Increasing the Effectiveness and Enhancing the Lives of CEOs
and business owners.

Contents of this issue...
   .. Welcome - A few words from the publisher, Gary Lockwood
   .. Thought-Starter -  "Invest in Yourself"
   .. Guest article - "Rainmakers: Drizzle or Cloud Burst?"
   .. CEO Resources
   .. Quotes to use in your staff meeting this month
   .. Humor to lighten up the executive suite
   .. Contact the publisher
   .. Subscribe and unsubscribe instructions


See past issues of the CEO Success Report at:
     http://www.CEOSuccess.com/archives


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      WELCOME to this issue of the CEO Success Report!
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Hello again. I'm Gary Lockwood, President of CEO Success.

Welcome back once again to the CEO Success Report. I know you
have no shortage of material to read and I thank you for choosing
to read our newsletter.

Find resources For Your Success at www.CEOSuccess.com

We now have our own website for CEO Success. See the website
for more information on CEO Peer Groups as well as the archive
of past issues of the CEO Success Report.

Check it out at        http://www.CEOSuccess.com/

We work hard to provide practical ideas, thought-provoking concepts
and useful information for you. Please give me some feedback
about this issue or about the website. Send your comments to
   mailto:Gary@CEOSuccess.com

Did you ever wonder why some things catch your attention and
others don't?  By taking advantage of how your brain works, you
can increase your creativity, reduce boredom, boost recognition
of opportunities and accelerate achievement of your goals.

My "thought-starter" in today's issue looks at a little-known part
of your brain that determines what you pay attention to. Learn how
to control it.

Our guest article this month is written by Ray Silverstein. Ray is
president of PRO, President's Resource Organization.

Ray explains that, in his presidents' advisory board groups, one
of the common questions is, "How does the company grow and
prosper if its primary sales achiever (the Founder) is too busy?"

The answer really breaks down into several different strategies
based upon the personality, discipline and goals of the leader.
This is really the first crucial bridge to cross from being a start up
company to a preliminary managed company.

Ray's guest article today is an insightful essay on how to leverage
the "rainmaker" in your company. Read more about Ray at the end
of his article.

I hope you enjoy receiving these articles and ideas to
help you sharpen your thinking about being an effective CEO.

My wish is that you use the ideas in the CEO Success Report to
get the results you really want. If you want some help in putting
them into practice, or if you have questions, email or call.

As you know, our specialty is Increasing the Effectiveness
and Enhancing the Lives of CEOs and business owners.

May I ask a small favor? Please forward this issue to other CEOs
and company presidents who may be interested in receiving
these messages. Thank you.

Enjoy this issue with my compliments.

Sincerely,
Gary Lockwood
CEO Success


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       This month's THOUGHT-STARTER
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      Invest in Yourself
      by Gary Lockwood

One of the best investments you can make is to invest in your
own professional development. Resolve to develop increased
capabilities  that will propel you toward your goals faster and
easier than before.

A new capability is something that gives you increased ability to
accomplish your goals. Whenever you are feeling overwhelmed or
frustrated by your business, it means that you've gone as far as
you can go with current capabilities.

As you move relentlessly toward the vision of your "preferred
future", you will need to create new capabilities along the way.
Capabilities that will empower you to be the top performer you
intend to be. You must not wait till you arrive three years in the
future and then realize you should have learned to be a top-notch
communicator, an outstanding negotiator or a high producing
salesperson.

Learning in today's fast-paced and ever-changing environment
can't be left to chance. Make a conscious effort to develop, grow
and learn or be doomed to repeat your mistakes. Worse yet, you
may habitually keep doing those things that are working for you,
while your competition is actively seeking new ideas, innovation
and growth.

Competitive advantage in today's world is based less and less on
technology. All of us have access to faster computers, portable
communication devices and information sources. The competitive
advantage of the future is your learning speed. Learning faster
allows you to react more quickly and satisfy your customers'
needs before your competitor.

Some examples of useful business skills are:
selling, negotiating, planning, financial management, delegation.

Each of these areas requires real-world action coupled with
adequate working knowledge.

Personal skills such as listening, learning, decision making,
influencing, time management and problem solving are also
critical to success. Notice how many of these personal skills
support business skills. For example, if you are a good active
listener you will  be a much more effective salesperson.

Improving your business or personal life requires asking,
"If I am to arrive successfully at this new destination (my vision)
within three years, what new skills will I need and which of my
existing skills need to be improved or upgraded?"

You surely invest money and time in your enterprise to enhance
your technology, develop your marketing, and even outfit your
office. Yet, how much do you invest in yourself. How often do
you enroll in a class, buy a book, or hire a business coach?

Investing money and time to develop your skills and knowledge
has big payoffs. After all, you ARE the brains of the outfit,
aren't you?

When you are proactive about learning and improving instead of
just letting-it-happen, you accelerate your capabilities, expand
insight and experience startling advances in your thinking.

Invest in yourself. You're worth it. (and it's good for business!)


   About the Author...
Gary Lockwood is Increasing the Effectiveness and Enhancing the
Lives of CEOs, business owners and professionals.
Get the Free BizSuccess newsletter -
     http://www.bizsuccess.com/newsletter.htm
or send any blank email to mailto:subscribe@BizSuccess.com


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          Guest Article
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     Rainmakers: Drizzle or Cloud Burst?
     by Ray Silverstein

Most new companies are started by entrepreneurs known as
"rainmakers." "Rainmakers" are those people who feel they can
make a difference, are highly competitive, optimistic, need to win,
assertive and want to make things happen. Although there are
companies started by people with strong technical abilities, the
ones that really grow are those driven by a strong sales sense.

