April 20, 1999 never forgotten…

Twenty-two years ago today, my hometown experienced the terror that two teenagers, feeling a sense of desperation and isolation, can bring to their high school, their community and our nation.  It was considered a rare event back then – unfortunately, it has now become all too common:

 

Life is hard and can often seem hopeless for many young people.   If you have a son or daughter; grandchildren; nieces or nephews; or neighborhood kids; reach out to them today.  

Tell them today that you love them and will support them as they try to make their way in the world.  And if they are struggling to make ends meet – give them a few bucks, reassure them.  Today, help them feel they belong.  Give them hope. 

Let’s reverse our society’s violence.  Let’s use our power of compassion to increase the sunlight for those heading towards darkness: 

It takes the sun to create a shadow – accept that the dark and the light live side by side in all of us.  

Chellie Campbell 

It’s not just my hometown of Littleton, Colorado - We are all Columbine: 

http://www.youtube.com/watch?v=i9Seqhcq23M

May you feel peace - and share the power of peace with others - today - especially today - and then every day thereafter! 

GAP

Oh well…

Hey everyone – its income tax week!  Hooray! 

Actually, we’ve been given a Covid extension until May – but who’s counting?  (Other than the IRS!)  Do you think our elected officials are cheering on the sideline as our tax returns flow in?  Oh well.  

Does it ever seem to you that no matter how you complete your income tax return; no matter how much outside, expert advice you leverage; no matter what plans you put in place to lessen your tax impact next year, you still seem to be funding everything? 

On the one hand… 

I dislike the immense level of government spending that takes place today at the federal, state, county, city and even master association level.  The media reminds us of the tremendous waste that seems to occur every day; every way.  Today, with our anytime, anywhere, all-the-time, political action committees – they all have a position on the state of our federal, state, and local taxation, true?  Could it be some of our taxes are funding their messages?  Oh well. 

On the other hand… 

When there is a natural disaster; when we hear of a scientific breakthrough funded by a government grant; or when we simply have a friend or family member in need who receives financial or medical support from a social services program… well, I for one am happy I live in America. 

This time is one time during the year when we total it up.  Sometimes we like the resulting sum; other times we don’t.  Talk about “new math”! 

The Income Tax has made more liars out of the American people than golf has.

                        Will Rogers 

Question:  If I work from home and my dog barks when the FedEx driver arrives; does she qualify as my receptionist – and can I write-off the cost of her dog food?  No?  Oh well. 

All in all, when I reflect on my financial picture – I am blessed.  How about you?  I suppose it all depends.  Filing income taxes forces us to look at our W-2; our 401k; our IRA; our mortgage interest; our real estate taxes; and all of the other numbers the IRS wants us to look at; and report on.  That’s one way we measure; some years good - some, not so much.  

When we look in the mirror, often our not-so-much years are self-inflicted: 

More and more these days I find myself pondering on how to reconcile my net income with my gross habits.                               

John Kirk Nelson 

We heard growing up that, “Money isn’t everything”.  Does that perspective apply as adults?  Hopefully so.  Our top line income, even when reduced by taxes, still can be more than enough for a man that is easily contented.  Unfortunately, the itch of discontent rears its head all too often.  I mean, how many billions does it take to content our billionaires?  

Nevertheless, it’s not what we make that counts; it’s what we save.  Today, “line of credit” seems to have replaced the importance of savings.  Like our federal government, line of credit means “debt”.  Unlike the Fed, we can’t just print money.  Oh well. 

We are looking forward to 2021 – this will be our best year ever!  We can stay in control of how we define “best” by following the guidance of the world-renowned author and poet, Robert Lewis Stevenson: 

Don’t judge each day by the harvest you reap, but by the seeds you plant.                                

And no – the seeds are not tax deductible.  Oh well. 

GAP 

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

What do I know...

I was thinking about Anders Ericsson’s Peak: Secrets from the New Science of Expertise © the other day.  I refer to his views often when speaking with senior, experienced, successful sales professionals.  Anders suggests that experience and success can actually lead to complacency.  IMHO, Complacency begets; over-confidence; over-confidence begets corner-cutting; corner-cutting begets getting our lunch handed to us in competitive situations. 

Anders went on to suggest that people in my profession are actually contributing to the problem: 

When you look at how people are trained in the professional and business world, you find a tendency to focus on knowledge at the expense of skills.  The main reasons are tradition and convenience:  It is much easier to present knowledge to a large group of people than it is to set up conditions under which individuals can develop skills through practice. 

I’ve noticed a more worrisome skill-development deficiency situation recently.  At the other end of the salesperson spectrum… our young and inexperienced salespeople. 

Many of our salespeople seem to just want "the answer".  I wonder if that’s what’s behind Artificial Intelligence and Machine Learning.... machines actually want to "learn"; our junior sales rep audience just wants the answer – is learning too hard? 

