Losing…

Leadership at my company and many others have been delivering their fiscal year messages during earnings calls and sales “kick-off” festivities.  For me, working from home and joining via Zoom is not a very festive setting, but I know these leaders are trying their best to raise employee enthusiasm. 

Recently, I was picking up horse manure in the corral (where I do some of my best thinking).  After reflecting on these messages and their tones – I told our horses I was disappointed.  I said it’s hard to be motivational when you “lose”.

From a sales perspective when companies fail to meet their quotas; they lose.  Annual sales quota is a key company mission and there’s a lot at stake.  Miss the number and people lose their jobs.  This past year many people (including my family and friends) at many companies lost their jobs.

It’s easy to talk about winning.  Winning in business, sports, academics, politics, literally all aspects of life has been glorified.  Losing? Well…

“Consul”, n:

In American politics, a person who having failed to secure an office from the people is given one by the Administration on condition that he leave the country.

Ambrose Bierce

Failing to meet sales quotas is easy to blame on the pandemic, maybe even justified.   I know we are all attempting to adjust to today’s reality:

Reality is that stuff which, no matter what you believe, just won’t go away.

David Paktor

The reality about our world is when bad things happen leadership must address it – no matter how difficult:

Reports that say that something hasn't happened are always interesting to me, because as we know, there are known knowns; there are things we know we know. We also know there are known unknowns; that is to say we know there are some things we do not know. But there are also unknown unknowns — the ones we don't know we don't know. And if one looks throughout the history of our country and other free countries, it is the latter category that tend to be the difficult ones. 

Donald Rumsfeld

In my opinion, too many leadership messages are coming across as 100% spin on losing sales performances.  They’ve stated, “everyone did their best” … “our results were remarkable in light of the pandemic” … “we were winning right up until the end of the year”.  Yep, many companies were winning; right up until the point - where they lost; and then people were fired.

I believe how leaders address losing is more important than how they celebrate winning.  In my opinion I want leaders’ messages to be more serious; less pleasant; more urgent; less “blue sky and sunshine”.  Like all companies, mine is engaged in a desperate economic battle for our very survival.  “Doing our best” may not cut it.

When the pandemic hit Donald Rumsfeld might have said unknown-unknowns cost companies successful sales years.  Today, these are now known-knowns and still extremely difficult; desperate really.  I’m not sure when we will be back to “normal”.

I think we all agree that losing is tough.  But when it happens, I’d like our leaders to address it openly, honestly, and passionately. The phrase “desperate times call for desperate measures” (originating from Hippocrates himself) applies to everyone today, true?

If we’re losing – let’s drop the “look on the bright side” spin and focus on doing whatever needs to be done to win. We can do it!  We must do it!

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

“Old School” …

I read an article in Sales and Marketing Magazine © by Tim Houlihan, Chief Behavioral Strategist at Behavior Academy.  He bracketed his thought leadership with a couple of opinions about history.  Here’s the first:

In 1450, the printing press was expected to render the brain useless by making memorization obsolete – it didn’t.  In 1600, most people were certain the Earth was the center of the universe – it isn’t.  In 1700, most sailors believed drinking malt whisky cured scurvy – it doesn’t.  In 1985, my sales manager told me that mobile phones (then hard-wired into cars) were only good for one thing: calling your customer to say you’re going to be late.

It’s easy to criticize the mistakes of those who came before us, true?  I mean, part of gaining subject matter expertise is learning from mistakes; ours and others:

An expert is a man who has made all the mistakes which can be made in a very narrow field.

                                 

Niels Bohn

It’s not surprising that people today discount the value of historical knowledge and experience.  They cite examples of failure in our companies; our communities; and our country that have failed - and there are many. 

However, if historical knowledge and extensive experience is no longer of value then who will we follow, and why?  What do you think of those with “credentials” vs. those with “accomplishments”?  There’s a big difference. 

Here’s Tim other opinion that stood out:

Maybe we’ve met.  Was it at a trade show or a conference?  You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well.  So why read this article?  With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got something to share.

