Skip to main content
| Sandler Training | Richmond, VA | robin.green@sandler.com | 804-914-1723
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Robin Green

“Come on! Push yourself! Don’t stop now! You have come too far! You didn’t get up this morning to not give it your best effort! You are strong! You are able! Let’s go!”

I’m one of those Peloton people. Overly excited about the Peloton. Happy to tell you about my records and how far I’ve come since getting the bike – and how far I’ve gone. All without leaving the house.

World-class curmudgeon and future Hall of Fame football coach Bill Bilichick says, famously, that if you want to be successful, just do your job. That’s it. Do your job. Don’t worry about what you can’t control. Don’t worry about your boss’s job. Don’t worry about what your colleagues are doing or not doing. Just do your job.

There is nothing more exciting than an "up from the ashes" success story. We'd all like to start on top, stay on top, end on top, and forever be on top…but that's not usually how it works. Success is generally not a "point A to point B" journey. Instead, it's messy. We go backward, then forward, and too often, sideways. It's the Hero's Journey, right? Dream, struggle, victory. Every great story follows that arc.

Amid a global pandemic, business leaders have faced unprecedented challenges. Many industries have been slowed or have stalled significantly. Business travel, conferences, and face-to-face meetings have been at a standstill. What was once commonplace and taken for granted is now something that is a pleasant, yet fleeting, memory.

There have been other events that impacted business for a time. Think 9/11, 2008, and Black Friday. However, this event has been uniquely different in that it's affecting all parts of our lives. Business professionals are navigating these more challenging waters while being concerned about their health and their family's health. Many are playing teacher and tutor. Business is tough, but navigating through this has proven to be just as tricky in your personal life.

It's time, for many, for a good 'ole fashioned, up-from-the-bootstraps comeback. How many are ready for a I'm-sick-and-tired-of-being-sick-and-tired moment? We need to rise. To scratch and claw. Remember why we are doing what we do in the first place…and a plan to stage the most remarkable comeback of our career.

It’s almost cliché to say, “everyone is in sales.” True enough. But right now, and in the foreseeable future, everyone IS in sales. 2021 may be a tough year. Perhaps our most challenging yet. Even if we’ve weathered the storm, we need to function at our very best to ensure we hit our goals and keep our promises to stakeholders.

 

For the past couple of years, I’ve done an end-of-the-year blog post on the books I’ve read and the lessons I’ve picked up from reading them. 

That said, here are 10 books that I enjoyed – and found profitable – in 2020.

When your salesperson shares that they are having trouble with an account going dark, they are asking you to tell them what to do. Our “coaching” often looks like war stories and campfire tales from back in the day. That is not coaching. That is not strategic. That is having a fixation with fixing…and a recipe for an underdeveloped team and an overstressed boss.