June 24, 2014
Most people I know sabotage their career by being to efficient with their time. They fill up their daily schedule with meetings and phone calls, thinking that they are being highly productive. The result is a week of conversations, with little time left to "work on work."
A recent IBM survey of over 1000 CEO's found that creativity was the top skill required for leadership success. This makes sense, as innovation is the prescription for dealing with a highly disruptive business environment. Technology, media, globalization all come together to put creative demands on leaders and manager everywhere.
The problem is, creative thinking requires a lot of white space on your calendar. It's not something you can schedule or squeeze in on a long flight or a Sunday afternoon. Filmmaker David Lynch believes that "It takes four hours to get one hour of creative work done." By that he means that we must enter into a problem consideration mode for extended periods of time to induce free association...which leads to innovative business solutions.
But if your calendar is full of every call request and meeting invitation that comes your way, you won't have any time to think. This is why I block out two hours of unscheduled time daily to work on my projects, research problems, white board solutions and passively think creatively while doing low mental-requirement tasks. It's in these gaps where our breakthroughs occur.
As a leader, you aren't paid to meet or talk to others. You are paid to think. Einstein, Edison and Jobs put their feet up on their desk or took long walks to actively consider solutions – and that's where their eureka moments happened.
Make every meeting and calendar item fight for its life. Pick the ones that are truly business drivers. Limit your "getting to know you" lunches and out-of-office meetings to one a week and make them count! If you find enough time during your most fruitful mental states (M-F days), you'll achieve the creative breakthroughs you need to make your mark.Tweet
June 02, 2014
I'm writing a new book on creativity in the sales process. Its premise is that in today's business environment, it's getting complicated to get good deals done. Standard approaches or tactics aren't working. This is why creativity is needed in deal making and sales.
While the book will share some of my personal experiences, it will mostly feature profiles of creative sales geniuses. They have exhibited the tendency to employ creative thinking to move the deal forward.
Right now, I'm looking for sales genius nominations from buyers. You've purchased products and services for your company, and along the way, encountered a highly creative sales genius. By creative, I mean that he or she has comes up with ideas/solutions that are unexpected, but appropriate to the situation.
As a buyer, you encounter all types: Interrupters, Reminders, Power Pointers, Hasslers, Listeners, etc. But the sales genius left an impression on you that still lingers (in a good way). The genius took a novel path to get to you. The way he presented his product/service was visual, impactful and armed you to sell it forward. He inspired you to think creatively as well, especially when you encountered internal problems trying to get the deal finished.
If you've bought from a sales genius, I'd love to interview you! I'm happy to give you a gift certificate as a token of my appreciation. Also, if I feature your nomination, it will likely be a big promotional boost for him or her as well.
Send me an email if you have a story to share. You'll be paying it forward.Tweet