Zero to three hundo …

I was thinking about speed recently.  Hmmm, thinking… I know… what a concept.  But I digress...

I wasn’t thinking about the miles per hour kind of speed, although that kind is pretty awesome!  Ever wonder how one goes from zero to 330 mph in 4 seconds?  That kind of speed is dangerous however, as witnessed by the recent crash that threatened the life of NHRA legend John Force.  His crash wasn’t enough to keep his daughter, Brittany Force, from continuing to race.  Another 300 plus mph speedster. 

We all deal with speed in our business and personal lives.  Sometimes I worry about our need for speed.  Nicolas Carr in his book (and one of my favorites) The Big Switch © offered: 

The emphasis of the Internet… stresses immediacy, simultaneity, contingency, subjectivity, disposability, and above all, speed.  The Net provides no incentive to stop and think deeply about anything… It's easier… to Google something a second or third time than remember it ourselves. 

“easier to Google again than to remember…”  I’m guilty of that, you too?  Makes me worry about our future trajectory.  How did we wind up on this fast track?  Here’s a little history lesson courtesy of Rick Levine:

 

And along comes the Internet.  It was as if we'd ordered it from Arizona: “Hello, US Federal Government?  Yes, we'd like one totally open, high-speed, data backbone. Uh-huh, and charge that to the Department of Defense, why don’t you?  What's that?  What do we want if for?  Oh, just chatting about stuff.  You know, this and that."                                  

Yep, “this and that” describes all of us today, true?  What would we do without the Internet; smart phones; GPS; door bell video; and the myriad of other technological conveniences we rely on these days?   Would we have to “stop and think deeply” – God forbid!  Well, I didn’t name chapter three of my book. “Dark Ages Computing” by accident. 

Automation in the business world is a double-edged sword.  We have benefited greatly from machines automating manual processes, but only when coupled with thinking deeply: 

Automating a bad process just speeds you on the road towards disaster. 

Tom DeFloria 

And don’t get me started on the machines; aka AI; aka artificial intelligence.  Am I the only one whose noticed the combination of the words artificial and intelligence?  Well, today I guess we all depend on artificial this and that… artificial flavoring; artificial turf; lab grown diamonds; eyelashes; Alexa! 

In the modern business world when everything everywhere is speedy (and sometimes artificial) how does a salesperson differentiate himself from competition?  Here’s one point of view I align with: 

… in sales the race doesn’t go to the swift.  It goes to the responsive… 

Responsiveness = Value + Speed 

              Andy Paul 

Speed vs. responsiveness; that makes a lot of sense to me.  I mean how many times do you wait for someone to return your call; answer a text; reply to an email?  With everyone carrying high speed technology in their pocket or in their wristwatch, why aren’t people more responsive?  Perhaps being responsive requires one to “stop and think deeply”.  If so, we’re in trouble! 

Yes, men and women can now go from zero to 330 miles per hour in 4 seconds.  We can operate even faster with the Internet coupled with the machines.  But I suspect the real challenge these days is whether we can learn to slow down and think from time to time. 

                                                            GAP 

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

“THOSE DAYS!”

Ever have one of “THOSE DAYS!” when Baker dominates?  Me too: 

Baker's Law 

Misery no longer loves company. Nowadays it insists on it. 

              Unknown Sage 

To deal with it I re-read the Preface of  The Peace and Power of a Positive Perspective © and felt better – just like promise on the back cover says: 

I thought I’d share a few excerpts with you today: 

Preface:  Why We Need Peace & Power in our Day 

… My day?  It started with a missed wake-up call.  I only had a few minutes to glance at the newspaper this morning.  Bold headlines: “Market Down!”; “Unemployment Up!”; “Cost of Living Highest in a Decade”; “Today: Mostly Cloudy”; and “Cubs Lose Again”.  Certainly nothing I wanted to read about any further.  Besides, I’m already running late for an “emergency meeting” with my boss.  About what – I’m not quite sure. 

I just spilled my McDonald’s coffee in my lap as I pulled out of the drive-through.  Not only will my stained dress pants look bad in front of my boss, but I don’t think my private parts are burned enough to win a multi-million dollar law suit.  (There’s never a little old lady around when you need one.)  My wife just called, “The kids are sick.” 

A little music might be soothing (and lower my blood pressure).  But no – the only thing on the radio is commercials; commercials on all eighteen FM stations and all twelve AM stations.  What?  Are the broadcasters in collusion to run their commercials at the same time?  No station-hopping to find music?  How do they do that?  And, I accidentally left my iPod at home. 

