Succeeding As A Team Quotes

With public sentiment, nothing can fail; without it nothing can succeed.

The success of a strategy largely depends on it's implementation. You can have a good strategy, you can have a winning game plan, but ultimately you and your team have to implement the strategy and execute and put the game plan into action if your business is going to succeed.

Give a good idea to a mediocre team, and they’ll find a way to screw it up. Give a mediocre idea to a good team, and they’ll find a way to make it better. The goal needs to be to get the team right, get them moving in the right direction, and get them to see where they are making mistakes and where they are succeeding.

Strength through Faith. Empower your supporters and gain strength in them. Pray for safety, strength, and blessings for all who help you succeed. - Strong by Kailin Gow

There’s likely a place in paradise for people who tried hard, but what really matters is succeeding. If that requires you to change, that’s your mission.

Always bear in mind that your own resolution to succeed, is more important than any other one thing.

The possibility of highly visible failure has an exceptional power to propel us to want to succeed, and that power can be harnessed to motivate a team or even a community to do something difficult.

Every great athlete, artist and aspiring being has a great team to help them flourish and succeed - personally and professionally. Even the so-called 'solo star' has a strong supporting cast helping them shine, thrive and take flight.

I am not bound to win, I am bound to be true. I am not bound to succeed, but I am bound to live up to the light that I have. —Abraham Lincoln sixteenth

We’ve all heard the usual examples: Michael Jordan cut from his high school basketball team, Walt Disney fired by a newspaper editor for not being creative enough, the Beatles turned away by a record executive who told them that “guitar groups are on their way out.” In fact, many of their winning mantras essentially describe the notion of falling up: “I’ve failed over and over again in my life,” Jordan once said, “and that is why I succeed.” Robert F. Kennedy said much the same: “Only those who dare to fail greatly can ever achieve greatly.” And Thomas Edison, too, once claimed that he had failed his way to success.

When men decided women could be educated - this is what I think - they educated them on the male plan; they put them into schools with mottoes and school songs and muddy team games, they made them were collars and ties. It was a way to concede the right to learning, yet remain safe; the products of the system would always be inferior to the original model. Women were forced to imitate men, and bound not to succeed at it.

…Always bear in mind that your own resolution to succeed, is more important than any other one thing.

The goal needs to be to get the team right, get them moving in the right direction, and get them to see where they are making mistakes and where they are succeeding.

Organizations must be networked, not siloed, in order to succeed.

Every man is said to have his peculiar ambition,” he wrote. “I have no other so great as that of being truly esteemed of my fellow men, by rendering myself worthy of their esteem. How far I shall succeed in gratifying this ambition, is yet to be developed.

Leading people is about communicating a mission and then letting them take part in it. If you want to motivate a colleague, empower a team, or inspire a friend, all you have to do is figure out how to give them ownership.

The only meaningful measure for a leader is whether the team succeeds or fails. For all the definitions, descriptions, and characterizations of leaders, there are only two that matter: effective and ineffective. Effective leaders lead successful teams that accomplish their mission and win. Ineffective leaders do not. The

The U.S. Navy SEAL Teams were at the forefront of this leadership transformation, emerging from the triumphs and tragedies of war with a crystallized understanding of what it takes to succeed in the most challenging environments that combat presents.

You can’t take the team to the next level when you haven’t mastered the skills it takes to succeed on a personal level.

Good attitudes among players do not guarantee a team’s success, but bad attitudes guarantee its failure.

This is an opportunity for failure as much as it is one to succeed. Do not block out the voices of opposition, study them and defeat their words and prejudices through brilliant action.

One person on their own may be able to save the world. But a team of friends, all working together, have a much greater chance of succeeding…providing that no-one succumbs to evil.’ Adele Rose, Awakening.

In times of uncertainty there is a special breed of warrior ready to answer our Nation’s call; a common man with uncommon desire to succeed. Forged by adversity, he stands alongside America’s finest special operations forces to serve his country and the American people, and to protect their way of life. I am that man.

The best leaders are those that lead by example and are both team followers as well as team leaders. We believe that in general, the best ideas and decisions are made from the bottom up, meaning by those on the front lines that are closest to the issues and/or the customers. The role of a manager is to remove obstacles and enable his/her direct reports to succeed. This means the best leaders are servant-leaders. They serve those they lead.

leadership is the single greatest factor in any team’s performance. Whether a team succeeds or fails is all up to the leader. The leader’s attitude sets the tone for the entire team. The leader drives performance—or doesn’t. And this applies not just to the most senior leader of an overall team, but to the junior leaders of teams within the team.

There’s a tendency in our business, as in all businesses, to value the idea as opposed to the person or a team of people,” he says. “But that’s not accurate. Give a good idea to a mediocre team, and they’ll find a way to screw it up. Give a mediocre idea to a good team, and they’ll find a way to make it better. The goal needs to be to get the team right, get them moving in the right direction, and get them to see where they are making mistakes and where they are succeeding.

Give a mediocre idea to a good team, and they’ll find a way to make it better. The goal needs to be to get the team right, get them moving in the right direction, and get them to see where they are making mistakes and where they are succeeding.

Dominant teams rarely are outplayed or outclassed, but they sometimes beat themselves. Just because you are dominant does not mean you are infallible. Remember that dominance does not mean perfection; a lack of focus for even a short period of time can cost you. Do not relax when you are far ahead or dominating your marketplace. That is the time to push even harder.

I personally believe mavericks are people who write their own rulebook. They are the ones who act first and talk later. They are fiercely independent thinkers who know how to fight the lizard brain (to use Seth Godin’s term). I don’t believe many are born, rather they are products of an environment, or their experiences. They are usually the people that find the accepted norm does not meet their requirements and have the self-confidence, appetite, independence, degree of self reliance and sufficient desire to carve out their own niche in life. I believe a maverick thinker can take a new idea, champion it, and push it beyond the ability of a normal person to do so. I also believe the best mavericks can build a team, can motivate with their vision, their passion, and can pull together others to accomplish great things. A wise maverick knows that they need others to give full form to their views and can gather these necessary contributors around them. Mavericks, in my experience, fall into various categories – a/ the totally off-the-wall, uncontrollable genius who won’t listen to anyone; b/ the person who thinks that they have the ONLY solution to a challenge but prepared to consider others’ views on how to conquer the world &, finally, the person who thinks laterally to overcome problems considered to be irresolvable. I like in particular the third category. The upside is that mavericks, because of their different outlook on life, often sees opportunities and solutions that others cannot. But the downside is that often, because in life there is always some degree of luck in success (i.e. being in the right place at the right time), mavericks that fail are often ridiculed for their unorthodox approach. However when they succeed they are acclaimed for their inspiration. It is indeed a fine line they walk in life.

I can say now that fear has no place in my daily life. I'm confident that I can handle whatever comes my way, just like the Carolyn Harris I was at fourteen--the karaoke loving captain of the Science Olympiad team, the steadfast friend, the girl who dreamed big...the Girl Most Likely to Succeed.

There’s a temptation for all of us to blame failures on factors outside our control: “the enemy was ten feet tall,” “we weren’t treated fairly,” or “it was an impossible task to begin with.” There is also comfort in “doubling down” on proven processes, regardless of their efficacy. Few of us are criticized if we faithfully do what has worked many times before. But feeling comfortable or dodging criticism should not be our measure of success. There’s likely a place in paradise for people who tried hard, but what really matters is succeeding. If that requires you to change, that’s your mission.

