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

The forecast calls for optimism…

Mother Nature reminded us all this month that she is undefeated, true?  She certainly is testing our perseverance – and our optimism. 

Many would think, “Cold in February?  Who-da-thought?  LOL!” Cold, snow, and ice in some parts of the country that aren’t used to it?  As we saw, that type of weather can shut down entire cities and even states.  My sister-in-law who lives in central Texas posted this from a local, Unknown Sage: 

To all my northern friends… Your weather is down here in my yard drunk.  I’m going to need you to come down here and get it. 

We broke several cold weather records in Denver.  Although people assume Denver is a cold weather city, we’re actually quite mild.  We are spoiled with periods of spring like weather throughout the winter.  We get cold and snow for sure; but we also have a week or two of 50 to 60 degrees and sunshine during winter months.  But a week of single digits and below zero temperatures?  Well, that requires us all to remember: 

No Winter lasts forever, no Spring skips its turn. 

                                                            Hal Borland 

Winter weather reminds me to be optimistic, too.  I like to think of the hot, summer weather we wait all winter to get to.  Realistically, we need to get to those summer months.  But paying attention to our surroundings and those of our pets during winter takes more than mere optimism: 

The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails. 

William Arthur Ward 

While realistically adjusting my “winter sails” to make it through the winter I know it can always be worse.  Denver’s recent cold snap reminds me of my Chicago roots; tolerating freezing cold temperatures; and still maintaining optimism: 

Life in Chicago 

60° above -    Floridians wear coats, gloves and wooly hats.  Chicago people sunbathe. 

50° above -    New Yorkers try to turn on the heat.  Chicago people plant gardens. 

40° above -    Italian cars won’t start.  Chicago people drive with their windows down. 

32° above -    Distilled water freezes.  Lake Michigan's water gets thicker. 

20° above -    Californians shiver uncontrollably.  Chicago people have their last cook-out before it gets cold. 

15° above -    New York landlords finally turn up the heat.  Chicago people throw on a sweatshirt. 

Zero -    Californians fly away to Mexico.  Chicago people lick the flagpole. 

20° below -    People in Miami cease to exist.  Chicago people get out their winter coats. 

40° below -    Hollywood disintegrates.  Chicago's Girl Scouts begin selling cookies door-to-door. 

60° below -    Polar bears begin to evacuate Antarctica.  Chicago’s Boy Scouts postpone "Winter Survival" classes until it gets cold enough. 

80° below -    Mt. St. Helen's freezes.  Chicago people rent some videos. 

100° below -   Santa Claus abandons the North Pole.  Chicago people get frustrated when they can't thaw the keg. 

297° below -   Microbial life survives on dairy products.        Illinois cows complain of farmers with cold hands. 

460° below -   ALL atomic motion stops. Chicago people start saying, “Cold 'nuff for ya?” 

500° below -   Hell freezes over.  The Cubs win the World Series! 

Being a Cubs fan says a lot about optimism.  The Cubs have won the World Series once in the past 113 years. Once!  In 2016.  No wonder we are referred to as “die-hard”!  

So, keep the faith warm weather seekers and fellow Die-Hard Cubs Fans - 2021 is going to be our year! 

GAP 

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

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.