The car ahead of me has just been crawling for the past five miles.  Finally, there’s enough of a break in this heavy traffic where I can pass.  Uh oh; the next sign I see is “Slow Down: Road Construction Ahead”.  I’m pretty sure I just broke a crown grinding my teeth! 

So - How’s your day? 

… Is there any doubt that we could all use a little help in finding that inner peace and personal, self-confident power to carry us through our daily routine?  After all, a positive attitude is priceless, yes? 

I’ve been blessed to have been around rare combinations of peace and power almost my entire life.  From my childhood, to participating in sports; the business world; from my family, friends and acquaintances; I have observed and been impacted by great feats from famous, as well as everyday, people. 

… In my lifetime I have seen the devastation of the Vietnam War; the power of how the personal computer has changed our way of life; the end of apartheid; and the vivid symbol of peace when the Berlin Wall was torn down. In the 1980’s I lived in Chicago during the glory years of “da Bears” and their Super Bowl victory in 1985, and the dynasty of Michael Jordan and “da Bulls”. I’ve watched the passing of the moniker “Best Golfer of All Time” from Arnold Palmer to Jack Nicklaus to Tiger Woods. 

… So, let me wrap up by paraphrasing the late, great Pro Football player, Johnny Unitas (whom I quote again later in the book); and couple his profound statement with a few words of my own: 

Live today, and every day, to the fullest; with awe and enthusiasm; because when you die, you’re dead for a long, long time. 

                              Life – R U In? 

                                                            GAP 

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

Worst day…

We all know that life can be hard; harder than business and business is pretty hard.  Sales is not as hard as business (or life) but it still can be hard.  If you think about it Murphy isn’t quoted so frequently and in so many different contexts by accident.  You know, the old adage: 

            Murphy's Law: 

If anything can go wrong, it will.

Unknown  Sage

Yep, Murphy gets referenced a lot: 

            Murphy's Law gives rise to Murphy's Philosophy: 

          Smile… tomorrow will be worse.

Unknown Sage 

My wife and I have an inside joke about Murphy; worst days; smiles; and sales.  It started years ago when she set-up her business booth at a dog show.  She was selling personalized dog collars and leashes.  It was her first time selling from a booth; waiting for customers to come up to her; hoping she would have sales.  On surface, there’s nothing wrong with first times: 

For all things there is a first time. 

                   Spok 

Her first day was her worst day.  No sales; zero; nada; zilch.  It was a hard day.  Committing to a four day show and having no sales on day one, she was worried about covering the cost of exhibiting at the event (let alone making any profit).  That night we talked about it – over a bottle of wine! 

In sales as well as business, some say you should “stay the course”; “have confidence”; “be patient”.  Louis V. Gerstner, Jr. offered an alternative point of view: 

I had hoped to follow the advice of all the management gurus and try to avoid making major decisions in the first ninety days, but that only happens in guru world. 

As I said, she was worried about covering her expenses and lamenting a bit about how hard sales can be.  In my career, having a short memory about hard days served me well.  One “worst day” doesn’t necessarily mean overall failure.  But in sales; as in business; as in life; we all have to overcome “worst days” from time to time, true?  It doesn’t mean we won’t succeed: 

Success is the ability to move from failure to failure without loss of enthusiasm. 

Winston Churchill 

I offered her a little encouragement, poured a second glass of wine, and emphasized she could still have a successful event.  My friend and former colleague once said: 

Focus on having a good day; each day; and the year will take care of itself. 

                   Gary Givan 

She changed her display slightly but held the line on her pricing.  Mostly, she showed up on day two with a smile – just like a sales professional.  Within the first hour of that second day she texted me: 

     Just beat my worst day! 

And we’ve never looked back. 

Today, my wife is out of the “show business” but I’ve jumped in with both feet.  I sign and sell my book  The Peace and Power of a Positive Perspective © over the course of three days, twice a month at King Soopers grocery stores.  It’s hard.  Sitting there hoping; wishing; waiting for someone to stop at my table and buy my book. 

I try to follow Gary Givan’s advice (and avoid thinking about Murphy altogether): 

Gattuso's Extension of Murphy's Law: 

Nothing is ever so bad that it can't get worse.            

Unknown Sage 

On occasion, I’ve matched my wife’s worst day.  On other days I’ve enjoyed texting her when I could say with enthusiasm, “Just beat my worst day”! 

