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.

Thank you again and always…

 

‘Tis the season of thankfulness.  Not that we should wait during the rest of the year to say, “Thank you”, but certainly November and December remind us of our blessings, don’t you agree?  So before going any further - permit me to say, “Thank you”!

Thankfully, I am blessed with family, friends, clients and colleagues who enrich my life beyond count.  Thankfully, smart people have put counting in the proper perspective: 

Everything that can be counted does not necessarily count; everything that counts cannot necessarily be counted. 

Albert Einstein 

Thankfully, I have readers who accept my periodic posts and reciprocate with responses of appreciation towards my little ditties.  

I can’t count all that I am thankful for; nor all of the times I have wanted to thank someone for their kindness.  But I am thankful for sure.  I’m thankful for living in Denver – most of the time anyway: 

Welcome to Denver: 

The morning rush hour is from 5:00 to 10:00 AM. The evening rush hour is from 3:00 to 7:00 PM.  Friday's rush hour starts on Thursday.

Forget the traffic rules you learned elsewhere.  Denver has its own version.  The car or truck with the loudest muffler goes next at a 4-way stop.  The truck with the biggest tires goes after that.  Blue-haired, green-haired, or cranberry-haired ladies driving anything have the right of way all of the time.

North and South only vaguely resemble the real direction of certain streets.  University and Colorado are two boulevards that run parallel.  Geometry evidently not working at altitude, these streets intersect south of C470.

Highway 285 runs North, South, East and West and every direction in between; it can be found in every section of the Denver area making navigation very interesting.  You can turn west onto southbound 285; you can turn north onto westbound C470; and you can drive southeast on the Northwest Parkway.  This is why Denver uses the additional driving directions of “out”, “up”, “in”, “down”, and sometimes “over”.

Construction barrels are permanent, and are simply moved around in the middle of the night to make the next day’s drive more challenging.  When you see an orange cone, you must stop and then move ahead slowly until there are no more cones.  There need not be construction, just cones.

If someone has their turn signal on, wave them to the shoulder immediately to let them know it has been accidentally activated.

If it’s 70 degrees, Thanksgiving is probably next week; if it’s snowing, it’s probably the weekend after Memorial Day.

If you stop at a yellow light, you will be rear-ended or cussed-out.  A red light means four more cars can go through.  Not three; not five.  Four.  Never honk at anyone.  Ever.  Seriously.  Never yield at a “Yield” sign.  The yield sign is like an appendix; it once had a purpose but nobody can remember what it was.

Just because a street on the east side of town has the same name as a street on the west side of town doesn’t mean they’re connected.  

Unknown Sage 

Thankfully, we will spend time with family, friends, food, and fun with a little football during the Thanksgiving holiday.  We will take a few quiet moments to reflect on all we have to be thankful for, too: 

Thank you Lord.  I may never have a lot; but I have always had enough. 

Gary A. Pokorn 

Thankfully, we can still give thanks this Thanksgiving. 

GAP 

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

Low hanging fruit…

I was in a sales training session recently; the sales trainer kept using the phrase "low hanging fruit”.  He was referring to where sales reps could "easily find" sales.  That same phrase was used during a new product roll-out session I also attended recently.  It seems like new product roll out meetings, sales training sessions, team rallies all now include reference to finding the low hanging fruit. 

In my day, we called it a "bluebird".  When a deal unexpectedly landed in our lap that we closed without much effort, it was a bluebird.  I don’t remember bluebirds being referenced in sales training sessions or product roll-out meetings though.  I do know relying on bluebirds or low hanging fruit to make your quota is the quickest path to looking for your next job. 

Will Kenton wrote in Investopedia about the origin of the term low hanging fruit and its adoption in modern business and sales circles (link). 

Lindsay Kolowich Cox affiliated with HubSpot (primarily a marketing automation platform) offered this in her blog: 

A "bluebird" is a sale that came seemingly from nowhere or with unexpected ease. A sales rep might say, "Fortunately, a bluebird flew right in at the end of the quarter, helping me reach my goal." 

She goes on to suggest, that bluebirds are probably responding to marketing campaigns. 

I don't know if this easy path encouragement is the result of today’s social media pundits; the converging of sales and marketing disciplines; generational; or what.  But it seems I now hear low hanging fruit as if it has become a new selling strategy vs. merely a stroke of luck. 

I ask you, do you benefit often from easy, unearned, outcomes in your profession?  How are we all doing with our lottery purchases?  I suppose everybody has benefitted from a bluebird on occasion, but certainly not frequently enough to build a career on, let alone making the mortgage payments month in and month out, true? 

If my experience and opinions are closer to the reality of average working men and women in the sales profession, then who is continuing to spread this appeal to go forth and seek low hanging fruit? 

Can it be originating from people on the fringe who are "involved" but not "committed" to producing results?  You know the old saying about the ham omelet – the chicken is involved, but the pig is committed. 

Perhaps it's common for folks to under-appreciate the time and effort others have invested to master their trade.  Harry Beckwith reminds us things are usually not that easy: 

A woman was strolling along a street in Paris when she spotted Picasso sketching at a sidewalk café.  Not so thrilled that she could not be slightly presumptuous, the woman asked Picasso if he might sketch her and charge accordingly. 

Picasso obliged.  In just minutes, there she was: an original Picasso. 

"And what do I owe you?" she asked. 

"Five thousand francs," he answered. 

"But it only took you three minutes," she politely reminded him. 

"No," Picasso said.  "It took me all my life." 

Suffice it to say that every time I hear someone directing me to where they believe I should easily find a sale, I wonder why - if capitalizing on "low hanging fruit" was so easy – this person isn’t taking on a sales quota, moving to a commission-based compensation plan, and going after said fruit themself? 

Now, where’s that bluebird when I need one… 

GAP 

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