{"id":815,"date":"2019-11-04T01:04:27","date_gmt":"2019-11-04T01:04:27","guid":{"rendered":"https:\/\/sellingsherpa.com\/?p=815"},"modified":"2019-11-04T01:09:15","modified_gmt":"2019-11-04T01:09:15","slug":"trailblazer-by-marc-benioff-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2019\/11\/04\/trailblazer-by-marc-benioff-book-summary\/","title":{"rendered":"Trailblazer by Marc Benioff (Book Summary)"},"content":{"rendered":"<div class=\"nolwrap\">\n<p class=\"wp-block-paragraph\"><strong>PROLOGUE<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Salesforce values: trust, customer success, innovation,\nand equality.<\/li><li>In a competitive business such as tech, where\nluring top talent can be the difference between profit and loss, it\u2019s often\nsomething intangible \u2014 like a diverse, inclusive, values-driven culture \u2014 that\ndetermines where the best and brightest talent decide to work.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Part I: Values Create Value<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>A NEW DIRECTION<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Innovation cannot advance in a positive\ndirection unless it\u2019s grounded in genuine and continued efforts to lift up all\nof humanity<\/li><li>A culture rooted in values creates value.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>1 BEGINNINGS The Benioffs of San Francisco<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Your work, and the integrity with which you\nperform it, really matters.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>2 VALUES What You Do Matters<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>3 TRUST The Number One Value<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Kaizen is a philosophy of continuous improvement.<\/li><li>Relationships in business are just like those in\nlife, in the sense that it\u2019s all about connection, not transaction.<\/li><li>No company, no matter how venerated or beloved,\ncan afford to become complacent when it comes to trust.<\/li><li>As a leader, you need to be a lot more concerned\nabout what people aren\u2019t saying than about what they are.<\/li><li>We actually livestream our annual executive\noffsites so every employee in the company can watch.<\/li><li>Then as now, our secret ingredient would be our\ncustomers\u2019 confidence that we would consistently deliver on each and every one\nof our promises.<\/li><li>The people in the trenches need to be able to\ntrust that their team, and their leaders, will be right there on the ground,\nworking beside them,<\/li><li>At some point, every leader will find themselves\ntaking a position that requires them to discount the judgment of all the smart\npeople around them.<\/li><li>To be effective as a leader, you need a\nreservoir of trust to draw from. And once you use it all up, it can take years\nand years to replenish.<\/li><li>There\u2019s no way to put a dollar value on values.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>4 CUSTOMER SUCCESS Transformation Through Technology<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Our renewal rate became the measure of whether\nor not customers were getting what they needed from our software, and thus it\nalso became our chief barometer of health.<\/li><li>When they asked for faster speed in navigation,\nwhat they really needed was smarter \u201ctasks\u201d that could do things like\ntriggering proactive alerts about their clients and guiding them to useful\nmarket data.<\/li><li>We had to convince Home Depot to put its\ncommunity \u2014 not physical stores \u2014 at the center of its culture.<\/li><li>Ulrik Nehammer: \u201cThe most dangerous place to\nmake decisions is in the office,\u201d he said. \u201cYou need to make decisions where\nthe customer is.\u201d<\/li><li>Success is not a matter of doing just enough to\nkeep a customer\u2019s business, it\u2019s about giving customers the tools they need to\nsucceed \u2014 both now and in the years ahead.<\/li><li>When it comes to customer success, however, I\nhave achieved absolute clarity on four points.<ul><li>First, technology will never stop evolving. In\nthe years to come, machine learning and artificial intelligence will probably\nmake or break your business.<\/li><\/ul><ul><li>The second point is this: We\u2019ve never had a\nbetter set of tools to help meet every possible standard of success,<\/li><\/ul><ul><li>The third point is that customer success depends\non every stakeholder<\/li><\/ul><ul><li>The fourth and most important point is this: The\ngap between what customers really want from businesses and what\u2019s actually\npossible is vanishing rapidly.<\/li><\/ul><\/li><li>Resist the urge to make quick, marginal\nimprovements and spend more time listening deeply to what customers really want,\neven if they\u2019re not fully aware of it yet.