June 25th, 2012
Rules of the Hunt: by Michael Johnson
Over the weekend I picked up the book “Rules of the Hunt” from Michael Johnson, founder of SalesDog.com. It was a great weekend read. From the book you can tell Michael has been there and done that! It is jammed full of tips, reminders and real world stories on the topics that every entrepreneur and small business person either has faced or will face, I would label this a handbook and must read for every manager in every small business.
His topics cover leadership, relationships, sales, marketing, technology, operations, foresight and survival and within each category Michael shares his philosophy’s and experiences that will help any business person move forward faster in their career development. Examples could feel this blog, but I found myself underlining section after section with “gems”; Write your dream plan for your business, Hire Traits, not Degrees. In the relationship section: The One Question You Must Answer, In marketing, Tell Them a Story, In sales: Reflect On Your Sales. In each section it is a like a shot gun went off with idea’s flying at you from a person who has experienced the real world.
One of the elements I seem to always stress with my clients is the leadership factor. Michael covers this section with great zest. His comments hit to the core of what I feel are important: Communicating the team goal with passion is the key. I’m not talking about fiery speeches or contrived pep rallies. I’m talking about continually showing your passionate commitment to reaching the destination, not only with words, but with actions. A great reminder of what divides the average organizations/leaders and those that continually exceed their objectives.
If you are looking for a good business book for the summer or to share with your management team, check out Rules of the Hunt, Michael Johnson, published by McGraw Hill
Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Ken’s latest book is: “Leading High Performance Sales Teams”.