Sandbag or Aim High?

When preparing sales forecasts it seems to be te norm to sandbag. Set the forecast below what you think you can really do. That way, if you fall short.......you probably end up right on your target forecast, and if you do as well as you can........you exceed expectations. It's a win-win approach.

I don't get it. I've tried it, and didn't feel like a winner. The forecasts that I'm talking about are communicated up the chain of command and ultimately used as the measuring stick of a salespersons impact on the company. This type of expectation is far different than the "under promise and over deliver" expectation strategy used in everyday operations. This is the expectation of value that you are telling the people running the company that you bring to the table. Why don't we all aim high, all the time?

I think it's a mindset we instill within ourselves. We're so afraid to fall short, that we hold ourselves back from achieving greatness. If we aim high, and then fall short, we likely still exceeded our sandbag forecast.........and will still likely prove to be one of the most valuable reps within the company. Is it simply the feeling of falling short that deters us? Perhaps, this is an understandable explanation. We all like to succeed rather than fail. So, are we setting ourselves up for a better shot at success, and decreasing our chances of failure?

OK, that does make sense. But in the end, does achieving mediocre success outweigh pushing yourself to full potential only to find failure in the end? What would you choose: set a quota of $10M and sell $10M......or set a quota of $12M and sell $11M? I know which one your company would find more valuable. I know which one I'd rather have on my team.

Aim high, it won't take long for you to leave the successful sandbaggers behind.

Selling Solo

In my world, most of my travel destinations result in working with reps, dealers, and colleagues that I am with for 90% of the duration of my trip. There is very little time that is spent alone, or without a predetermined agenda.

Every now and then I travel to an event alone, such as the one I'm attending this weekend. Everyone at this event is a potential customer. The event schedule is my predetermined agenda, but it is much more loose and laid-back than what I am used to. This allows a lot of time and flexibility to network.

I'm not one to sit at a bar alone very often, but at an event like this.........that just might be the most beneficial thing you can do. At the conclusion of the event each day, you will find the hotel bar to be the common ground where most people end up. Simply hanging around will open many doors.

A salesman traveling solo can be dangerous...........for his competitors that is. When your schedule is flexible, and you have very few places that you "must" be.........and you're in an environment full of potential clients.........you can create your own perfect storm of opportunities. Play it right, and your competitors will find themselves falling behind for reasons that they just can't put their finger on. Learning when and where to go, and how to play it right when you're there.......are the keys to making these trips worthwhile. I'm still learning. I'm not the best at it. But, I'm much better than I was 2 years ago, and I can see results because of it.

Pull the Trigger

A crucial trait in any leader is the lack of fear in making a decision. We all make bad decisions, decisions that we regret, and decisions that cost us big. A leader will not allow these bad decisions to deter them away from making the next decision. They pick up, move on, and don't look back. They will make more bad decisions. I believe a bad decision is often better than indecision. Don't waver. Don't leave people hanging in indecisiveness. Weigh your options, make a call, and move full steam ahead.

In sales and leadership, we often overanalyze. In everyday decisions, the worst result that a bad decision will cause is a lost sale, lost money, or a lost job. Yes, this is our livelihood I'm talking about, and I don't mean to make things light of it. But, I would rather lose any of the above than work in hesitational fear of making a bad decision each day. Those who make bad decisions will be more respected and more successful than those who don't make decisions at all.

Pull the trigger, put the plan in place to execute, attack full speed ahead, and don't look back. You'll leave the majority of people behind.......wavering on what to do.......watching your every move hoping you fall. Maybe you fall, and maybe you don't........either way, I know which one of you I want on my team.

Break Ties Positively

A few years ago I was close to hiring a sales agent, when he broke it to me that he had decided to employ with a different company......as it was a better situation for his family. In evaluating his situation, I agreed that the other opportunity was a better fit for him at the time, and that we should stay in communication as we go our separate ways. The timing simply wasn't right for either of us.

Now, 3 years later, I send him a quick inquiry text not expecting much to come from it, and 48 hours later we have met and may have the opportunity to work together again. The timing and situation appear to be better for both of us.