If an individual on the team is not performing at the level required for the team to succeed, the leader must train and mentor that underperformer. But if the underperformer continually fails to meet standards, then a leader who exercises Extreme Ownership must be loyal to the team and the mission above any individual. If underperformers cannot improve, the leader must make the tough call to terminate them and hire others who can get the job done. It is all on the leader.

Now for the interesting question: If you completely ignored your goals and focused only on your system, would you still succeed? For example, if you were a basketball coach and you ignored your goal to win a championship and focused only on what your team does at practice each day, would you still get results? I think you would.

Independent thinking alone is not suited to interdependent reality. Independent people who do not have the maturity to think and act interdependently may be good individual producers, but they won’t be good leaders or team players. They’re not coming from the paradigm of interdependence necessary to succeed in marriage, family, or organizational reality.

They wanna know what team I’m on… TEAM SUCCEEDING.

Our ability to engage in passionate, unfiltered debate about what we need to do to succeed will determine our future as much as any products we develop or partnerships we sign.” It

Stubbornness pays! We tend to think that it doesn’t, we might be hesitant to be stubborn – however only the stubborn succeed.

Bad attitudes must be addressed. You can be sure that they will always cause dissension, resentment, combativeness, and division on a team. And

Rotten attitudes ruin a team. That

But the greatest paradox of the sport has to do with the psychological makeup of the people who pull the oars. Great oarsmen and oarswomen are necessarily made of conflicting stuff—of oil and water, fire and earth. On the one hand, they must possess enormous self-confidence, strong egos, and titanic willpower. They must be almost immune to frustration. Nobody who does not believe deeply in himself or herself—in his or her ability to endure hardship and to prevail over adversity—is likely even to attempt something as audacious as competitive rowing at the highest levels. The sport offers so many opportunities for suffering and so few opportunities for glory that only the most tenaciously self-reliant and self-motivated are likely to succeed at it. And yet, at the same time—and this is key—no other sport demands and rewards the complete abandonment of the self the way that rowing does. Great crews may have men or women of exceptional talent or strength; they may have outstanding coxswains or stroke oars or bowmen; but they have no stars. The team effort—the perfectly synchronized flow of muscle, oars, boat, and water; the single, whole, unified, and beautiful symphony that a crew in motion becomes—is all that matters. Not the individual, not the self.

The books, and your capacity for understanding them, are just the same in all places…. Always bear in mind that your own resolution to succeed, is more important than any other one thing.

Psychology is the foundation of success in sales and will determine whether or not we believe we are able to succeed. Without belief, we cannot convince ourselves that we are capable of success.

As a bonus tip, remember that once you know the blueprint for your team members or a family member, you can always practice giving by offering them simple little gifts or reminders to help them grow.

A true leader is someone who puts the needs and interests of their team or organisation before their own and strives to create a positive and empowering environment where everyone can thrive and succeed.

Get the books, and read and study them,” he told a law student seeking advice in 1855. It did not matter, he continued, whether the reading be done in a small town or a large city, by oneself or in the company of others. “The books, and your capacity for understanding them, are just the same in all places. . . . Always bear in mind that your own resolution to succeed, is more important than any other one thing.

I began looking for these four: Smart. It doesn’t mean high IQ (although that’s great), it means disposed toward learning. If there’s a best practice anywhere, adopt it. We want to turn as much as possible into a routine so we can focus on the few things that require human intelligence and creativity. A good interview question for this is: “Tell me about the last significant thing you learned about how to do your job better.” Or you might ask a candidate: “What’s something that you’ve automated? What’s a process you’ve had to tear down at a company?” Humble. I don’t mean meek or unambitious, I mean being humble in the way that Steph Curry is humble. If you’re humble, people want you to succeed. If you’re selfish, they want you to fail. It also gives you the capacity for self-awareness, so you can actually learn and be smart. Humility is foundational like that. It is also essential for the kind of collaboration we want at Slack. Hardworking. It does not mean long hours. You can go home and take care of your family, but when you’re here, you’re disciplined, professional, and focused. You should also be competitive, determined, resourceful, resilient, and gritty. Take this job as an opportunity to do the best work of your life. Collaborative. It’s not submissive, not deferential—in fact it’s kind of the opposite. In our culture, being collaborative means providing leadership from everywhere. I’m taking responsibility for the health of this meeting. If there’s a lack of trust, I’m going to address that. If the goals are unclear, I’m going to deal with that. We’re all interested in getting better and everyone should take responsibility for that. If everyone’s collaborative in that sense, the responsibility for team performance is shared. Collaborative people know that success is limited by the worst performers, so they are either going to elevate them or have a serious conversation. This one is easy to corroborate with references, and in an interview you can ask, “Tell me about a situation in your last company where something was substandard and you helped to fix it.

Management models based on planning and predicting instead of resilient adaptation to changing circumstances are no longer suited to today’s challenges. Organizations must be networked, not siloed, in order to succeed.

A truly unselfish team player does not care who gets credit for success and is willing to take on blame when things don’t go right. Unfortunately, we live in a world when the selfish seem to outnumber the unselfish. Pat Riley points out that the people who create 20 percent of a team’s effectiveness may feel that they are deserving of 80 percent of the credit and rewards. The weaker links on a team or in an organization are often the ones who clamor for more credit.

I will not promise boys positions, I will not promise any of you football success, I will demand discipline, character, respect, and work ethic throughout the program. If I succeed in getting people to believe then success will follow.

The general drops with a small combat staff, plus a small team of the roughest, on-the-bounce troopers in the M.I. Their job is to keep the general from being bothered by rude strangers while he is managing the battle. Sometimes they succeed.

You have to help your partner come through for you. Tell them how you'd like them to be. Help them win. Help your partner succeed, because it's in your interest to act like a team. In our individualistic culture, your partner either comes through for you or they don't. But when you begin thinking relationally, ecologically, you realize that you have something to say about how things go between you. "What can I do to help you come through for me?" is an entirely relational question. Thinking like a team is the clear antidote to thinking like two individuals. It's a shift from "I don't like how you're talking to me" to "Honey, I want to hear what you're saying. Could you please lower your voice so I can hear it?" A shift from "I need more sex" to "We both deserve a healthy sex life. What should we do about it?

As a leader, you cannot force the opposition to feel they can’t succeed— they will do that on their own. But you can lead your team to such dominance that giving in becomes the opposition’s only solution. Keep on your team to push hard and, eventually, the other team will submit.

Managers often devote more time to those who are struggling than to those who are succeeding. But that’s not fair to those who are succeeding—nor is it good for the team as a whole. Moving from great to stunningly great is more inspiring for everyone than moving from bad to mediocre.

remember this: A-gamers work with A-gamers, B-gamers work with C-gamers. If you want to be great, surround yourself with awesome people doing their best work, even if it keeps you on your toes more than you’d like. The best way to level up your own game is to level up the team around you.

