Live in the Now

Sales is about now, recently, lately, today. There is no way to sugar coat this, but the sales world lives by "what have you done for me lately?". This may not be fair, or right, but it's the truth. I have always sold and managed according to this. I know that it doesn't matter what I did 5 years ago, or even last month. In a just world, sales reps get the credit, commission, and accolades accordingly.......and then everyone moves on. EVERYONE forgets, and is only focused on what is next.

As a sales rep , it will work in your favor to initiate the next step, the vision, the goals, the acknowledgement that the past is past. Nobody wants to hear about what you have done, only what you are doing. Generally, when you hear repetitive comments about the past, it's because the present looks vulnerable.

So, as cold-blooded as it may sound, to succeed in sales, you must embrace the "what have you done for me lately" way of life. If you're as good as you think you are, then you should be able to answer that question with pride and confidence. Don't grow complacent. When you land a big deal, congratulate your team, pat yourself on the back, and then start preparing for your next opportunity. Complacency will set you up for defeat.

**. The Texas heat has arrived. The season has begun where a Texas salesperson must take multiple shirts to make it through a day of presentations.

Potential

I think we've been trained to hear "potential" as a compliment, or a positive trait....... I don't believe this should always be the case. Potential must be taken in context. "This new movie has the potential to win an Academy Award"........is a compliment. To be proclaimed as the "potential next CEO of a company" is a positive. And, there are a million other cases in which potential should be used as a positive.

But, to be described as simply "having potential" can be viewed as a negative, or an insult. Pertaining to sales reps and employees, when I ask for feedback from a trusted source regarding a person........if they respond "he has potential" I'm ready to move on and hear about the next person. In this context, potential means he's not quite there. Maybe one day he'll be there, but it's not right now, and we don't know when it might be. Every organization has needs for teammates with potential. These positions are usually entry level or support roles, which will give ample opportunity to grow into their potential.

Don't ever be satisfied when somebody says you have potential. Everybody has potential to do something great. Great people are the one's that exhausted every resource to reach that potential. Potential is a reality check. Potential can be a slap in the face or a warning shot that says "you know what, you could be, you're not yet, but you're not far from it, maybe one day, just maybe.". Having potential should be all the motivation you need to find areas of improvement. Be great, not potentially great.

**. I've missed a week of blogging, and I've truly missed it. My mind has not been as flexible, sharp, and open. I need this brain exercise as often as I can get it.

Recognize Timing

When we're in front of a potential client, there is a point when we reach a determination of whether or not the client is truly a potential buyer at the present moment.  In many cases, a potential client will always be a potential client.  But as is the case with most things in life, timing is everything.  Once you reach a determination that the timing is not right, and the client is not in a postition of interest at that time............it is in everyone's best interest that you conserve time and move on.

The only thing worse than spending time in a situation that will not produce business, is spending additional time scratching and clawing to make something out of nothing.  Everyone's time is extremely valuable.  There is no sense in wasting your time, or the clients time, in a situation where progress cannot be made by either of you.

Suspending your efforts in a polite way out of respect of time is something that will always be appreciated by your clients.  Sensitivity to time and the situation at hand is generally noticed and remembered, and will allow you future opportunities with these clients as opportunities arise.  There is absolutely nothing wrong with pointing out that this is not time well spent by either party, and identifying that you wish to stay in touch and continue these conversations when the timing is more appropriate down the road.

This falls into the category of "it's not all about you."  As salespeople, we all have an agenda that we would like to achieve.  We get lost in trying to accomplish our agenda, and too often forget that it is our job to help the clients achieve their agenda..........not ours.  It's evident when we dig too deep to sway the situation back into our favor, and it rarely works to our favor.

Recognize when the timing is not right, identify that you wish to stay in touch, and move on.  Your clients have more important things to get to, and you have new opportunities to pursue.  Your opportunity to present real value will come.  Stick with it.

**  Today I gave a presentation in a conference room with floor to ceiling windows overlooking an unbelievable view with the backdrop being the "HOLLYWOOD" sign.  This is familiar picture to me, but always from TV and pictures, but so familiar that I felt like I've been there before.  Yet it's always been set apart in my mind as a paradise or a fantasy land.  It raised this question to me:  "for the people that sit here everyday and see this view as normal life, what is their fantasy land?"  It's likely not my hometown.

Positivity

Positivity breeds positivity.  Positivity breeds creative thinking.  Positivity breeds collaboration, momentum, happiness, health, work ethic, team work, willingness, incentive, and atmosphere.  Positivity breeds sales.

In the world of unteachable traits, positivity is among the most valuable.  Sure, isolated from other characteristics lending to sales, positivity doesn't bring much other than a person that others enjoy to be around.  But, combined with other salesmanship qualities, positivity is the trait that binds it all together that makes it a pleasure for clients to call on you for help.

