I take packing for trips seriously. I always carry on, and have become efficient whether packing for 1 day or 1 week. There are no extra clothes, there is no "just in case the weather gets bad" plan in my suitcase. Only exactly what I think it will take to get me through my trip.
On every trip, I have 1 pair of dress shoes and 1 pair of running shoes...........no more......no less. Size 12's take up a lot of space!!! Sure, this decreases the life of my shoes, but it's a small price to pay to save me from checking bags.
I made a crucial error on my trip this week. I took a brand new pair of dress shoes that I had never worn on my 3 day trip. I'm smarter than this. I know better. And, sure enough by then end of day 1........the blisters had arrived. The end of Day 2 was excruciating. And this morning, well let's just say I had a noticeable limp and was moving slowly. I won't make that mistake again.......for a while at least.
**. Yeah that's me. The guy sitting on the plane wearing running shoes with his suit!! What's up?
Thursday, March 24, 2011
Wednesday, March 23, 2011
The Agenda
My hotel rooms all look so similar, and when I wake up, it generally takes time to realize exactly what city I'm in. Rather than trying to remember exactly what time I need to be on the road to start the day, I simply refer to this agenda that I made the night before. It allows for one less thing to worry about.
Aside from just this strange exercise, I have allowed myself to be run by agendas. They act as a checklist of tasks, combined with time management tools...............that help my productivity and drive me crazy at the same time. I stress when I'm running behind, and I'm thrilled with the moments that I'm running ahead. Do they make me more efficient and more productive.........or do they hinder me by not allowing me to vear and adjust as necessary? One thing is for sure, I need to add relax/regroup/reevaluate to my agenda.
I see moments of OCD during my day, and I'm definitely a creature of habit. The pre-planned guidelines of an agenda bring me a peace of mind. I see myself driving others around me nutty by always thinking about the next event............even during weekend activities with the family. Surely I can find a happy-medium where I stay on task while living in the moment.
** Hotel rooms with adjoining doors to strangers (locked) are one thing. Adjoining balconies with no wall seperation crosses the line.
Tuesday, March 22, 2011
Competitive Environment
Over the past two weeks I've interviewed 8 candidates for an open sales position. In the past, I've seen a ratio of 1 out of ever 4 candidates as being "hireable" without question. This go-around, I believe I would be happy working with 6 out of the 8.
Just like it's a buyers market in housing, it's an employers market in hiring. It makes for a great scenario from where I sit, but with difficult choices. With a variety of what seem to be great choices, making sure you choose wisely and don't pass on the best is the priority. Every candidate brings a list of obvious strengths and weaknesses to the table.............and unfortunately that's what I have to go by. What I can't see is the real world scenario of them as a team member. Does that look the same, better, or worse? Does an hour (sales presentation) interview do justice of what to expect in reality? The decision is a big one, and impacts multiple parties in a great magnitude.
I don't know of a better formula than to simply go with my gut. What feels right? Who would I buy from? Who would I work well with? Who would work well within our team? Gut feelings aren't always right, but they seem to be the most accurate. I am one to make a decision and run with it, and turn it into the best scenario that I can. There's no reason to think I'll do anything different in this case, it's just an interesting predicament where it seems that I can't go wrong..........yet I can make a huge mistake. Here's to the fate of my gut!!
** The flight attendant on the plane this morning says "You and I are seeing a lot of each other lately." Ummm that's a problem.
Just like it's a buyers market in housing, it's an employers market in hiring. It makes for a great scenario from where I sit, but with difficult choices. With a variety of what seem to be great choices, making sure you choose wisely and don't pass on the best is the priority. Every candidate brings a list of obvious strengths and weaknesses to the table.............and unfortunately that's what I have to go by. What I can't see is the real world scenario of them as a team member. Does that look the same, better, or worse? Does an hour (sales presentation) interview do justice of what to expect in reality? The decision is a big one, and impacts multiple parties in a great magnitude.
I don't know of a better formula than to simply go with my gut. What feels right? Who would I buy from? Who would I work well with? Who would work well within our team? Gut feelings aren't always right, but they seem to be the most accurate. I am one to make a decision and run with it, and turn it into the best scenario that I can. There's no reason to think I'll do anything different in this case, it's just an interesting predicament where it seems that I can't go wrong..........yet I can make a huge mistake. Here's to the fate of my gut!!
** The flight attendant on the plane this morning says "You and I are seeing a lot of each other lately." Ummm that's a problem.
