Luv rules…

 

Sunday is Valentine’s Day – everyone, it’s not too late.  There’s still time to do something special for that special person.

OK – so I can’t take credit for creating this awesome display of love for my love.  That was someone else’s awesome display of their love for their love.  Can I take “observation credit” for stopping along the roadside while driving through this western Illinois farming community to take the picture?  I think my wife will give me credit for a little kind-hearted, photo-plagiarism because I know she knows:

Love rules without rules. 

Italian Proverb 

Who says men are oblivious and have no powers of observation?  OK – so a billboard is hard to miss.  Observing that man’s demonstration of love reminds us all that Sunday, no assumptions; no taking her for granted; no obliviousness; no subtleties are allowed.  On Valentine’s Day, we must shout our love for our love from the top of the mountains!  Of course, we hope our women do the same for the men in their lives: 

You know “That Look” women get when they want sex?  Me neither. 

Steve Martin 

Sunday may be a special day in my marriage, but our relationship over the years has taken constant care (and patience).  Thankfully, my wife has patience: 

Patience strengthens the spirit,

 sweetens the temper,

  stifles anger

   extinguishes envy,

    subdues pride,

     bridles the tongue,

      restrains the hand,

       and tramples upon temptation.  

George Horne 

It’s easier to be patient with the little things I suppose.   But when times get tough, the most convenient person to argue with, vent to, and take our frustrations out on is often our partner, true?  Life seems to move so fast; people seem to be so stressed; the media inundates us with so many sensationalized issues.  

I don’t know; are meaningful, loving partnerships easier or harder to find these days?  With everything racing at a break-neck pace, who’s responsible for maintaining a healthy, loving, long-lasting relationship?  Well, here’s a view from Wyatt Webb: 

You are 100 percent responsible for 50 percent of any relationship. 

Carrying more than ½ the load you say?  Yep – you and my wife, too. 

Thankfully, my wife and I are still in love after all of these years.  We will do something quiet this Valentine’s Day; we enjoy our quiet time together - always have.  We’re blessed with sharing many common interests, so spending time together and “decompressing” from our fast-paced life is a nice retreat.  

Like you, our conversations will span a variety of topics; children; friends; happy memories; love.  Of course, when we’re together we will also synchronize our calendars; debate upcoming projects; disagree on priorities; discuss business; and almost always review our finances.  Yuck!  Necessary I suppose, but not very romantic.  

Yet this Valentine’s Day I will be reminded: 

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

Mignon McLaughlin 

So here’s to February 14^th – Valentine’s Day.  May you enjoy it with someone special in your life.  If you’re lucky enough to be in love, may you cherish your quiet time together; sharing common interests; being patient with life’s challenges; relishing the restorative results of romance.  

And if you’re with someone but you’re not yet sure if he or she is “the one”, don’t worry – trust your gut feeling:  

Love is not finding someone you can live with; it’s finding someone you cannot live without.  

Rafael Ortiz 

Love rules without rules on Valentine’s Day – and every 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.

I already know...

I changed professions on April 4, 2011.  That was my first day in a new role called "Sales Enablement". 

Prior to 2011, I had never even heard the term Sales Enablement.  Truthfully, even today the definition of this field is vague and varies depending on who you talk to. 

Thankfully, I landed a Sales Enablement job with a company (reporting to a Vice President) who "enabled" me to develop and deliver sales enablement largely based on the premise, "What would I want if I were receiving said sales enablement?" 

Nothing makes me more tolerant of a neighbor’s noisy party than being there. 

Franklin P. Adams

The vast majority of people I enable are already senior, skilled and successful sales and business executives.  How do you offer sales enablement to someone who already knows what they’re doing?  I too knew what I was doing when I was a sales rep.  Accordingly, I approach my clients with two principles: 

1. I avoid trying to teach them stuff they already know.
2. I ask them do the work. 

You see, it doesn’t matter what my background is; if I can sell; if I can do the work.  Although they all want to know before they’re willing to invest their time with me.  “Street cred” is earned one experienced sales rep and one successful business executive at a time.  What matters is whether our resellers know how to succeed selling my company’s products.  

Invariably, when I meet a new executive or experienced salesperson we begin our relationship with a little ritual.  They say to me, "You know Gary, I've been in the business for 20 years; or 30 years; or occasionally longer."  I simply respond, “Me too.” 

I’m reminds of Zig Ziglar: 

It's what you learn after you know it all that counts.

