Why Leaders Sometimes Need to Prioritize the Future Over Shareholder Happiness

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Why Leaders Must Master Communication When Asking Employees to Sacrifice Comforts

March 8, 2025

Leadership isn’t just about making tough decisions, it’s about making them with people, not to people. When leaders ask employees to give up creature comforts—whether it’s cutting perks, reducing flexible work options, or tightening budgets, they’re making a direct impact on morale and engagement.

The difference between resentment and commitment is how the message is communicated.

Employees don’t just want to know what’s changing, they also want to know why it’s changing. They want to feel heard, valued, and included in the process. Without clear, empathetic communication, even necessary sacrifices can backfire, leading to disengagement, low morale, and loss of trust.

Today we are going to explore a few areas of why communications is crucial with the employees during these sacrafices.

Unclear Communication Breeds Resentment

Imagine waking up to an email saying that the company is cutting a key benefit like free lunches, wellness programs, or remote work options that is effective immediately. No warning, no context, no explanation. How would you feel? Probably blindsided, frustrated, and undervalued.

When leaders fail to communicate the reasoning behind a sacrifice, employees don’t see it as a necessity, instead they see it as a betrayal. Employees start to wonder: If leadership doesn’t value our well-being now, what’s coming next?

Transparency is the antidote to resentment. When employees understand why a change is happening, whether it’s financial, strategic realignment, or long-term sustainability. Employees are far more likely to understand and accept it, even if they don’t really like it in the moment.

Employees Want to Be Part of the Solution, Not Just Be Victims

Nobody likes having decisions forced upon them, especially when it impacts their daily lives. When leaders communicate after a decision has been made instead of involving employees in the process, it creates a power imbalance that fuels frustration.

Great leaders bring their teams into the conversation early. Instead of saying, "We’re cutting back on remote work to improve collaboration," they ask, "How can we maintain strong collaboration while balancing remote work?" Instead of declaring, "Budgets are tightening, so we’re eliminating free coffee," they invite employees to discuss cost-saving alternatives that still support morale.

When people feel like collaborators instead of casualties, they’re far more likely to support and adapt to change.

Lack of Empathy Kills Trust

Sacrifices are personal. The perks and comforts employees enjoy, whether it’s a stocked snack bar, a casual dress code, or flexible hours often contribute to their well-being and work-life balance.

When leaders dismiss these losses as "no big deal," they signal that they don’t value the employees’ experience. And when employees feel undervalued, they become disengaged and jaded.

A simple shift in tone can make a huge difference. Instead of:

Acknowledging the impact of the sacrifice even if it’s unavoidable because this shows that leadership understands and respects employees' concerns.

Poor Communication Fuels Mistrust and Turnover

The way a company handles sacrifices directly impacts employee retention. If leaders communicate poorly, being vague, dismissive, or secretive then employees start looking for the exit.

Why? Because when people feel like they’re constantly losing without clear justification, they start questioning what else is coming. They wonder if leadership truly has their best interests in mind. They start seeking stability elsewhere.

However, when leaders are open about why sacrifices are necessary, how they align with long-term goals, and what employees can expect moving forward, they build trust instead of fear.

Trust keeps employees engaged, even during tough times.

How to Communicate Sacrifices Effectively

If you’re a leader making difficult changes, here’s how to do it the right way:

Be Transparent, Not Vague

Employees deserve honesty. Instead of hiding behind corporate jargon, clearly explain why the change is happening and what it means for them.

💬 Example:
Instead of: "Due to changing business priorities, we’re making adjustments to workplace benefits."
Say: "To ensure long-term financial health, we need to reduce non-essential expenses. This means adjusting some workplace benefits, including free lunches. We didn’t make this decision lightly, and we understand its impact."

Show Empathy and Acknowledge the Impact

Even if the change is necessary, recognize that it affects people’s daily lives. Express gratitude for their flexibility and reassure them of leadership’s commitment to their well-being.

💬 Example:
“We know this is disappointing. We deeply appreciate the hard work and commitment you bring every day, and we’re working to find other ways to support team morale and engagement.”

