CNLP 396: David Salyers on How Chick-fil-A Grew During a Pandemic, How to Add Value That 10x Results and Why Sales are as Controllable as Costs

David Salyers started the marketing department at Chick-fil-A when he was 21-years-old.

He explains how he discovered that sales were as controllable as costs, how Chick-fil-A adds value to customers and suppliers, how to add value that produces 10x results, and how to create a job you don’t want to retire from.

Welcome to Episode 396 of the podcastListen and access the show notes below or search for the Carey Nieuwhof Leadership Podcast on Apple Podcasts or wherever you get your podcasts and listen for free.

Plus, in this episode’s What I’m Thinking About segment, Carey talks about why he never does sales and you shouldn’t either.

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CNLP 294: Dee Ann Turner on How Chick-fil-A Created Amazing Customer Service and Created a Culture That Replicated It Among Tens of Thousands of Employees and Customers

CNLP 346: Mark Miller on Winning the Talent War, How to Develop Leaders, and How Execution Can Turn a Stuck Organization Into a Thriving Organization

CNLP 293: Jeff Henderson on Why Most Organizations are Narcissistic, the New Way to Do Customer Service and the Future of Business

Jim Collins: Fire Bullets, Then Cannonballs

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1. Retiring early isn’t as great as it’s made out to be

Similar to many of today’s young people, David’s primary goal when he first graduated from college was to make a ton of money and retire early. Now that he’s older, he would caution against having that as a goal. Rather, make it your goal to find a job from which you never want to retire.

David gives 4 key aspects for a career from which you never want to retire:

  1. You need to love what you do.
  2. You need to love who you’re doing it with.
  3. You need to love the mission that you’re on.
  4. You need to love who you’re becoming in the process.

2. There are much better motivators than money

Money is often the root of all kinds of problems. If a business wants to create a long-lasting legacy and be a place where people love to work, they need a mission that is more important than financial success. You want your people to be so bought in that they would sacrifice to be on your team.

3. 20% of your work determines the majority of your results, so choose wisely

In almost any industry, 80% of the work you do is the exact same as that of your competitors. If you’re in fast food, everyone has buildings, drive-thrus and cash registers. It’s what you decide to do with the remaining 20% of your energy that will make or break your organization.

Quotes from Episode 396

The point of a career is not to extract value for yourself, it's to create value for other people. @davidgsalyers Click To Tweet You don't get paid to love what you do. You get paid to create value for other people. @davidgsalyers Click To Tweet If businesses are all centered around nothing but money, it's the root of all kinds of problems. @davidgsalyers Click To Tweet

Passions in life are things we're happy to sacrifice for. @davidgsalyers Click To TweetWe're taught that work is something to be endured, not endearing. What I found was work, when it's executed well, is something that can be rewarding, enriching, something that can be looked forward to. @davidgsalyers Click To Tweet

Find a leader you could believe in and want to become more like, a company with a good name, a job that you're uniquely gifted to do, and a job you'd be passionate and energized by doing. @davidgsalyers Click To Tweet What's amazing is there's not one thing we're working on designed to get you to spend one penny more at Chick-fil-A. It's all designed to give you more value for the hard-earned money you're already spending with us. @davidgsalyers Click To Tweet Marketing is all about making a great story that the customer sees. @davidgsalyers Click To Tweet Culture is all about making a great story that team members and your employees want to be part of. @davidgsalyers Click To Tweet At Chick-fil-A, we're not focused on creating sales, we're focused on creating raving fans of the business. @davidgsalyers Click To Tweet Truett introduced me to the idea that if you love what you do, you'll never work another day in your life. @davidgsalyers Click To Tweet Instead of finding the job I could retire from early, I found the job I wouldn't want to retire from. @davidgsalyers Click To Tweet If you put things on sale, you're training people to never buy things at full price. Click To Tweet Value is the gap between what you pay for something and what you believe it's worth. Click To Tweet The reflex in our culture is, 'Well, it's got to be on sale. It's got to be on sale.' No, you've got to provide value. Click To Tweet

Read or Download the Transcript for Episode 396

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Next Episode: Craig Groeschel

Craig Groeschel returns to talk about what he’s learned in the last year about church attendance, how to lead your team well when everyone has strong (and divergent) opinions, why he’s gone 100% in on digital church and 100% in on physical church, and how he’s winning the war in his mind.

Subscribe for free now so you won’t miss Episode 397.

CNLP 396: David Salyers on How Chick-fil-A Grew During a Pandemic, How to Add Value That 10x Results and Why Sales are as Controllable as Costs

1 Comment

  1. Maria on February 10, 2021 at 9:45 am

    Dear Carey,
    This podcast was one of the finest interviews I have ever listened to. You created a raving fan, just ask my husbnad. 🙂 I must have interupted the podcast 10 times to tell him what I was hearing as I was hearing it. As a small business owner and lifelong church volunteer, I got so much insight from David,I cannot wait to listen to it a second time around with a notepad and pencil. Thank you for sharing this very thoughtfully created episode.

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