I recently finished reading "Champions Do Extra" by Brad Thorn.

What struck me wasn't the rugby stories. It was the leadership lessons.

Thorn's message is simple: "Champions do extra."

Not when people are watching. Not when it's convenient. Not when they're feeling motivated.

Every day.

As leaders, we're often searching for the next framework, strategy, or leadership hack.

Yet the best leaders I've worked with throughout my career have displayed the same qualities Brad Thorn talks about:

• Leading by example
• Consistency over motivation
• Humility
• Accountability
• Resilience
• Discipline in the unseen work
• Servant leadership
• High standards without excuses.

The reality is that leadership isn't defined by a title.

It's defined by the standards you set and the behaviours you consistently demonstrate.

In sales leadership, "doing extra" might mean:

• Making one more prospecting call
• Conducting one more coaching session
• Preparing more thoroughly for a customer meeting
• Following up faster than competitors
• Reviewing opportunities more deeply

The gap between average and exceptional performers is often smaller than people think.

It's usually found in the things others consider optional.

Your team notices. Your customers notice. And over time, the results compound.

As Brad Thorn reminds us: Champions do extra.

The question for leaders is: “What extra are you doing today that others aren't willing to do?”

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