Offer a Path Forward

If sacrifices are unavoidable, provide solutions or alternative benefits. Show employees that leadership is still investing in their experience.

💬 Example:
“While we’re pausing our wellness stipend for now, we’re launching a new initiative to offer free mental health resources and discounted gym memberships.”

Involve Employees in the Process

Give employees a voice. Whether it’s through surveys, open forums, or team discussions, invite feedback before making sweeping changes.

💬 Example:
“We’re exploring cost-saving measures and want your input. What are the perks you value most? Where do you think we can reduce expenses with the least impact?”

Reinforce the Bigger Picture

Sacrifices are easier to accept when they’re tied to a clear, meaningful vision. Help employees see how today’s sacrifices contribute to a stronger future.

💬 Example:
“These adjustments allow us to invest in areas that drive long-term stability, protect jobs, and position us for future growth.”

At its core, leadership isn’t just about making business decisions it’s about how those decisions are communicated and experienced.

Employees don’t expect perfection. But they do expect honesty, respect, and empathy.

If you’re asking people to sacrifice something, give them a reason to believe in the bigger picture. Help them see that they’re not just losing something, but they are a part of building something better for the future.

Because when leaders communicate well, even the toughest sacrifices can lead to stronger teams, greater trust, and long-term success.

With decades of experience studying why people buy and how to inspire loyalty, Kevin equips sales professionals and leaders to deliver exceptional value, ensuring customers return again and again.

Featured Links to Grow Your Influence:

Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: https://www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

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The Sales Process Uncovered Book

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Why AI May Not Be The End All Be All In Business

January 25, 2025

Artificial Intelligence (AI) is shaking up the business world, automating tasks and unlocking data-driven insights. But here’s the catch: AI isn’t a cure-all for business. Businesses will still need people if they want to thrive and move forward..

Although AI shines at crunching data and repetitive tasks, throw in some ambiguity, and it falters. Real-world business challenges often demand emotional intelligence, creativity, and ethical judgment—things AI simply isn’t ready for. Imagine crafting a marketing campaign for diverse audiences: AI can analyze data, but understanding cultural sensitivities and emotional triggers? AI simply can’t figure out those nuances.

Or think about workplace conflicts. AI can process complaints, but empathy… okay if you talk to my wife I may be a little low on the empathy as well  Even in customer service, chatbots fall flat when dealing with frustrated customers. I would love to see screen shots of the frustrated customers yelling at the chat bots. They’re fast but can’t replace the human ability to truly connect and resolve customer problems outside a certain scope with certain wording.

Relationships drive business. AI can boost efficiency and personalize experiences, but it can’t replicate trust, empathy, or connection. Chatbots may respond quickly, but they won’t acknowledge frustration or make a customer feel truly heard. That’s where humans excel.

The same goes for employees. People need recognition and meaningful interactions, not algorithmic evaluations. Over-reliance on AI risks reducing individuals to data points, undermining morale and engagement. Building strong teams and positive cultures requires the human touch AI just can’t deliver yet.

AI is powerful, but it’s no magic bullet. Businesses need to think strategically, using AI to complement human skills, not replace them. The key? Know when to lean on AI and when to trust good old human ingenuity.

Blind reliance on AI can lead to costly missteps. Professionals bring the judgment and insight that machines lack, making collaboration—not substitution—the smarter move.

Stop Gambling And Start Winning With Others: https://www.kevinsidebottom.com/stopgambling

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Uncovered Book

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Questions for Employee Engagement

September 7, 2024

Employee engagement is the heartbeat of any successful organization. It's the pulse that drives productivity, fosters innovation, and cultivates a positive work culture. Understanding the engagement levels of your employees is crucial for nurturing a thriving workplace environment. While various methods exist to measure engagement, one effective approach is simply through dialogue. By asking the right questions, employers can gain valuable insights into what motivates their team members and how to enhance their satisfaction and commitment. Here are three essential questions to ask employees to gauge their engagement levels:

What are your values?

