WIN FOREVER

PETE CARROLL Head Coach of the Seattle Seahawks

1.  Who is your fiercest competitor?

2.  What competitive edge do you have?

3.  How can you beat your competition?

The philosophy “win forever” is an approach that can allow a team to sustain high-level championship performance over a record-breaking period of time. It is a vehicle for

maximizing team and individual performance.

http://www.youtube.com/watch?v=T_wyBftd8gk

One of the keys to success lies in knowing and believing in yourself. When you are

confident and you trust in who you are, you can perform to the best of your ability.

Do you believe in You?

Self-actualization is the top level of Maslow’s hierarchy of needs where a person’s basic needs have all been met to

the degree where he or she is liberated to go out and make an impact on the world. The point where people

begin to strive to be the best people they can possibly be. When we reach this level, we can begin to have access to “peak experiences” or moments of great happiness and

high performance. At this point, people begin to actualize moments of full potential.

The first step to doing great things is affirming the belief that great things are possible.

Is it possible to perform exactly how you envision yourself performing?

What do you need to get better?

Name one true statement about what you think the future could hold for you if you truly did your best.

The simple act of making thoughtful, affirmative statements about who we are and what we want to achieve can be an

incredibly powerful tool for getting the best possible performance out of ourselves.

In order to be successful, you must have a consistent

philosophy. You must believe in yourself and what you can accomplish.

What you expect is usually what you get. What you focus on is what you draw to yourself. We all have the power to

create our own reality.

Write an affirmation describing who you are and what you want to accomplish at work.

This affirmation should be a tool used to guide you throughout your day…it should help you maximize your potential and help you reach

your best possible performance.

The only competition that matters is the one that takes place within yourself. It isn’t

about external factors.

Recall your most perfect moment in sales, or what we can refer to as “peak experiences.” This is very similar to

“being in the zone.”

Do you realize that every time you come to work you have an opportunity for a peak experience?

With the right collective mind-set, you have the opportunity to create your own zone on the

very next sale.

First and foremost, you have to know that you are capable of making the sale. If there is any question or doubt, it won’t happen. Get your mind right for the phone call you are about to make. Believe in yourself and

execute the plan.

Second, you must find total focus in the midst of objections, distractions, etc. Nothing can take you out of the zone. You are invincible and can

perform with great precision and power.

It is the supremely confident salesperson who will have the best chance to perform up to their

potential.

Preparation and practice sessions are key…when you plan and train for all potential outcomes, you eliminate surprises, and, in turn, eliminate a huge

source of doubt that can so often make us stumble or not succeed.

Have a plan for all eventual outcomes and you’ll be prepared.

PHILOSOPHY Do things better than they have ever been done before

Beliefs: -It’s all about the sale

-Everything counts -Respect everyone

Style: Great effort, great enthusiasm, great toughness, be smart

3 Rules: 1.  Always protect the team

2.   No whining, no complaining, no excuses 3.  Show up early

COMPETITION Always compete

You’re either competing or you’re not Be in a relentless pursuit of a competitive edge

Confidence Trust PRACTICE & PREP IS EVERYTHING

“KNOWING” YOU’RE

GOING TO WIN FOCUS

PERFORMANCE

ENVIRONMENT

CENTRAL THEME

BELIEF SYSTEM

IF YOU WANT TO WIN FOREVER, ALWAYS COMPETE

WIN FOREVER PYRAMID

At the base of the win forever pyramid , the foundation is the philosophy. What win forever means is aspiring to be the best you can be or

“maximizing your potential.” It’s not about the final score, it’s about competing and striving to be the

best. If you are in this pursuit, you are already winning.

Do things better than they have ever been done before. This covers elements of the job, human performance, organizational structure, etc.

Are you the best rep in the office at turning in accurate paperwork? Does your OC love you? Or do they dread seeing your paperwork knowing

that it will take up much of their valuable time fixing your errors?

Do you challenge yourself by trying new things? Adopt a strategy that is working for a co-worker? Push yourself to understand and sell new

products? Or are you stuck renewing print advertising at an 80 percent discount?

This part of the pyramid also includes the idea that “ It’s all about the Sale” and the directives that include the 3 rules:

We will perform with great energy, great enthusiasm, and great toughness, and be smart, all while respecting everything and everyone involved in the process.

1.  Always protect the team 2.  No whining, no complaining, no excuses

3.  Show up early

Do you inspire the team? Are you a positive person to be

around? Are you enthusiastic? Do you always look for the best in every situation?

