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People Follow You: The Real Secret to What Matters Most in Leadership Hardcover – November 15, 2011


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People Follow You: The Real Secret to What Matters Most in Leadership + People Buy You: The Real Secret to what Matters Most in Business + People Love You: The Real Secret to Delivering Legendary Customer Experiences
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Product Details

  • Hardcover: 192 pages
  • Publisher: Wiley; 1 edition (November 15, 2011)
  • Language: English
  • ISBN-10: 1118094018
  • ISBN-13: 978-1118094013
  • Product Dimensions: 8.7 x 5.7 x 0.8 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (22 customer reviews)
  • Amazon Best Sellers Rank: #369,122 in Books (See Top 100 in Books)

Editorial Reviews

Review

People Follow You! is a book that gets leadership right - by concept, by ideas, and most important, by example. If you're looking for leadership understanding and know-how, this book is a money-in-the-bank answer.
Jeffrey Gitomer author of The Little Book of Leadership

From the Inside Flap

Most of us have suffered through a bad boss. The jerk who belittles subordinates in front of their coworkers. The guy who storms through the office and puts everybody on edge. The boss who talks over you just as you're about to explain your problem or the one who can never make a decision. There's a high cost to this poor leadership. Employees slow their production in retaliation, and top producers bail. Revenues shrink, just as turnover costs rise. And noincentive or benefits package can undo the damage. On the other hand, the most effective leaders aremasters at inspiring their peopleto take action. The fact is, people don'tfollow companies, paychecks, incentives, stock options, fear, power, or fancy slogans—PEOPLE FOLLOW YOU.

People Follow You delivers a simple and actionable formula for building strong relationships with employees and gaining their buy-in. Ultimately, people follow leaders they like, trust, and believe in, leading to higher productivity and long-term development. Managers don't get paid for what they do but rather for the performance of their people. By putting your people first, you'll position yourself and your company for success.

People Follow You offers five easily understood and implemented levers critical to influencing your people's performance. You'll learn the real secrets to:

  • Motivate and position your employees to perform at the highest level

  • Retain top talent by building trust and loyalty

  • Create an environment where people grow, develop, and thrive

  • Communicate effectively so that you're heard

  • Increase productivity and take your team to a new level of success

Become a manager people will follow, and you'lllead your team to greater achievements andmeasurable gains.


More About the Author

Jeb Blount, CEO of SalesGravy.com, is a respected thought leader on sales and sales leadership. He is the author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy's 7 Rules for Outselling the Recession, and Power Principles. Jeb is host of the popular Sales Guy podcast on the Quick and Dirty Tips network. His audio programs have been downloaded in excess of 4 million times. He publishes the weekly Sales Gravy eMagazine which is subscribed to by more than 100,0000 sales professionals and sales leaders. In addition, he has written more than 100 articles on the sales profession. He is a regular guest lecturer for the University of Central Florida School of Business and a frequent speaker at the MIT Sales Conference. He provides coaching and mentorship for students participating in the National Collegiate Sales Competition and a judge at the International MBA Sales Competition sponsored by the MIT sales club.

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Customer Reviews

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It is about building trust through action.
Norman Lacasse
I would highly recommend this book to anyone in management or wanting to learn how to be a great Leader!
Elizabeth Hughes-Callison
I'm keeping my review short, so you can use this time to read the book!
Dr. Rick Kirschner

Most Helpful Customer Reviews

7 of 7 people found the following review helpful By John Gibbs TOP 1000 REVIEWER on November 10, 2011
Format: Kindle Edition Verified Purchase
Bad bosses are oblivious to the fact that leading people requires humility, savvy, authenticity, and keen interpersonal skills, according to Jeb Blount in this book. Many organizations have elaborate incentive schemes in place designed to improve employee satisfaction and retention, yet fail to deal with the one thing which causes most employee dissatisfaction: poor leadership.