Understanding an employee's values provides profound insights into their motivations and aspirations. When employees personal values align with those of the organization, they are more likely to feel fulfilled and engaged in their work. By asking this question, employers and employees can assess whether there is alignment between the company's values and the individual's, fostering a sense of belonging and purpose.

Responses to this question can vary widely, from a focus on personal growth and development to a desire for social impact or fulfillment in the mission. By recognizing and respecting these values, employers can tailor their approach to employee engagement, offering opportunities that resonate with their team members on a deeper level.

What do you hope to get from this job?

This question delves into the employee's expectations and goals, providing valuable insights into their level of satisfaction and engagement. By understanding what employees hope to gain from their roles, employers can identify areas for improvement and opportunities for growth.

Responses may include a desire for career advancement in a certain area of the organization, skill development, meaningful work, or a supportive work environment. By actively listening to employees' aspirations, employers can tailor development plans, provide relevant training opportunities, and create a conducive work environment that fosters growth and fulfillment.

Why did you choose this team?

Asking employees why they chose to work within a specific team sheds light on their perceptions of team dynamics, leadership, and organizational culture. It also reveals what aspects of the team resonate with them and contribute to their engagement.

Responses may highlight factors such as collaborative work culture, strong leadership, shared values, or opportunities for mentorship and learning. By understanding why employees are drawn to a particular team, employers can leverage these strengths to enhance engagement across the organization.

Asking the right questions is instrumental in understanding employee engagement levels and fostering a thriving workplace environment. By delving into employees' values, expectations, and team preferences, employers can gain valuable insights into their motivations and aspirations, enabling them to tailor engagement strategies that promote satisfaction, productivity, and retention. Ultimately, prioritizing employee engagement is not only essential for individual well-being but also for the long-term success and sustainability of the organization.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

The Sales Process Uncovered Book

The Sales Process Online Membership Site

Boost Employee Engagement

December 23, 2023

Employee engagement is a vital factor in fostering a motivated and productive workforce. When employees feel valued, connected to the company's mission, and appreciated for their contributions, they are more likely to be engaged and committed to their work. In this blog post, we will explore four key strategies for boosting employee engagement: valuing others through active listening, connecting their role to serving the customer, promoting work-life balance, and offering occasional special incentives rather than constant rewards. By implementing these practices, you can create an environment that empowers your team and drives their overall engagement and satisfaction.

Valuing Others through Active Listening: One of the most powerful ways to boost employee engagement is by valuing others through active listening. This involves genuinely seeking and considering your employees' ideas, feedback, and concerns. By actively listening, you show respect for their perspectives and demonstrate that their input matters. This practice not only encourages open communication but also fosters a sense of ownership and empowerment among your team members. When employees feel heard and valued, they become more invested in their work and are motivated to contribute their best ideas and efforts.

Connecting Their Role to Serving the Customer: Employees are more likely to be engaged when they understand the impact of their work on the customer's experience. Help your team members see the direct link between their roles and the value they provide to customers. This can be achieved through regular communication, sharing customer success stories, and providing opportunities for employees to interact with customers directly. When employees see the positive impact they have on customers, they develop a sense of purpose and pride in their work, driving higher levels of engagement.

Promoting Balance: Recognize that employees are human beings with lives outside of work. Selfcare is a priority in high stress environments, but it is crucial to know that there is no set work – life balance that includes equal hours of work, relax, and sleep. There are some times when people will need to work harder and spend more hours on project, while other times it can be more relaxed. By helping employees understand that they are not a cog in a machine and that there will be times where we work more and times when we work less it will help them understand that we value them as individuals.

Offering Occasional Special Incentives over Constant Rewards: While rewards and incentives can be effective in motivating employees, offering occasional special incentives can have a more significant impact on engagement compared to constant rewards. Constant rewards may become expected and lose their value over time. On the other hand, occasional special incentives, such as surprise bonuses, unique recognition programs, or team outings, create a sense of excitement and appreciation. They can serve as powerful motivators, driving employees to go above and beyond in their work. By strategically offering special incentives, you create a positive work environment that fosters engagement and enthusiasm.