Leadership was not only about taking charge, it was also about giving your team everything they needed to succeed, and then getting out of their way. It meant knowing when you should be the first person charging through a door and when you should stand down and let someone else do it. Harvath

Life in the Cause would lurch forward as it always did. You worked, slaved, fought off the rats, the mice, the roaches, the ants, the Housing Authority, the cops, the muggers, and now the drug dealers. You lived a life of disappointment and suffering, of too-hot summers and too-cold winters, surviving in apartments with crummy stoves that didn’t work and windows that didn’t open and toilets that didn’t flush and lead paint that flecked off the walls and poisoned your children, living in awful, dreary apartments built to house Italians who came to America to work the docks, which had emptied of boats, ships, tankers, dreams, money, and opportunity the moment the colored and the Latinos arrived. And still New York blamed you for all its problems. And who can you blame? You were the one who chose to live here, in this hard town with its hard people, the financial capital of the world, land of opportunity for the white man and a tundra of spent dreams and empty promises for anyone else stupid enough to believe the hype. Sister Gee stared at her neighbors as they surrounded her, and at that moment she saw them as she had never seen them before: they were crumbs, thimbles, flecks of sugar powder on a cookie, invisible, sporadic dots on the grid of promise, occasionally appearing on Broadway stages or on baseball teams with slogans like “You gotta believe,” when in fact there was nothing to believe but that one colored in the room is fine, two is twenty, and three means close up shop and everybody go home; all living the New York dream in the Cause Houses, within sight of the Statue of Liberty, a gigantic copper reminder that this city was a grinding factory that diced the poor man’s dreams worse than any cotton gin or sugarcane field from the old country. And now heroin was here to make their children slaves again, to a useless white powder. She looked them over, the friends of her life, staring at her. They saw what she saw, she realized. She read it in their faces. They would never win. The game was fixed. The villains would succeed. The heroes would die.

While delivering consistently good customer service requires work and alignment across your entire organization, a good place to start is your support team. It's important to hire people who genuinely want to help your customers succeed — and to pay rates that are attractive to skilled professionals.

And more to the point, I have no idea what I want to do. It shouldn't be a surprise. I've had years to think about it. That and just the other day I was pestering Wolf about what he wanted to do--talk about the pot calling the kettle black. But that's just it, I guess. I've never had to think about it. I have very diligently kept all of my options open. The AP classes, the killer GPA, the SAT scores in the 99th percentile, the varsity letters from swim team, the debate club, the fundraising... I've taken on everything and succeeded at it. There is not one weak spot that can be pointed to in my resume, not a single thing that would make an administrator say, "Yes, but what about her..." Except maybe this. Except the part where it's suddenly clear to me why I've been struggling so much with my college essays, with articulating who I am in so few words. How can a person even know who they are if they don't know what they want?

Michaels himself, still the show’s executive producer, says the reason why Saturday Night Live has succeeded is because he works hard to force people to become a team. The secret to making that happen, he says, is giving everyone a voice and finding people willing to be sensitive enough to listen to one another.

They suspected that children learned best through undirected free play—and that a child’s psyche was sensitive and fragile. During the 1980s and 1990s, American parents and teachers had been bombarded by claims that children’s self-esteem needed to be protected from competition (and reality) in order for them to succeed. Despite a lack of evidence, the self-esteem movement took hold in the United States in a way that it did not in most of the world. So, it was understandable that PTA parents focused their energies on the nonacademic side of their children’s school. They dutifully sold cupcakes at the bake sales and helped coach the soccer teams. They doled out praise and trophies at a rate unmatched in other countries. They were their kids’ boosters, their number-one fans. These were the parents that Kim’s principal in Oklahoma praised as highly involved. And PTA parents certainly contributed to the school’s culture, budget, and sense of community. However, there was not much evidence that PTA parents helped their children become critical thinkers. In most of the countries where parents took the PISA survey, parents who participated in a PTA had teenagers who performed worse in reading. Korean parenting, by contrast, were coaches. Coach parents cared deeply about their children, too. Yet they spent less time attending school events and more time training their children at home: reading to them, quizzing them on their multiplication tables while they were cooking dinner, and pushing them to try harder. They saw education as one of their jobs.

The only meaningful measure for a leader is whether the team succeeds or fails. For all the definitions, descriptions, and characterizations of leaders, there are only two that matter: effective and ineffective. Effective leaders lead successful teams that accomplish their mission and win. Ineffective leaders do not.

Without the ability to consistently and accurately telegraph our thoughts and intentions to others, none of us can succeed—no individual, no team, and no organization. Communication is vital, but the great irony is that human beings have a surprisingly difficult time when it comes to knowing what exactly they are communicating.

We are a team—but the truth is, when you exhale, I inhale. Not the other way around. I might be the beast beneath your beauty pushing you to succeed, but you are the anchor that holds me steady in a churning ocean threatening to drown me. It is how it has been for me since day one, and it will continue to be that way. Always remember that.

[A] people needs to understand what freedom is. We Americans are fortunate that the Founders and their generation possessed that understanding. They knew that freedom, per se, is not enough. They knew that freedom must be limited to be preserved. This paradox is difficult for many students to grasp. Young people generally think freedom means authority figures leaving them alone so they can "do their own thing." That's part of what it means to be free, but true freedom involves much, much more. As understood by our Founders and by the best minds of the young republic, true freedom is always conditioned by morality. John Adams wrote, "I would define liberty as a power to do as we would be done by." In other words, freedom is not the power to do what one can, but what one ought. Duty always accompanies liberty. Tocqueville similarly observed, "No free communities ever existed without morals." The best minds concur: there must be borders: freedom must be limited to be preserved. What kinds of limits are we talking about? * The moral limits of right and wrong, which we did not invent but owe largely to our Judeo-Christian heritage. * Intellectual limits imposed by sound reasoning. Again, we did not invent these but are in debt largely to Greco-Roman civilization, from the pre-Socratic philosophers forward. * Political limits such as the rule of law, inalienable rights, and representative institutions, which we inherited primarily from the British. * Legal limits of the natural and common law, which we also owe to our Western heritage. * Certain social limits, which are extremely important to the survival of freedom. These are the habits of our hearts--good manners, kindness, decency, and willingness to put others first, among other things--which are learned in our homes and places of worship, at school and in team sports, and in other social settings. All these limits complement each other and make a good society possible. But they cannot be taken for granted. It takes intellectual and moral leadership to make the case that such limits are important. Our Founders did that. To an exceptional degree, their words tutored succeeding generations in the ways of liberty. It is to America's everlasting credit that our Founders got freedom right.

second related pressure stems from organizational biases—whereby employees become captured by the institutional culture that they experience daily and adopt the personal preferences of their bosses and workplaces more generally. Over a century ago, the brilliant economist and sociologist Thorstein Veblen illustrated how our minds become shaped and narrowed by our daily occupations:

New Rule: Americans must realize what makes NFL football so great: socialism. That's right, the NFL takes money from the rich teams and gives it to the poorer one...just like President Obama wants to do with his secret army of ACORN volunteers. Green Bay, Wisconsin, has a population of one hundred thousand. Yet this sleepy little town on the banks of the Fuck-if-I-know River has just as much of a chance of making it to the Super Bowl as the New York Jets--who next year need to just shut the hell up and play. Now, me personally, I haven't watched a Super Bowl since 2004, when Janet Jackson's nipple popped out during halftime. and that split-second glimpse of an unrestrained black titty burned by eyes and offended me as a Christian. But I get it--who doesn't love the spectacle of juiced-up millionaires giving one another brain damage on a giant flatscreen TV with a picture so real it feels like Ben Roethlisberger is in your living room, grabbing your sister? It's no surprise that some one hundred million Americans will watch the Super Bowl--that's forty million more than go to church on Christmas--suck on that, Jesus! It's also eighty-five million more than watched the last game of the World Series, and in that is an economic lesson for America. Because football is built on an economic model of fairness and opportunity, and baseball is built on a model where the rich almost always win and the poor usually have no chance. The World Series is like The Real Housewives of Beverly Hills. You have to be a rich bitch just to play. The Super Bowl is like Tila Tequila. Anyone can get in. Or to put it another way, football is more like the Democratic philosophy. Democrats don't want to eliminate capitalism or competition, but they'd like it if some kids didn't have to go to a crummy school in a rotten neighborhood while others get to go to a great school and their dad gets them into Harvard. Because when that happens, "achieving the American dream" is easy for some and just a fantasy for others. That's why the NFL literally shares the wealth--TV is their biggest source of revenue, and they put all of it in a big commie pot and split it thirty-two ways. Because they don't want anyone to fall too far behind. That's why the team that wins the Super Bowl picks last in the next draft. Or what the Republicans would call "punishing success." Baseball, on the other hand, is exactly like the Republicans, and I don't just mean it's incredibly boring. I mean their economic theory is every man for himself. The small-market Pittsburgh Steelers go to the Super Bowl more than anybody--but the Pittsburgh Pirates? Levi Johnston has sperm that will not grow and live long enough to see the Pirates in a World Series. Their payroll is $40 million; the Yankees' is $206 million. The Pirates have about as much chance as getting in the playoffs as a poor black teenager from Newark has of becoming the CEO of Halliburton. So you kind of have to laugh--the same angry white males who hate Obama because he's "redistributing wealth" just love football, a sport that succeeds economically because it does just that. To them, the NFL is as American as hot dogs, Chevrolet, apple pie, and a second, giant helping of apple pie.

