Flight #2021…

People are starting to travel again.  I hope it’s not too soon, but I understand the need for returning to normalcy.   I wonder if we are ready to alter our definition of “normalcy”? 

I saw this social media post a while back.  Maybe it will help us “re-set” what normalcy will be in 2021: 

Hello, Welcome to Flight #2021 We are prepared to take off into the New Year: 

Ø  Please make sure your ATTITUDE and BLESSINGS are SECURED    and LOCKED in an upright position.

Ø  ALL SELF-DESTRUCTIVE devices should be TURNED OFF at this time.

Ø  All NEGATIVITY, HURT, and DISCOURAGEMENT should be put    away.

Ø  Should we LOSE ALTITUDE under pressure during the flight, reach up and pull down a PRAYER.

Ø  PRAYERS will automatically be ACTIVATED by FAITH. Once your faith is activated, you can ASSIST other passengers.

Ø  There will be NO BAGGAGE allowed on this flight.

Ø  The Captain (GOD) has cleared us for takeoff.

Ø  Destination PEACE, GRACE, MERCY, SALVATION, and HEAVEN! 

I’d call that good coaching to get some altitude in our attitude.  Now is a good time to rise above the angst, anger, animosity, and antagonism permeating our daily lives.  

How’s your attitude holding up?  Are today’s calamities too much to handle?  I hope not.  Just when things seem to be the darkest I remind myself of the advice from our favorite, Unknown Sage: 

If you can keep your head while others around you are losing theirs… you will be a head taller than everyone. 

Seriously though, today’s challenges require a different level of personal commitment to address them don’t you think?  Every time a complaint or conflict arises, we don’t have to engage, do we?  We’ve witnessed complaints and conflicts before, like this story from the travel industry: 

            A famous Chairman of the Board of a national airline, uses self-deprecating humor, such as the story he told about a woman who wrote a letter complaining about his airline.  She didn't like anything: not the peanuts, not the color of the plane.  She didn’t even like the uniforms of the stewards.  She was just full of gripes.

The marketing division took it over, spent a week writing a 22-page letter trying to reason with her, and showed it to the Chairman before he signed it.  He read it, and tossed it into the wastebasket.  He asked for a piece of stationery and wrote; “Dear Madam, We're going to miss you.  

Sincerely,

Herb."   

Herb Kelleher 

I’m working to increase the altitude of my attitude at work.  I think I’m making progress because I had a colleague call me the other day and ask, “How do you do it?...”  He went on to say he has noticed how I’m staying calm and professionally appropriate in the face of meetings that focus on some nonsensical, internal procedure that frustrates others. 

I told him I get just as frustrated but rather than engaging in the fracas, I engage my mute button!  I don’t think adding my opinion would make things better – probably just the opposite.  And thankfully I have a patient boss. 

Today’s non-stop negative hype reminds me of Lawrence J. Peter’s perspective: 

What this country needs is more free speech worth listening to.                                  

In 2021 I’m trying to avoid responding; retorting; or reacting to every conversation that I find irritating.  I’m trying to fly above it all – where calm air and bright sunshine warms my day.  How about 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.

My rock…

Permit me to pause from business matters today… 

Last Friday marked our 48^th wedding anniversary.  A significant number of days to be with one’s significant other, true?  In reality I’ve been with my high school sweetheart since 1970.  That’s 51 years and continuing!  We’ve actually known each other since the 7^th grade.  I think it’s more than just destiny: 

We are not permitted to choose the frame of our destiny.  But what we put into it is ours. 

Dag Hammarskjold 

Many of you are enjoying long-lasting relationships; many have been married longer than we.  To you, a Mile High Salute!  The secret? 

A successful marriage requires falling in love many times, always with the same person. 

Mignon McLaughlin 

As you know, I write about my wife frequently.  Her impact on my life is significant.  Like any couple, we have our good days and our not-so-good days.  Like many couples, we’ve had some of those relationship-testing; foundation-rattling; we’re-not-going-to-make-it; kind of days.  

Over the past year we can testify that “for better or worse” really means for better or for “worse”.  We’re reminded: 

When you’re riding through hell… keep riding. 

James P. Owen

Any meaningful journey is like that, yes?  Even one of America’s most famous sweethearts offered her guidance on life’s journey: 

Pain nourishes courage.  You can’t be brave if you’ve only had wonderful things happen to you. 

Mary Tyler Moore 

After 48 years we have learned to enjoy life’s little moments.  “Date night”, although a nice idea, looks nothing like an actual “date night” anymore.  Still, we have been blessed with our share of wonderful things; all driven by love.  In fact, 48 years ago this month the #1 song on the Billboard Hot 100 was “Love Train” by the O’Jays.  

According to Wikipedia: 

The word 'train' comes from the Old French trahiner, from the Latin trahere meaning pull, or draw. 

