Yesterday Was Special

Originally posted on LinkedIn Jul 12, 2019:

https://www.linkedin.com/pulse/yesterday-special-rich-stone

Inspiring stuff from our guest speaker at TechTarget yesterday, Harry Dixon.  Harry has been my mentor since I was a little kid. For this I am tremendously thankful as it kind of fell in my lap since he is also my uncle.  For those who don't know him he was a massive catalyst and driving force for EMC's unparalleled success in the early days. He rapidly rose up the ranks within their sales org. from an entry level sales rep in 1985 to SVP of Global Sales & Services over the course of his 15 year career there before he went onto other ventures. That said, I was very excited to have him share some of what he has taught me and my sister, Christina from his unique experiences over the years with our NA sales org. 

Here are some key takeaways:

1. Outwork everyone. It doesn't matter who you are or where you come from if you simply put in more effort that others you will have a higher likelihood of success even if you aren't as gifted. He referenced Malcolm Gladwell's 10,000 hour rule. If you dedicate yourself to a craft and relentlessly work to better yourself at it by putting in the time and the reps you will become a master.

2. Treat people exceptionally well. For everyone that you come into contact with you should aim to make their day better, whether it is the the janitor or the CEO. This transcends business and your professional life. How you do anything is how you do everything so this mantra should hold true with anyone/everyone you come into contact with.

3. No whining but demand excellence from those around you. Do not complain about your circumstances, raise your level. Lead by example, be excellent and foster excellence in those around you. Excellence is contagious.

4. Invest in yourself. It is critical to relentlessly strive to be better every single day. Harry referenced Carol Dweck's theory of having a Growth Mindset. You can expand your horizons and there is no limit to what you can become. If you are in sales, strive to learn and understand finance, products etc. Raise your business acumen. The information is all out there you just have to go get it.

5. The world owes you nothing. If you approach this life like you owe the world everything you will be successful. You owe the world (your family, your friends, your colleagues, your boss, your employees, your shareholders) your relentless effort, focus and unwavering commitment to get better, make those around you better and to WIN.