The group of artists and scientists that had so far done least was the one that had attracted the greatest interest—and the greatest alarm. This was the team working on “total identification.” The history of the cinema gave the clue to their actions. First sound, then color, then stereoscopy, then Cinerama, had made the old “moving pictures” more and more like reality itself. Where was the end of the story? Surely, the final stage would be reached when the audience forgot it was an audience, and became part of the action. To achieve this would involve stimulation of all the senses, and perhaps hypnosis as well, but many believed it to be practical. When the goal was attained, there would be an enormous enrichment of human experience. A man could become—for a while, at least—any other person, and could take part in any conceivable adventure, real or imaginary. He could even be a plant or an animal, if it proved possible to capture and record the sense impressions of other living creatures. And when the “program” was over, he would have acquired a memory as vivid as any experience in his actual life—indeed, indistinguishable from reality itself. The prospect was dazzling. Many also found it terrifying, and hoped that the enterprise would fail. But they knew in their hearts that once science had declared a thing possible, there was no escape from its eventual realization…. This, then, was New Athens and some of its dreams. It hoped to become what the old Athens might have been had it possessed machines instead of slaves, science instead of superstition. But it was much too early yet to tell if the experiment would succeed.

But without a team—a group of individuals working to accomplish a mission—there can be no leadership. The only meaningful measure for a leader is whether the team succeeds or fails. For all the definitions, descriptions, and characterizations of leaders, there are only two that matter: effective and ineffective. Effective leaders lead successful teams that accomplish their mission and win. Ineffective leaders do not. The

American Indians share a magnificent history — rich in its astounding diversity, its integrity, its spirituality, its ongoing unique culture and dynamic tradition. It's also rich, I'm saddened to say, in tragedy, deceit, and genocide. Our sovereignty, our nationhood, our very identity — along with our sacred lands — have been stolen from us in one of the great thefts of human history. And I am referring not just to the thefts of previous centuries but to the great thefts that are still being perpetrated upon us today, at this very moment. Our human rights as indigenous peoples are being violated every day of our lives — and by the very same people who loudly and sanctimoniously proclaim to other nations the moral necessity of such rights. Over the centuries our sacred lands have been repeatedly and routinely stolen from us by the governments and peoples of the United States and Canada. They callously pushed us onto remote reservations on what they thought was worthless wasteland, trying to sweep us under the rug of history. But today, that so-called wasteland has surprisingly become enormously valuable as the relentless technology of white society continues its determined assault on Mother Earth. White society would now like to terminate us as peoples and push us off our reservations so they can steal our remaining mineral and oil resources. It's nothing new for them to steal from nonwhite peoples. When the oppressors succeed with their illegal thefts and depredations, it's called colonialism. When their efforts to colonize indigenous peoples are met with resistance or anything but abject surrender, it's called war. When the colonized peoples attempt to resist their oppression and defend themselves, we're called criminals. I write this book to bring about a greater understanding of what being an Indian means, of who we are as human beings. We're not quaint curiosities or stereotypical figures in a movie, but ordinary — and, yes, at times, extraordinary — human beings. Just like you. We feel. We bleed. We are born. We die. We aren't stuffed dummies in front of a souvenir shop; we aren't sports mascots for teams like the Redskins or the Indians or the Braves or a thousand others who steal and distort and ridicule our likeness. Imagine if they called their teams the Washington Whiteskins or the Washington Blackskins! Then you'd see a protest! With all else that's been taken from us, we ask that you leave us our name, our self-respect, our sense of belonging to the great human family of which we are all part. Our voice, our collective voice, our eagle's cry, is just beginning to be heard. We call out to all of humanity. Hear us!

Everything we have learned in Outliers says that success follows a predictable course. It is not the brightest who succeed. If it were, Chris Langan would be up there with Einstein. Nor is success simply the sum of the decisions and efforts we make on our own behalf. It is, rather, a gift. Outliers are those who have been given opportunities—and who have had the strength and presence of mind to seize them. For hockey and soccer players born in January, it’s a better shot at making the all-star team. For the Beatles, it was Hamburg. For Bill Gates, the lucky break was being born at the right time and getting the gift of a computer terminal in junior high. Joe Flom and the founders of Wachtell, Lipton, Rosen and Katz got multiple breaks. They were born at the right time with the right parents and the right ethnicity, which allowed them to practice takeover law for twenty years before the rest of the legal world caught on.

You can tell your organization confers a sense of psychological safety if employees at all levels across the organization regularly exchange ideas and debate their merits. A healthy team is one that trusts each other enough to share and dissect ideas. They may disagree passionately sometimes, but they don’t attack or criticize each other. Instead, they question ideas—even if those ideas come from leadership. They are free to explore and experiment to find what works best.

By definition, a leader is “a person who rules or guides or inspires others.” But that’s not entirely true. A person “who rules” may or may not be a leader, even if he or she is the ruler or manager. You see, just because you’re in command of a company, a team, or an army battalion, that does not qualify you as a leader. Perhaps you attained that position by experience or success, or maybe you simply outlasted everyone else. Regardless, how you lead defines you as a leader.

Secure leaders are able to believe in others because they believe in themselves. They aren’t arrogant; they know their own strengths and weaknesses and respect themselves. When their people perform well, they don’t feel threatened. They go out of their way to bring the best people together and then build them up so that they will perform at the highest level. And when a secure leader’s team succeeds, it brings him great joy. He sees that as the highest compliment he can receive.

Left alone, I must quickly have drifted off into my own thoughts, for I did not notice the barman return. He must have done so, however, for I was soon drinking coffee, staring at the mirrored wall behind the bar - in which I could see not only my own reflection but much of the room behind me. After a while, for some reason, i found myself replaying in my head key moments from a football match I had attended many years earlier - an encounter between Germany and Holland. I adjusted my posture on the high-stool - I could see I was hunching excessively - and tried recalling the names of the players in the Dutch team that year. Rep, Krol, Haan, Neeskens. After several minutes I had succeeded in remembering all but two of the players, but these last two names remained just beyond the rim of my recall. As I tried to remember, the sound of the fountain behind me, which at first I had found quite soothing, began to annoy me. It seemed that if only it woulds stop, my memory would unlock and I would finally remember the names.