Now I think back to 3 years ago: I did agree that the other opportunity was a better fit, but I still didn't like the fact that we was going with a different company after the work I had invested in him. I remember a moment of angry frustration that I had while sitting on the phone in O'Hare airport, as he broke the news to me. I wasn't mad at him, and I didn't blame him. But I was frustrated that things didn't go my way, and I lost. Looking back on it now, I'm glad that my frustration did not translate through the phone to the candidate. Everything went very friendly on both sides.......and things might work out now, 3 years later, because of it.

To give advice to not burn bridges is so cliche that it doesn't have a great impact.......as words of advice anyway. Its probably not as much a result of intentionally not burning bridges as it is simply following the Golden Rule (as if it doesn't get more cliche than that). If you treat others in the manner that you want to be treated, you will break ties positively.......and keep many doors open for the future. You'll be amazed at how useful those open doors may be. Of course, you probably won't even realize the doors exist if you're used to seeing them all closed.

Loyalty

I am a loyal customer to American Airlines, to a fault.  The relationship, as impersonal as it may be, is an important one to me.  It means that I can get to the airport a little closer to "door closing" time than recommended.  I will have a preferred seat, and they will not leave without me..........unless I take advantage of that notion of course.  They know me, and they do their best to accommodate my needs............and they make my traveling life easier.

Today was a crazy day of travel.  3 airplanes, none of which were on AA.  This created some discomfort that I have grown unaccustomed to.  Get there plenty of time ahead of departure, secure a seat, fight through the cattle-call.  I'm a spoiled traveler for sure, but these perks have made weekly travel less of a burden, and play a key role in my productivity.

This is just a small example of the perks of loyalty.  When you know that someone has your back, as long as you don't take advantage of it, you are able to get more things done without worrying about some of the little things.  The give/take relationship that breeds loyalty does not come without sacrifice.  You go out of your way, pay more, tolerate more, defend, and promote growth with those that you are loyal to.  They do the same for you in return.  Without these relationships, we begin every task from scratch, without the network of resources available to get the job done more efficiently.  These relationships are necessary for you to reach your full potential.  Recognize your loyal partners, and don't take them for granted.

**I have only good things to say about US Airways, after spending 2 flights with them this morning.  Southwest on the other hand, is by no means my favorite.  I did learn that if you ever need to spend extended time in an airport, Sacramento is not a bad place to be.  They have a very nice wine bar, of which I've never seen anything similar in other airports.

Tailspin of Change

Never let your guard down in the quest of a strong team. Just because you're not hiring, doesn't mean you shouldn't always be looking for good people. Things happen. Unexpected things that are out of our control. I don't think I let my guard down, but I did get a little too comfortable. I felt like my entire territory was covered by designated reps, and tasks were not slipping through the cracks. Of course, we can always use improvement, but simply having capable manpower is an achievement in itself.

This weekend one of my teammates had to resign. Completely unexpected, and completely out of anyone's control......just one of those things that doesn't work out as planned. Losing a quality person is tough. The tailspin that it sends the territory in is far worse. I spent the day calling sales candidates and booking last minute travel arrangements, which tends to derail the tasks of the week.

I look forward to these challenges in my job, but they are challenges nonetheless. They serve as reminders that just when we think things are cruising along, get ready for the next curveball. Don't be prepared to be on your A game........just stay on your A game. Don't let your guard down, don't get too comfortable, and don't assume things will go as planned. Be looking for your next challenge......perhaps you can beat it before it knocks you down.

Business Confidants

Confidants are the people that you can tell everything...........the good, bad, and ugly.........and get their respectable feedback and advice on various situations.  You know that they will tell you how they feel, even if it's not the feedback you want.  You respect it, you trust it, you evaluate it, and you move forward with it's consideration.

All of us need a few of these people.  The higher you get up the food-chain, the less people you have to choose from, and the harder it is to find these people with genuine intentions.  Generally speaking, sales reps have many sales reps to choose from as confidants.  Sales managers have fewer sales managers to choose from.  Directors and executives, have even fewer, and so on.  When you're at the very top, President/CEO, then what?  There are not many people that you can openly discuss sensitive issues at hand, without putting yourself in a compromising situation.

Without confidants, you are on an island.  A lonely place where only you know the situation at hand, only you can muddle through the options of resolution, and you only have your perspective presenting these options.  We need another perspective.  We need people to talk us off the ledge, or bring us down when we get too confident.  These people make our life easier, and help us make better decisions.

