. How can you sell if you don’t know how people buy? You can’t!We are going to discuss three rules of why people buy which we help us to direct our sales presentations to where they will work best.Rule 1 People buy for emotional reasonsOne of the biggest mistakes that is made by all salespeople is: they feel comfortable if their product is cheaper than that of their competitors. They then try to show their customers as many features of their product as possible and if they don’t make the sales, drive away thinking ‘if my product was just a little bit cheaper I would have made that sale’.We often feel that if we prove with lots of facts, figures and features that our
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the tea
When was the last time you were bored?Today? Yesterday? Last week? Last year?And when you were bored, what did you do?Eat? Watch TV? Doodle on a piece of paper? Spend an hour on www.boredatwork.com?I haven’t been bored since college. And you know what? I’m damn proud of that. It’s consistently enabled me to accomplish more stuff, meet more cool people and have more fun.And here’s what amazes me: friends and fellow professionals often ask, “Wow! Books, speeches, article, podcasts, blogs, traveling and marketing - where did you find the time to do all that stuff?”Well, um, last time I checked, all of us had the same amount of time in each day, right?Maybe it’s simply because I wasn’t bored.But don’t take it from me. Take it from these guys:Grasp your opportunities, no matter how poor your health; nothing is worse for your health than boredom. ~Mignon McLaughlinThe war between being and nothingness is the underlying illness of the twentieth century. Boredom slays more of existence than war. ~Norman MailerI am never bored anywhere: being bored is an insult
1. Adaptable: If you won't change for the team, the team may change youTeam players who are most likely to become adaptable possess the following characteristics:
a) they are highly teachable;
b) they are emotionally secure;
c) they are creative; and,
d) they are service-minded individuals.
To achieve such characteristic, the following are recommended:
a) get into the habit of learning;
b) reevaluate your role on the team; and, c)think outside the lines.
2. Collaborative: Working together precedes winning together Collaboration is the key word when it comes to meeting challenges as a team. Cooperation is merely working together agreeably, but collaborating means working together more aggressively. Every team player must bring something more to the table, and not just put in his minimum required work.
A collaborative team player needs to change in four key areas: a) Perception; b) Attitude; c) Focus; and, d) Results
3. Committed: There are no halfhearted champions Commitment usually is discovered in the midst of adversity. Committed people don't surrender easily. It does not depend on gifts or abilities. Rather, it is the result of choice. Commitment lasts when it's based on values. If it's something you believe in, it's easier to keep.
To improve the level of commitment, one must:
- Tie commitments to values.
- Take a risk.
- Evaluate teammates' commitment.
4. Communicative: A team is many voices with a single heartCommunicative team players do not isolate themselves from others; make it easy for teammates to communicate with them; follow the twenty-four hour rule; give attention to potentially difficult relationships; and, follow up important communication in writing. To improve communication one is expected to: a) be candid; b) be quick; and, c) be inclusive.
5. Competent: If you can't, your team won't Competent does not mean simply having adequate skills to perform a job. It means the individual must be highly qualified to do the job well. To improve the level of competence, one must: a) focus yourself professionally; b) sweat the small stuff; c) give more attention to implementation.
6. Dependable: Teams go to Go-To players
The essence of dependability:
- Pure motives. If there are no hidden agendas the team will make progress.
- The ability to take on responsibility. The team player must want the ball and be able to sink it in the basket and score.
- Sound thinking and good judgment, when it counts.
- Consistent contribution, no matter how tired, overwhelmed or distracted, you must be able to deliver.
To improve dependability one must: a) check your motives; b) discover what your word is worth.; and, c) find someone to hold you accountable.
7. Disciplined: Where there's a will, there's a win Discipline is doing what you really don't want to do, so that you can do what you really want to do. It means paying the price so you can have the reward later. To become the kind of players teams want, people must develop discipline in three areas.
- Disciplined thinking. Keep your mind active, and always think about the right things.
- Disciplined emotions. Either you master your emotions, or be mastered by them.
- Disciplined actions. Action separates the winners from the losers. When people act on what they must do, it is for the benefit of all those on the team.
8. Enlarging Adding value to teammates is invaluable
Team members love a player who is able to inspire them to become more successful. Team players who enlarge their teammates share common characteristics:
- Enlargers value their teammates.