Most cleantech companies crashed because they neglected one or more of the seven questions that every business must answer: 1. The Engineering Question Can you create breakthrough technology instead of incremental improvements? 2. The Timing Question Is now the right time to start your particular business? 3. The Monopoly Question Are you starting with a big share of a small market? 4. The People Question Do you have the right team? 5. The Distribution Question Do you have a way to not just create but deliver your product? 6. The Durability Question Will your market position be defensible 10 and 20 years into the future? 7. The Secret Question Have you identified a unique opportunity that others don’t see? We’ve discussed these elements before. Whatever your industry, any great business plan must address every one of them. If you don’t have good answers to these questions, you’ll run into lots of “bad luck” and your business will fail. If you nail all seven, you’ll master fortune and succeed. Even getting five or six correct might work.

Project managers don’t write code, they don’t test the use cases, and they’re not designing the interface. You know what a good project manager does? They are chaos-destroying machines, and each new person you bring onto your team, each dependency you create, adds hard-to-measure entropy to your team. A good project manager thrives on measuring, controlling, and crushing entropy. You did this easily when you were a team of five, but if you’re going to succeed at 105, what was done organically now needs to be done mechanically.

great. This is a good description of Rovio, which was around for six years and underwent layoffs before the “instant” success of the Angry Birds video game franchise. In the case of the Five Guys restaurant chain, the founders spent fifteen years tweaking their original handful of restaurants in Virginia, finding the right bun bakery, the right number of times to shake the french fries before serving, how best to assemble a burger, and where to source their potatoes before expanding nationwide. Most businesses require a complex network of relationships to function, and these relationships take time to build. In many instances you have to be around for a few years to receive consistent recognition. It takes time to develop connections with investors, suppliers, and vendors. And it takes time for staff and founders to gain effectiveness in their roles and become a strong team.* So, yes, the bar is high when you want to start a company. You’ll have the chance to work on something you own and care about from day to day. You’ll be 100 percent engaged and motivated, and doing something you believe in. You can lead an integrated life, as opposed to a compartmentalized one in which you play a role in an office and then try to forget about it when you get home. You can define an organization, not the other way around. But even if you quit your job, hunker down for years, work hard for uncertain reward, and ask everyone you know for help, there’s still a great chance that your new business will not succeed. Over 50 percent of companies fail within their first three years.2 There’s a quote I like from an unknown source: “Entrepreneurship is living a few years of your life like most people won’t, so that you can spend the rest of your life like most people can’t.

men can do easily is what they do habitually, and this decides what they can think and know easily. They feel at home in the range of ideas which is familiar through their everyday line of action. A habitual line of action constitutes a habitual line of thought, and gives the point of view from which facts and events are apprehended and reduced to a body of knowledge. What is consistent with the habitual course of action is consistent with the habitual line of thought, and gives the definitive ground of knowledge as well as the conventional standard of complacency or approval in any community.23

The reason a bunch of employees who had no direct responsibility for ads, or culpability when they were lousy, spent their weekends transforming someone else’s problem into a profitable solution speaks to the power of culture. Jeff and gang had a clear understanding of their company’s priorities, and knew they had the freedom to try to solve any big problem that stood in the way of success. If they had failed, no one would have chastised them in any way, and when they succeeded, no one—even on the ads team—was jealous of their progress. But it wasn’t Google’s culture that turned those five engineers into problem-solving ninjas who changed the course of the company over the weekend. Rather it was the culture that attracted the ninjas to the company in the first place. Many people, when considering a job, are primarily concerned with their role and responsibilities, the company’s track record, the industry, and compensation. Further down on that list, probably somewhere between “length of commute” and “quality of coffee in the kitchen,” comes culture. Smart creatives, though, place culture at the top of the list. To be effective, they need to care about the place they work. This is why, when starting a new company or initiative, culture is the most important thing to consider.

Kept on as head of NBC Entertainment by Fred Silverman’s successor, Grant Tinker, Tartikoff had more than justified Tinker’s faith in him by gradually putting together a string of hits such as Cheers, Hill Street Blues, Night Court, Miami Vice, The A Team, Family Ties, and The Cosby Show, hits that finally took NBC out of third place in the ratings. That most of those shows were of an unusual originality and quality was not an insignificant footnote, for it could be said that by succeeding with them Tartikoff and Tinker contributed more than anyone to a movement in network television away from the crassness of the programs that dominated the medium during the Fred Silverman era.

Though I thought Red (Auerbach) wasn't mean enough to (Tommy) Heinsohn it seemed he was too mean to Satch (Sanders) and (Don) Nelson. He'd yell at them for no reason at all, as a pair, and he was cruel. He used to embarrass the whole team as he jumped up and down and yell at them as though they were referees. This offended my sense of justice, and so when of my first reforms when I succeeded Red as coach was to being giving Satch and Nelson the respect they deserved. That season, unfortunately, Satch and Nelson played like ghosts at first. ... It wasn't that they were goofing up, but neither of them seemed to be there, and I couldn't put my finger on exactly what they were doing wrong, but finally I'd boil over and yell at them. Then, of course, they'd play better. For weeks I tried yelling at them only when they were guilty of something, but I didn't work. Then I tried yelling at them when they were clearly innocent; some players, like Heinsohn, could become productively engaged when wrongly accused. But that didn't help either. Then it dawned on me that it didn't matter so much why I yelled at Satch and Nelson; I just had to do it regularly, at certain intervals, the way you take vitamin pills. After only a few months as player -coach I found myself thinking, "Okay, it's 7:20. Time to yell at Satch and Nelson." Needless to say, Red became less of an ogre to me and I became more of one to the players.

The Disease of Me Dominance Lesson 1. There is no i in team but there is an i in win. Lesson 2. Everything you do, you do to the team. Lesson 3. Get out of yourself and into the team. Lesson 4. Don’t forget the fundamentals. Lesson 5. You can have no flickering lights. Lesson 6. Do not allow mistakes to go uncorrected. Lesson 7. Having skill is not having talent. Lesson 8. You must trust, not just believe. Lesson 9. Sometimes what is best for the individual is not what is best for the team. Lesson 10. Teams must take ownership for themselves and their personalities. Lesson 11. Teams that play together often end up lucky. Lesson 12. With your A game, you can beat anybody; anything less and they can beat you.

Shapers are people who can go from visualization to actualization. I wrote a lot about the people I call “shapers” in the first part of this book. I use the word to mean someone who comes up with unique and valuable visions and builds them out beautifully, typically over the doubts of others. Shapers get both the big picture and the details right. To me, it seems that Shaper = Visionary + Practical Thinker + Determined. I’ve found that shapers tend to share attributes such as intense curiosity and a compulsive need to make sense of things, independent thinking that verges on rebelliousness, a need to dream big and unconventionally, a practicality and determination to push through all obstacles to achieve their goals, and a knowledge of their own and others’ weaknesses and strengths so they can orchestrate teams to achieve them. Perhaps even more importantly, they can hold conflicting thoughts simultaneously and look at them from different angles. They typically love to knock things around with other really smart people and can easily navigate back and forth between the big picture and the granular details, counting both as equally important. People wired with enough of these ways of thinking that they can operate in the world as shapers are very rare. But they could never succeed without working with others who are more naturally suited for other things and whose ways of thinking and acting are also essential.

