Winners Dream | Bill McDermott

Summary of: Winners Dream: A Journey from Corner Store to Corner Office
By: Bill McDermott

Introduction

Have you ever wondered about the secret behind successful individuals? In the book ‘Winners Dream: A Journey from Corner Store to Corner Office,’ Bill McDermott shares his journey of overcoming obstacles and cultivating a relentless pursuit of his dream. Growing up in lower middle-class New Jersey, McDermott develops an unyielding work ethic at an early age, working multiple jobs and continuously striving to move forward in life. The summary of this book explores essential themes, including nurturing your passion for work, empathizing with customers in sales, and being an effective leader. Get ready to absorb the insights of Bill McDermott’s incredible career journey and learn how to make your own winning dream a reality.

Pursuing Big Dreams

Success is not determined by a privileged upbringing or ruthless ambition. In “On The Edge”, Bill McDermott’s childhood in lower-middle-class New Jersey taught him the value of an unflinching work ethic and the relentless pursuit of a big dream. From the age of eleven, McDermott worked multiple jobs, including newspaper delivery and waiting tables, to achieve his dream of becoming a successful businessman. When the deli he was working at was robbed and stripped, he purchased it and rebuilt it with determination and a strong work ethic. His success comes from an early exposure to work, a willingness to take risks, and pursuing his big dream despite obstacles.

Want it More

To land the dream job, passion is not enough. You need to do your homework, research the job, create a plan to tackle the role and make improvements. Passion alone will not get you the job; you also need to want it more than anyone else. The author landed his first sales job by telling his story of surviving and thriving during hardship, demonstrating his determination to succeed. When a sales manager position opened up, the author, although young and inexperienced, presented a detailed action plan on how he would manage the sales department, highlighting his passion for the job, and got the promotion.

Empathy in Sales

A successful sales career requires empathy with the customer. The author of this book, a sales genius with a history of outselling his colleagues, shares his Feel-Felt-Found technique for maximizing empathy. This technique involves acknowledging the customer’s pain, explaining that others have felt similarly, and demonstrating a proven solution. A true understanding of the customer is also essential for designing successful products and sales strategies. The author’s value engineering strategy involved industry experts learning about clients’ practices to create tailored solutions. Business case studies are more effective than technology stories in persuading customers. These insights on empathy in sales and effective sales strategies are essential for salespeople and those aspiring to lead and inspire others.

The Power of Good Management

Having a bad boss is the primary reason why employees quit their jobs, not the company. A good manager must get to know their employees personally and celebrate their success. However, it’s also crucial to address poor performance, or it may affect the whole team’s motivation. Treating your employees well and with respect goes a long way in keeping them happy and productive. It’s all about making them feel valued and understood, which allows you to communicate more effectively and make decisions based on their individual situations. Celebrating success, such as top performers’ incentives and recognition, helps maintain or exceed their performance. It’s essential to establish a positive and supportive working environment that empowers your team to perform their best work.

Long-Term Employee Motivation

Rewards based on intrinsic factors such as personal satisfaction are more effective in motivating staff in the long term compared to extrinsic motivators like lavish holidays. To align the intrinsic goals of the candidate with those of the team, employers should ask questions that identify people’s dreams and aspirations. Ideally, these goals should be aligned with team goals. Another way to motivate employees is by continually raising the bar as people who dream of greatness are motivated by challenges rather than burdens. One example is the author’s experience in managing the worst performing region in Xerox Corporation, where he motivated his team to become the best performing region in just one year, and they successfully outperformed every other region.

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