Among the many topics that Barry and I discuss are how a coaching relationship differs from a management relationship, why it’s essential to connect with the vision and values of your people, and how to find fulfillment in your work.
Joining me on this episode of Accelerate! is my guest Barry Demp, Founder of Barry Demp Coaching, and author of an interesting book, called, The Quotable Coach: Daily Nuggets of Practical Wisdom.
Barry taught Science for two years in the Philadelphia Public Schools. He moved into pharmaceuticals in sales and marketing for 12-1/2 years, for Upjohn. Barry left in 1992.
Barry was moved by the Barcelona Olympic Games. A documentary on athletes and coaches inspired him to bring coaching to business, which he has been doing for 24 years.
In a coaching relationship, people promise action to fulfill a future goal they intend to achieve. They lead themselves to the future they desire. Old-school management is, my job is to get you to go where I need you, like it, or not.
When people’s vision and values connect with the organization, they see work can be an expression of themselves, and they engage with it, and are fulfilled by that community, and they build it up to mutual benefit.
The balance begins with relationships. Quality relationships underlie quality results. Knowing your employees, and their values, are drivers of human behavior. “We’re not a machine anymore,” ― Seth Godin.
Barry’s book is developed from his blog. Andy notes selected quotes: “You’re more likely to act yourself into
feeling, than feel yourself into action.” ― Jerome Bruner.
“People are anxious to improve their circumstances, but they’re unwilling to improve themselves. They therefore remain bound.” ― James Allen. Invest in yourself!
“Don’t stumble over something behind you”
― Seneca the Younger. Where do we live — past, present, or future? Be present in the moment, and step into the future!
“Death is Nature’s advice to get plenty of life.”
― Goethe. Life is finite. Get the most out of it!
“Our chief want in life is somebody who will make us do what we can.” ― Ralph Waldo Emerson. The ability to take a stand for other people is a remarkably powerful place!
“If you chase two rabbits, both will escape.”
― Author Unknown. Choose and focus! The most productive people are highly-focused, not multi-taskers.
“Instead of seeking new landscapes, develop new eyes.” ― Marcel Proust. Perception is reality. If we perceive things in new ways, we create new realities!
What’s your most powerful sales attribute?
Authenticity and being genuine.
Who is your sales role model?
People who walk their talk, have integrity, and sincerity, but also have a level of courage to stand for what’s important and valuable for themselves.
What’s one book that every salesperson should read?
I’m a book addict. A book that I read just recently is A More Beautiful Question: The Power of Inquiry to Spark Breakthrough Ideas, by Warren Berger.
What music is on your playlist right now?
I tend to listen most to Contemporary Jazz on my XM Radio, to relax.