I have been a passenger on that love train my wife has pulled us along on for 48 years!  I’ve tried to contribute a few little things each day to lighten her load a bit; clear the tracks.  Rob Gilbert made a list: 

How to have a Winning Day: 

You have to listen

more than you talk…

You have to smile

more than you frown…

You have to be fascinated

more than you're frustrated…

You have to believe in yourself

more than you doubt yourself.

You have to work

more than you whine.

You have to do

more than you don't.                                 

I have paid attention to my role, responsibilities, and boundaries, too: 

Men ordering custom colors must first bring in a note from their wife.  

Guiry Paint Store 

It’s OK; she writes the notes; I run the errands; we make a great team.  And on those occasional occasions where disagreement looms, I heed Harlan Miller’s advice: 

Often the difference between a successful marriage and a mediocre one consists of leaving three or four things a day unsaid.                                 

48 years and our love train is still rolling strong.  No matter our future course; no matter the challenges we will face; the trials that will test us; our love train will continue.  We will be pulled along by my significant other – regardless of whether the wind is at our back or resisting as it blows hard in our face.  Etheridge Knight’s words will continue to guide us: 

Love is a rock against the wind. 

Happy 48^th Anniversary Dear!  You’re my rock and I love 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.

March 17th…

 Happy St. Patrick’s Day!  Here’s to green beer, Shamrock Shakes, and dyeing the Chicago River green.  Do you have a favorite St. Patty’s celebration? 

Ever wonder why the shamrock is associated with St. Patrick’s Day?  According to History.com: 

In the centuries following Patrick’s death (believed to have been on March 17, 461), the mythology surrounding his life became ever more ingrained in the Irish culture: Perhaps the most well-known legend of St. Patrick is that he explained the Holy Trinity (Father, Son and Holy Spirit) using the three leaves of a native Irish clover, the shamrock. 

My wife is half-Irish.  Our family enjoys Irish traditions and affirmations, too: 

Irish Blessing:

May you never forget what is worth remembering, or remember what is worth forgetting.                            

Unknown (Irish) Sage 

I handle the remembering part OK.  It’s the forgetting part I struggle with.  

I still remember the second promotion I received in my sales career.  I was a “District Manager” (aka sales rep) for ADP when the company decided to establish a dedicated National Account segment.  The “National Account District Manager” experiment started with a single, outside hire.  He was my senior by 20 years; polished; articulate; very experienced in selling Burroughs hardware to large companies.  He quit within 6 months. 

You see ADP had a weekly sales cadence referred to as “Roll Call” back in the day.  Every Tuesday at 5pm, every sales rep in the country stood up at their local “Roll Call Meetings” and stated their sales for the week.  If I sold nothing, I had to “Pass” and feel the immense peer pressure of being among the few or even the only who didn’t “hit my number” that week. 

When ADP decided to sell up-market, the company refused to compromise on the weekly Roll Call cadence even though larger deals take longer to close.  ADP’s weekly cadence established a sense of urgency that was a key element to the company’s enviable growth and record string of year-over-year success.  The Burroughs Rep had never faced weekly Roll Call before.  He opted out. 

I was one among many internal reps who applied for the role next.  I had tagged along with the Burroughs Rep on a few sales meetings; I liked his eloquence.  I aspired to become a sales “professional” like him. 

Ultimately, I was selected.  I was one of only eight reps nationwide who became National Account District Managers to pilot this strategic initiative.  I was the youngest and least experienced of the eight.  Worse, I didn’t have the right image…  My attire was all wrong; I didn’t own Wingtips; my hairstyle was… well… youthful… 

 

Nonetheless: 

A good beginning is half the work.                              

Irish Proverb 

ADP’s Midwest Division President, Greg Pederson, while informing me of my promotion offered me a little guidance.  However, how he said what he said has been to this day unforgettable.  I can still hear his exact words: 

“Pokorn, you’re the best of the worst.  Get yourself a haircut; buy some new suits; you’ve got the job.” 

I also recall my exact response, “Greg, you really know how to motivate a guy.”  I went on to become the Top NADM and earned the company’s very first “Super Starts” award. 

My promotion didn’t take place on St. Patrick’s Day.  Still, when I read that Irish Proverb it triggers my memory.  Maybe Greg’s pep talk actually spurred me on to success throughout my career.  Is the Pederson name more Irish than Scottish? 

                                                GAP 

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

SURPRISE!

Do you like surprises?  I don’t.  I actually hate surprises.  I don’t even like good surprises, which I’ll get to in a minute.  I suppose it’s due to my career in sales.  

Salespeople receive good surprises from time to time; a compliment from a customer; a “bluebird” lead that is easy to close; a little extra recognition from their manager.  Most salespeople aren’t surprised with their commissions – we know what it took to earn those.  We also know what it takes to earn President’s Club trips so that can’t really be classified as a good surprise. 

On the other hand, salespeople are impacted by bad surprises all the time; changes to commission plans or territories; quota increases; hearing we lost a deal to a competitor; receiving a complaint from a disgruntled customer… In my profession there are simply more bad surprises than good. 

So I have become hardened to surprises now, even good surprises.  