- Enlargers value what their teammates value.
- Enlargers add value to their teammates.
- Enlargers make themselves more valuable.
How do we become Enlargers?
- Believe in others before they believe in you.
- Serve others before they serve you.
- Add value to others before they add value to you. Point out your teammates' strengths, encourage and motivate them out of their comfort zone, but within their gift zone.
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the team
How many times have we run afoul of film producer Samuel Goldwyn’s famous maxim: "A verbal contract isn't worth the paper it's written on"? (I’ve certainly done it). And yet, isn’t life nicer, simpler when you don’t have to worry about creating a paper trail? Why not just trust the people you’re doing business with? Isn’t my word my bond?"Jared" had had the same attitude. Jared is an easy-going computer geek, more interested in creative problem-solving for his tech support clients than printing out every possible piece of paper to cross "t"s and dot "i"s. That said, Jared had a written lease for his office space, under which he was responsible for paying his share of real estate taxes. Last year, the taxes skyrocketed. So when he received the bill, he called the landlord (a college classmate) to work out a payment plan, instead of paying the taxes in a lump sum. Because they were friends, Jared didn’t confirm his agreement in writing, thinking the landlord agreed to the arrangement. Yet months later, the landlord imposed late fees for the delayed payments, and Jared faced fines totaling several thousand dollars. Ouch!Agreements do not always have to be in
A collaborative team player needs to change in four key areas: a) Perception; b) Attitude; c) Focus; and, d) Results
3. Committed: There are no halfhearted champions Commitment usually is discovered in the midst of adversity. Committed people don't surrender easily. It does not depend on gifts or abilities. Rather, it is the result of choice. Commitment lasts when it's based on values. If it's something you believe in, it's easier to keep.
To improve the level of commitment, one must:
- Tie commitments to values.
- Take a risk.
- Evaluate teammates' commitment.
4. Communicative: A team is many voices with a single heartCommunicative team players do not isolate themselves from others; make it easy for teammates to communicate with them; follow the twenty-four hour rule; give attention to potentially difficult relationships; and, follow up important communication in writing. To improve communication one is expected to: a) be candid; b) be quick; and, c) be inclusive.
5. Competent: If you can't, your team won't Competent does not mean simply having adequate skills to perform a job. It means the individual must be highly qualified to do the job well. To improve the level of competence, one must: a) focus yourself professionally; b) sweat the small stuff; c) give more attention to implementation.
6. Dependable: Teams go to Go-To players
The essence of dependability:
- Pure motives. If there are no hidden agendas the team will make progress.
- The ability to take on responsibility. The team player must want the ball and be able to sink it in the basket and score.
- Sound thinking and good judgment, when it counts.
- Consistent contribution, no matter how tired, overwhelmed or distracted, you must be able to deliver.
To improve dependability one must: a) check your motives; b) discover what your word is worth.; and, c) find someone to hold you accountable.
7. Disciplined: Where there's a will, there's a win Discipline is doing what you really don't want to do, so that you can do what you really want to do. It means paying the price so you can have the reward later. To become the kind of players teams want, people must develop discipline in three areas.
- Disciplined thinking. Keep your mind active, and always think about the right things.
- Disciplined emotions. Either you master your emotions, or be mastered by them.
- Disciplined actions. Action separates the winners from the losers. When people act on what they must do, it is for the benefit of all those on the team.
8. Enlarging Adding value to teammates is invaluable
Team members love a player who is able to inspire them to become more successful. Team players who enlarge their teammates share common characteristics:
- Enlargers value their teammates.
- Enlargers value what their teammates value.
- Enlargers add value to their teammates.
- Enlargers make themselves more valuable.
How do we become Enlargers?
- Believe in others before they believe in you.
- Serve others before they serve you.
- Add value to others before they add value to you. Point out your teammates' strengths, encourage and motivate them out of their comfort zone, but within their gift zone.