What do you think?  Is 20-plus years valuable; or should we discount it?  Is Tim’s experience with 1,500+ programs “Old School”?  If so, is that term a compliment or a criticism?  I wasn’t sure myself.  I found this amusing, etymological debate about Old School (link).

Does your company value experience and the people who possess it?  Does your company believe “old guys” are too Old School to have value?  Is your company engaged in a youth movement?

Lest you haven’t realized - and I don’t know how you couldn’t - but just in case and to set the proper context, I’m definitely Old School with all the trappings…  gray hair; a 4-decade resume; deep historical knowledge; the works.

Yet, I’ve noticed the rise of occurrences at my company and others of this phenomenon cited by none other than our favorite, Unknown Sage:

Success has many fathers while failure is an orphan. 

Russian Proverb

Today, I’m witnessing an increase in people claiming unearned success.  Is this a business world spillover originating from youth sports and participation trophies?  I’d like to believe they mean well.  But is bypassing the time it takes to “earn your stripes” too Old School?

Our Unknown Sage reminds us of Hershiser:

Hershiser's Rule:

Anything labeled new and/or improved, isn't.

And goes on about ungrounded claims of success:

When dog food is new and improved tasting, who tests it? 

Is today’s “Subject Matter Expert” title declared or earned?  If earned, based on what criteria?  If their criteria span history and experience, should their expertise be discounted?

Yes, they have met us Old Schoolers before.  Should they discount our value?  Well… do you?

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

The other stuff…

Periodically, I’m asked about first-time, Sales Manager training programs.  It reminds me of our country’s roads and bridges:  Always in need of repair; never enough funding.

Most Sales Manager training programs contain all of the “usual stuff” and most miss this list of the “other stuff”:

1. STOP! - Don’t become a Sales Manager.  I’ve seen too many top salespeople decide they needed a “promotion” and if they don’t get one they leave.  (Yes, speaking from personal experience.)  Too many companies artificially create an environment that if someone is not moving up; they must be moving down.  It’s not true.
2. People are temporary; process is long-lasting.  36 months +/-.  After 36 months if our sales rep is successful, he or she will likely seek a promotion (per above) or will be recruited away.  One of my managers and mentors, Tom McSweeney, taught me; recruit them; develop them; and enjoy them while you have them.
3. People are messy.  I couldn’t avoid my reps telling me I was unfair.  So, I adopted a policy of “Equal Unfairness”.  If everyone felt I was unfair, that meant I was being equally unfair; and equal unfairness is fair.
4. Inspection is a bitch.  A Sales Manager’s primary responsibility is to inspect.  The better we are at inspection, the more our people will dislike it and us.
5. We’re being watched.  Not with an admiring eye, but usually derision. The rep who thought they should have our role; the rep who hates inspection; the other departments who hate sales.  A Sales Manager’s primary responsibility is to lead by example.
6. Missed sales weeks kill the year.  Sales Managers (like many managers) don’t like to quickly and directly address problems.  If we wait until we have open positions, it’s too late.  A Sales Manager’s primary responsible is to continuously recruit.  Your next open position is coming, trust me.
7. I worry less about how we hire; I worry more about how we fire.  Not everyone can do this for a living.  Research suggests Sales Managers develop an accurate, gut feeling about each new hire within 72 hours!  If our new rep is not doing the right things in the right way, we must fire them and recruit another.  Easy to blog about – hard to do in the real world
8. On-boarding…  A Sales Manager’s primary responsibility is to ensure our new rep is properly on-boarded.  That doesn’t mean we do their work – the sales rep is responsible for his or her own success.  The Sales Manager can guide them on the “4 A’s”; “Approach”; “Activity”; “Ability”; and “Attitude”.  If our rep is missing any of the A’s, activate the off-boarding process.
9. Invest in top performers.   Research suggests under-performers likely won’t make it.  Phil Jackson succeeded (where previous coaches failed) with Michael, Koby, and Shaque.  He wasn’t their first coach.  But he was the coach on their first championship teams.
10. How much fun are we to work for?  All work + no fun = What’s up with this guy!  If we’re going to do this for a living let’s have some fun and make some money, in that order.

I know I stated more than one “primary responsibility” above.  So I say again, if you’re a successful sales rep, are you certain a Sales Manager “promotion” (aka more work, less pay) is for you?

