Leadership Lesson: Quit Swinging the Bat and Start Hitting the Ball By Gene Griessman Ph.D.

Last summer my grandson Dylan, who was playing on a little league team, went into a hitting slump. He had been swinging vigorously, doing his best to look like a big-league slugger. But he was missing the ball more often than hitting it.

Because I know that Dylan has excellent eye-hand coordination, I told him to quit swinging the bat and start hitting the ball. He objected: "How can I hit the ball if I don't swing the bat?" The difference, I explained, is what you think about when you swing. "Concentrate on connecting with the ball."

"You have a great eye," I continued. "Just say to yourself, I'm going to hit the ball." The result? He hit 27 of the next 30 pitches. Granted, all of the 27 weren't solid hits. Some were fouls, but he had learned to hit the ball.

What is the lesson for leaders? You or your people could be vigorously going through the motions, even necessary motions, but not scoring any runs.

In order to focus, you may need to say a mantra to yourself, or use a prop. Helen Gurley Brown, long-time editor of Cosmopolitan Magazine, used a prop.

She made it a practice to keep a copy of the magazine on her desk at all times. She said she used the magazine on her desk to keep her thoughts focused on producing a product--the magazine--and not decorating the office or engaging in pleasant conversations.

Let's say you're a VP of sales, and you have made it a rule that your sales people make, say, 5 contacts per day, per week.

You certainly want to emphasize how important it is to make those 5 contacts, because nobody sells unless they make contacts.

But make sure that your people recognize that the goal is not 5 contacts per day -- that's swinging the bat. The goal is making sales when they make the contacts.

Making the contacts is swinging the bat. Selling is hitting the ball when you swing.
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Gene Griessman is a professional speaker and Lincoln portrayer and the author of Time Tactics of Very Successful People. His newest book is Lincoln Speaks To Leaders: 20 Powerful Lessons From America's 16th President, with Pat Williams and Peggy Matthews Rose. Visit him at www.PresidentLincoln.com.

Sponsor message: Dr. John C. Maxwell's Learning The 21 Irrefutable Laws Of Leadership DVD Training Curriculum - This powerful training resource is designed to meet your leadership training needs! You and your team will get clear insight into timeless leadership principles and learn a process for continual growth in the life of your organization. Order your copy of this powerful leadership training program.

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Leadership By Zig Ziglar

A team of all-stars or an all-star team? When my wife and I were in Sydney, Australia, we had an opportunity to attend a performance of the Sydney Philharmonic Orchestra at the famed Opera House. The seats were choice, our night was free, so we jumped at the opportunity.

When we arrived 30 minutes early, the orchestra members were already warming up. The individuals came in all sizes, ages and colors, and were both male and female. Some of them, like the cymbals player, would perform five or six seconds during the entire evening, while the cellist had one part that would extend over 20 minutes. As they warmed up, the “music” sounded like noise to me.

At one minute before eight the conductor walked into the orchestra pit. Immediately, everybody sat up straight. As he stepped to the podium, everybody was at attention. At eight o’clock, he raised the baton and when his arms came down the music started. What had been “noise” a few seconds earlier became a beautiful melody.

The orchestra leader had converted a team of all-stars to an all-star team. While each instrument produced entirely different tones, they all blended together in harmony. No one instrument dominated any other, but rather harmonized with and became a part of the others. Can you imagine what the results would have been, had every artist made up his or her mind that their instrument should be the star of the performance?

This conductor had, for a number of years, been a musician in an orchestra. He had learned to be “obedient” and follow the orchestra conductor when he was a performer. In short, he had learned to obey in order that later he could command. I once saw a young man with a t-shirt emblem that said “I follow no one.” What a tragedy! Because, until he learns to follow, he will never be able to lead. Think about it and I’ll see you at the top!
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Zig Ziglar is a teacher and motivator. He offers a newsletter filled with more of his inspiring stories as well as practical ideas to help you in the areas of sales, marketing, customer service, and related topics. You can visit him at www.zigziglar.com.


Sponsor message: Dr. John C. Maxwell's Learning The 21 Irrefutable Laws Of Leadership DVD Training Curriculum - This powerful training resource is designed to meet your leadership training needs! You and your team will get clear insight into timeless leadership principles and learn a process for continual growth in the life of your organization. Order your copy of this powerful leadership training program.

*brought to you by BusinessLeadershipAdvice.com