123121…ABC

Code?  No.  123121 is the last day of the year; the last day to “hit the number” for sales reps on a calendar year.  It’s the countdown to midnight; to accelerate our accelerators (maybe even to keep our job). 

ABC? 

ABC: Always be closing. Telling's not selling. 

Boiler Room 

Please share your favorite closing story.  Here are two of mine. 

I worked with a seasoned sales professional years ago at Integral Systems.  He needed one last deal to exceed his number and qualify for President’s Club.  His prospect was in New York and he started with the old “camp-out-close” - showing up at their office without an appointment; determined to see his prospect; camped out until he did; needed to close the deal.  The prospect played along. 

Unfortunately after agreeing to meet, his prospect wasn’t budging as my colleague tried every “ABC” tactic he knew - even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between my sales colleague and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this: 

Prospect: 

“I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?” 

Sales Rep: 

“Well Sir; because today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.” 

And his prospect did! 

Then there’s the variation of the “because-it’s-my-day” close, I like to call the “me-or-my-successor” close:   

As a sales professional, I carried a quota for over 30 years.  And I can remember my 2^nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head. 

After 26 weeks into my 2^nd year, I was put on a “performance warning”.  At the 39^th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota. 

We agreed that at the end of the 52^nd week, if I was still below 100%, I would resign.  At the end of my 51^st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account. 

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.” 

And at the 52^nd weekly sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the Region’s history; finished my 2^nd year at exactly 100% of my quota; and kept my job. 

123121… “ABC” everyone, “ABC”.  Bon chance! 

GAP 

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

Christ’s birth…

Wishing you a day of peace, hope, joy and celebration with family and friends. 

Of course, Christmas is more than just one day, true?  Whatever our spiritual beliefs, may each of us find meaning to our life during this season in a way that lasts throughout the entire year.  We may not want to look back and celebrate all of what’s happened in 2021.  I’m sure we are looking forward to a better 2022!  

Lest there be any confusion, may we be reminded of that which was important this year, and that which wasn’t. 

We are reminded by bankers to be of good cheer: 

A little boy received a new drum for Christmas.  Shortly thereafter, his father came home from work and the mother told him, “I don’t think the man upstairs likes to hear Georgie play his new drum, but he’s certainly subtle about it.”  “How do you know”? asked the father.  “Well, this afternoon he gave Georgie a knife and asked him if he knew what was inside the drum.”  

Herbert Prochnow 

We are reminded by the gospel to be satisfied with who we are not what we bought: 

You’re blessed when you’re content with just who you are – no more, no less.  That’s the moment you find yourselves proud owners of everything that can’t be bought.  

Matthew 5 

We are reminded by the novelists to remember (and be thankful for) our “fortunes”: 

Reflect upon your present blessings, of which every man has many; not on your past misfortunes, of which all men have some. 

Charles Dickens 

I am reminded to offer His blessings to you and yours from me and mine. 

“Merry Christmas to all, and to all a good night!” 

GAP

Sugar and spur…

Recently, I was in my weekly 1-on-1 with my manager.  She joined the company earlier in the year; from Canada; a horsewoman; I liked her from the get-go.  I was told we hired her because of her industry knowledge and experience with sales programs like the one I’m part of.  I suspect she did not suspect it would be her equestrian skills that would make the biggest impact on our professional relationship. 

When she was hired, I was the senior member of her team; in fact, I was the only member of her team!  I was also the senior member of our entire department.  In today’s technology sales field tenure can be as much of a liability as an asset.  Technology companies often look at someone with my years of experience the way the Bureau of Land Management of the US Government looks at wild horses roaming government land.  

In the west the BLM manages herds of wild horses with the verb “manage” being a bit of a stretch.  The American Mustang is a proud symbol of our country’s beauty, heritage, and power.  Mustangs have no natural predators.  After they reach the age of five, the “wild” in their name cannot be gentled. 

My wife and son adopted three, two-year old mustangs from the BLM many years ago and gentled them.  The last is meandering the pasture outside our back door; thirty-one years old and still majestic:  

With great skill and patience they trained our mustangs to perform in parades and shows across the western states.  Me?  Well let’s say I make a good stable hand.  I love the smell of horse manure in the corral.  In the office?  Not so much. 

When working with our mustangs day in and day out, my wife and son employed unending patience maintaining their calm temperament even in the face of their horse “blowing up” from time to time; readily offering the “sugar”.  However, horses as herd animals constantly test the pecking order; even with their owners.  So occasionally my wife or my son would show their horse the “spur” just to ensure everyone knew who was the top of the pecking order in our little, family herd. 

When my manager first joined the company, she was generous with the “sugar” during our interactions. Her style was such that I told my wife if my new manager was not the nicest person I had ever met, she was in the top five.  I on the other hand?  Tested the pecking order. 

I wasn’t deliberately trying to buck the initiatives my department was pursuing but my demeanor wasn’t something to be proud of.  Perhaps pride was the source of my poop-in-the-face attitude.  None of my “issues” were significant; nothing material; nothing that couldn’t be easily addressed.  I suppose I was simply a little “wild”. 

The other day was another day with a bit of an undercurrent in our 1-to-1 meeting.  That’s when she showed me the “spur”.  It wasn’t much; never has to be with a skillful equestrian.  But it was enough to remind me that horse and rider are best as one; best when in sync; best when working together as a team.  Later that very afternoon she noticed and commented on my 180º change to a positive contributor during a team meeting.  

Yes, mustangs and tenured sales professionals can develop an occasional stubborn streak.  When they do, just show them a little “spur”.  It’s OK. 