Boosting employee engagement is essential for creating a thriving and high-performing workforce. By valuing others through active listening, connecting their role to serving the customer, promoting balance, and offering occasional special incentives, you can cultivate an environment where employees feel valued, motivated, and connected to the organization's mission. Remember that employee engagement is an ongoing process, and it requires consistent effort and attention. By implementing these strategies, you can create a positive and engaging work culture that inspires your team to reach new heights of success.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

The Sales Process Uncovered Book

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Why I believe Servant Leadership Is The Best Leadership Style

July 22, 2023

In business today, there are many different leadership styles that people can adopt to guide their teams and achieve their goals. One style that has gained increasing popularity in recent years is servant leadership. This approach to leadership prioritizes the needs of the team members over the needs of the leader, and focuses on creating a culture of service and collaboration. In this post, we'll explore why servant leadership is crucial in business and how it can benefit both the team members and the organization as a whole.

Servant leadership fosters trust and loyalty. When leaders prioritize the needs of their team members, it creates a sense of mutual respect and trust between the leader and the team. This trust can lead to increased loyalty from team members, as they feel valued and supported by their leader. When employees feel like their leader cares about them as individuals, they are more likely to be engaged, committed, and motivated to do their best work.

By prioritizing the needs of the team over their own, servant leaders create a culture of collaboration and teamwork. When team members feel like they are all working towards a common goal and that their contributions are valued, they are more likely to work together effectively and efficiently. This can lead to improved communication, better decision-making, and more innovative ideas.

It also encourages personal and professional growth. When leaders prioritize the needs of their team members, they create an environment that supports personal and professional growth. Servant leaders are often mentors and coaches, helping their team members develop their skills, learn new things, and achieve their goals. By investing in the growth and development of their team members, servant leaders create a culture of continuous improvement and learning.

When leaders prioritize the needs of their team members, they create a supportive and positive work environment. This can lead to improved employee well-being, as team members feel valued, supported, and cared for. Servant leaders are often more empathetic and understanding of the challenges their team members face, and work to create a culture of work-life balance and wellness. This can lead to improved productivity, better decision-making, and more innovative ideas. Servant leaders are often able to create a positive and supportive work environment that attracts top talent and helps to retain existing employees.

By prioritizing the needs of the team over their own, servant leaders can foster trust and loyalty, promote collaboration and teamwork, encourage personal and professional growth, improve employee well-being, and lead to improved business outcomes. By adopting this approach to leadership, organizations can create a culture of service and collaboration that helps their teams thrive and achieve their goals.

Have a great weekend.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

How To Commincate With The Three types Of Learning Styles

July 15, 2023

When it comes to learning, everyone has their own unique learning style. The three primary learning styles are visual, auditory, and kinesthetic. As a speaker or communicator, or leader, it is important to understand how to speak to each of these different types of learners. Here are some tips for how to speak to visual, auditory, and kinesthetic learners:

Visual Learners

Use visual aids such as slides, diagrams, and images to illustrate your points
Use descriptive language to create vivid mental images for the audience
Provide handouts or written materials for the audience to refer to
Use gestures and body language to enhance your message
Use color and contrast in your visual aids to make them more engaging

Auditory Learners

Speak clearly and audibly
Use descriptive language to create mental images for the audience
Repeat important points to reinforce them in the audience's mind
Use rhythm and cadence in your voice to make your message more engaging
Use music or sound effects to create a mood or tone that supports your message

Kinesthetic Learners

Provide hands-on activities or demonstrations to engage the audience
Encourage audience participation through role-playing or interactive exercises
Use physical props to illustrate your points
Use descriptive language that engages the senses (e.g. "imagine the feeling of the warm sun on your skin")
Incorporate movement into your presentation (e.g. pacing, walking around the room)

By incorporating these tips into your communication style, you can ensure that you are effectively engaging with each type of learner and delivering your message in a way that is meaningful and memorable. Remember, everyone has their own unique learning style, so it is important to be adaptable and flexible in your approach.