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the tea
Your Nonprofit's Name Alone Isn't EnoughYou've got to explain in a few words what your nonprofit does, and why it's valuable. That's the job of the tagline.Many organizations expect their names to broadcast what it is they do. Trouble is, it just doesn't happen that way very often. One reason why is that many nonprofit names sound alike. Another is that audiences frequently confuse the work of organizations focused on the same issues – think Human Rights Watch and Amnesty International.Where Your Tagline Fits InThe tagline is one of the four vital components of your branding portfolio, along with your nonprofit's logo, overall graphic look and feel, and positioning statement. Take a look at my article "4 Steps to Creating a Strong Nonprofit Brand" for more info.Remember that the tagline should be such a natural outgrowth of your organization's positioning statement (the one or two sentences you'd use to reply to someone asking what the organization does) so that the two are inextricably linked. A great tagline differentiates you from your competitors while expressing your organization's personality and adding con
5. Competent: If you can't, your team won't Competent does not mean simply having adequate skills to perform a job. It means the individual must be highly qualified to do the job well. To improve the level of competence, one must: a) focus yourself professionally; b) sweat the small stuff; c) give more attention to implementation.
6. Dependable: Teams go to Go-To players
The essence of dependability:
- Pure motives. If there are no hidden agendas the team will make progress.
- The ability to take on responsibility. The team player must want the ball and be able to sink it in the basket and score.
- Sound thinking and good judgment, when it counts.
- Consistent contribution, no matter how tired, overwhelmed or distracted, you must be able to deliver.
To improve dependability one must: a) check your motives; b) discover what your word is worth.; and, c) find someone to hold you accountable.
7. Disciplined: Where there's a will, there's a win Discipline is doing what you really don't want to do, so that you can do what you really want to do. It means paying the price so you can have the reward later. To become the kind of players teams want, people must develop discipline in three areas.
- Disciplined thinking. Keep your mind active, and always think about the right things.
- Disciplined emotions. Either you master your emotions, or be mastered by them.
- Disciplined actions. Action separates the winners from the losers. When people act on what they must do, it is for the benefit of all those on the team.
8. Enlarging Adding value to teammates is invaluable
Team members love a player who is able to inspire them to become more successful. Team players who enlarge their teammates share common characteristics:
- Enlargers value their teammates.
- Enlargers value what their teammates value.
- Enlargers add value to their teammates.
- Enlargers make themselves more valuable.
How do we become Enlargers?
- Believe in others before they believe in you.
- Serve others before they serve you.
- Add value to others before they add value to you. Point out your teammates' strengths, encourage and motivate them out of their comfort zone, but within their gift zone.
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the tea
Recently, during a discussion with Suman, a co-worker in the car while stuck in a traffic jam on the way to a client meeting in Gurgaon, I shared the vision of transforming Srijan into a company in which all its members collectively manage the growth, direction, etc. In response, Suman said, we already have a good work environment within the company; and why we should think of such measures at all?I tried but could not provide an answer; and asked him to allow me to write down why, as I am better expressed that way. On the way back, I did manage to provide an answer, but decided that I would still write it, to share it across our company and possibly consider publishing it in a supportive media publication, to let the idea rub-off on other companies as well.Unlearning the ways of the worldIn the last few years, I have been deeply influenced by books such as “Built to Last” and more recently by “Maverick” and “Seven Day Weekend” by Ricardo Semler talking of his experiments with 'democracy at work' in his company Semco in Brazil. I have also been influenced by the late Sh. P.L. Tandon, the first Indian chairman of HLL, and well-known economist
- Disciplined thinking. Keep your mind active, and always think about the right things.
- Disciplined emotions. Either you master your emotions, or be mastered by them.
- Disciplined actions. Action separates the winners from the losers. When people act on what they must do, it is for the benefit of all those on the team.
8. Enlarging Adding value to teammates is invaluable
Team members love a player who is able to inspire them to become more successful. Team players who enlarge their teammates share common characteristics:
- Enlargers value their teammates.
- Enlargers value what their teammates value.
- Enlargers add value to their teammates.
- Enlargers make themselves more valuable.
How do we become Enlargers?
- Believe in others before they believe in you.
- Serve others before they serve you.
- Add value to others before they add value to you. Point out your teammates' strengths, encourage and motivate them out of their comfort zone, but within their gift zone.