They will inform me they already know how to sell; they outline their experience; tell me what companies they have sold for.  It’s almost as if they want to argue with me about participating in my sales enablement activities before we even begin.  Which is curious because my sales enablement program for our resellers is optional.  If they don’t want to “be there”, that’s OK by me. 

I don’t argue with them because salespeople and executives are a lot like engineers: 

Arguing with an engineer is like wrestling a pig in the mud. After a few hours you realize, the pig likes it. 

Unknown Sage 

Employing Principle #2, I simply ask them to do the work.  I try to set the stage in a way where we can examine their deal-strategy; ask them to practice their selling skill in a certain situation; see “what they got.”  

Almost everyone I work with already has excellent knowledge and skill.  They make it easy for me to employ Principle #1 – avoid trying to teach them stuff they already know. 

I do reinforce what they already know, however.  Often it is a source of their power.  The way I look at it, Tiger Woods has not one, not two, but three coaches.  And he’s a better golfer than all of them.  He has one coach helping him with his swing; one for putting; and one for sports psychology. 

If the best competitor in a field of elite competitors spends his own money for reinforcement on things he already knows… I figure my senior, successful sales and business executives might benefit from reinforcement on what they already know, too. 

GAP 

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

Travel…

I can’t believe I’m writing this, but I miss traveling for business.  After too many “Road Warrior” years, I was happy to be home; lose all my gold and platinum frequent traveler statuses; see my wife and family every day. 

After COVID-19?  OK, I’ve seen my wife and family… a lot, LoL! 

Now don’t get me wrong, I love being around my wife and family.  It’s just that after taking social distancing seriously and conducting 100% of my business meetings from home via Zoom; I’d like to board an airplane and zoom somewhere on a company trip.  My wife would second the motion. 

Which is surprising based on the way I used to travel. 

During one, 3-year period in 1986 alone I flew from Chicago to Pittsburg and back every Monday-Tuesday and flew to Omaha or Des Moines and back every Wednesday-Thursday.  My company was based in northern California, which I traveled to monthly for sales meetings and prospects headquarter visits. 

Being pre-9/11, we boarded planes without security screening; changed flights on a whim; and almost always were upgraded to first class.  I took my wife and in-laws to Hawaii on four separate vacations; first class; all on points. 

Over 25 years of heavy travel took a toll on just about everything in my life.  Everything but my sense of humor: 

After every flight, pilots fill out a form called a gripe sheet, which conveys to the mechanics problems encountered with the aircraft during the flight that need repair or correction.  The mechanics read and correct the problem, and then respond in writing on the lower half of the form what remedial action was taken, and the pilot reviews the gripe sheets before the next flight.

Never let it be said that ground crews and engineers lack a sense of humor.  Here are some actual logged maintenance complaints and problems as submitted by pilots and the solution recorded by maintenance engineers. 

(By the way, this airline is the only major airline that has never had an accident.) 

P = The problem logged by the pilot.

S = The solution and action taken by the engineers.    

P:  Left inside main tire almost needs replacement.   

S:  Almost replaced the inside main tire. 

P:  Test flight OK, except auto-land very rough. 

S:  Auto-land not installed on this aircraft. 

P:  Something loose in cockpit.   

S:  Something tightened in cockpit. 

P:  Dead bugs on windshield. 

S:  Live bugs on backorder. 

P:  Autopilot in altitude-hold mode produces a 200 feet per minute descent.

S:  Cannot reproduce problem on ground. 

P:  Evidence of leak on right main landing gear. 

S:  Evidence removed. 

P:  DME volume unbelievably loud. 

S:  DME volume set to more believable level. 

P:  Friction locks cause throttle levers to stick.    

S:  That's what they're there for. 

P:  IFF inoperative.    

S:  IFF always inoperative in OFF mode. 

P:  Suspected crack in windshield.

S:  Suspect you're right.

P:  Number 3 engine missing. 

S:  Engine found on right wing after brief search. 

P:  Aircraft handles funny.  

S:  Aircraft warned to straighten up, fly right, and be serious. 

P:  Target radar hums.  

S:  Reprogrammed target radar with lyrics. 

P:  Mouse in cockpit.   

S:  Cat installed. 

P:  Noise coming from under instrument panel.  Sounds like an elf pounding on something with a hammer.  

S:  Took hammer away from elf. 

Unknown Sage 

Here’s to the Road Warriors when normal travel returns.  Speaking from experience I know - not everyone can do that for a living. 

GAP 

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

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