GAP 

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

Common enemies…

“OK Pokorn”, you might be thinking… “How will you correlate that title with peace and positivity?”  Well, there is actually great power found in emotional negativity that can be harnessed for the greater good.  It is the appeal to the greater good that we should remember.  

Yesterday we recognized Pearl Harbor Day.  December 7, 1941, an emotional, negative event occurred that summoned a powerful, driving force for the greater good.  From a factual standpoint according to Google: 

In total, 2,335 Americans died and 1,143 were wounded. 

Nothing remarkable in the annals of bloody combat, or even the bloody headlines of today, true?  But the highly-charged political discourse that followed, epitomized by President Franklin D. Roosevelt’s “Infamy Speech”, (see https://en.wikipedia.org/wiki/Infamy_Speech ) united our country against a common enemy. 

Negative emotions can be a powerful, driving force.  But always a force for the greater good?  With the difficult events that have occurred almost daily throughout 2021…where will we find the greater good from “pandemic”; “economic downturn”; “ political strife”; or “global warming”? 

The significant problems we face cannot be solved by the same level of thinking that created them.  

Albert Einstein 

The hyperbole of current events may be similar to the highly-charged political discourse that followed the attack on Pearl Harbor.  But have we Americans become our own common enemies today?  Are we willing to think differently? 

I always feel good when everyone says I'm nuts because it's a sign that we're trying to do something innovative.  

Larry Ellison 

Thinking differently may offer us hope, but different does not have to be radical; dis-uniting;  or mean-spirited.  Our thinking should create more friends and allies than it does enemies.  Back to Larry: 

On the other hand, when people say you’re nuts, you just might be nuts… You don't want people saying you’re nuts too often - once every three or four years is good.  Any more than that, and you should be worried because no one's smart enough to have a good idea more than once every three or four years. 

In the business world we often see evidence of power when a company unites against common enemies.  Steve Jobs continuously crusaded to be taken seriously – until Apple rose to dominate personal, personal technology devices and the way we all consume entertainment and information.  The common enemy was their adversity when facing marketplace disrespect.  That negative, driving force drove Apple to astronomical heights. 

"ADVERSITY”: 

Adversity has the effect of eliciting talents, which, in prosperous circumstances, would have lain dormant.  

Horace 

The American Red Cross inspired from the carnage of our Civil War, formerly launched in 1881 in Washington D.C.  This powerful organization is also united against common enemies – the devastated; the wounded; the needy; the destitute. 

Yes, there are many common enemies that coupled with the negative, emotional reactions they stimulate give rise to harnessing power for the greater good:  

In every community, there is work to be done. 

In every nation, there are wounds to heal. 

In every heart, there is the power to do it. 

Marianne Williamson 

Here’s to Pearly Harbor Day and all the power it generated to propel our country forward in the face of common enemies.  What lessons have we learned?  How will we propel America and our fellow Americans, forward this December in the face of today’s common enemies?  

In every community, there is work to be done.  In our hearts and minds, we all have the power to 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.

Daily Improvements…

Here’s to today, and every day – good, great, or better.  Ok, some days are not great.  But that’s just some days.  We can and do overcome those days: 

Forever trust in who we are; and nothing else matters. 

                        Metallica 

Words we can live by – from a heavy metal band of all sources!  Of course, I think they are my age.  Is gray haired, heavy metal still relevant? 

I find myself doing a lot of self-reflection during this time of year.  I like to recap my accomplishments; begin thinking about next year’s Annual Achievement Plan; start income tax preparations (yuck!).  Like a lot of employees, I just went through annual benefits enrollment at my company; and I’m feeling the warmth from my family and friends as we prepare to celebrate the year-end holidays.  

Nonetheless, I always feel a bit uneasy.  An Unknown Sage once said, 

People can be divided into three groups:

1. Those who make things happen,

2. Those who watch things happen, and

3. Those who wonder what's happening. 

I do feel a bit clueless from time to time. (Lord knows my wife and children typically think of me as being stuck in the 3^rd group.)  You should be there to see the reactions of my daughter-in-law as she gets to know me.  The phrase “acquired taste” comes to mind.  However, a lot of my persona is just my shtick.  Don’t tell her.  

I really do try to focus on staying present in the first group; making things happen; finding success.  I know it’s not easy for many of us.  Like many of you, I’ve always had to work for a living – I mean the blue collar type of work – I mean taking the long way around the barn – I mean overcoming setbacks.  Now don’t get me wrong; I’m very much a white collar, sales professional.  It’s just that to meet my goals usually takes me longer than my friends and colleagues who are blessed with great talent.  They have figured out how to work smart, not just hard.  Me?  Well, maybe I dip into that 3^rd group more frequently than I’d like to admit. 

No complaints though.  Success is defined in many ways and is a very personal matter.  When you have great self-confidence you are successful, yes?  That’s why one of my favorite hobbies is writing.  I like the way it helps me channel random, positive thoughts and the way positive reinforcement helps me maximize my productivity.  I’ve always believed no matter how I feel just showing up puts me on the path towards success.  

I know not every day is a stellar day.  According to Ashleigh Brilliant (and I agree with her): 

I try to take one day at a time, but sometimes several days attack me at once.   

Nonetheless, I’m doing the best I can; giving what I’ve got; facing each day – one day at a time.   That’s how I’ve tried to approach my career pursuits and my personal goals.  When I pause at this time of year to reflect for a moment on what I’ve been able to accomplish, it’s a nice boost to my self-confidence (even if my boss and my family still think I’m a little weird!). 

So here’s to today – good, great, or better:                        

Success never rests.  On your worst days, be good.  And on your best days, be great.  And on every other day, get better. 

                             Carmen Mariano 

Couldn’t have said it better myself.

                                                                        GAP 

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