Do so and you will see you communications land effectively with those you engage with. If you don’t you can risk having multiple meetings to go over the same topic. Communication is crucial if we are going to lead or teach anyone.

Have a great weekend.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Six Things To Be An Effective Communicator

July 8, 2023

Effective communication is crucial for any leader. It is through communication that leaders can convey their vision, inspire their team, and build influence. However, being a good communicator is not always easy, and many leaders struggle to communicate effectively with their team. In this blog post, we will discuss how leaders can improve their effectiveness in communication.

1. Know Your Audience: One of the most important things to remember when communicating as a leader is that different people have different communication styles. Some people prefer face-to-face communication, while others prefer written communication. Some people prefer a direct communication style, while others prefer a more indirect approach. As a leader, it is your responsibility to understand your team members' communication preferences and adjust your style accordingly.

2. Listen Actively: Active listening is one of the most important skills for effective communication. It involves fully focusing on the speaker, understanding their message, and providing feedback. As a leader, active listening is important because it helps you understand your team members' situation, issues, and ramifications. This can help you build trust and influence with your team, which is crucial for effective leadership.

3. Be Clear and Concise: When communicating as a leader, it is important to be clear and concise. This means using simple language and avoiding technical jargon or complex phrases. It also means being direct and getting to the point quickly. By doing so, you can ensure that your message is easily understood and that there is no confusion or misinterpretation.

4. Provide Feedback: Providing feedback is an essential part of effective communication. As a leader, you should provide feedback regularly to your team members, both positive and not so positive. Positive feedback can help motivate and inspire your team, while the not so positive feedback can help them improve their performance. It is important to provide feedback in a timely and constructive manner, and to focus on the behavior or performance, rather than the person.

5. Use Visual Aids: Visual aids can be a powerful tool for communication. They can help to clarify complex ideas, make your message more memorable, and keep your audience engaged. As a leader, you can use visual aids such as diagrams, charts, and graphs to help illustrate your points and make your message more impactful.

6. Practice Empathy: Empathy is the ability to understand and share the feelings of others. As a leader, practicing empathy is important because it helps you connect with your team members on an emotional level. By understanding their feelings and concerns, you can address their needs and build trust and rapport.

Effective communication is essential for any leader. By understanding your audience, actively listening, being clear and concise, providing feedback, using visual aids, and practicing empathy, you can improve your communication skills and become a more effective leader. Remember, effective communication is not just about what you say, but also how you say it. With practice, you can develop the skills you need to communicate effectively and inspire your team to achieve their goals.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Three Leadership Qualities We Need To Develop

June 3, 2023

Employee engagement is a critical factor in the success of any organization. Engaged employees are more productive, innovative, and committed to the success of the organization. They are also more likely to stay with the organization and contribute to its long-term success. However, engagement is not something that can be achieved by simply providing employees with a paycheck and benefits. It requires a supportive and positive work culture, effective communication, and trust between employees and their leaders.

Developing influence, trust, and communication skills is essential for leaders who want to increase employee engagement within their organizations. These three qualities are interconnected and reinforce each other in creating an engaged workforce.

Influence is the ability to inspire and persuade others to take a particular course of action. For leaders, this means being able to motivate their teams to work towards a common goal. Influence is not about being manipulative or forceful, but rather about understanding the needs and motivations of your team and using that understanding to guide their actions. By developing influence skills, leaders can inspire their teams to take ownership of their work and feel a sense of pride in their accomplishments.

Trust is another critical aspect of employee engagement. When employees trust their leaders, they are more likely to feel secure in their jobs and less likely to be looking for opportunities elsewhere. Trust is built over time through consistent actions and behaviors that demonstrate integrity, honesty, and reliability. Leaders who are trusted by their teams are more likely to create a positive work culture where employees feel valued and supported.