Now don’t get me wrong… I am easily awed by life’s miracles.  I am continuously amazed by many, many things – how smart our younger generations are; journeys to the Moon, Mars, and beyond; how people operate their homes and their vehicles from their smart phones.  

We live in an age of surprising, actually astonishing, accomplishments.  I believe in the power and awe of miracles without explanation as offered by Claus Westermann in his book Elements of Old Testament Theology ©: 

… astonishment is one of the essential characteristics of the experience of miracles.  Astonishment necessarily contains a moment of incomprehensibility within itself.  A miracle which is explained is no longer a miracle. 

But when it comes to me, I’d rather I not be the object of astonishment. 

My wife knows my aversion to surprises.  We hosted a Halloween costume party many years ago.  I love Halloween.  When we first moved to Denver, I made our garage into a haunted house the trick or treaters could go through and at the end pick up a little candy from me.  Yes, I was in full costume as well.  But I digress… 

When my wife suggested we have a Halloween costumer party for our friends it was no surprise that I was in!  I went to Reinke Bros in Littleton to get fully decked out as Batman.  Check ‘em out https://www.reinkebrothers.com/store/ 

I was having a great time at our party.  Everyone put in an extra effort with their costumes; everyone was enjoying food, beverage and friendship.  Once everyone had arrived and we were all gathered in our basement (aptly decorated for the occasion as well), that’s when I noticed it.  

At first I thought it was just coincidental, but as I studied each of my friend’s costume the pattern was undeniable – everyone was dressed in an old person’s costume.  I mentioned my observation to my wife (also dressed up as a craggy old witch) and as if that was some signal she and all shouted out SURPRISE!  Happy Birthday!  

Unbeknownst to me, my wife had arranged a surprise 50th birthday party for me on Halloween.  My birthday is in February. 

After all the festivities; birthday cake (Halloween themed, of course); and fun.  After our friends departed and we cleaned things up.  I gave wife a big hug and kiss and thanked her for such a fun party.  And then I looked into her eyes and softly but clearly said, “Don’t EVER pull a blankety blankety blank blank surprise like that again.”  

I hate surprises. 

GAP 

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

People can be messy…

What kind of manager or leader are you? 

I was asked recently why I didn’t raise my hand for a manager’s role in my department.  Well… speaking from personal experience I can say with confidence, managing people is messy LOL! 

Don’t get me wrong, I enjoyed managing people in my career; for a while.  It’s just that people have complexities and complexities are messy for managers to “manage”.  That’s why I say managing people is messy.  Or is it? 

Whether due to the pandemic; generational differences; our preoccupation with technology; or simply that I’m wrong; I’ve noticed a “less messy” approach taken by many managers these days.  It’s less messy because it’s less personal; metrics-driven; less direct; very management-by-email. 

I remember meeting Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals a while back.  He told a story about his son’s foray into sales.  Based on Bob’s extensive experience in the profession, he’s certainly a subject matter expert.  I found it interesting that he presumed his son would fail. 

Early on, Bob’s son described his prospecting process and shared some of his phone scripts with his Dad.  Bob, having observed in his career too many other salespeople to count, didn’t think his son was very good; didn’t think he would make it.  But Bob’s son persevered; tried; failed; tried again.  He had heart which is hard to tie to metrics and even harder to detect in emails.  

When his son called one day to talk about his sales year, Bob was expecting to hear defeat.  Imagine his surprise when his son was calling to invite Bob to join him at his company’s President’s Club!  As it turned out, not only did Bob’s son not fail; he was a top salesman that year. 

Bob said he thought his son’s first President’s Club was just luck.  He finally changed that view but only after his son earned President’s Club recognition his second year and beyond.  It was a valuable sales management lesson about superficial, long-distance, wrong, impressions. 

With today’s plethora of technology, sales reps are often measured – and managed - by metrics.  Management-by-metrics is not limited to sales and managing people can be extremely challenging.  Especially if you don’t have the “secret” LOL! 

The secret of managing is to keep the guys who hate you away from the guys who are undecided. 

Casey Stengel 

I was chatting with a manager the other day.  She asked me to do a check-in call with one of her people.  I think she wanted to know if he hated her or was still undecided.  

She told me he never has any questions or asks for help.  During their 1:1s when she asks how’s he’s doing, he’s always, “fine”.  When she asks if he needs anything the response is usually, “nope”.  I congratulated her for noticing the nuances most managers miss. 

What do you think?  Is her situation with her person good?  Do you think her person is engaged?  Maybe he’s introverted.  Maybe he’s looking for another job.  Maybe he doesn’t trust his manager.  How could you tell? 

We spend a lot of time teaching leaders what to do.  We don’t spend enough time teaching leaders what to stop.  Half the leaders I have met don’t need to learn what to do.  They need to learn what to stop. 

                                                            Peter Drucker 

My opinion?  Whether manager or leader stop managing by email.  Try having genuine conversations with your people.  Their nuances may just surprise you! 

GAP 

Did you like this little ditty?  You might enjoy my past posts too: www.TheQuoteGuys.com