Positivity is fully in our control.  It is our choice how we view and treat various situations, and sure, not all situations can justify a positive spin.  But when presented the opportunity, approach each situation with a positive outlook, and it will greatly benefit the outcome and the environment in which you create around you.

**  6am flights shouldn't really be allowed.  The security lines are only half way open, no airport restaraunts are open, except for Starbucks.  And that lady insisted that she wasn't really open...........she was just taking orders for anyone paying by credit card, which was the entire line...........then she would tell everyone that ordered that she wasn't really open, but was trying to be nice.  She did that all the way up until the time that they were officially open..........with a big fake smile.

So Much More than Selling

It absolutely amazes me when I sit and think about the tasks that we take on as salespeople.  The conotation that comes with the title "Sales Representative" is one of traveling around pitching your product, schmoozing, trying to peddle product to anyone that will listen.  This just isn't the case.

I know this is not isolated to my industry, my product, my markets, or me personally..........and I feel confident that every sales rep will relate to this.  We provide solutions, and are willing to perform whatever tasks are associated with that.  Today I acted as a warehouse broker to try to find a place for product that we sold last year.  Not long ago I spent days collecting pricing on products that I don't provide, from suppliers that I sometimes compete with, in order to increase the chance that my product would be used in a portion of the project.  These are a couple of examples of what we do in sales, that is very much "outside the box" of selling our product.  I sell flooring, it's fairly straight forward.  Yet for some reason my job of selling floors has allowed me to:  become a conisseur of double-faced tape, know what it takes to get a shipment across the border without raising a red flag, continually attempt to sneak a utility knife onto an airplane, lose a corner of my thumb (you'll appreciate that one Jerry), know how to run my house with solar power if desired, learn how many times a tennis ball can be used before not being good anymore and then be used on chair legs............and the list goes on and on.  And all of this comes from attempting to sell flooring in a round-about way.

Having said all of this, I believe that the experiences referenced above are truly why sales people love what they do..........I know it's why I love it.  Of course, I love the golf outings and nice dinners.  But not knowing what curveball I will be thrown tomorrow, or what role I will need to play.............is what truly makes sales enjoyable.  Sales Representative may be your title, but the truth is that you will be whoever you need to be in order to provide solutions to your clients.

**  We all know that airplane food is terrible.  The cheese omelete and the quesadilla are both terrible on an airplane..........how is that even possible?  But surprisingly, the salmon has proven time and time again to be fairly decent.  So strange that they can figure that one out.

I Can't Stop

I'm obviously on a kick about teamwork, accountability, and direction.  These factors are literally consuming my thoughts these days.  This doesn't come as a surprise as we are in the midst of our busiest time of year when business is coming to fruition to either be won or lost.  To be able to send multiple requests to multiple teammates and watch everything come in within a deadline and in perfect detail..........is priceless.  Really, there is not a value that you can place on this.  I'm seeing it happen everyday, and it continues to make everyone better.

This all relies on factors that I've posted about recently:  good people, teamwork, and shared importance.  All of this is necessary to secure the big business.  Small business is easy to come by on a daily basis, without too much outside coordination.    Big business is different.  Every competitor is fighting for the big business, tapping all of their resources, and presenting their A-game.  To compete here, you must have the right people in place to deliver quickly and perfectly.

I am so proud to be a part of this team.  This time of year plays a huge role in our outcome for the overall year.  Seasons like this can build momentum, or leave you wondering where you missed and what you can do better next time.  A month from now I'll have a better idea of how we fared through this season.  For sure, my priorities will be shaped and adjusted based on the outcome.  Until then, I can't imagine having much else on my mind.........other than continuing to utilize the strengths and capabilties of the team.

**  It's taken 4 months to get 1,000 hits on this blog (almost there), that's pretty weak.  What do I need to do to get 1,000 hits in the month of May?  Help spread the word!!!

Is it Important?

Sales is no different than any other team sport, we are only as good as our weakest link.  Every team is made up of multiple individuals, sometimes it's a lot of people............and sometimes only a couple.  Regardless, we all count on each other.  The performance of others carrys a great impact on our individual success.

Within every team, there is a roster of team members, and a line of team leaders.  Each one plays a key role.  In some cases, the entire roster affects the success of the entire roster.  In other cases, individual team members are only impacted by the line of team leaders.  Regardless of the scenario, one factor lies true to the formula of success.........It must be as important to them as it is to you.  If not, you're fighting an uphill battle.

If you find yourself in a position where the overall objective is not as important to your teammates or your team leaders as it is to you, you either:  1) have the wrong objective, or 2) are on the wrong team.  Assuming you aren't mislead by your objective, and are simply on the wrong team.............you are in a situation in which you will never reach your full potential.  We can all work towards everyone else's objectives to be good.  But striving toward the objectives in which we feel passionate about will make us great. 