Effective communication is also essential for increasing employee engagement. Leaders who communicate effectively with their teams can create a sense of clarity and purpose that helps employees understand their role within the organization. Communication is not just about speaking, but also about active listening and responding appropriately to feedback. By prioritizing communication, leaders can ensure that employees feel heard and valued, which can help to increase their engagement with the organization.

By developing influence, trust, and communication skills, leaders can create a work environment that fosters employee engagement. This, in turn, can have numerous benefits for the organization, including increased productivity, improved innovation, and a more positive work culture. Moreover, engaged employees are more likely to stay with the organization and contribute to its long-term success.

Leaders who want to increase employee engagement can take several steps to develop these essential qualities. They can seek out resources such as books, courses, and coaching to develop their influence and communication skills. They can also work on building trust with their teams by consistently demonstrating honesty, integrity, and reliability.

Employee engagement is critical for the success of any organization. By developing influence, trust, and communication skills, leaders can create a work environment that fosters engagement and motivates employees to do their best work. With effort and dedication, any leader can develop these skills and create a work culture that benefits both employees and the organization.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Most Important Leadership Qualities You Need To Succeed!

April 29, 2023

Leadership has so many aspects to it. There is so much that a leader needs to know to be effective in their position. Their frame of mind, their ability to gain influence, their ability to build trust, communication, and the list goes on to what leaders need to do well.

Today let’s talk about the most important leadership qualities that a leader must excel at if they are going to be effective in their position.

Leaders first and foremost must know that being a leader does not mean that they get to sit up on a throne like a king and order others around to do all their bidding. Leaders actually have to flip their frame of mind to be one of a servant leader. That is right, they are serving their organization and their teams by being a servant leader. That does not mean that they are doing their team’s bidding, but that their decisions are to support their teams do their tasks better.

How can they institute a process to help the team work more efficient. Not too many processes though because that will just grind the organization to a crawl. How can they help guide the teams to move efficient through their tasks to get their jobs done well and on time.

The next thing that a leader needs to be able to do is build influence with those they work with. That is right they need to be able to build influence. This is where knowing the sales process and how people buy will enable them to succeed. That is why typically someone that has been in sales is an effective leader.

Leaders don’t have to be the greatest sales person, but the fact that they understand the process will help them lead well. Knowing how and why people buy and buy in is crucial to building influence. That is why I wrote the book for people to be able to have a simple process they can repeat over and over to grow higher levels of influence. Without being able to build influence the leader will not be able to get the right people on the bus to move the organization forward effectively.

The third crucial quality that a leader needs to have is the ability to communicate effectively. That is right we can be the smartest person on a specific topic, but if we can’t communicate so that others can understand the topic and be able to action that topic we will fail.

Communication is key for instilling the vision, building trust, and moving others forward. This does not mean that we use big words to make ourselves seem more intelligent either. The best communicators can take complex topics and break them down into a simple language that even a child could understand. If we can’t do that then we really are not that intelligent and are not going to be effective leaders.

Being able to understand and action these three qualities is imperative if we are going to be effective leaders for our teams.

If you have questions about either of these three crucial leadership qualities feel free to reach out. I would be more than happy to help you gain more traction as a leader!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

How Is Your Coaching?

January 21, 2023

To carry on the discussion from last week about leadership and engagement, lets continue by talking about how as a leader we need the correct coaching with our teams. Spoiler alert” it’s not by yelling.”

How are you at coaching your team and your family?

Are you like a college football coach constantly sending in directions?

Business leaders think being a coach means constantly sending in orders like a coach on the sideline of a football game. They believe they should tell the team what to do and how to do everything and then the team will just execute. The issue is that these people just become “yes people” and do not learn to not think for themselves. Instead, these individuals constantly come to the coach for the answers for everything and anything essentially slowing the organization down.

This style of coaching does not promote effective thought in individuals and does not allow them to break through ceilings. What I learned in 2016 from John Maxwell about coaching is that coaching is not about telling people what to do. Coaching is instead asking questions for the individual to produce their best answer for the given situation. It’s encouraging them to look within for their best answer. Not telling people what to do, but allowing them to look deep inside to derive their answer.