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>5 INNOVATION Artificial Intelligence and the Power of\nEcosystems<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>If you don\u2019t value innovation as a foundational\nprinciple, you will never achieve it.<\/li><li>if Salesforce was to become the new kind of\ncompany I wanted it to be, we would need to seek innovation everywhere.<\/li><li>A company seeking to achieve true scale needs to\nseek innovation beyond its own four walls and tap into the entire universe of\nknowledge and creativity out there.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>SIX EQUALITY A Good Look in the Mirror<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>There\u2019s often a strong correlation between your\nability to make progress and your willingness to ask others for help.<\/li><li>Our ultimate mission when it comes to equality\nat Salesforce sounds deceptively simple: for our offices all over the world to\nlook like the larger populations they serve.<\/li><li>You can make all the empathetic statements you\nwant, but until you figure out how to open doors for people of color and build\na welcoming environment for them, you\u2019ll never create lasting change.<\/li><li>Here\u2019s the thing about values: You have to use\nwords to identify them, but they won\u2019t create true value for you unless they\nturn into consistent behaviors.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Part II: Business Is the Greatest Platform for Change<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>SHARED KNOWLEDGE<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Picking values to live by is the easy part;\nputting them into practice requires extraordinary attentiveness and persistence.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>7 OHANA Redefining Corporate Culture<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Ohana came to mean any group of people bound by\na responsibility for one another, and by their shared values.<\/li><li>Like a growing child, culture needs to be\ncontinuously nurtured as the company gets bigger and ages. I consider this to\nbe one of my most important jobs at Salesforce.<\/li><li>Trust needs to be the number one priority,<\/li><li>Day one employees get a Salesforce badge,\nbackpack, and computer, and spend the morning in orientation.<\/li><li>In the afternoon, we show them how serious we\nare by sending them off to do community service.<\/li><li>A month later new employees attend Becoming\nSalesforce, a daylong boot camp, to learn more about our culture,<\/li><li>Each new hire is assigned a \u201dtrail guide\u201d for\nguidance, support, and coaching during his or her first ninety days at\nSalesforce.<\/li><li>The manager picks up the new employee on\norientation day for a special lunch out of the office.<\/li><li>We also asked every employee to add a well-being\ngoal to their V2MOM plan, the goal-setting process we use at Salesforce (which\nyou\u2019ll learn more about in Chapter Nine).<\/li><li>Creating a culture of psychological safety \u2014 one\nin which people trust one another and don\u2019t fear speaking their minds \u2014 results\nin smarter risk taking and better problem solving.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>8 GIVING BACK MEANS LOOKING FORWARD Investing in the\nTrailblazers of the Future<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Every dollar of your money and every minute of\nyour time that you spend delivering knowledge \u2014 and the tools to attain it \u2014 to\nkids and teenagers is an investment in both the trailblazing innovation of the\nfuture and in the workforce of tomorrow.<\/li><li>The 1-1-1 Model: Take 1 percent of equity, 1\npercent of product, and 1 percent of employees\u2019 time and put them into our own\nnonprofit.<\/li><li>Giving back has been linked to improved\nproductivity, employee satisfaction, and talent recruitment, according to\nresearch from Indiana University\u2019s Lilly Family School of Philanthropy.<\/li><li>If I could put anything on a billboard it would\nbe ADOPT A PUBLIC SCHOOL. Or at least, donate some time and resources to one.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>9 BEGINNER\u2019S MIND From a Blank Page to the Same Page<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Multitasking has proven to be a pretty safe way\nto do many things badly.<\/li><li>Today, it\u2019s not enough to simply unplug and\nspend time thinking. We need to make time to think deeply.<\/li><li>Approaching life with a beginner\u2019s mind is a way\nof opening yourself to curiosity, gratitude and learning.<\/li><li>By 2018, 86 percent of the Fortune 500 were\nSalesforce customers, as were nearly a hundred fifty thousand additional\nbusinesses of all types and sizes.