Q&A

Diane talks about her successes, her approach to selling, and what she does to relax.

What have been your greatest professional successes to date?

The consistent theme throughout my career has been that I always set stretch targets for myself (usually higher than those set by my employer), then I achieve these challenging goals. This applies to realizing ambitious growth goals for the business, capturing critical sales targets, reaching objectives for my customers, or developing my employees so that they can meet their own targets.

What do you consider your greatest personal successes?

I think it’s important to have a rich personal life to balance a rewarding professional career, and I am very fortunate to have both. Of course it is always a question of equilibrium – I am 100% dedicated to both, but achieving true balance at any given point in time is illusory. Yet because I have a truly supportive family, I do not think I have shortchanged either of these vital aspects of my life.

I am incredibly proud that, with my husband, I raised two wonderful children who are smart, caring and self-reliant. Now I’m able to devote more time to causes I believe in, and I find that intensely rewarding. Because I’m a big believer in “local volunteerism,” I support organizations in the San Francisco Bay area.

What’s the best piece of business advice you’ve ever received?

"When entering into any discussion, begin the conversation by 'assuming positive intent' on the part of the other person."

This advice has served me well - and helped me to close many agreements and sales that I had been told were "impossible."

Whether leading a team collaboration or negotiating a business deal, I've observed that things can get stuck if each party enters the discussion with pre-formed opinions about what is motivating the other. When this happens, each person becomes preoccupied about protecting their self-interests.

But if you start with an open mind, ask questions, and really try to understand the other person's needs and concerns, you can negotiate an outcome that is positive for everyone involved. Not only that, you form the foundation for a long-term business relationship.

What do you do to relax?

I love reading (everything/anything) and being outdoors - that includes gardening, hiking, skiing, or picnics. I also like to exercise, and I throw a mean party!

I am actively involved with two San Francisco Bay-area volunteer groups, the Food Bank of Contra Costa and Solano County (www.foodbankscs.org) and the Volunteer Center of the East Bay (www.volunteereastbay.org), whose mission is to enhance local communities by expanding volunteerism to meet the needs of nonprofit organizations and public agencies.