Walmart’s phenomenal growth wasn’t because of some secret sauce or tremendous luck, but rather it stems from a consistent application of hard work, continuous improvement, grit, client service, and strong financial management.

If you’re interested in building a sustainable business or career, apply Sam Walton’s 10 rules for success:

1. Commit to your business

Find something you’re passionate about and stick to it. If you’re a top performer, you’ll have many options and it’s easy to be enticed by the different opportunities that come your way. Resist the bright shiny objects in your career path and commit to your life’s work.

If you’re not sure what that work might be or what you’re passionate about, sign up for my free Know What You Want course. It’ll get you moving in the right direction.

Once you commit, be biased towards taking action and expect to win. When you are optimistic about your chances to succeed, it makes it easier for you to be resourceful and to persist until you win.

2. Partner with your team

To succeed, it’s paramount for your employees, peers, and stakeholders to be invested in you and your company or project. To get their buy-in, find ways to share credit and profits with your team so they feel better off when you and the firm are doing well. People follow leaders who will leave them better off.

Walton echoes British entrepreneur Richard Branson, “If you take care of your employees, they will take care of the clients.”

3. Challenge your team

To build a world-class firm or career, set high goals and expectations for yourself and those around you. Encourage competition and find ways to keep the score to build accountability. Value hard work, innovation, and integrity and build teams that exude similar values.

As you institutionalize best practices, don’t be too predictable. Always keep things moving forward so your people and firm stay fresh. To hold people accountable, identify measurable performance indicators that connect to the value added to the firm.

4. Communicate openly and thoroughly to your team

Proactively empower your team by being transparent and sharing important information about the business. The more your people know the more they will understand how to focus their energy on the right things. Sam Walton believed the value for empowering your employees far outweigh the risk of competitors gaining access to the inner workings of your business.

Communicate often through staff meetings and written updates. Use these touch points to share information in a timely manner, provide a sounding board to your people, and boost your team’s morale.

5. Appreciate everything your people do for you and the business

It never hurts to be thankful.

To effectively show gratitude, be observant and notice when those around you are doing the right things. Then depending on the person, show appreciation either publicly or privately to recognize their specific actions. Specificity shows people you’re paying attention, which also shows that you care.

6. Celebrate your successes (and failures)

When you reach the top of the mountain you’ve decided to climb, take time to soak it in and celebrate. Reflect on what you did right and what you could do better. Thank all the people who helped you achieve your success and share credit with the people involved.

When you fail, take responsibility but don’t take yourself too seriously. Find humor in the situation and have fun. If you’re in a business you’re passionate about (see #1), know that any setback is only a small part of your overall journey. As long as you learn from your failures, each one will be a building block for your future success.

7. Listen to everyone

To be successful, find ways to listen to everything that’s going around you – in your department, company, and industry. Build trust with people around you so they open up to you and feel safe to share what they see is happening. If you have employees who report to you, push power down and pull info and ideas up. When you hear great ideas, share them with others in the firm.

Throughout his career, Sam would often visit his competitors to learn from their best practices and implement them in his stores. Sam’s Club was a direct result of listening to his competitors. Don’t be afraid to build on what others are doing. Everyone has a lesson to teach you.

8. Exceed your clients’ expectations

Give the people you serve what they want and a little more. This means constantly updating your understanding of what matters to your clients. Show that you appreciate them. When you make a mistake, apologize, and don’t make excuses. Just fix the issue and make good on your mistake.

Your business and career grow because your clients support you. Keep looking for ways to serve your customers better than anyone else. What else can you do to guarantee your client’s satisfaction?

9. Control your expenses better than your competition

If you want to succeed in business and in life, manage your finances and operations effectively. Whether it’s your company, department, or project, the ability to understand the drivers of your business and create sustainable profits is what will boost your value to the company.

If you’re not sure how to read financial statements or manage a P&L, take a class or consider an MBA. If you don’t, you won’t be able to compete and competition is unavoidable. To win, be passionate about competing and compete to win.

10. Swim upstream

When you feel strongly about a trend or idea, stick to your convictions even if it means going against the crowd. Leaders lead by changing and improving the status quo. Anytime you’re leading change, there will be dissuaders.

Keep an open mind and don’t be afraid to change your mind if you realize you’re wrong.

If you’re passionate about being successful, take inventory on how you’re doing on these 10 tips. If you found these ideas useful, consider tips from these other top CEOs – Ken Chenault (American Express), Alex Gorsky (Johnson and Johnson), and Mary Barra (General Motors).

The post 10 Reasons for Walmart’s Success – Sam Walton: Made in America appeared first on Robert Chen.

When you show that you sincerely care, your clients can tell and will appreciate you for it with more business and referrals. Unfortunately, in most interactions, the natural tendency is to think more about what you want than how you might be able to help and care for your client.

Some quick ways to recognize when you’re more focused on yourself are:

• Impressing others by deliberately showing them how hard you work or how prepared or smart you are
• Hiding a mistake or blaming others to protect your image of perfection
• Defaulting to silence as opposed to asking a “dumb” question when you really don’t know
• Shying away from the dirty work that’s beyond your level or pay grade

To become memorable to your clients, you want to overcome three main fears that Patrick Lencioni outlines in his book, Getting Naked:

Fear of Losing the Business

No one likes losing business. That’s why it’s so natural to shy away from being the bearer of bad news even when it’s necessary. To set yourself apart, you want to focus less on your needs to win or keep the business and more on what will help your clients reach their outcomes. Let the goal of helping guide your actions. This may mean speaking up when you know something is wrong or sharing your best ideas even at the risk of your client/prospect using it as opposed to hiring you.

Fear of Being Embarrassed

Rarely will you find someone looking to embarrass themselves. That’s why we laugh at jokes we don’t understand when others are laughing and we stay quiet and nod when someone says something that we don’t fully understand. Those who are self-confident, know that it’s better to ask and be clear than to feign understanding and assume with uncertainty. Although you do run the risk of certain people judging you for a “bad” question, your clients are better off when you clearly understand what’s happening as opposed to appearing to understand.

The same goes for when you share your ideas as well. Better to suggest them and run the risk of it being shot down than not to share at all. Now if your ideas are constantly being criticized and rejected, you may have a competency issue.

Fear of Being Inferior

As a high-performer, you prepare hard to avoid mistakes and to rise above your competition. That’s why it’s difficult for you to be placed in a situation where you’re taking the blame for your client or doing the nitty-gritty work that you feel is beneath you. When it comes to serving your client, the main theme that helps you overcome all this fear and all of the other fears is to focus on your client. What does your client need from you right now and how can you give that to them.

One guiding principle that stuck with me from a Disney leadership workshop I attended is :

“It may not be our fault, but it is our problem.”

If you’re wired to look for and solve your client’s problems above all else, they’ll remember you for a long time.

Photo by Christopher Michel

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