I am so thankful for the confidants in my life.  I can't imagine going through life and business alone, with only my own perspective.  Make it a point to get grow your network of confidants, and grow closer to the ones in which you already have established.  They will make you better, and your life more enjoyable.

**I was hoping that AT&T service would improve with the Verizon launch of Iphones..........but my Iphone has given me more fits in the past week than in the entire year prior.

Reputation

I was just going through the security line at the airport and overheard the following conversation:

- traveling man- says to a guy traveling in scrubs, obviously in the medical field.......hey, my son works for such and such medical equipment, have you ever heard of them?

- man in scrubs- heard of them? I've been in this industry for 20+ years and never heard a negative word spoken about that company. They are the most well known in the industry. Your son works for a great company.

I'm standing in awe at this guys response. This guy is obviously a buyer and user of this product, speaking unsolicited accolades. I wanted to buy this product myself, and I don't even know what it was.

How do you achieve this type of reputation? I don't know, but I now have a tangible goal of the reputation that I now want to achieve. Can you imagine working for one of this companies competitors? How do you compete with that? I guarantee every salesperson working for the competition wants to land a job with that company. It may take my entire career to build this type of reputation, but with that goal in mind........I will get there.

**dude in the scrubs lost a little credibility when he showed us all his fancy trick of kicking his shoes in the air and catching them before placing them on the conveyor belt.

First.....You Must Believe

Of course, you must believe in YOU............but that is a book in itself.

Before you can achieve aspirations of being all that you can be in a salesperson, you must first believe in the product your selling and the company that you are representing.  You must portray a confidence to your potential client that you are representing the best product and company to fit their needs.........without a shadow of a doubt.  If you sway from this at all, they will see right through you and you will lose.  No client wants to feel like they are stepping out on a limb, like they are going against their better judgement, or like their is any chance that giving you their business is going to end in less than desirable results.  It's actually the opposite.  They want their selection to make them a hero.  They want YOU to make them a hero.

Your belief cannot be compromised.  It cannot be a persona that you put on, in hopes that the client does not uncover your true doubts.  There is no room for doubts, no place for questionable confidence, and no acceptance for giving it a good ole college try.  You must believe, with everything within you...........in order to reach your full potential.

So how do you find this product, this company, this confidence?  The opportunities are out there.  It takes due diligence on your part, to find the right fit.  In the competitive job market that we live in today, some are simply happy to find a job.  There is nothing wrong with finding a job to pay the bills, we all do this at some point to meet our needs........it's simply survival.  But, do not expect to reach your full potential in a situation where you compromise.  If this describes you, I suggest you get your mind right to make a move that allows you to be all you can be.  This doesn't mean make a rash decision, but it does mean to be prepared to jump on the right opportunity when it presents itself.  If you're not ready, someone else will be.  Set yourself up for success, there is a fit for you out there.

**I recommend visiting the Flying Fish restaurant, if you ever find yourself in Little Rock, AR for dinner.

Prepare for the Best

We play mind games on ourselves all the time. The more you over think, and over analyze, the more irrational your expectations become. It's funny how while we prepare for a crucial conversation that we always set ourselves up to expect the worst. We prepare for "what if he says this?" and "what if she doesn't like when I say this?". We always expect that its going to go the opposite way of our desire. The more crucial, the more we think we're going to have to put up a fight........and we prepare accordingly. This isn't a bad thing, after-all thorough preparation is key to a crucial conversation. Allowing it to become assumably negative is where you can get yourself into trouble.

I find that more often than not, the conversation actually goes much better than we expect. We allowed ourself to paint a picture of a very negative environment, and it didn't have to be quite that negative after all. I'm not saying these conversations always end positively, I'm simply stating that they usually don't go as poorly as the expectation that we have created.

Here's where I find trouble.............then what? You have prepared to plead your case and fight the battle, and there is no positivity in sight. Then you get there, and there is no fight..........then what? You probably haven't prepared for this event, where there is an opportunity to actually build positive momentum. A key opportunity to get better is actually missed, because we have only prepared for the worst, but never prepared for the best. This happens in business, family, and friend relationships.....and in all aspects of life.

Never stop thoroughly preparing, but don't only prepare for the worst. You may miss an opportunity.