Most of the time in business we are trying to answer questions and get to solutions fast. We are looked upon by our peers, or reports to provide the course that is needed so much that we get used to coming up with the answer all of the time. When we arrive home at the end of the day, we are still dictating what needs to happen, how it needs to happen, and when it needs to happen to our families if we are not careful. Will that help our families thrive?

We are getting things accomplished, but we need to grow others around us so that they can make decisions so if we were to be “hit by a bus” they could still move forward. If we are not coaching these individuals correctly, we are actually hurting them. We are not allowing them to grow their confidence in decision making, and growth from within.

As coaches, we can not be the sole source of answers. We need to help cultivate within those around us to find those answers if we want to move forward fast together.

Coaching is also the act of giving more and more trust to those around us as they exhibit those traits we are working to grow in them. We do not give a underaged child keys to a brand new Ferrari and say you’ll figure it out. We need to guide them and train them before they are free to make those decisions. We need to continually ask those thought provoking questions to help them come up with better and better decisions. Even if those decisions do not align with what we believe is best at the time, we still need to trust the process to help them grow.

Ultimately, we will expire and it is on us to grow those around us.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Why Quiet Quitting and Quiet Firing Are Not New

January 14, 2023

Quiet Quitting is this new phrase for those employees that are trying to do the bare minimum to not get fired from their work and still collect their pay check. This can be claimed because people want to have a better work/life balance, quality of life improvement, or just pure mailing it in.

Quiet Firing on the other hand is where management does not want to have the tough discussions with employees about their lack of achievement. They keep cancelling meetings, not opening time up for one-on-one meetings, not responding to emails. The manager just makes themselves unavailable to the employees.

So why is this not new. It’s the same thing we have been talking about with those engagement surveys. That is right disengagement is the same thing as quiet quitting and quiet firing. Employees that are disengaged from their work will not be efficient and will not move the organization forward. Goals will be missed, profits will go down, costs will go up, and the mood from the team also suffers.

What we need to be focused on is not allowing quiet quitting and quiet firing to happen. We need to be intentional with our employees and managers. We have to take it upon ourselves to focus our efforts to stay engaged, or we need to find something else.

There is no quality of life improvement from being disengaged in an area of our lives. There is no improvement in relationships when we are not engaged. It is like a pool of water with no movement. Scum starts forming, and starts to smell bad.

We need to get our pride put aside and focus on doing our best even if those around us are not putting forth their best. People will take notice from us going the extra mile and challenge the status quo. They will start seeing the movement and want to also put forth the extra effort as well.

We need to make sure that our culture is one of growth and improvement. One that people will not give up and quit anything. We need to address issues if there are issues and find ways to give it one more shot. We need to put forth that effort so we can leave it all out on the field instead of have regrets.

It is on leadership to set the tone, but here is the thing. John Maxwell wrote a book called 360 degree leader. That means that leadership is not just from a title. Leadership belongs to the individual not the title. We have to put forth the effort and be the example. It will become contagious after we build the momentum to go the extra mile.

We can influence the rest of the organization by the way we show up and how we are engaged. We can either show up and put our best foot forward and be a shining light, or we can be disengaged and pull the organization down.

It is up to us to be engaged or not engaged. No new words, no new language, just get engaged and be the change.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

Why Leaders Need CIA For Building Influence

April 3, 2021

When Leaders set out to lead a group of individuals, some fall short. It’s not because these leaders are incompetent. It’s mainly because they don’t understand how to build influence.

John Maxwell who is the leadership guru of the 21st century has a quote that states “Leadership is influence, nothing more, nothing less...” If we want to lead others, we need to know how to build influence. That is where the sales process uncovered comes in. By applying the principals, people are able to grow influence with others.

When we are working with others, we need influence in order to move forward with them. We start by learning about them, their families, their hobbies, etc. This is the same as building rapport in the sales process. Unfortunately, rapport is only the beginning of building influence and not the end all.