When subordinates aren’t doing what they should, leaders that exercise Extreme Ownership cannot blame the subordinates. They must first look in the mirror at themselves. The leader bears full responsibility for explaining the strategic mission, developing the tactics, and securing the training and resources to enable the team to properly and successfully execute. If an individual on the team is not performing at the level required for the team to succeed, the leader must train and mentor that underperformer. But if the underperformer continually fails to meet standards, then a leader who exercises Extreme Ownership must be loyal to the team and the mission above any individual. If underperformers cannot improve, the leader must make the tough call to terminate them and hire others who can get the job done. It is all on the leader.

The gross domestic product of the United States in 2001 was about $10.6 trillion. The budget of the federal government was about $1.8 trillion. In fiscal 2001, the government enjoyed a $128 billion operating surplus. Yet counterterrorism teams at the C.I.A. and the F.B.I. working on Al Qaeda and allied groups received an infinitesimal fraction of the country’s defense and intelligence budget of roughly $300 billion, the great majority of which went to the Pentagon, to support conventional and missile forces. Bush’s national security deputies did not hold a meeting dedicated to plans to thwart Al Qaeda until September 4, 2001, almost nine months after President Bush took the oath of office. The September 11 conspiracy succeeded in part because the democratically elected government of the United States, including the Congress, did not regard Al Qaeda as a priority.

WAY OF THE SEAL DRILL Making Variety a Habit Make a list of all the routines in your daily and weekly life. What time do you wake? Do you brush your teeth before or after taking a shower? Do you check your e-mail before brushing your teeth? What ritual patterns of thought can you detect? We are good self-deceivers, so why don’t you ask your best friend or spouse what your routine habits and thoughts are? Armed with the list, make a parallel list of ways you will break these routines. Get up at a different time every day. Take a different route to work. Do not check e-mail first thing, but only twice a day. Fast for a day or do a juice cleanse. Make a new routine out of shaking things up. This will forge new pathways in your brain, help you to avoid blind spots and rutted thinking, and spice up your life in general. You can easily apply this drill at a team level, also.

Who are you? Who are the players, the management team? What’s your expertise and track record? Have any of you succeeded in doing this before? Who are your advisors and what are their credentials? #2. What is it? What is your product or service? Even if it’s complex, this explanation must be easily understandable. Do you have any intellectual property rights, such as patents, that will provide some measure of exclusivity? #3. Where are you? What’s the status of your venture? Do you have a working prototype or has anyone tested your product or idea? What benchmarks have you already hit? #4. Where are you going? What’s your goal? What milestones will you attain along the way to achieving that goal? #5. Who wants it? Who’s your target market? What’s the problem being solved? Where’s the PAIN? What itch are you scratching? #6. How many people will want it? What’s your potential market size?

astonishing number of senior leaders are systemically incapable of identifying their organization’s most glaring and dangerous shortcomings. This is not a function of stupidity, but rather stems from two routine pressures that constrain everybody’s thinking and behavior. The first is comprised of cognitive biases, such as mirror imaging, anchoring, and confirmation bias. These unconscious motivations on decision-making under uncertain conditions make it inherently difficult to evaluate one’s own judgments and actions. As David Dunning, a professor of psychology at Cornell University, has shown in countless environments, people who are highly incompetent in terms of their skills or knowledge are also terrible judges of their own performance. For example, people who perform the worst on pop quizzes also have the widest variance between how they thought they performed and the actual score that they earned.22

On 28 June 1914 the heir to the throne, Archduke Franz Ferdinand, was assassinated in Sarajevo, capital of Bosnia, a heartland of the South Slavs. Philosophers refer to ‘the inevitable accident’, and this was a very accidental one. Some young Serb terrorists had planned to murder him as he paid a state visit. They had bungled the job, throwing a bomb that missed, and one of them had repaired to a café in a side street to sort himself out. The Archduke drove to the headquarters of the governor-general, Potiorek (where he was met by little girls performing folklore), and berated him (the two men were old enemies, as the Archduke had prevented the neurasthenic Potiorek from succeeding an elderly admirer as Chief of the General Staff). The Archduke went off in a rage, to visit in hospital an officer wounded by the earlier bomb. His automobile moved off again, a Count Harrach standing on the running board. Its driver turned left after crossing a bridge over Sarajevo’s river. It was the wrong street, and the driver was told to stop and reverse. In reverse gear such automobiles sometimes stalled, and this one did so - Count Harrach on the wrong side, away from the café where one of the assassination team was calming his nerves. Now, slowly, his target drove up and stopped. The murderer, Gavrilo Princip, fired. He was seventeen, a romantic schooled in nationalism and terrorism, and part of a team that stretches from the Russian Nihilists of the middle of the nineteenth century, exemplified especially in Dostoyevsky’s prophetic The Possessed and Joseph Conrad’s Under Western Eyes. Austria did not execute adolescents and Princip was young enough to survive. He was imprisoned and died in April 1918. Before he died, a prison psychiatrist asked him if he had any regrets that his deed had caused a world war and the death of millions. He answered: if I had not done it, the Germans would have found another excuse.

All A players have six common denominators. They have a scoreboard that tells them if they are winning or losing and what needs to be done to change their performance. They will not play if they can’t see the scoreboard. They have a high internal, emotional need to succeed. They do not need to be externally motivated or begged to do their job. They want to succeed because it is who they are . . . winners. People often ask me how I motivate my employees. My response is, “I hire them.” Motivation is for amateurs. Pros never need motivating. (Inspiration is another story.) Instead of trying to design a pep talk to motivate your people, why not create a challenge for them? A players love being tested and challenged. They love to be measured and held accountable for their results. Like the straight-A classmate in your high school geometry class, an A player can hardly wait for report card day. C players dread report card day because they are reminded of how average or deficient they are. To an A player, a report card with a B or a C is devastating and a call for renewed commitment and remedial actions. They have the technical chops to do the job. This is not their first rodeo. They have been there, done that, and they are technically very good at what they do. They are humble enough to ask for coaching. The three most important questions an employee can ask are: What else can I do? Where can I get better? What do I need to do or learn so that I continue to grow? If you have someone on your team asking all three of these questions, you have an A player in the making. If you agree these three questions would fundamentally change the game for your team, why not enroll them in asking these questions? They see opportunities. C players see only problems. Every situation is asking a very simple question: Do you want me to be a problem or an opportunity? Your choice. You know the job has outgrown the person when all you hear are problems. The cost of a bad employee is never the salary. My rules for hiring and retaining A players are: Interview rigorously. (Who by Geoff Smart is a spectacular resource on this subject.) Compensate generously. Onboard effectively. Measure consistently. Coach continuously.

I suggest you stand slowly and walk out with my men,” Zrakovi said, tapping a napkin against his lying, two-faced mouth and putting a twenty on the table to cover the drinks. “If you make a scene, innocent humans will be injured. I have a Blue Congress cleanup team in place, however, so if you want to fight in public and damage a few humans, knock yourself out. It will only add to your list of crimes.” I stood slowly, gritting my teeth when Squirrel Chin patted me down while feeling me up and making it look like a romantic moment. He’d been so busy feeling the naughty bits that he missed both Charlie, sitting in my bag next to my foot, and the dagger attached to my inner forearm. Idiot. Alex would never have been so sloppy. If Alex had patted me down, he’d have found not only the weapons but also the portable magic kit. From the corner of my eye, I saw a tourist taking mobile phone shots of us. He’d no doubt email them to all his friends back home with stories of those crazy New Orleanians and their public displays of affection. I considered pretending to faint, but I was too badly outnumbered for it to work. Like my friend Jean Lafitte, whose help I could use about now, I didn’t want to try something unless it had a reasonable chance at succeeding. I also didn’t want to pull Charlie out and risk humans getting hurt. “Walk out the door onto Chartres and turn straight toward the cathedral.” Zrakovi pulled his jacket aside enough for me to see a shoulder holster. I hadn’t even known the man could hold a gun, although for all I knew about guns it could be a water pistol. The walk to the cathedral transport was three very long city blocks. My best escape opportunity would be near Jackson Square. When the muscular goons tried to turn me left toward the cathedral, I’d try to break and run right toward the river, where I could get lost among the wharves and docks long enough to draw and power a transport. Of course in order to run, I’d have to get away from the clinch of Dreadlocks and Squirrel Chin. Charlie could take care of that. I slipped the messenger bag over my head slowly, and not even Zrakovi noticed the stick of wood protruding from the top by a couple of inches. Not to be redundant, but . . . idiots. None of us spoke as we proceeded down Chartres Street, where, to our south, the clouds continued to build. The wind had grown stronger and drier. The hurricane was sucking all the humidity out of the air, all the better to gain intensity. I hoped Zrakovi, a Bostonian, would enjoy his first storm. I hoped a live oak landed on his head.