Preparation is First

I've learned that one component to sales that will put you ahead or behind before the meeting even begins is the preparation put into the meeting prior to.  I have a meeting in College Station, TX mid-morning tomorrow.  On a typical day, I would leave Dallas by 6:00am to arrive easily by 10am.  They are calling for a chance of icy conditions tonight, which could make for a stressful morning trying to get out of Dallas.  I made a last minute decision to drive half-way tonight, to give myself plenty of breathing room in the morning.

This trade-off assures me a stress-free, and productive morning, before meetings start.  I would have so loved to spend the evening at home with the family, but the trade-off is well worth the sacrifice.  For me, if a day begins stressfully, it is difficult to ever get it on track and in a chaotic comfort zone (how I like it).  On the flip-side, if things go as planned before 10am, days are much easier to keep on track and under control.

Preparation to get to a meeting is something that I've always been good at, and it has paid off time and time again.  One of my weaknesses lies in the next step of preparation.  I find more often than I would like, that I get to a meeting and am missing some of the supporting documentation or samples that would have helped me make the meeting more productive.  I'm constantly regretting that I didn't have something printed out, or a solution well thought out prior to needing it.  I always get it in the form of a follow-up, but that doesn't keep the momentum building at the right time.  I'm trying to get better.............I must get better.

I am always impressed with my financial advisor.  He is a fast-paced, successful salesman, with tons of clients.  Yet, every time I come to his office for a scheduled meeting, he has tons of documents printed out for me, with my name on them, highlighted where he knows I'm interested.  Some of these documents I have requested prior to the meeting, and some he initiated on his own.  While I'm with him, I get the sense that I am the only client he works with........the most important client of all.  This is all due to his preparation.  I gather sales tips from him every time we're together, and look forward to our meetings for this reason.  He brings value to me, and he has my business for life because of it.

**I am a loyal Marriott member, but can't stand Fairfields.  I sit in one tonight, regretting that the only fitness equipment at my disposal is a treadmill and bike.  But hey, at least this Fairfield has a fitness room!!

Those Darn Competitors

I always make it a point to stop into competitors completed projects any chance I get. Of course, I'm hoping to find any type of failure or bad news that they are experiencing, that I can use for future ammo. The truth is, every now and then, the competitors work looks pretty good. That was the case on a project that I stopped in on today. I came out of there with no ammo. Nothing but a small sense of defeat and resentment at myself for not doing a better job at winning that project.

The competitors are not always as bad as we make them up to be in our own imagination. They are often times very similar to us, just trying to make an honest living. No, this isn't always the case, and no, this is not the picture of them that I paint in my mind......but it's the truth.

I've learned to tell clients when I believe they have a job well done by one of my competitors. If it's true, they know it as well as you know it......and it does no good to pretend otherwise. Clients appreciate this.

In the end, our world revolves around competition. It makes us all better, and it makes the goods and services available better......for the most part. Embrace competitors, and allow them to make you better. Remember that if there were not competitors, there would never be the feeling of victory!!

Talk Just to Talk

I am an advocate of speaking up, putting in your two cents, and letting it be known when you agree or disagree. I am also a firm believer that when someone opens up the floor for a volunteer......it is better to volunteer than to be left behind.......but that subject is for another day.

I am not a fan of situations that arise where people talk just to be heard. You all have seen this happen. Someone attempts to take over a meeting, get on their soapbox, and tell us all what we should be doing better......while all the while, they have not been doing their part to set the example for us. The "you should do this" or "if I were you I would have done that" or "we should be doing this.". When you evaluate these situations, often times the person preaching is, or has been, in our shoes. Is that what they did, or are doing? It's doubtful, otherwise the leader in the room would be pointing out to everyone that we should handle the situation more like that guy. In many cases, the guy at hand has not himself done what it is he's saying we should do.

I believe this is a strategy of deflection. If he can point out what we're doing wrong, it draws attention away from his weaknesses. He's bringing the attention to himself, simply to
draw the attention away from him.......if that makes any sense.