The book provides a broad range of leadership wisdom, including:

* Leadership success is directly related to the quality of the relationships that leaders build and sustain with the people they lead.
* You need your people more than they need you.
* Because you are the boss, people watch and analyse your every move, looking for meaning and clues as to what you are thinking.
* If you put the interests of your followers before your own, that helps you build an emotional connection which opens them to accepting your coaching and directing.
* Leaders maximise their own performance by doing whatever it takes to help their followers be more successful.
* Trust between leaders and followers is built by leaders doing what they say they will do, keeping promises, and behaving in a consistent and professional manner.
* Positive emotional experiences strengthen a relationship and engender loyalty sufficient to withstand difficult conditions.

There are many different books on leadership, offering many different opinions about what leaders should and should not do. In my opinion this book is one of the better ones. Instead of prescribing a broad variety of different actions that leaders are supposed to take, it concentrates on the critical aspect of leadership which is most often overlooked: the relationship which a leader has with his or her followers. I would recommend this book to anyone who is responsible for supervising someone else.
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5 of 5 people found the following review helpful By Dub Taylor on November 15, 2011
Format: Hardcover
Jeb has outlined the five key levers that will give an aspiring leader the blueprint to become a successful, proven leader. I have been following Jeb's teachings for about nine years, and I must admit that my career has benefited from his series of books and podcasts. I'm a firm believer of "the proof is in the pudding" and I can truly say that when I started listening and following Jeb's teaching, my career went from an individual Sales Rep in Birmingham, AL to a Regional Sales Manager managing half of the country in New York City. I highly recommend this book.
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4 of 4 people found the following review helpful By Dr. Joey Faucette on April 10, 2012
Format: Hardcover
Jeb Blount says: "Most people would rather spend an hour in the dentist's chair getting a root canal than an hour with their boss."

Really?

After spending a few seconds remembering some of my bosses, I had to agree.

And I imagine you will, too as you remember.

Proof positive that yes, we need another book on leadership, and yes, one written differently from the typical. We need one that will get us out of the dentist's chair and into the boss'...

Jeb Blount follows his very successful, PEOPLE BUY YOU, with this equally excellent book on leadership. Echoing some of the same themes in PBY, Blount expertly relates leadership principles--levers--that can truly transform our preferred seating arrangements.

Blount marvelously weaves together these levers with stories and anecdotes from his stellar sales consulting/coaching career, bringing life to data, people to principles, and putting flesh on the five core value bones of leadership that all of us wish our bosses possessed:

1. Put People First
Be likeable. Flex your style. Be polite and respectful. Act with kindness. Invest in yourself. Be passionate and enthusiastic about helping others win.

2. Connect
Ask easy questions. Be prepared. Coach. Listen--deeply. Stay connected person-to-person.

3. Position People to Win
"Leaders get paid for what their people do, not what they do."

4. Build Trust
Trust trumps status quo. Apologize and admit when you are wrong.

5. Create Positive Emotional Experiences
What we experience, we remember. What goes around really does come around. Help your people win and recognize it big-time because "It don't cost nuthin' to be nice.
Read more ›
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3 of 3 people found the following review helpful By Sales Loudmouth on November 18, 2011
Format: Hardcover
Sometimes I review books. Most of the time, I have no relationship with the author and feel free to write whatever I want. For those of you who've been reading this blog for a while, you would agree that I am, generally, not afraid to say what is on my mind.

But, this book is different. I know the guy who wrote it. We're not best buddies and we don't hang out but I've contributed to his blog (salesgravy.com) - the most important sales blog on the internet. That means that if his book is garbage and I say so, he could use his influence to crush me, and my modest success, like a garbage truck running over a grape.

Luckily for me, Jeb Blount has, once again, provided the business world with something extraordinarily useful. His book, People Follow You, provides direction to business leaders - especially sales leaders - through a pleasing combination of wisdom, guidance and anecdotes.

Let's take a look under the hood:

Jeb's first chapter sets up the reason he wrote the book. Bad leadership causes more damage to companies than any other single factor - and it is often ignored as the root cause of a lack of employee production. From this theme, he takes us down the path of explaining how business leaders can achieve greater employee production .
Read more ›
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