"Plenty of time"...

My wife says I watch a lot of sports on TV.  A lot!  Recently, I watched 3 basketball games on one day; 2 NBA and 1 college.  They all shared one thing in common. 

In all 3 games the score was close as the 4th quarter was winding down. The TV commentators for all 3 games kept emphasizing that the team behind had, "plenty of time" to catch up. The commentator for one of the NBA games insisted 55 seconds remaining in the game was an "eternity". 

Know what? All 3 teams that were behind - lost.  As it turned out there wasn't an “eternity”.  Not even “plenty of time” to catch up. 

Since our childhood and the story of Cinderella we have been impacted by managing/missing deadlines at home and work.  Especially at work; especially in the technology industry: 

Golub's Laws of Computerdom 

·         Fuzzy project objectives are used to avoid the embarrassment of estimating the corresponding costs.

·         A carelessly planned project takes three times longer to complete than expected; if carefully planned, it will take only twice as long.

·         Project teams detest weekly progress reporting because it so vividly manifests their lack of progress. 

Unknown Sage 

Even when drastic steps are attempted, our Unknown Sage tells us we will still run out of time: 

            Brooks' First Law 

Adding manpower to a late software project makes it later. 

In the sales profession December is synonymous with “Year End”.  Some salespeople tell themselves that they still have “plenty of time” to catch up on their quota.  Sometimes at “Year End” miracles happen.  Sometimes.  

Although I carried a sales quota for many decades, I vividly remember one year-end in particular.  After a premature promotion I found myself in over my head and time was running out.  That Unknown Sage warned me:

Axiom of Promotions 

What gets you promoted on one level will get you fired on another. 

As a last resort, I employed what I later coined the “Me-or-My-Successor” closing technique: 

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. 

In sales as in basketball when you find yourself behind - you're BEHIND!  Don't let anyone, not even me, tell you there’s still “plenty of 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.

Christ’s birthday…

Today is Christmas!  Of course, Christmas should be more consequential than just one day, true?  Nonetheless, I’m wishing you a day of peace, hope, joy and celebration with family and friends. 

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.  While we may not want to look back and celebrate all of what occurred in 2023, a little reminiscing on our blessings is in order.  Then we can look forward to an even better 2024! 

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 

And 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

Intensity…

I read Father, Son & Co. My Life At IBM And Beyond © by Thomas J. Watson Jr. recently.  I was hoping the book would concentrate on the “& Co.” part.  Turns out it was more of a biography about Thomas J. Watson and his son T.J.  I noticed Father and Son were “intense” – typical for people who become titans of their industry, true? 

Do you think Elon Musk is “intense” today?  He’s only the richest person in the world according to this list.  I know firsthand that Larry Ellison, co-founder of Oracle Corporation and #5 on the list, is intense.

At the start of my career, IBM was the dominant player in the technology business. In fact, they had been so dominant for so long that the Justice Department filed multiple anti-trust law suits against them for their monopolistic practices.  IBM spent tens of millions, probably hundreds of millions of dollars defending themselves even though their leadership knew they were in fact guilty of the unfair practices they were accused of. 

Fast forward to 2023.  I wrote a piece this year about technology ( Technology; past, present and future…).  So what does a technology titan of last century have to do with the hype and hoopla around Artificial Intelligence today?  Well, I believe it’s the process and NOT the technology that counts.  That was IBM’s opinion, too: 

In the history of IBM, technological innovation often wasn’t the thing that made us successful.  Unhappily there were many times when we came in second.  But technology turned out to be less important than sales and distribution methods.  Starting with UNIVAC, we consistently outsold people who had better technology because we knew how to put the story before the customer, how to install the machines successfully, and how to hang on to customers once we had them… That was where IBM had its monopoly.  No competitors ever paid enough attention to it… 

                   Thomas J. Watson Jr. 

IBM simultaneously mastered (as have other companies) selling the value of their solutions and not just dropping their price in the face of stiff competition.  Mike Weinberg in his book #Sales Truth © put it this way: 

If you need the lowest price to sell, then you aren't needed as a salesperson. 

