Getting bloodied...

I met with a client of mine recently for 1-to-1 sales coaching.  He's new to his company and hasn't actually sold a product like ours before.  He does have 4 years of experience selling other technology products. 

He mentioned he's not getting much coaching from his manager.  He's been told to just go after a deal or two to get acclimated with the product and his firm's process.  It reminded me of what my first sales manager told me 42 years ago. 

"Gary", Joe Breslin said, "Just go out there and get bloodied." That was it.  If I accomplished this first assignment, then he would invest time to coach me; to teach me; to help me understand what "a day in my sales life" was supposed to look like. 

You see, I was an “out-of-profile” hire back then; my manager and others weren’t sure I could do the job.  They only hired me because of my persistence.  Since the job was draw vs. commission, they had no downside.  If I washed out it cost them very little.  

I on the other hand, had a lot at stake.  My wife was a full time Mom for our 3-year-old son.  Three mouths to feed plus a mortgage – I was motivated! 

Joe Breslin simply told me to go get bloodied first; he didn’t want to waste his time if I was going to fail.  I was determined to prove them all wrong.  I succeeded. 

Now 42 years later my client is telling me his manager has sent him out to get bloodied.  I could relate LoL! 

That was then; this is now.  Do you believe younger salespeople accept “tough love” management direction these days (even if it remains excellent advice)?  Do today’s managers even believe in “tough love”?  Like “helicopter parents” how many times do sales managers step in to close a deal; to “rescue” their sales rep? 

In his book Leadership Secrets of Attila the Hun © Wess Roberts offers this: 

Huns learn less from success than they do from failure.               

Even if they have the skill and the willingness, the problem for sales managers is there is no guarantee that his or her salespeople are willing to get bloodied anymore.  I believe we should let the sales rep learn from failure, nonetheless. 

Figuring things out for ourselves can establish a strong foundation to build a sales career on.  Honing our mental toughness serves us well throughout our career; throughout our entire life: 

I am not judged by the number of times I fail, but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and keep on trying.  

Tom Hopkins 

I believe in today’s real world, a sales professional is either winning business or getting bloodied.  The sales manager has their own challenge in that moment of choice.  What’s more important – the deal or the sales rep learning how to overcome adversity? 

The most difficult thing in the world is to know how to do a thing and to watch someone else doing it wrong, without commentary.  

T.H. White 

Happily, I believe this rep who put time on my calendar is capable, eager, and tough enough to get bloodied.  It is my great pleasure to work with sales professionals who possess these qualities.  

The strong will ultimately survive.  It’s the nature of the business.  It’s the nature of life. 

GAP 

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

2021 – A year of Fulfillment?

 What kind of year will 2021 be?  Well, to make it fulfilling I believe it’s always best to start at the beginning…by writing out our Annual Achievement Plan.  

Too busy for planning or goal-setting?  We could take a few baby steps.  Let’s begin our beginning with a point of reference: 

The first and most important thing about goals is having one. 

Geoffrey Albery 

Of course, planning for success is more than just thinking about a few goals.  Unwritten goals without corresponding milestones are merely “hope” and as the business book title suggests, Hope is Not a Strategy©. 

As we write down our goals with corresponding milestones, I believe it’s also wise to leverage the “Principle of Balance”: 

I remember while leading top sales teams, I would occasionally hear one of my Producers say that being family-oriented was more important than sales success.  OK… but one of the best ways to care for my family is to be successful in sales (or whatever career one pursues). 

I do agree that to be balanced it is important to have family goals as part of our Annual Achievement Plan.  It could be taking a family vacation; dedicating time each day with the kids; “unplugging” while at dinner with our spouse; calling Mom and Dad each week.  All those “little things” that make a big difference to our loved ones. 

Go ahead – take a moment to write down your 2021 family goals; we can wait. 

The importance of the Personal Development quadrant in our plan is another key to achievement.  As the business book title suggests, What Got You Here Won’t Get You There©.  Writing goals in this quadrant reinforces the Principle of Balance. 