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the tea
Legal Jobs – Top Four Unusual Jobs in Law Legal LecturerMany lawyers find extreme satisfaction in teaching what they know to others, and these days, says a study on the academic profession, a large proportion of those who teach law are female. An article published in The Times in May estimated that approximately 42% of legal academics are women. What’s the attraction? Most likely, posits The Times, it’s the job security and hours offered by the academic setting. The average starting wage for a legal lecturer is about ?35,000, and about 13% of those in the field of legal academics get a wage of ?50,000 or above.Company SecretaryLegal secretaries are in great demand within the legal profession. A legal secretary must have the understanding to properly type legal documents and pleadings, leases, wills, tenancy agreements and the like. In many smaller organisations, the secretary takes on the role of administrator and may even do preliminary research for cases of law. An entry level law secretary can expect a salary of ?10,000 to ?14,000 per year. Experienced legal secretaries can earn ?25,000 per year and more.<
9. Enthusiastic: Your heart is the source of energy for the team People who bring an enthusiastic attitude to teamwork often.
- Take responsibility for their own enthusiasm.
- Act their way into feeling. The only way to begin is simply to begin!
- Believe in what they are doing.
- Spend time with enthusiastic people. Enthusiasm is contagious.
To improve enthusiasm, one must:
- Show a sense of urgency.
- Be willing to do more.
- Strive for excellence.
10. Intentional: Make every action count Being intentional means working with a strong sense of purpose. Successful individuals are never scattered and haphazard. They have a clear reason why they are doing what they are doing. For a team to be successful, it needs intentional people who are focused and productive, the kind of people who can make every action count.
11. Mission conscious: The Big Picture is coming in loud and clear.The four qualities of mission-conscious team players are the ff:
- They know where the team is going.
- They let the leader of the team lead.
- They place team accomplishment ahead of their own.
- They do whatever is necessary to achieve the mission.
To improve mission consciousness you must:
- Check to see if your team focuses on its mission.
- Find ways to keep the mission in mind.
- Contribute your best as a team member.
12. Prepared: Preparation can mean the difference between winning and losing
To be a more prepared team, think about the following:
a) assessment; b) alignment; c) attitude; and, d) action. To improve preparedness you must:
a) become a process thinker; b) do more research; and,
c) learn from your mistakes.
13. elational: If you get along, others will go along Teams want people who are relational. Look for the following in your team relationships: a) respect; b) Shared experiences; c) Trust; d) Reciprocity; and, e) mutual enjoyment.
To better relate to your teammates you must: a) focus on others instead of yourself; b) ask the right questions; c) share common experiences; and, d) make others feel special.
14. Self-improving: To improve the team, improve yourself People who are constantly improving themselves make three processes an ongoing cycle in their lives: Preparation, Contemplation, and Application.
To become self-improving you must: a) become highly teachable; b) plan your progress; c) value self-improvement above self-promotion.
15. Selfless: There is no "I" in team As a team member, how do you cultivate an attitude of selflessness?
- Be generous. - Avoid internal politics. - Display loyalty. - Value interdependence over independence.
To become more selfless.
- Promote someone other than yourself. - Take a subordinate role. - Give secretly, without the other team members knowing.
16. Solution-oriented: Make a resolution to find the solution Your personality type, upbringing and personal history affect how solution-oriented you are naturally. Anyone can become solution-oriented. Solution oriented people recognize these truths:
- Problems are a matter of perspective.
- All problems are solvable.
- Problems either stop us or stretch us.
To make yourself a solution-oriented team player, you must: a) refuse to give up; b) refocus your thinking; c) rethink your strategy; and, d) repeat the process.
17. Tenacious: Never, never, never quit Being tenacious means giving all that you've got, 100% not more than you have. It has something to do with working with determination, not waiting on destiny. Tenacious people do not rely on luck, fate, or destiny for their success. When conditions become difficult, they keep working. Quitting when the job is done, not when you're tired. Push yourself beyond what you think you are capable of.
To improve your tenacity, you must: a) work harder or smarter; b) stand for something c) make your work a game.
Key thoughts:
"Be more concerned with your character than your reputation, because characte is what you really are, while your reputation is merely what others think you are." -John Wooden, college basketball coach
"Although they only give gold medals in the field of athletics, I encourage everyone to look into themselves and find their own personal dream, whatever that may be - sports, medicine, law, business, music, writing, whatever. The same principles apply. Turn your dream into a goal and learn how to attack that goal systematically. Break it into bite-size chunks that seem possible, and then don't give up. Just keep plugging away." - John Naber, swimmer, four-time Olympic Gold Medalist
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