Just having rapport gets us in the door to have a conversation, but Influence is a deeper relationship with that individual. Influence is building up relational collateral like a bank account. It takes time to high levels of influence in order to get the person jumping all in with us.

When we start taking a deep interest in other people, we will start gaining influence with them. That person will start to open up in areas that they feel they can share as well as ask for input.

I use the 3 letters when trying to learn more about others to build influence. The letters are C.I.A. No, not the government agency.

C-stands for being curious. Be curious like a child that never stops wanting to know more. Be curious to learn more about our relationships whether they are customers, teammates, family, friends, people we just met, etc. Be curious to learn about them as much as we can. People love to talk about themselves and are craving that connection.

I-stands for being intentional. Be intentional about our relationships. While we are asking questions do not stare at a phone while the other person responds. Look them in the eyes and pay attention to what they are saying and how they are saying it. We’ll learn a lot about a person when we pay attention to their posture, their tones, their words. Even when someone is saying they are fine… if their tone sounds like they are about to scream, they are not fine. Pay attention and see if there is a way we can help.

A-stands for asking questions. Ask a great deal of questions. This being paired up with curiosity and being intentional helps us really learn about the relationships. What is really going on with our teammates, our customers, our family members? Similar to the sales process where we do a needs analysis in my book “The Sales Process Uncovered”, we will ask questions to see if there is a way we can help the person get to where they want to go. People of great influence are not those that take from people, but are people that give as much as they can without expecting anything in return. That can be time, money, clothing, etc. Dale Carnegie, Mother Teresa, Jesus Christ are all people of great influence. These people started most of their conversations with questions. These individuals wanted to learn about the situation and where they could help. They stepped in.

For today, focus on using C.I.A. when you interact with people you come in contact with. Not for the sole purpose of gaining influence, but for connection and stronger relationships.

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”

Do You Have My Back?

December 7, 2019

Has anyone ever asked you the following question…Do you have my back?

Chances are if you have direct reports, they are asking this question about you. They were trying to figure this out the moment they start working for you.

Your direct reports want to know that when the chips are down that you will have their back as long as they are doing what is right and ethical. Far too often in big business employees feel they have to CYA because they do not trust their manager. CYA stands for Cover Your Assets. The A is sometimes shortened.

I have experienced in the issue of having to CYA myself in communications due to a lack of support from managers. It agitated me greatly because I believed I was left to fight for myself. It is a lonely position to be in as a report. Here’s the thing, relationships do not thrive in this kind of environment.

Employees want to know that their managers have their back when the chips are down and that they can reach out to their managers when they need help. Far too many managers are so busy themselves they forget to establish ground rules for trust and communication at the beginning of the relationship. There needs to be a set of ground rules of engagement set up from the beginning. Leaving it up to assumption is a recipe for a bad relationship. There are a few managers out there unfortunately that don’t really care about relationships with their reports and should look to either move on from their position or retire.

When trust and communication are not flowing it becomes like a body of water with no movement. It becomes toxic and everything in it dies. When trust and communication are absent fear sets in. When Fear takes hold, trust and relationships do not flourish, they die.

If reports don’t trust their manager, then where does the employee bounce ideas off of to move forward in the correct direction? Where do they expect to get mentored? Where do these reports learn the correct way of operating for the organization?

Far too often employees have enough of this lack of trust and communication and elect to leave the department, or worse the organization. The intrinsic knowledge that the employee has is also following them right out the door. This then puts the team and management back to start the process over to onboard another employee. If the cycle keeps occurring the manager will be found out and their management will have to discuss options.

The cost of onboarding is excessive, so why not work to make sure your reports know that you have their back, how to communicate with you, and build trust.

The answer is setting up guard rails with your direct reports from the beginning to make sure they understand how the trust and communication can work together. Setting these guard rails up will keep everything moving better and work life to improve. Employees need to know that they can trust their managers. Having that trust and communication will allow the employees to excel and thrive with you.

Sincerely,

Kevin Sidebottom