When evaluating the strength of a team, a leader must ask the simple question:  Is it as important to them as it is to me?  If the answer is yes, then everything else can be worked through to reach the common goal.  If the answer is no, then you are likely on your own in this task, with minimal support.  The same rule applies for team members evaluating their leadership.  That doesn't mean that your objective can't be met, it simply means that you will exhaust more resources in trying to accomplish it.  Once you identify the people that can help you achieve your goal, create a current of momentum that can help carry you..........and bypass the people trying to swim upstream.

**  Renting a car with an expired license is no easy task, but I have successfully gotten around the rule twice in one week.  It seems like the agents at the counter will only put up with my bartering for so long before they move me along.  I don't think company policy is as important to them as it is to their bosses!!

Speech Flaw

I attended a banquet tonight in which I was asked to get up on stage to say a few words regarding my companies business relationship with the host organization.  No problem, rememember a few bullet points, say a few words, smile, and move on.  I went over my bullet-points in my head over and over leading up to, again.......no problem.  I went up to deliver my message to a room of 300+, and I'm sure if you asked anyone in the audience, my 20 seconds on the mic was fine.  As I was walking off the stage, I would have told you the same.  So why is that once I sat down, I realized that I only hit 2 of my 4 bullet points?  Are you kidding me?  I so wanted a do over.  I didn't mess up, I simply didn't take full advantage of a great opportunity.  What a bonehead move.

It puts a great perspective on my post from yesterday, I won't make that mistake again.

I identified tonight that when I get up to speak about a subject, I'm totally comfortable.  But when I get up to say thank you, I'm not comfortable at all.  But why?  I need to figure it out.  Until I do, I'll learn to prepare for the "thank you" speech differently than others.  Lesson learned.

**  I can't figure out this Kansas City Downtown Marriott.  It's connected to another Marriott that sits caddy-corner, but yet neither seem to have a gathering place (restaraunt/bar) in the lobby.  It's like 2 dissapointing hotels joined together hoping to create a mirage of a happening spot.  Not impressed.

Own Up

We're not perfect, we all make mistakes.  What we do with those mistakes determines the final outcome........long-term damage, or negative turned positive.  In sales, it's not different.  I make mistakes everyday, and will make more tomorrow.  Mistakes are not OK, but addressed and corrected mistakes are.  The defitition of a mistake is different to all of us.  In many cases, we get to determine what is a mistake and what is not, and we will justify our position accordingly.

As a sales person, it is not my goal to convince a client to trust me with their business, execute, and be done with it.  It is my goal to gain a clients trust with business, execute, and provide such a positive experience in the overall process that the client will want to trust me with all future business opportunities.  To set the bar to such a high standard that my competitors will have no choice but to fall short if given the opportunity, this is my goal.  When I don't meet this goal, I can generally point to a specific mistake that I made during the process.  Learning from and correcting those mistakes plays a big role in my growth.

Specific to my day today, I took personal ownership in a past mistake, which has left one of my clients with a bitter taste.  My past mistake has put future trust and future opportunities with this client in question........and for good reason.  In a "too-little-too-late" circumstance, I approached the client and let them know that the circumstances experienced were of nobodys fault but mine.  My mis-management allowed the circumstance to escalate to the point of a bad experience.  It was not my hope to earn back future opportunities, as that type of trust takes far more to earn back.  It was not my intention to list challenges faced that were out of my control.  It was only my intention to apologize for the grief caused, to identify that my mistake was at the core of the issue, and to express my regret in how I handled the situation.  I ended by telling the client that I'm better than that, and that I'm sorry that I didn't prove it when given the opportunity.

This initiation of owning up to a mistake was one that I don't have a lot of practice in, and that the client was appreciative of.  I felt that we both sensed a relief from the conversation.  I don't know if I'll ever get the opportunity to work with this client again, but I do believe that the client would answer my phone call or honor a meeting request.  I can say that in full confidence I will not let that mistake happen again.

I disregard many of the mistakes that I make, and discount them as "no harm done."  I learned a lesson in this process...........that no mistake should go unaddressed, as they each present a learning opportunity.  And, the best way to address the mistake is to own up, and set the expectation and accountability that it will not happen again.

**  I see a lot of celebrities in airports, and I'm not really in awe of the celebrity.  But, I am very interested in how they carry themselves when traveling with common-folk.  Do they try to blend in, or try to isolate themselves?  Do they give off a "greater-than-thou" stigma?  This morning I was in the airport Starbucks line with Kevin McHale.  Other than the fact that he is super tall, I would have never noticed him in a crowd.  He seemed like a very nice, very normal guy.

I recommend

REWORK was recommended to me as an "outside of the box" business book.  I thought it was a great read, and kept my attention very enthusiastically.  You must go into it with an open-mind, and be OK with the fact that you will disagree with a large portion of the suggestions.  Simply by reading the introduction you will get an idea of the attitude of this book, with chapter titles such as "Meetings are toxic" and "Good enough is fine."

Regardless of the points that I didn't totally agree with, it was great brain exercise and lent different perspectives that I don't generally consider.  Plus it was entertaining.  Strongly recommend.