Do's and don'ts should not be taught from one person to another by preaching them, they should be taught by setting an exemple to follow. Suggestions are much more powerful when the person teaching has done it before, and is willing to do it again. Most of us our striving to be leaders, but all of us are looking for leaders to follow. Even the best leaders follow the example of leadership before them. Leadership is not something you gain by standing up and saying what we should be doing differently. Leadership is not self-proclaimed. Others around you decide if you're a leader worth following, and this is something that is too often over looked. The phrase "don't talk about it, be about it" is a great demonstration of what I look for in leaders. I dont want someone to tell me what they would do if they were in my shoes, I want them to lead me into execution. If you want to be a leader, all you have to do is simply lead.

**I allowed convenience to take precedent over better judgement tonight, and in doing so, I convinced myself that Applebee's has some of the worst food imaginable. Kudos to the Springhill Suites in Las Cruces, NM.......it's one of the nicer ones I've been in.

Selling for Friends

Selling turns into relationships turns into friendships.  THIS is the most rewarding part of our job.  Don't get me wrong..........winning, succeeding, making money.........those are the achievements that keep us going each day.  But when you step back and look at the big picture, the friends that are created through our efforts are the rewards that will far out-last the money and the victory lap.

Sales people that run from one potential client to the next, checking them off of their list as won/lost, and never turning back to cultivate a relationship............are simply missing out on one of the great perks of our profession. I don't mean checking in on them periodically, inviting them to a company party, and sharing lunch with them.  I mean getting to really know them and their family, sharing yours with them, and caring about each others lives outside of the business at hand.  This is the ultimate reward.

Relationships can be forced and somewhat faked.  We can pretend to care for one another in order to maintain a source and service for future needs.  In some cases, this is the best we can hope for.  True friendships are genuine, caring, and tying even once positions extend past the point that business can be done.  I would take a lasting friendship over a one-time business deal any day.  The beauty is, in most case you don't have to choose.  After all, clients do business with who they like and feel comfortable with...........that should be you.

OCD Off His Game

I have OCD tendencies, especially when it comes to routine and preparation. Examples are:

- I quadruple check a hotel room before leaving, to make sure I haven't left anything behind
- I walk around my truck to ensure the doors are locked, prior to leaving it at the airport
- I must wake up before 5am on weekdays, because I need to get a head start on my competitors
- I must get some sort of exercise before I start my day, just to get the blood flowing
- I must be on my computer no later than 7:00am, to wrap things up from the prior day and get some breathing room before the day begins

This week Dallas has been hit with an ice storm for the ages, forcing me to cancel my week of trips. That's nothing out of the ordinary. But this time, the ice has turned everything upside down, canceling school for 3 straight days, and closing many commercial businesses. So, this morning I follow my my every day "in-town" routine, trek through the ice to the gym to arrive by opening time of 5am. Nobody's there, so I get on the website to find out that opening is delayed until 7am due to ice. What now? There's no place for me to go at 5am. So I go back home, return to the gym at 7am, rush through a workout, and get on the computer at 8:15. It took until lunch time to overcome the anxiety from getting out of my routine.

It's crazy that a scenario like this throws me off, causing me to rush through the morning to try to catch up to where I should be. I need to overcome this, as when my OCD tendencies are interrupted, I get off my game. I cant afford to be off my game. I'll work on it, and I'll get better. It looks like I get to practice soon as schools are canceled again tomorrow. Another 7am gym day?

"Off the Record"

Is there such thing as off the record?  Perhaps if you're interviewing for a newspaper, or giving a statement to an attorney............yes.  In sales........no.  What does that mean when someone during the work day says "this is off the record?"  It means that they're going to tell you something, but they don't want you to recall it, refer to it, or credit it back to them.  It basically means that they don't want to be liable for any fall-out that might come from passing this knowledge on.  Well, that's simply not possible in day to day business.

We all get the choice to either say something, or not say it.  If you choose to say it, you better be passionate about it's message, and own up to what it creates.  If you're spreading gossip, saying it's off the record does not exclude you from the chain.  If you're giving an opinion, saying it's off the record does not make you less opinionated.

We should all stand up for what we believe in.  Stay consistent, share your opinion, tell us how you feel, pass on info that you think is pertinent.............and then own up to it.  If you think hard about saying something, before you say it.........and then you still determine that it's worth saying, there should never be a reason to say anything "off the record."  If you don't want your message referenced in the future, simply keep your message to yourself.

Thinking things through should be a focus in every aspect of life, every day.  Determine what you think is right, wrong, important, and worthy..........and then own it.  Everyone will appreciate it, and find value in it.