The company that is started by a "rainmaker" runs into difficulty
when that person encounters time saturation. That is, all of their
time is taken up with the sales aspect. They feel they must handle
this in addition to the increasing administrative and management
responsibility inherent in the company's growth.

The question now becomes, how does the company grow and prosper
if its primary sales achiever is too busy? This is a question
we discuss very often in the presidents' advisory board groups
I facilitate. The answer really breaks down into several different
strategies based upon the personality, discipline and goals of
the leader. This is really the first crucial bridge to cross
from being a start up company to a preliminary managed company.

The simplest solution is to hire an administrative assistant for the
"rainmaker" to take over many of the day to day activities, create
organization and help with inside sales. This approach is a start
but not the solution. The company's sales growth, health and
value is still determined by the leader.

The next approach is to hire sales people. Many companies make
the mistake of looking for "sales finders," sales people who are
like the "rainmaker." Although this would be a great solution,
these people are very hard to find. It is much easier to hire
"sales minders," people who can slowly grow the account and
service the business.

The "sales minder" is not as competitive as the "sales finder" and
usually has a more pleasing personality. Many times in the hiring
process, "sales minders" are mistaken for "sales finders" because
they are comfortable to talk to and appear to have an outgoing
personality. But, if truth be known, they are internally afraid to
ask for business.

The overall approach is to create a sales staff. The success of any
sales staff requires a definition of the sales process. Every product
or service has a sales process that can be defined and reduced to
a formula. In managing sales people, they are compared against
the sales process expectation to determine any shortfalls. If sub-
stantial differences from the expectations occur, the sales person
should be given assistance to achieve the desired performance.

The hiring of sales people, comparing them to the sales process
and training them are the keys to successful sales management.
It is mandatory the right people be hired because you cannot build
on a faulty foundation. PRO members whose companies have consistent
sales growth use personality profile testing in the hiring stage.

The test does not judge the technical skills or past work
experience of the candidate, but only determines if the person has
the right psychological profile for the type of sales person that is
needed for the product or service. There are different traits for the
"sales finder" and the "sales minder."

The process of converting your rain making talent from a drizzle to
a cloud burst is based upon your leadership. Take the time to
define the sales process and the expected performance at each
level. Work hard to define the type of person who will have a high
probability of success. Devote the time to mentor and train the right
person. The value of a business is greatly increased if the daily
activity is not based on you but on the team.


   About the Author...
Ray Silverstein is president of PRO, President's Resource
Organization. PRO is a nationwide network of peer group forums,
where expert facilitators guide participants towards improved
company and personal performance.

Contact Ray at (800) 276-2233, by email to info@propres.com
or at his website http://www.propres.com



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        RESOURCES  for CEOs
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   "The BizSuccess Book:
    Making Changes That Can Transform Your Enterprise"

         http://www.CEOSuccess.com/freebook.htm

I'd like you to have a free copy of  my new ebook, "The BizSuccess
Book: Making Changes That Can Transform Your Enterprise"

Each chapter of this book shows you how to transform your life
and your business. You don't have to settle for just making
incremental improvements. You can make quantum leaps -
breakthroughs - in the results you are getting.

Reinventing your enterprise with these ideas can produce big
changes and big results.

My goal is that YOU have the results you REALLY want from your
business. I would be delighted if this book helped you to grow your
business, make more money and have more fun!

Get your free copy at   http://www.CEOSuccess.com/freebook.htm


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      QUOTES to use in your staff meeting this month
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Failure is the tuition you pay for success.
          Walter Brunell

The best way to help poor people is to not be one of them.
          Bob Harrington, minister "Chaplain of Bourbon Street"

If you want the rainbow, you gotta put up with the rain.
          Dolly Parton

The best soldier does not attack. The superior fighter succeeds
without violence. The greatest conqueror wins without struggle.
The most successful manager leads without dictating. This is
intelligent nonaggressiveness. This is called the mastery of men.
          Lao-Tse

Everyone has an invisible sign hanging from their neck saying,
"Make me feel important." Never forget this message when
working with people.
          Mary Kay Ash


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      HUMOR to lighten up the executive suite
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      Some Things We Learn From Movies

- It is always possible to park directly outside any building you
  are visiting.

- A detective can only solve a case once he has been suspended
  from duty.

- If you decide to start dancing in the street, everyone you bump
  into will know all the steps.

- Most laptop computers are powerful enough to override the
  communication systems of any invading alien civilization

- It does not matter if you are heavily outnumbered in a fight
  involving martial arts - your enemies will wait patiently to
  attack you one by one by dancing around in a threatening manner
  until you have knocked out their predecessors.

- When a person is knocked unconscious by a blow to the head,
  they will never suffer a concussion or brain damage.

- No one involved in a car chase, hijacking, explosion, volcanic
  eruption or alien invasion will ever go into shock.

- Police Departments give their officers personality tests to
  make sure they are deliberately assigned a partner who is their
  total opposite.

- When they are alone, all foreigners prefer to speak English to
  each other. If they're villains, they will probably speak with
  an English accent.

- Any lock can be picked by a credit card or a paper clip in
  seconds, unless it's the door to a burning building with a
  child trapped inside.

- Television news bulletins usually contain a story that affects
  you personally at that precise moment you turn the television


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       CONTACT CEO Success
>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

Gary Lockwood is the publisher of the CEO Success Report.
   Email:  mailto:Gary@CEOSuccess.com
   Office: (800) 272-1575 (USA) *  (909) 984-3344
   Fax: (815) 361-3041

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         Your Comments, please?
>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

I appreciate feedback, corrections, and comments about the
CEO Success Report. Please send your thoughts to:
     mailto:Gary@CEOSuccess.com

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      Subscribe  and unsubscribe  instructions
>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

   Visit  http://www.CEOSuccess.com/newsletter.htm

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