Thursday, March 17, 2011
Dynamic Encounter
Running joint sales presentations can be a risky proposition depending on the duo, possibly turning into a success or a flop. I was in a couple today with a colleague that were a success. We fed off of each other well, passed the baton back and forth, and kept the audience tuned in. For sure, we need a lot of improvement, and we stumbled over each other several times........but is was really our first go as a team and we didn't practice or strategize.
I don't go on sales calls too often, so I probably won't have a chance to fine tune skills with this particular teammate. But it reminded me that in a sales environment where you act with the same team members on a regular basis........you can really become effective if you focus on the team presentation. Recognize who knows what subjects better. Identify which type of audience relates to which team member better. Do not interrupt or stumble over each other. It takes practice, like a sports team. You must learn each other, and know what the other is thinking. If you do this, you will see success. I have had this in the past, and miss that team banter back and forth.
I see this approach fail often due to sales peoples greed taking over, wanting to take the get the credit, and become the man. A powerful team will always beat a powerful individual. Build off the strengths of the team in the correct manner, and you can likely avoid the weaknesses.
I don't go on sales calls too often, so I probably won't have a chance to fine tune skills with this particular teammate. But it reminded me that in a sales environment where you act with the same team members on a regular basis........you can really become effective if you focus on the team presentation. Recognize who knows what subjects better. Identify which type of audience relates to which team member better. Do not interrupt or stumble over each other. It takes practice, like a sports team. You must learn each other, and know what the other is thinking. If you do this, you will see success. I have had this in the past, and miss that team banter back and forth.
I see this approach fail often due to sales peoples greed taking over, wanting to take the get the credit, and become the man. A powerful team will always beat a powerful individual. Build off the strengths of the team in the correct manner, and you can likely avoid the weaknesses.
Circumstances Change
4 years ago I had one of those conversations that you never forget that ended with a guy threatening me with a lawsuit. Today, I had lunch with him. Following lunch we had a successful joint sales call in which I believe we secured a big project. I have not spoken to this guy, or anyone related to his company since the memorable conversation 4 years past. He didn't even remember it, supposedly. Towards the end of lunch this past event came up, we re-hashed the scenario, and were able to put it behind us and even laugh.
For the past 4 years I would have only spoken negative things about this company if it came up. It's even a random set of events that landed us at lunch together today in the first place. I don't know if I'll ever do business with this company or not, but I learned that they are actually decent people. What happened in the past definitely happened, and for a certain reason, and played a role in shaping the market that it directly affects..............but can be put behind us to entertain opportunities going forward.
For sure there are other bias' that I hold due to events that occurred long ago, that because of, it's unlikely that I will ever initiate future business opportunities with again. How many opportunites will I miss because of this? Approaching these companies is not a reasonable plan of attack that can be initiated. But, an open mind is something that I can work on improving, so that if an opportunity arises, I'm not so quick to dismiss the idea and close the door. Listen, look, have an unbiased person evaluate..........and make a new decision. This time it may lead to something positive.
** The guy that I met for lunch today (in California) said he was worried that the lunch spot he chose might be too trendy, since I'm from Texas. Funny...........
For the past 4 years I would have only spoken negative things about this company if it came up. It's even a random set of events that landed us at lunch together today in the first place. I don't know if I'll ever do business with this company or not, but I learned that they are actually decent people. What happened in the past definitely happened, and for a certain reason, and played a role in shaping the market that it directly affects..............but can be put behind us to entertain opportunities going forward.
For sure there are other bias' that I hold due to events that occurred long ago, that because of, it's unlikely that I will ever initiate future business opportunities with again. How many opportunites will I miss because of this? Approaching these companies is not a reasonable plan of attack that can be initiated. But, an open mind is something that I can work on improving, so that if an opportunity arises, I'm not so quick to dismiss the idea and close the door. Listen, look, have an unbiased person evaluate..........and make a new decision. This time it may lead to something positive.
** The guy that I met for lunch today (in California) said he was worried that the lunch spot he chose might be too trendy, since I'm from Texas. Funny...........
Tuesday, March 15, 2011
Sell Yourself
The interview process is fascinating to me. I don't particularly love sitting and interviewing candidates all day, but I do love to evaluate each candidates preparation, dress, intuitiveness, and response to questions. Today, I interviewed 4 candidates. I must say that it was the strongest day of candidates I have ever had, as any of the 4 will be great assets to whatever company they land with. Usually one or two stick out, and the rest are very forgettable.