Today, my colleagues are continuously trying to come up with the next enablement tool; presentation; job aide.  Their effort and their creativity are awesome!  Unfortunately, I don’t believe creativity solves the problem.  (And I’m not alone). 

Our company has made a huge investment to develop a consistent, systematic selling motion and our leadership expects our salespeople to acquire the knowledge – and the skill – to leverage these tools, tactics, and techniques.  However, to accomplish that takes practice; repetition; and effort outside of their comfort zone. 

The trouble is, it’s painful to become skillful.  It’s also hard to suppress the creativity sales enablement professionals have when we want to come up with a new and different way of enabling.  That’s the creativity problem I mentioned above.  In the book Softwar ©, Larry Ellison put it this way: 

I wanted to get the 'creativity' out of the sales process.  If you want to be creative, go write a novel. 

I expressed my observation to my Manager this way; if our salespeople can’t read the answer is not to write more books.

Truth be told, I feel this gravitational pull of creativity, myself.  When trying to serve my audience; trying to help them sell; when they struggle and are feeling pain, I too want to offer them more of the “answer.”  Even though I know the answer lies in the effort: 

Mastery is a pain… Many characteristics once believed to reflect innate talent are actually the results of intense practice for a minimum of 10 years.  Mastery-of-sports, music, business - requires effort (difficult, painful, excruciating, all-consuming effort) over a long time (not a week or a month, but a decade). 

              Anders Ericsson 

I wonder if today’s salespeople are willing to perfect their profession through the lengthy, painful path Anders suggests.  I mean, if you were having eye surgery you’d expect your surgeon to have practiced the procedure over and over again before trusting them with your eyes, true?  Does that principle apply to the sales profession? 

I believe buyers prefer to buy from the salesperson who has done this before.  But what do I know?  Maybe our young sellers only need the answers to succeed.  Maybe Google’s machines have already done all the learning for them. 

GAP 

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

Flight #2021…

People are starting to travel again.  I hope it’s not too soon, but I understand the need for returning to normalcy.   I wonder if we are ready to alter our definition of “normalcy”? 

I saw this social media post a while back.  Maybe it will help us “re-set” what normalcy will be in 2021: 

Hello, Welcome to Flight #2021 We are prepared to take off into the New Year: 

Ø  Please make sure your ATTITUDE and BLESSINGS are SECURED    and LOCKED in an upright position.

Ø  ALL SELF-DESTRUCTIVE devices should be TURNED OFF at this time.

Ø  All NEGATIVITY, HURT, and DISCOURAGEMENT should be put    away.

Ø  Should we LOSE ALTITUDE under pressure during the flight, reach up and pull down a PRAYER.

Ø  PRAYERS will automatically be ACTIVATED by FAITH. Once your faith is activated, you can ASSIST other passengers.

Ø  There will be NO BAGGAGE allowed on this flight.

Ø  The Captain (GOD) has cleared us for takeoff.

Ø  Destination PEACE, GRACE, MERCY, SALVATION, and HEAVEN! 

I’d call that good coaching to get some altitude in our attitude.  Now is a good time to rise above the angst, anger, animosity, and antagonism permeating our daily lives.  

How’s your attitude holding up?  Are today’s calamities too much to handle?  I hope not.  Just when things seem to be the darkest I remind myself of the advice from our favorite, Unknown Sage: 

If you can keep your head while others around you are losing theirs… you will be a head taller than everyone. 

Seriously though, today’s challenges require a different level of personal commitment to address them don’t you think?  Every time a complaint or conflict arises, we don’t have to engage, do we?  We’ve witnessed complaints and conflicts before, like this story from the travel industry: 

            A famous Chairman of the Board of a national airline, uses self-deprecating humor, such as the story he told about a woman who wrote a letter complaining about his airline.  She didn't like anything: not the peanuts, not the color of the plane.  She didn’t even like the uniforms of the stewards.  She was just full of gripes.

The marketing division took it over, spent a week writing a 22-page letter trying to reason with her, and showed it to the Chairman before he signed it.  He read it, and tossed it into the wastebasket.  He asked for a piece of stationery and wrote; “Dear Madam, We're going to miss you.  

Sincerely,

Herb."   

Herb Kelleher 

I’m working to increase the altitude of my attitude at work.  I think I’m making progress because I had a colleague call me the other day and ask, “How do you do it?...”  He went on to say he has noticed how I’m staying calm and professionally appropriate in the face of meetings that focus on some nonsensical, internal procedure that frustrates others. 

I told him I get just as frustrated but rather than engaging in the fracas, I engage my mute button!  I don’t think adding my opinion would make things better – probably just the opposite.  And thankfully I have a patient boss. 

Today’s non-stop negative hype reminds me of Lawrence J. Peter’s perspective: 

What this country needs is more free speech worth listening to.                                  

In 2021 I’m trying to avoid responding; retorting; or reacting to every conversation that I find irritating.  I’m trying to fly above it all – where calm air and bright sunshine warms my day.  How about 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.

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.