Episode 243: Lee Benson, Founder and CEO of Execute to Win: Be Intentional About How You Create Value
Aug 23, 2023
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Lee Benson, Founder and CEO of Execute to Win, shares a framework to help leaders be more intentional about creating value. Topics discussed include the importance of alignment, understanding in sales, the three types of value, being intentional in leadership, and accessing resources for value creation.
The Mind Methodology simplifies the use of metrics by focusing on the most important number and promoting cross-functional collaboration.
Leaders should avoid falling into traps when identifying the most important number by evaluating potential metrics and their impact on behavior.
Creating value is essential for sales leaders, and they should foster an environment where every team member is intrinsically motivated to create more value over time.
Deep dives
The Mind Methodology: Simplifying Metrics and Aligning Teams
The Mind Methodology, created by Lee Benson, offers a simplified approach to metrics and team alignment. It focuses on identifying the most important number (MIN) and the drivers that contribute to its improvement. By mapping this methodology throughout an organization, leaders can ensure that every team member is working towards the same goal. This approach simplifies the use of metrics by helping leaders identify the metrics that truly drive value and eliminate those that don't. It also encourages cross-functional collaboration and a focus on value creation. The methodology is outlined in Lee Benson's book, 'Your Most Important Number'.
Avoiding Traps in Identifying the Most Important Number
When identifying the most important number, it is crucial to avoid falling into traps that could lead to the wrong choice. To do this, leaders should take the time to thoroughly evaluate potential metrics and their impact on behavior. They should create a list of behaviors that the metric will drive, both positive and negative. This exercise helps leaders make an informed decision and select a number that truly aligns with their organization's goals and values.
Simplifying Metrics and Driving Value
The Mind Methodology simplifies the use of metrics by honing in on the most important number. It encourages leaders to focus on the metric that truly signifies success and aligns teams towards achieving it. By doing so, organizations can avoid overly complex spreadsheets and dashboard monitoring. The methodology also emphasizes the importance of collaboration between different departments, such as sales, marketing, and product/service delivery. This collaborative approach ensures that every team works together towards creating value and meeting the organization's goals.
Creating Value: The Key to Sales Success
One of the main ideas discussed in this podcast episode is the importance of creating value in sales. The speaker emphasizes that creating value is crucial for sales leaders to succeed. They highlight three types of value that can be created: material value, emotional energy, and spiritual value. The speaker suggests that sales leaders should focus on fostering an environment where every team member is intrinsically motivated to create more value over time. They emphasize the need to be intentional in the creation of value and to connect with the things that both clients and individual reps care about.
Being Intentional: The Key to Leadership
Another key point addressed in the podcast is the importance of being intentional as a leader. The speaker emphasizes that accidental leadership leads to average impact at best. They stress the need for leaders to be intentional in their actions and decisions. They mention the need for clarity in how to create value and the value metric that each team member is accountable for. The speaker suggests that leaders should create an environment where every team member acts like the CEO of their own role and is focused on creating as much value as possible. They also highlight the importance of intentional execution and aligning strategy with the creation of value.
Lee Benson is the founder and CEO of Execute to Win. Lee and his team have helped hundreds of sales teams and thousands of leaders worldwide improve what’s most important. Lee has built and sold 7 companies but today he helps organizations create predictability in what makes organizations grow and thrive. He joins us today and shares a framework of how leaders can be more intentional about how they create value in ways that drive elite growth. Check out this episode where Lee shares a framework that will help any leader in any industry fuel growth they’ve never experienced.