Before Chris passed away, I’d volunteered to coach Angel’s soccer team in our local recreational league. It was a commitment I vowed to keep. I was determined to show those little girls how to succeed on the soccer “pitch,” as the field is sometimes called. I may have gone a little overboard. I mean, how many six-year-old girls have the misfortune of being coached by the wife of a SEAL? Day One: “We start by running!” I shouted enthusiastically. “Everyone run around the park. Let’s go.” “The soccer field, Mrs. Kyle?” asked a player. “No! The entire complex. Come on!” I’m guessing it was maybe five or six times as far as they’d ever run before--or maybe ten or twenty--and a good deal farther than many teams with considerably older players ran. But the girls were good sports about it. We built endurance and worked on drills, and we had fun--you never knew when the coach might grab one the of the players and twirl her around enthusiastically for doing a good job. “I’m taking goal,” I’d say when shooting practice wasn’t going well. “Anyone who can hurt me gets an extra piece of candy!” I gave out a lot of candy that afternoon. We were a young team and a little rough at first, but we got better as we went. It was fun to watch the transition many of the girls made over the length of the season--they not only got in better shape and learned to play soccer better, but they seemed more confident as well. I will guarantee one thing: they slept pretty well the nights after practice.

To me, it’s not that pound dogs don’t have worth, or to be more specific, inherent worth as sled dogs. It’s just that to succeed with them you have to be open to finding their very individualized skill sets, and that’s what we did with all of our rescues. Pong, while she can’t sustain sprint speeds for very long, can break trail at slightly slower speed for hours. Ping’s digestive processes move at a glacial pace, so much so that I think she could put on a few pounds from just a whiff of the food bucked, and this proved valuable when racing in deep-minus temperatures when dogs with higher metabolisms shiver off too much weight. Six, while small, can remember any trail after having only run it once, which I relied on whenever I grew disoriented or got lost from time to time. Rolo developed into an amazing gee-haw leader, turning left or right with precision whenever we gave the commands, which also helped the other dogs in line behind him learn the meaning of these words and the importance of listening to the musher. Ghost excelled at leading of a different sort, running at the front of a team chasing another which is also useful for not burning out gee-haw leaders. Coolwhip’s character trait of perpetually acting over-caffeinated made her invaluable as a cheerleader, where an always barking dog late in a run can, and does spread enthusiasm to the others. And Old Man, well, he was a bit too decrepit to ever contribute much to the team, but he always made me smile when I came out to feed the yard and saw him excitedly carrying around his food bowl, and that was enough for him to earn his keep.

For things to change, somebody somewhere has to start acting differently. Maybe it’s you, maybe it’s your team. Picture that person (or people). Each has an emotional Elephant side and a rational Rider side. You’ve got to reach both. And you’ve also got to clear the way for them to succeed. In short, you must do three things: → DIRECT the Rider FOLLOW THE BRIGHT SPOTS. Investigate what’s working and clone it. [Jerry Sternin in Vietnam, solutions-focused therapy] SCRIPT THE CRITICAL MOVES. Don’t think big picture, think in terms of specific behaviors. [1% milk, four rules at the Brazilian railroad] POINT TO THE DESTINATION. Change is easier when you know where you’re going and why it’s worth it. [“You’ll be third graders soon,” “No dry holes” at BP] → MOTIVATE the Elephant FIND THE FEELING. Knowing something isn’t enough to cause change. Make people feel something. [Piling gloves on the table, the chemotherapy video game, Robyn Waters’s demos at Target] SHRINK THE CHANGE. Break down the change until it no longer spooks the Elephant. [The 5-Minute Room Rescue, procurement reform] GROW YOUR PEOPLE. Cultivate a sense of identity and instill the growth mindset. [Brasilata’s “inventors,” junior-high math kids’ turnaround] → SHAPE the Path TWEAK THE ENVIRONMENT. When the situation changes, the behavior changes. So change the situation. [Throwing out the phone system at Rackspace, 1-Click ordering, simplifying the online time sheet] BUILD HABITS. When behavior is habitual, it’s “free”—it doesn’t tax the Rider. Look for ways to encourage habits. [Setting “action triggers,” eating two bowls of soup while dieting, using checklists] RALLY THE HERD.

Matt Espenshade confirmed that in spite of the deaths of so many of the kidnappers, many more are still at large, including their leaders. Those men might hope to be forgotten; they are not. The FBI has continued its investigative interest in those involved with the kidnapping. The leaders, especially, are of prime interest to the Bureau. And now the considerable unseen assets in that region are steadily feeding back information on these targeted individuals to learn their operational methods and their locations and hunt them down. The surviving kidnappers and their colleagues are welcome to sneer at the danger. It may help them pass the time, just as it did for Bin Laden’s henchmen to chuckle at the idea of payback. If the men nobody sees coming are dispatched to capture or kill them, the surviving kidnappers will find themselves dealing with a force of air, sea, and land fighters s obsessed with the work they do that they have trained themselves into the physical and mental toughness of world-class athletes. They will carry the latest in weapons, armor, visual systems, and communication devises. Whether they are Navy SEAL fighters, DEVGRU warriors, Army Delta Force soldiers, Green Berets, or any of the elite soldiers under United States Special Operations Command (SOCOM), they will share the elite warriors’ determination to achieve success in their mission assignment. The news that they are coming for you is the worst you could receive. But nobody gets advance warning from these men. They consider themselves born for this. They have fought like panthers to be part of their team. For most of them, there is a strong sense of pride in succeeding at missions nobody else can get done; in lethal challenges. They actually prefer levels of difficulty so high it seems only a sucker would seek them, the sorts of situations seen more and more often these days. Impossible odds.