I needed continuous, expert mentoring because the Peter Principle remains alive and well.

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Remote…

During today’s pandemic, like many employees I find myself working from home.  Throughout my career I preferred to work in an office so when I came home from work I could leave my work at work and be “present” at home with my family.   Today, work-life and home-life are being homogenized via a recipe called social distancing.

I’m reminded of an article I read by LeeAnn Renninger, PhD. Co-CEO, LifeLabs Learning, 11 high-impact questions managers should ask remote employees

I’ll let you read the full article and all 11 questions as you like.  Permit me to highlight a few of her points that resonate with me now that I too am “remote”.

Dr. Renninger seems to agree with the idea of separating work-life and home-life:

3. What is your daily routine? 

What this question uncovers

Energy management: Listen for spots to help optimize time boundaries. A big danger for remote employees is burnout since work and life are blended. When working in-person at the office it’s easier to have delineated boundaries for starting and stopping work.

I know we like to poke fun at burnout.  For some workers, always being online and seemingly always available can be viewed as a badge of honor.  But even an executive with one of the most hard-driving reputations has said:

Life is a marathon.  

Larry Ellison

So contrary to my favorite, Unknown Sage burnout is real and something to be avoided:

I didn't come here to be told that I'm burning the candle at both ends, complained the patient to his doctor.  I came for more wax. 

It is both wise and healthy to get away from work every day, don’t you think?  Besides, who wants to work with an over-stressed colleague that becomes a poop-in-the-face.  However, don’t extend your “get-aways” too long:

I asked a department manager once how many people worked for him, and he said, "About half!" 

John G. Miller

Dr. Renninger continued:

11. What do you want to learn more about regarding our team or company? 

What this question uncovers

Information flow: When working remotely, people sometimes feel out of the loop. This question helps you hear if they feel or are excluded. You can then optimize systems or explain the context.

Being in the loop – that concept applies to we employees and our managers as well, true?

“Is there any reason you could not serve as a juror on this case?” the judge asked the junior executive called for jury duty.  “I don’t want to be away from my job that long, answered the prospective juror.”  “Can't they do without you?” the judge probed.  “Sure, said the up-and-comer.  But I don't want them to know that." 

Unknown Sage

Yes it’s true, none of us are indispensable.  Most companies continue to operate when we’re away from time to time.  For some, when our executives are away, the company actually performs better!  For other companies, not so much:

It nonetheless spoke highly of the firm's management that they seemed to be going out of business in an orderly fashion.

Norman R. Augustine

We all know the old adage of being out-of-sight…  and with so many jobs being eliminated and employees being laid-off that can be worrisome.

Nonetheless, today it’s better we lay low for a while longer as we all wait and hope for modern medical science to address the invisible killer among us.  Besides, with Teams, WebEx and Zoom, we’re not out-of-mind.  We’re just “remote”.

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Independence - upheld…

Tomorrow, Americans will celebrate Independence Day:

Independence Day is a federal holiday in the United States commemorating the Declaration of Independence of the United States on July 4, 1776. Wikipedia

It’s today however, when Americans should commemorate the event that upheld our country’s independence; the event that prevented the United States from being cut in half; and the horrific toll paid to protect our independence.

July 3^rd, 1863 was the third and final day of the Battle of Gettysburg.  Of all the Americans who have ever died in all the wars our country has ever fought, almost half - 620,000 - died in the Civil War.  And of all the Civil War battles, the one battle with the highest casualties was Gettysburg – 51,000 Americans.  Within the Battel of Gettysburg, Picket’s Charge on July 3^rd, 1863 was the deciding, bloody clash.

I know today the Confederate States of America; their monuments; and their flag are easily vilified.  But 157 years ago, those battles were fought by Americans not by villains; by brave souls both North and South who believed their cause was necessary to preserve their country; their way of life.  They were committed to their beliefs and were willing to die for it.

I believe every American should visit the Gettysburg National Military Park and pay tribute to the memory of those Americans that preserved the fate of our union.  Thankfully, that battle and a succinct commemoration by one of our greatest leaders, who also gave his life for his country, ultimately prevailed:

Four score and seven years ago our fathers brought forth on this continent, a new nation, conceived in Liberty, and dedicated to the proposition that all men are created equal.