That leads us to the Fulfillment quadrant.  Fulfillment in life is quite personal.  Our favorite, Unknown Sage puts it this way: 

Life is measured by the number of moments that take our breath away. 

Although I advocate writing an Annual Achievement Plan; with measurable goals; corresponding milestones; striving to make each year my best year yet...  I also believe in the power of imagination; the presence of magic; and the blessings God bestows on us. 

The idea for this quadrant came from a former colleague of mine, Peter Goodwin.  He believed in the annual planning process, but added a unique twist to his that I have since adopted.  Each year I write down a list of fantasies that if I could be so blessed in my lifetime, I may realize. 

Go ahead - add your list of fantasies to your 2021 Plan.  And “DREAM BIG!” In a business context James Collins (writing about companies in his book, Built to Last©) called them: 

Big, Hairy Audacious Goals! 

In our life, dreams and fantasies should be big, hairy, and audacious; such achievements should always “take our breath away”.  After all: 

Who wants a dream that’s near-fetched?  

Howard Schultz 

Then, when we realize the fulfillment of one of our fantasies, don’t cross it off the list.  It should remain on our Annual Achievement Plan every year with the date of the fulfillment.  That will serve as a constant reminder of the power and awe of living our life to the fullest! 

Life's journey is not to arrive at the grave safely in a well-preserved body, but rather to skid in sideways, totally worn out, shouting, Holy sh@#, what a ride! 

Unknown Sage 

So here’s to 2021 – may it be our most fulfilling year yet! 

GAP 

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

123120…ABC

Code?  No.  123120 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.  

123120… “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 birthday…

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 2020.  I’m sure we are looking forward to a better 2021!  

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

Excuse me a minute...

So, one of my clients called me the other day – he had a question.  I always enjoy it when my clients call for assistance.  I feel like I am adding value.  Wait – can you excuse me for a minute....

As I was saying, this client had a question and I helped him with the answer.  It makes me feel good when I can help my clients.  The interesting thing to me in this case was he had asked me that same question a couple of days earlier; sent it an email, too.  Just a moment please.... 

Where was I?  Oh yea, a few days earlier I had answered the same question from this client.  I remember now because when he called that time, he kept putting me on hold; he had to take other calls.  Oh darn – may I put you on hold again?  I’ll get rid of this other call.... 

Isn’t technology wonderful?  All of us can stay so busy multi-tasking, true?  True?  What’s that – you were on mute?  Back now? 

Yes, we can talk, tweet, read email, text, all at the same time!   Sometimes we can even do all of these things while driving!  Occasionally though, we will be speaking with someone and they can tell they don’t have our full attention, true?  Oops – give me just a second.... 

I’m back.  So as I was saying, when we multi-task we often sacrifice focus; and when we sacrifice focus, we often turn into poor listeners; and when we are poor listeners we usually miss key information.  And missing key information can fluster us.  Here’s one example of what that sounds like: 

A flustered father, stressed out from his day at work, was unsuccessfully texting his kids to come in for dinner.  Finally, he walks out on his porch and yells for his kids to come in.  

At that point one youngster turns to his brother and asks, “I can’t remember, which one am I - Jesus Christ or God dammit?” 

                   Unknown Sage 

You couldn't hear me?  My bad - I was on mute.  Well, I was just thinking that modern technology will never replace the effectiveness of streetlights.  I mean, back in the day we knew we needed to be home when the streetlights came on.  Oh, excuse me again.... 

Can you believe it was that same client?  I told him I was in a meeting and would call him back in a bit.  Funny thing about business today; do you ever call someone only to have them tell you they’re in a meeting?  Always makes me wonder why they answered the phone in the first place.

What’s that?  You were responding to an email?  Well, I was just asking when you are present in a meeting, are your present?  And what do you do when everyone knows you were briefly absent?   It’s hard to give your best when you’re multi-tasking don’t you agree?  Yes?  Hello?  Hello.  Yes I’ll hold... 