The goal was ambitious. Public interest was high. Experts were eager to contribute. Money was readily available. Armed with every ingredient for success, Samuel Pierpont Langley set out in the early 1900s to be the first man to pilot an airplane. Highly regarded, he was a senior officer at the Smithsonian Institution, a mathematics professor who had also worked at Harvard. His friends included some of the most powerful men in government and business, including Andrew Carnegie and Alexander Graham Bell. Langley was given a $50,000 grant from the War Department to fund his project, a tremendous amount of money for the time. He pulled together the best minds of the day, a veritable dream team of talent and know-how. Langley and his team used the finest materials, and the press followed him everywhere. People all over the country were riveted to the story, waiting to read that he had achieved his goal. With the team he had gathered and ample resources, his success was guaranteed. Or was it? A few hundred miles away, Wilbur and Orville Wright were working on their own flying machine. Their passion to fly was so intense that it inspired the enthusiasm and commitment of a dedicated group in their hometown of Dayton, Ohio. There was no funding for their venture. No government grants. No high-level connections. Not a single person on the team had an advanced degree or even a college education, not even Wilbur or Orville. But the team banded together in a humble bicycle shop and made their vision real. On December 17, 1903, a small group witnessed a man take flight for the first time in history. How did the Wright brothers succeed where a better-equipped, better-funded and better-educated team could not? It wasn’t luck. Both the Wright brothers and Langley were highly motivated. Both had a strong work ethic. Both had keen scientific minds. They were pursuing exactly the same goal, but only the Wright brothers were able to inspire those around them and truly lead their team to develop a technology that would change the world. Only the Wright brothers started with Why. 2.

The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away from team members and distractions, puts her phone on Do Not Disturb (DND), closes her door, or chooses to work for a few hours from the local Panera Bread café, the more productive she’ll likely be. In general, top producers in sales tend to exhibit a characteristic I’ve come to describe as being selfishly productive. The seller who best blocks out the rest of the world, who maintains obsessive control of her calendar, who masters focusing solely on her own highest-value revenue-producing activities, who isn’t known for being a “team player,” and who is not interested in playing good corporate citizen or helping everyone around her, is typically a highly effective seller who ends up on top of the sales rankings. Contrary to popular opinion, being selfish is not bad at all. In fact, for an individual contributor salesperson, it is a highly desirable trait and a survival skill, particularly in today’s crazed corporate environment where everyone is looking to put meetings on your calendar and take you away from your primary responsibilities! Now let’s switch gears and look at the sales manager’s role and responsibilities. How well would it work to have a sales manager who kept her office phone on DND and declined almost every incoming call to her mobile phone? Do we want a sales manager who closes her office door, is concerned only about herself, and is for the most part inaccessible? No, of course not. The successful sales manager doesn’t win on her own; she wins through her people by helping them succeed. Think about other key sales management responsibilities: Leading team meetings. Developing talent. Encouraging hearts. Removing obstacles. Coaching others. Challenging data, false assumptions, wrong attitudes, and complacency. Pushing for more. Putting the needs of your team members ahead of your own. Hmmm. Just reading that list again reminds me why it is often so difficult to transition from being a top producer in sales into a sales management role. Aside from the word sales, there is truly almost nothing similar about the positions. And that doesn’t even begin to touch on corporate responsibilities like participating on the executive committee, dealing with human resources compliance issues, expense management, recruiting, and all the other burdens placed on the sales manager. Again,

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What would be the natural thing? A man goes to college. He works as he wants to work, he plays as he wants to play, he exercises for the fun of the game, he makes friends where he wants to make them, he is held in by no fear of criticism above, for the class ahead of him has nothing to do with his standing in his own class. Everything he does has the one vital quality: it is spontaneous. That is the flame of youth itself. Now, what really exists?" "...I say our colleges to-day are business colleges—Yale more so, perhaps, because it is more sensitively American. Let's take up any side of our life here. Begin with athletics. What has become of the natural, spontaneous joy of contest? Instead you have one of the most perfectly organized business systems for achieving a required result—success. Football is driving, slavish work; there isn't one man in twenty who gets any real pleasure out of it. Professional baseball is not more rigorously disciplined and driven than our 'amateur' teams. Add the crew and the track. Play, the fun of the thing itself, doesn't exist; and why? Because we have made a business out of it all, and the college is scoured for material, just as drummers are sent out to bring in business. "Take another case. A man has a knack at the banjo or guitar, or has a good voice. What is the spontaneous thing? To meet with other kindred spirits in informal gatherings in one another's rooms or at the fence, according to the whim of the moment. Instead what happens? You have our university musical clubs, thoroughly professional organizations. If you are material, you must get out and begin to work for them—coach with a professional coach, make the Apollo clubs, and, working on, some day in junior year reach the varsity organization and go out on a professional tour. Again an organization conceived on business lines. "The same is true with the competition for our papers: the struggle for existence outside in a business world is not one whit more intense than the struggle to win out in the News or Lit competition. We are like a beef trust, with every by-product organized, down to the last possibility. You come to Yale—what is said to you? 'Be natural, be spontaneous, revel in a certain freedom, enjoy a leisure you'll never get again, browse around, give your imagination a chance, see every one, rub wits with every one, get to know yourself.' "Is that what's said? No. What are you told, instead? 'Here are twenty great machines that need new bolts and wheels. Get out and work. Work harder than the next man, who is going to try to outwork you. And, in order to succeed, work at only one thing. You don't count—everything for the college.' Regan says the colleges don't represent the nation; I say they don't even represent the individual.

DANCING ANGELS During October 2001, the Lord began to speak to me about traveling to Newfoundland, Canada. I had no desire to go there, especially in the middle of the winter! At this time I was still concerned about my inability to “feel the Lord” and began to press into God all the more. At times I locked myself into the little house and fasted and prayed for up to seven days, or until the presence of God fell. After many confirmations in the spirit, I pooled all of my earthly wealth and made the trip to the great white North. The night before I was to depart, the Lord instructed me to “pray in tongues all the way to Newfoundland.” Somehow through the grace of God I succeeded in praying in the Spirit for about 18 hours until I touched down in Canada. In Springdale, Newfoundland, Canada, the Lord began instructing me to complete a series of prophetic actions. I attended an intercessory prayer meeting on Wednesday, November 21. We were interceding for an upcoming series of healing meetings. During this meeting, I began to “see” into the spirit. As the Lord opened my spiritual eyes, I incrementally saw the heavens open over Living Waters Ministries Church. In addition to this, I also began to hear angelic voices singing along with the worship team. At one point during the meeting, I saw a stream of golden oil pour out from Heaven and land on a certain spot in the sanctuary. At the leading of the Lord, I knelt upon that spot. The glory and anointing began to flow into and over my body. The sensation and anointing was very similar to what I experienced when the angel put his hands upon me the night of August 22, 2001. As I knelt under the spot where the golden oil was beginning to pour onto the altar, I was praying earnestly. I could feel the liquid oil raining down on my body. I could sense and smell this heavenly oil as it rolled off my head. The Holy Spirit began to talk to me in a very clear and direct way that I had never experienced before. I collapsed onto the carpet in a pool of golden oil and laid there in the anointing of the Holy Spirit. Then I sensed angels dancing all around the pool and me. I felt an angel as it brushed its wings across my face. I had a “knowing” that the angel was asking me to raise my hands into the air. When I raised my hands up to about two feet, the angel would push my hands back down with its strong, warm hands. I tried again, and when my hands were almost totally up, the angel tickled my nose with the feathers of its wings. I laughed, and my hands fell. The angel and I continued to interact in this fashion for nearly an hour. I did not actually see this angel, but the force and reality of its touch was very tangible. There was no doubt that I was interacting with a heavenly being. This experience was both refreshing and real. SEEING IS BELIEVING On Thursday, November 22, the healing meetings started; they would last through Sunday, the 25th. In these meetings God began to open my spiritual eyes beyond anything I could have ever imagined. On the first night of these meetings, I began to see an “open heaven” forming in the sanctuary. I could also hear and sense the activity of angels as the heavens continued to open up to a greater degree. On Friday, I began to see “bolts of light” shoot through the church, and again the stream of golden oil was flowing from the open heaven in a greater volume. On Saturday night during the worship service, I began to see feathers falling around the church and