Now we are engaged in a great civil war, testing whether that nation, or any nation so conceived and so dedicated, can long endure. We are met on a great battle-field of that war. We have come to dedicate a portion of that field, as a final resting place for those who here gave their lives that that nation might live. It is altogether fitting and proper that we should do this.

But, in a larger sense, we can not dedicate—we can not consecrate—we can not hallow—this ground. The brave men, living and dead, who struggled here, have consecrated it, far above our poor power to add or detract. The world will little note, nor long remember what we say here, but it can never forget what they did here. It is for us the living, rather, to be dedicated here to the unfinished work which they who fought here have thus far so nobly advanced. It is rather for us to be here dedicated to the great task remaining before us—that from these honored dead we take increased devotion to that cause for which they gave the last full measure of devotion—that we here highly resolve that these dead shall not have died in vain—that this nation, under God, shall have a new birth of freedom—and that government of the people, by the people, for the people, shall not perish from the earth.

That day Abraham Lincoln spoke to unite all Americans, North and South.  Today, July 3^rd, is the day for us all to remember; to unite all Americans; and to speak out for a united, United States of America remaining united. 

May God bless you; and may God bless America!

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Independence…

Happy Independence Day Americans!  Here’s to a fun (and safe) July 4^th holiday.  Here’s to our country – “Land of the free and home of the brave”.

Our Founding Fathers had certain ideals in mind when they fought for our country’s independence.  They had a vision for the common man; free from oppression; living in harmony; pursuing happiness.  We have some work to do for that vision to remain intact.

Today, the term “it’s a free country” too often takes on overly individualized interpretations.  Being free doesn’t mean we can do whatever-the-duck we feel like: 

Freedom means choosing your burden. 

Hephzibah Menuhin

One of the burdens we Americans carry is the concern for and the caring of others.  The Statue of Liberty; symbol of our country’s liberty, is inscribed:

Give me your tired, your poor, Your huddled masses yearning to breathe free, The wretched refuse of your teeming shore.

I don’t think “breathe free” means being individualized or undisciplined, do you?  Freedom requires continuous adherence to the rules:

Piloting your own plane may suggest a desire for freedom.  It usually takes a lot of self-control, however, to earn the money necessary to buy your own plane.  And once you are at the controls, concentration and rules are vital.  Undisciplined pilots do not live long.    

Alfred P. Sloan, Jr.

Pick any popular pet peeve; texting while driving; parking in handicapped spaces when not actually being handicapped; bringing pets on a plane declaring “emotional support animals” (trivializing heroic service dogs performing invaluable service to those truly in need).  Does it seem like today’s list of “I’m special; the rules don’t apply to me” is getting longer?

I believe our country’s center of power lies not with the individual, but rather with each individual finding common ground for the pursuit of the collective good for all.  John Wesley believes it’s not about “me”; it’s about how “we” share our fortune with those less fortunate:

Do all the good you can. 

By all the means you can. 

In all the ways you can. 

In all the places you can. 

At all the times you can. 

To all the people you can. 

As long as you can.

America is independent and the land of the free; but as it has been said many times, freedom is not free:

Our flag does not fly because the wind moves it.  It flies with the last breath of each soldier who died protecting it. 

Unknown Sage

Yes, America is the land of the free because of the brave.  And bravery is found in many more places than on battlefields.  We witness bravery every day in every way by average people who are proud to be Americans!  We inherited that from our Founding Fathers:

John Hancock, whose name has become synonymous with the word signature, has the largest signature on the Declaration of Independence.  It is said that after he signed it, he turned to his comrades and said, 'I don’t want the King to have any problem finding my name’. 

Laurie Beth Jones

So, let us all enjoy America’s independence today.  And then tomorrow, let’s go back to work - working to ensure this country remains what our Founding Fathers envisioned.  Let us honor those with bravery – past and present – those who gave their lives for our freedom; our independence; our fortunes.  Let us continue to work to make this a country all of us - in common – an America to be proud of.

GAP

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.