Think about it – selling inferior technology at profitable price-points.  IBM pioneered the way to do it and had an intensity about their selling process almost unparalleled at the time.  Almost. 

I competed against IBM in a “David vs. Goliath” matchup when I was an application sales rep at Oracle Corporation.  The market was shifting from mainframes (e.g. Goliath) to mini-computers (e.g. David) and I was on the David side.  I felt I had to match IBM’s level of intensity to stand a chance. 

I was selling Oracle Financials Version 1.0.  It was the latest and greatest technology, but we still needed to battle for every deal.  It required a level of intensity which Oracle became famous (perhaps infamous) for. I can remember to this day being called into George Robert’s office when he led the Chicago sales team and being told, “Gary, dial down the intensity”.  I was winning deals but George was concerned about the stress I was putting on myself (and others around me).                                       

Back to 2023… I continue to believe that intensity properly positioned in our selling process beats technological wizardry every day and twice on Sundays! 

OK George, I’m dialing down the intensity now HaHa! 

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.  

Tomorrow, America recognizes Pearl Harbor Day.  Eighty-two years ago, December 7, 1941, an emotionally 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 2023…where will we find the greater good from “recession”; “mid-term elections”; “ negative politics”; or “global warming”? 

The significant problems we face cannot be solved by the same level of thinking that created them. 

Albert Einstein 

If the hyperbole of current events is 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 consume entertainment and information.  The common enemy was their adversity 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? 

Yes Marianne, 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.

Having Fun?

I can’t tell.  I’m a bit too far removed.  Let me ask you.  Are most people having fun in their jobs today?  I wonder. 

Yes, yes, “It all depends” as my Father-In-Law used to say.  I have been in jobs where I was unhappy and I wasn’t alone: 

Oh, you hate your job?  Why didn't you say so?  There's a support group for that.  It's called everybody, and they meet at the bar. 

Drew Carey 

Nonetheless during the vast majority of my career I have had a lot of fun.  I believe fun is a critical component for success.  When invited to review a client’s sales and business processes, I always ask their managers and leaders, “How fun are you to work for?” 

That Mary is the Under-Vice President of Expectation Deflations for the western semi-region tells you nothing.  That Mary is wicked smart, totally frank, and a trip to work with tells you everything. 

Rick Levine 

I’ve been fortunate to work for many managers and clients who were “… a trip to work with…”  I can remember to this day the first phone call I made to Doug Johnston, Owner of DataPro Solutions in Spokane, Washington and a company my company was interested in acquiring.  “He’s not available.” I was informed.  “He’s outside barbequing lunch for the company.”  I immediately thought, “How fun is THAT!” 

If you’re not fun and you have direct reports, this advice comes from the movie Stripes and the character Sargent Hulka who said, “Lighten up Francis.”

My career as a sales professional has been so much fun I’m continuing it via independent advisory engagements.  When I interact with business people I always come away learning something.  I suppose in some cases I’m actually re-learning what I used to know – used to do – but somehow wandered away from.  For me, these interactions are fun! 

Today, I worry about this perspective from the book Get Back In The Box©: 

Although we claim we want more leisure time, we are much more likely to find an opportunity for genuinely fulfilling engagement and learning at work.  Unfortunately, however, most work environments are not set up to maximize these experiences, and our attitude towards work keeps us from experiencing or remembering nearly any of it as fun.  The overall message we get from our workplaces is to produce more, complain less, and ignore stress. 

Douglas Rushkoff 

I sure hope we aren’t devolving into “… produce more, complain less, and ignore stress.”  

Many are focused on their career; receiving recognition; getting a pay increase; earning a promotion; ignoring stress!  Balancing those goals with maintaining meaningful relationships; enjoying our family; engaging in our favorite recreations can be a challenge.  How do you do it?  (And how are you doing at doing it?) 