Do you respect the process and everyone involved with

it? Or do you whine and complain and spread rumors? Are you actively working to make the

process better?

The overall central theme is competition. If competition doesn’t play a central role in your day-to-

day activities…if competition isn’t at the forefront of every thought you have while at work…if you aren’t

extremely competitive…

You are in the wrong place.

Always Compete

Practice and preparation is everything. For us to do things better than they have ever been done, we must prepare and practice.

With consistent and high level prep and practice, you can ultimately perform in the absence of fear, due to the confidence you have gained by preparing and practicing. You can learn to trust the process, yourself, and

your teammates.

When you do this, you know you are going to win. When you know you are going to win, you don’t doubt or worry. You can perform in the absence of

fear and achieve your peak performance.

COMPETITION TO ME IS NOT ABOUT BEATING YOUR OPPENENT. IT IS ABOUT DOING YOUR BEST; IT IS ABOUT STRIVING TO REACH

YOUR POTENTIAL; AND IT IS ABOUT BEING IN RELENTLESS PURSUIT OF A COMPETITIVE EDGE IN EVERYTHING YOU DO.

COMPETITION IS A MENTALITY, AN OUTLOOK, AND A WAY OF APPROACHING EVERY DAY. YOU DON’T NECESSARILLY NEED AN

OPPONENT…YOU CAN COMPETE WITH YOURSELF.

THE ESSENCE OF COMPETITING HAS NOTHING TO DO WITH OUR OPPONENT… “IT’S ALL ABOUT US.” IF WE HAVE ELEVATED OURSELVES TO OUR FULL POTENTIAL IT DOESN’T MATTER

WHOM WE COMPETE AGAINST.

OUR OPPONENTS ARE NOT OUR ENEMIES. OUR OPPONENTS ARE THE PEOPLE WHO OFFER US THE OPPORTUNITY TO SUCCEED. THE TOUGHER OUR OPPONENT, THE MORE THEY PRESENT US WITH AN OPPORTUNITY TO LIVE UP TO OUR FULL POTENTIAL

AND REACH OUR PEAK PERFORMANCE.

We should hold our opponents in high regard because they are the ones who call on each of us to reach our potential. We must

always compete against our best teammates to create competitive situations – this is crucial to maximizing the

development of the team.

By staying in the mind-set of always competing you can develop the awareness to capture the “opportunities within opportunities” that other people might miss. In other words,

be constantly seeking a competitive edge.

Passion, energy, excitement, enthusiasm and competitive desire dominate in winners and can make the difference between having a peak performance or

having a lousy day.

Yes, you may have been a champion last year, or last week, or even yesterday…but it must be understood that inside sales isn’t about hitting one goal, or accomplishing one

task, or being the best for one day – we are about “owning” the record, always being the champion. In spite of our accomplishments as a team, all we ever really have is the very next moment we are facing. We can celebrate, learn, and grow from past experiences, but the very next step we are about to take may be the most important one

and we don’t want to miss it!

Rule 1. Always Protect

the Team

Rule 2. No Whining, No

Complaining, No Excuses

Rule 3. Be Early

Always protect the team. Be fully aware of what you are doing at all times and understand that for every decision you make there will be a result that will affect the team and ultimately everyone who depends upon your success.

Seek outcomes that will protect your family, your teammates, and ZipLocal.

In sales, every little sale counts and every team member is as

important as every other team member…we are only as good as our weakest link.

No Whining, no complaining, no excuses. Take responsibility for yourself and your actions. In the end, everything you do and everything you are

comes down to YOU and no one else.

Believe in the power of intentions and speak in the affirmative. A negative mentality attracts negative

thoughts, and a positive approach creates the power of possibilities.

Be early. This rule doesn’t just focus on time. It is all about being organized and showing respect. Be the 1st rep to sell

a new product. Come to meetings with notepad and pen and minds ready to learn. You must be organized to the

point where you have a plan and can execute it effectively. By being early, you will make every aspect of your life easier.

By being organized you will sell with more confidence. By taking notes you will be more prepared.

The greatest competitors of our time own a deep-down desire to be the best. They are driven to constantly prove and validate their greatness. Even though competitive levels vary from person to person, competition is something that can be taught and learned.

There are no choices: you’re either competing or you’re not!

Your goal should be to maximize your potential and your performance as a

permanent way of being.

Do things better than

they have ever been

done before.

Always Compete!