The main reason that I am so interested in this process is because it is the most important sales presentation you, as a candidate, will ever give. There is no sales presenation bigger than this. To add to that, there is nothing that you know more about or should believe more in than you. There is no study necessary. If you can't sell me you, how can you sell me a product? And, you can also oversell you......a sure sign of an over-promiser. Nobody is perfect, so lets talk openly about weaknesses.
It's amazing how the little things can be neglected. When a guy doesn't wear a coat and tie. If this is how you dress for your most important sales presentation, how are you going to dress on day to day presentations? This is my biggest pet peave in the interview process. Aside from that: research the company, the products, the sales history, the clientelle. Make me believe that I'm a fool not to have you start working for us tomorrow.
** How is it that I end up in a hotel at Disneyland during Spring Break? This wasn't planned too well.
The main reason that I am so interested in this process is because it is the most important sales presentation you, as a candidate, will ever give. There is no sales presenation bigger than this. To add to that, there is nothing that you know more about or should believe more in than you. There is no study necessary. If you can't sell me you, how can you sell me a product? And, you can also oversell you......a sure sign of an over-promiser. Nobody is perfect, so lets talk openly about weaknesses.
It's amazing how the little things can be neglected. When a guy doesn't wear a coat and tie. If this is how you dress for your most important sales presentation, how are you going to dress on day to day presentations? This is my biggest pet peave in the interview process. Aside from that: research the company, the products, the sales history, the clientelle. Make me believe that I'm a fool not to have you start working for us tomorrow.
** How is it that I end up in a hotel at Disneyland during Spring Break? This wasn't planned too well.
Saturday, March 12, 2011
This is a Great Read!!
It is an entertaining book, very well written, easy to follow and understand. Short, sweet, and inspiring.
Thursday, March 10, 2011
Oh How the Tides Turn
Tuesday afternoon I literally had to shut my phone off (OK the battery died) because I was tired of people telling me No. Seriously, I had an array of back-to-back-to-back No's on Monday afternoon...........and I just needed to disconnect and recharge. Wednesday morning came, and everything changed. Some of Tuesday's No's turned into Maybe's..........some long-shot's turned into good-chances...........and several new opportunities came out of the woodworks. 5pm on Wednesday felt much different than 5pm on Tuesday.
This happens all the time, it always gets better. So, why did I let 5pm on Monday drag me down so much? Why can't I chill out and wait out the storm? I wish I could.........actually I don't..........I'm glad I can't. I think it's called passion. The minute I start being OK with losing, is the time that I accept mediocrity, is the time I should no longer lead, is the time that I should hang it up.
So my personality and my mood for the evening are determined by what happens between 2pm and 5pm each day. Though I never want the passion to fade, I have been working on improving the fact that I let it determine my mood outside of work. My wife and kids deserve better. So to disconnect, decompress, regroup, put things on hold for a few hours, and enjoy the important things...........is crucial. Just don't lose the passion.
**I just learned that the Bumble Bee Tuna Salad with crackers (kit) found in the Marriott lobby marketplace, is perhaps the worst snack on earth. 20 minutes ago it seemed like the right dinner/snack choice..........not so much.
This happens all the time, it always gets better. So, why did I let 5pm on Monday drag me down so much? Why can't I chill out and wait out the storm? I wish I could.........actually I don't..........I'm glad I can't. I think it's called passion. The minute I start being OK with losing, is the time that I accept mediocrity, is the time I should no longer lead, is the time that I should hang it up.
So my personality and my mood for the evening are determined by what happens between 2pm and 5pm each day. Though I never want the passion to fade, I have been working on improving the fact that I let it determine my mood outside of work. My wife and kids deserve better. So to disconnect, decompress, regroup, put things on hold for a few hours, and enjoy the important things...........is crucial. Just don't lose the passion.
**I just learned that the Bumble Bee Tuna Salad with crackers (kit) found in the Marriott lobby marketplace, is perhaps the worst snack on earth. 20 minutes ago it seemed like the right dinner/snack choice..........not so much.
Tuesday, March 8, 2011
In the Bag
These days it seems like there's no such thing as having a project "in the bag." Relationships get you in the door, and usually will even get you the last look. Hard work, pricing, reputation.............all of these things will get you considered. But, there's no magical key to close.....
I don't remember a time when things have been so competitive. Every company, on every job, is pulling out every trick, and making moves that they would never consider before. Creating bad business, making deals with the devil, under-handing a previous loyalty. Is it worth it? Perhaps......only time will tell. Who will be left standing? The company who sunk low, or the company that stood firm? One day, we'll know.