I like this idea that Jerald M. Jellison offered in his book Managing the Dynamics of Change ©: 

Take a few minutes right now to make a list of what reinvigorate you. Yes, actually write it down because the miracle of activation comes from doing, not just thinking.  Now look at your monthly schedule. How much time have you been setting aside for these uplifting activities?  ... Do something soon - now. 

Please consider my perspective; I’ve been a career sales professional for more than 4 decades and it has been a blast!  If your career aspirations are more stressful than enjoyable you might just have to change professions.  Life’s too short. 

                                                            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 throughout the rest of the year but certainly November and Thanksgiving remind us of our blessings, don’t you agree?  So before I go any further - permit me to say, “Thank you”! 

Thank you for reading me.  Thank you for commenting on my little ditties.  Thank you for respecting my viewpoints; even those you disagree with.  Thank you for encouraging me to continue. 

I am blessed with many people 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 

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 can celebrate with family, friends, food, and fun… maybe even a little football during the Thanksgiving holiday.  Let’s take a few quiet moments to reflect on all we have to be thankful for: 

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

Gary A. Pokorn 

Thank you again and always. 

GAP 

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

The Sales Triangle…

How about a little basketball-business “crossover dribble” today?  I love basketball.  I’ve also tried to apply many basketball concepts to the business world throughout my career.  They are especially applicable in the sales profession. 

I was a Chicago Bulls fan during Michael Jordan’s NBA Championship years.  More than Jordan though, I’m a Phil Jackson fan.  Phil Jackson wasn’t Jordan’s first head coach in the NBA.  Michael didn’t win a championship before (or after) his time under Phil.  Know what?  That applies to Kobe Bryant, too  Even Shaquille O'Neal won just one of his four NBA championships under a coach other than Phil Jackson. 

Lest you believe Jackson’s success was confined to Chicago and LA, Phil won an NBA championship as a player on the New York Knicks, plus he coached a Continental Basketball Association championship along with earning Coach of the Year honors.  Phil Jackson knew how to win. 

According to Wikipedia, “Jackson is known for his use of Tex Winter's triangle offense as well as a holistic approach to coaching that was influenced by Eastern philosophy, garnering him the nickname "Zen Master".  True, I’m no Zen Master. My positivity is reinforced by our favorite, Unknown Sage: 

The pessimist may be right in the long run, but the optimist has a better time during the trip. 

The “Triangle Offense”?  THAT is something I continue to coach today, albeit as the “Sales Triangle”.  At a high level, the Sales Triangle has these corners; the When; the What; and the Who: 

 

Our sales managers (and for that matter all God’s children) love to focus on the When. “When will your deal close?” is a question we hear countless times throughout our sales career. Now I’m not saying the When is not a key component of the sales triangle. It’s just the When question is not a very effective approach to forecasting.  I’ll delve into forecasting tools, tactics and techniques another time. 

Next sits the What.  In my experience others on the operations side of my company often worry if we sales types have committed (or over-committed) some capability that stretches our product or service to its limits.  They don’t seem to appreciate that all of the “vanilla” deals are already sold.  The only ones left are those that have “hair”. 

Oh, our companies want our deals; and at full price thank you.  But too many times our colleagues don’t want the complexity or the demanding nature of the client.  They overlook: 

You can't just lust for a client's money - you have to take the client too. 

                   Gary A. Pokorn 

Yet IMHO, it’s the Who corner of the sales triangle that is the most overlooked; mis-managed; and too often taken for granted.  Something as simple, yet as important as knowing the “Who” can make the difference between winning the deal vs. playing that game we all hate called the “Loooong Loooose”.  David Yesford, Senior Vice President, Wilson Learning Worldwide put it this way: 

Sales representatives need to build and explore a network of multiple connections within their customer organizations in order to gain a full understanding of how the organization’s strategy plays out vertically and

horizontally across the organization. Salespeople who can bring a thoroughly informed perspective of the customer organization find that senior executives welcome their insights. 

Phil Jackson’s teams leveraged the triangle offense and consistently won championships.  Perhaps mastering the sales triangle, especially the org chart corner, can do the same for us. 

GAP 

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