<\/li><li>During those unplugged weeks my consciousness\nshifted and I saw that I needed to put more trust in the people around me.<\/li><li>Mindfulness is simply being aware of what is\nhappening inside and around you in the present moment.<\/li><li>I make sure to take small moments of my day to\nconnect with my breathing and take a step back from whatever I\u2019m supposed to be\ndoing.<\/li><li>The most important aspect of mindfulness isn\u2019t\njust opening your mind or being present in the moment. It\u2019s also a matter of\nlistening deeply. Not just to yourself, but to others.<\/li><li>You need to prioritize. And at a big company,\nyou need to scale the process of setting priorities in order to get tens or\nhundreds of thousands of employees on the same page.<\/li><li>V2MOM<ul><li>Vision: What do you want to achieve?<\/li><\/ul><ul><li>Values:&nbsp; What\u2019s\nimportant to me about this goal? What are the values supporting the vision?<\/li><\/ul><ul><li>Methods: All the actions and the steps that\neveryone would need to take in order to get the job done. These methods were\nalso ranked in order of priority, and each one included an estimate of how much\nit would cost us.<\/li><\/ul><ul><li>Obstacles: &nbsp;What is preventing you from being successful?<\/li><\/ul><ul><li>Measures: How will we know when we are\nsuccessful?<\/li><\/ul><\/li><li>Four key principles for laying out this document,\nin addition to starting with a blank slate each time. <ul><li>First, everything had to be ranked in order of\npriority. <\/li><\/ul><ul><li>Second, every word mattered. <\/li><\/ul><ul><li>Third, the plan had to be easily remembered.<\/li><\/ul><ul><li>Fourth, it had to be easily understood.<\/li><\/ul><\/li><li>To foster transparency, we publish every V2MOM\non our corporate social network<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>10 STAKEHOLDERS We Are All Connected on This Planet<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>The only way a company truly thrives is if it\nfully integrates into society and into the greater effort to build a better\nworld.<\/li><li>The environment is a key stakeholder for every\nbusiness<\/li><li>We should staple a green card to every diploma\nand keep them here. Our long-term competitive differentiation strategy for the\nUnited States is summed up in one word: immigrants. Ultimately, it\u2019s not AI,\nbioengineering, or any other technology that will differentiate or make a\ncountry competitive. It\u2019s the people.<\/li><li>This was about how our culture \u2014 as cultures do\n\u2014 needed to evolve.<\/li><li>What mattered was our responsibility to make\nsure our ethical use guidelines were clearly articulated going forward.<\/li><li>You can\u2019t bank trust. You can\u2019t simply fill up\nthe jar with so many marbles that you can afford to spill a few once in a while.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>11 THE ACTIVIST CEO Taking a Stand Is Not Optional<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>The first rule of building a smart, sustainable\nbusiness is learning how to root out complacency.<\/li><li>What\u2019s good for the homeless is what\u2019s good for\nmy company, my community, and my city.<\/li><li>Imagine a future in which CEOs and their\ncompanies around the world applied the same focus and innovation they bring to\nsolving their most complex business problems to solving our most complex social\nones.<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>EPILOGUE<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>For businesses that want to thrive in this\ncoming era, the question is no longer: Are we doing well? The question is: Are\nwe doing good?<\/li><\/ul>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>PROLOGUE Salesforce values: trust, customer success, innovation, and equality. In a competitive business such as tech, where luring top talent can be the difference between profit and loss, it\u2019s often something intangible \u2014 like a diverse, inclusive, values-driven culture \u2014 that determines where the best and brightest talent decide to work. Part I: Values Create [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":820,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-815","post","type-post","status-publish","format-standard","has-post-thumbnail","category-uncategorized","entry"],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 5.0.4 - aioseo.com -->\n\t<meta name=\"description\" content=\"PROLOGUE Salesforce values: trust, customer success, innovation, and equality.In a competitive business such as tech, where luring top talent can be the difference between profit and loss, it\u2019s often something intangible \u2014 like a diverse, inclusive, values-driven culture \u2014 that determines where the best and brightest talent decide to work. 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