The recession has forced mind-games, made us question the way we go to market, attracted people and practices that would have otherwise stood still. There's a new level of stress that wasn't there prior to. A new level of urgency. We anxiously await every opportunity, trying to figure out what it will take to win this one. It's an interesting time, and one day we'll find out exactly what we have all learned from it.
I don't remember a time when things have been so competitive. Every company, on every job, is pulling out every trick, and making moves that they would never consider before. Creating bad business, making deals with the devil, under-handing a previous loyalty. Is it worth it? Perhaps......only time will tell. Who will be left standing? The company who sunk low, or the company that stood firm? One day, we'll know.
The recession has forced mind-games, made us question the way we go to market, attracted people and practices that would have otherwise stood still. There's a new level of stress that wasn't there prior to. A new level of urgency. We anxiously await every opportunity, trying to figure out what it will take to win this one. It's an interesting time, and one day we'll find out exactly what we have all learned from it.
Monday, March 7, 2011
I don't recommend
It was borderline painful. The only thing that made it bearable is that it is extremely short. There are good bits of info within it, and given the fact that you can get through it from cover to cover in a few short sessions............I wouldn't say that it was a complete waste of time. But I won't recommend anyone spends their time on it. The chapters are very short and choppy.........almost uncomfortable to read.
I will give another one of Mr. Stevenson's books a shot, because I thought that much of him as a speaker. But, only one more chance...........with a short attention span.
Thursday, March 3, 2011
Friends Make Good Business
We know that sales run on relationships. Many of these relationships turn into friendships that will last a lifetime. Occassionally, we get the opportunity to build friendships with clients and colleagues that reach a different level. This is a level of trust, likeness, and mutual visions and goals.
I have been lucky enough to build a few of these relationships. I look forward to traveling into town to work with these friends. Not only is the company during the working days more enjoyable, but there seems to be an added level of productivity. We are on the same page, bounce ideas off of each other, run the streets of sales with reckless abandon, and challenge each other to be better. This working environment promotes success. Tasks are achieved easier, and projects are approached with the same goal in mind.
The more relationships that you have like this, the more successful you will be. I don't know that there is a strategy to build these relationships, as the key ingredient to these relationships is in the genuine interaction.......which cannot be force or faked. Perhaps its dumb-luck, or choosing your business partners properly, or simply taking stock in this persons well-being. It's not about finding the formula, it's about recognizing when the potential is there and growing......together.
I have been lucky enough to build a few of these relationships. I look forward to traveling into town to work with these friends. Not only is the company during the working days more enjoyable, but there seems to be an added level of productivity. We are on the same page, bounce ideas off of each other, run the streets of sales with reckless abandon, and challenge each other to be better. This working environment promotes success. Tasks are achieved easier, and projects are approached with the same goal in mind.
The more relationships that you have like this, the more successful you will be. I don't know that there is a strategy to build these relationships, as the key ingredient to these relationships is in the genuine interaction.......which cannot be force or faked. Perhaps its dumb-luck, or choosing your business partners properly, or simply taking stock in this persons well-being. It's not about finding the formula, it's about recognizing when the potential is there and growing......together.
Tuesday, March 1, 2011
Stay in Touch
It's hard enough to earn new clients. Once we have achieved this, as salespeople, our low hanging fruit of future opportunities is to stay close to clients that have trusted us in the past. We place so much importance on activity, that we always remember to keep moving.......but we often forget to continue going back to our existing relationships. It's difficult to earn trust. It's easy to do a good job once trusted. And it's crucial to continue to build off of that trust.
There are many ideas and formulas out there to achieve the "stay in touch" strategy. Just about every sales book discusses one or more of these formulas. We all work differently, and will have a different formula of staying in touch. The important thing for all of us is simply to do it.
It's common knowledge. It just makes sense. Stay in touch with those that have trusted you before. Learn the formula that allows you to best manage your time between existing relationships and new relationships. If you haven't done so, spend time evaluating where your time is best spent to achieve results......then modify your time to encourage success. Break out of your tunnel vision of running, running, running......and learn how to work smart. Staying in touch will be a key component of this.
There are many ideas and formulas out there to achieve the "stay in touch" strategy. Just about every sales book discusses one or more of these formulas. We all work differently, and will have a different formula of staying in touch. The important thing for all of us is simply to do it.
It's common knowledge. It just makes sense. Stay in touch with those that have trusted you before. Learn the formula that allows you to best manage your time between existing relationships and new relationships. If you haven't done so, spend time evaluating where your time is best spent to achieve results......then modify your time to encourage success. Break out of your tunnel vision of running, running, running......and learn how to work smart. Staying in touch will be a key component of this.
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