You’re back?  Well, I was just saying that one of my colleagues had this professionally appropriate way of addressing this issue: 

Sorry – I wasn’t listening.  But I only have to be told twice; once. 

Adam Katzenmeyer   

A very wise statement, don’t you think?  In one, respectful admission, Adam: (A) acknowledged he was not listening, (B) avoided faking it, and (C) committed to listen, going forward. 

What’s that – you weren’t listening?  Gotta go?  No worries.  Text me and we’ll finish up later, 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.

Admired…

I was chatting with a friend of mine who has risen to the level of Vice President at our company.  I’ve known him since we were both sales reps.  Now he’s moving up the leadership path – who knows, maybe someday he will be atop my company’s sales organization.  I have admired his ascension. 

Our conversation narrowed to the current state of our company’s leadership.  He mentioned he doesn’t see our leaders as admired as our leaders from a few years ago.  Like many companies, we have gone through an ownership change and a subsequent handful of leadership changes as our parent company “assimilates” us into their culture. 

That brings our current leaders and their messaging to the forefront.  Our company has maintained a year-in and year-out level of sustained success over the past 2 decades; rare in today’s competitive world.  We have even continued our revenue growth during the pandemic. 

Now, my friend and I are concerned.  Of all the things our leaders are doing well, they don’t seem to be admired.  We’re worried if it’s just a couple of “old-timers” pining over the ways things used to be or something more widespread: 

It requires a strong constitution to withstand repeated attacks of prosperity. 

Joe Newton 

Continued success in any field is never guaranteed.  Here’s the title of a favorite book of mine: 

            Only the Paranoid Survive © 

                        by Andy Grove 

According to Wikipedia the famous CEO of Intel went on to say: 

Business success contains the seeds of its own destruction, … explaining that Success breeds complacency. Complacency breeds failure. Only the paranoid survive…  Grove's office was an 8 by 9 ft (2.4 by 2.7 m) cubicle like the other employees, as he disliked separate "mahogany-paneled corner offices." He states, "I've been living in cubicles since 1978 — and it hasn't hurt a whole lot. 

I like the paranoid theme.  Andy Grove was an admired leader during a time his company (aligned with Microsoft) was completely transforming our world.  I wonder; is Intel still admired to the same degree?  I don’t even know who leads Intel now, do you?

I remember to this day Josh Weston, legendary CEO of ADP, met 1-to-1with every frontline manager in every ADP data center every year to ensure alignment with his leadership messaging.  And that was when ADP was an $8 Billion company!  Ray Marlinga, VP and General Manager of the Chicago data center, added a hand-written note of encouragement to every sales rep’s monthly commission statement.  Admirable. 

The Harvard Business Review © published this piece a while back: 

Leverage point #5:  Does your leadership messaging support skills development and revenue growth? 

·         The challenge

o   70% of change efforts fail due to inconsistent messaging or lack of visible support (John Kotter, Harvard Business school)

·         How do you ensure yours squeezes into the 30%?

o   Address:

§  Logic + emotion

§  Gains

§  Success stories

§  Baby steps

o   Alignment

o   Repetition 

Let me repeat… 70% of change efforts fail from inconsistent leadership messaging or lack of visible support.  

I repeat again… 70% fail.  (Repetition is one of my favorite behaviors.  Drives my family nuts LOL!) 

I believe repetition is not a “check the box” leadership technique.  That’s the 70%’ers’ approach.  The 30%’ers employ a leadership belief and consistent behavior that’s aligned to win the hearts and minds of each and every follower.  

Leadership admiration – earned one day at a time; one employee at a time; repeated frequently over 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.

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.  

Next Monday we will recognize Pearl Harbor Day.  On 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 2020…where will we find the greater good from “pandemic”; “economic downturn”; “ negative politics”; 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.  Have we 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, 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 untied 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.