My 1st append to kick off group discussion..

In 1998 I undertook my first serious leadership role as “Asia Pacific Leader for Storage Technical Sales” and that started me on an amazing journey of learning in the management and leadership roles. Some times I wonder, what would have been the outcome, if I had known what I know today, in my earlier years. So I started mentoring and coaching many of my peers and colleagues. Recently, one of my mentees thanked me for the value he received and said, “Gee, why don’t you share your thoughts with the wider community, so they can get the similar benefits as I have received” and I thought yes, that’s a really good idea!.

So starting today, I will be sharing my brief thoughts on various topics pertaining to my experiences from many roles in sales, technical sales, services and business development leadership roles that I undertook at IBM covering ANZ, Asia Pacific and Global markets. I will cite some examples and personal stories to reflect my learning where possible.

So with out any more do, let me start with my first topic. Many people who got in to leadership roles ask me - “I started in this new role and need to start brining results immediately. I don’t know where to start. Can you help”? This was the same dilemma that I encountered many years back when I started in my first serious leadership role. What I learnt, I applied again and again, in my many other later leadership roles and the strategy worked.

So, if you don’t know where to start then start by focusing on 3 key areas
1. People side - Know your teams, immediate and cross functional management team, other stake holders and extended team
2. Technical side – Know key products/ solutions, technology behind those products, why should a customer buy your products i.e. a compelling value proposition
3. Business Side - Know the mission, targets, customers & plan to over achieve

In my next append, I will expand on above three aspects and how I will go about, by addressing each of these. You may have your own thoughts but I will be keen to know if this is some thing that will be of value to you?