                                                            GAP 

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

Business Fun…

A sales rep, an administration clerk, and their manager are walking to lunch when they find an antique oil lamp.  They rub it and a Genie comes out.  The Genie says, “I’ll give each of you just one wish.” 

“Me first!  Me first!” says the administration clerk.  “I want to be in the Bahamas, driving a speedboat, without a care in the world.”  Puff!  She’s gone. 

“Me next!  Me next!” says the sale rep.  “I want to be in Hawaii, relaxing on the beach with my personal masseuse, an endless supply of Peña Coladas and the love of my life.”  Puff! He’s gone. 

“OK, you’re up,” the Genie says to the manager.  The manager says, “I want those two back in the office after lunch.” 

Brenda Morris 

Sound like your Manager?  Sound like you?  Question:  How much fun are you to work with or work for? 

I’ve often felt that a primary role of our business leaders is to keep their followers appropriately entertained so the followers will solve the big, business challenges the company has for our leaders.  This from none other than WWII General George Patton: 

Don’t tell people how to do things, tell them what to do and let them surprise you with their results. 

I expect my manager to incorporate “Business Fun” into our day.  What’s that you ask?  Well, if we have to work for a living + put in extra hours + bring our work home from the office + be available 7x24; then at the very least we should be able to have a little fun doing it, don’t you think? 

I’m not implying the, “whistle while you work” kind of cartoon fantasy fun.  I mean, it’s nice when our Manager surprises us when she sends a Starbucks gift card; or tells us, “take the afternoon off to be with your kids”; or simply has something nice to say to start our day. 

Yes, yes, I know – we get paid for our work.  But is that good ‘nough?  Sports fanatics and media proclaim that when complaining about some star athlete who is not starring.  “So and so should be dominating the league – after all, he’s being paid $50 Million a year!”  When you’re having, “one of those days”, do you merely think about your coming paycheck, and that makes it all better?  Me either. 

That’s not how comp plans work in the first place: 

The purpose of a compensation system should not be to get the right behaviors from the wrong people, but to get the right people on the bus in the first place, and to keep them there.   

Jim Collins 

I would offer, once you get the right people on your bus, a little “Business Fun” helps to keep them there.  For leaders – like it or not – talented people can get a job anywhere.  Even in a down economy, if you think your people should be thankful you gave them a job, beware.  That theory only applies to the untalented!  Just ask our favorite, Unknown Sage: 

Among the chief worries of today's business executives is the large number of unemployed still on the payrolls. 

So business leaders; lighten up!  We’ll get the job done.  Believe me; it will be easier on you if you think about ways to lift our spirits.  Otherwise, we can always entertain ourselves by making you the brunt of our amusement (while spending company time looking for another job, that is). 

                                                            GAP 

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

Our Union upheld…

Tomorrow, Americans will celebrate our Independence Day: 

It’s today, July 3^rd however, when Americans should commemorate the event that upheld our country’s union.  This event may have literally prevented the United States from being split into two, separate countries.  And it came with a horrific toll. 

On July 3^rd, 1863; the third and final, bloody day; the Battle of Gettysburg ended.  Of all the Americans who have died in all the wars our country has ever fought, almost half - 620,000 - died in the Civil War.  Of all the Civil War battles, the one battle with the highest number of casualties was Gettysburg – 51,000 Americans.

There are many stories related to Gettysburg.  Here’s one from Harry Beckwith: 

The battlefield was not a testament to heroism.  It was an ugly health hazard - a field of corpses that deeply concerned Pennsylvania's governor.

Nor was that corpse-strewn field a monument to greatness.  The North's general, Meade, had so bungled the battle, leaving Lee to regroup, that he submitted his resignation to President Lincoln.  But Meade's opponent, Lee, had done no better, marching blindly into slaughter - a blunder so great that he submitted his resignation, too.

The battlefield was Gettysburg... 

I believe every American should visit the Gettysburg National Military Park and pay tribute those courageous Americans that preserved our union.  Do we have the courage to continue it? 

One man with courage makes a majority.

Andrew Jackson 

Thankfully, the Union, and the succinct commemoration by one of our greatest leaders (who also gave his life for his country) prevailed.  Abraham Lincoln spoke to unite all Americans, North and South:

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. 

July 4^th, as well as July 3^rd, are days for us to remember; to honor; and to celebrate a united, United States of America. 

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.