Are We Expecting Too Much Too Soon?
My son played his first season of baseball this past spring. For many other kids on the team, it was their first season playing as well. It was a much different experience for everyone as compared to the kid’s first go-around with other team sports like soccer or hockey.
With those other sports, the concepts were pretty simple in theory as the kids could get out and chase the puck or ball and just spend time familiarizing themselves with the games and being part of a team.
Baseball was a totally different story. Batting was mostly straight forward for them, but fielding was an adventure! All of the parents and coaches were doing their best to help out, but the poor kids were always very confused from the moment the ball was hit. Although quite funny on the surface, you had to feel for them when they all froze in place. Their “memories seemed to erase” and never knew what to do when the ball came their way. At one point or another, most of the parents wished they could get out on the field and make plays themselves!
As I reflected back after the season, our expectations for the kid’s performance on the field was way too high, especially early on. We were asking them to complete very difficult tasks with many people trying to give them directions in pressure packed situations. I did not even start playing competitive baseball until I was 9 or 10 years old.
The first coach was unable to handle the anxiety of helping the kids get up to speed. The second coach was awesome! They stepped right up and said that the kids needed “one voice” to listen to. From that moment on, things ran much smoother for the rest of the year, and the team won a bronze medal at the year-end tournament.
That story inspired this post, as I related it to being new to a sales role or the profession in general. Most of the parents were guilty of expecting more from the kids then they were able to give early in the baseball season. Many sales managers and executives are guilty of doing the same with new reps.
I am a firm believer that the pressure to perform should be minimal for new reps as long as possible. Three months should be the bare minimum that a rep focuses on learning everything about their new role, and not have a manager looking over their shoulder and expecting immediate results.
The “learning/training phase” should be even longer for new reps to the profession. Sales can be generalized as an easy job where you can make a lot of money, but new recruits need to understand that a lot goes on behind the scenes to be able to do “fun stuff” like take customers out golfing, or have long lunch meetings!
Product knowledge is typically the focus for new reps, but there are many more aspects of being a territory manager that need to be analyzed before being “thrown into the wild” and expected to come back with orders. It is not realistic, not fair, and is one of the biggest reasons that new reps quit in such a short time.
Most companies are continually under pressure to put up numbers, and that unfortunately comes at the cost of giving new reps the training and support that they need from the day they start the role.
I would rather sacrifice sales results in the field while new reps gets their feet wet, and properly equip them and held grow their confidence so when they hit the road, they are ready.
The most common words coming out of a sales manager’s mouth should not be,
“How can I help you close that order?”
That makes them a one-dimensional leader.
If a manager wants a rep to prosper and succeed long-term, they will help them dig deep in to all aspects of the role, understand their territory, customers, support staff and company. Then, AND ONLY THEN can they start talking about getting in to the field and securing business.
- What training have you received for a new role (other than product knowledge)?
- Have you ever quit a sales role and realized later that you did not give it enough of a chance?
- When should new reps start focusing on actually closing business?
Healthy Leaders Are Great Leaders
Eve reached out to me a few weeks ago interested in guest posting on leadership. I was more than happy to oblige. Check out her incredible take on health and productivity!
The modern world is increasingly doing studies on the link between health and productivity. That is hardly a new concept. The phrase “A sound mind in a sound body” is quite old. In general, we all know that if you are sick, in pain, or under the weather, you will not be at your most productive. But what seems to not sink in is the idea that if you really want to excel at sales or in leadership, you really need to be working towards optimal health, not merely avoiding sickness.
Instead of talking in generalities, let’s take one person as an example. Let’s talk about actor, producer, and businessman Will Smith. He has made Fortune’s “40 Under 40” list. He is the first actor to have eight movies in a row bring in more than $100 million. He came from nothing and is now worth millions. He is viewed by many as an inspiration and role model for minorities. His list of personal accomplishments is quite long.
Focus on Will Smith
Will Smith has said “The only thing that I see that is distinctly different about me is I’m not afraid to die on a treadmill. I will not be out-worked, period. You might be more talented than me, you might be smarter than me, you might be sexier than me, you might be all of those things you got it on me in nine categories. But if we get on the treadmill together, there’s two things: You’re getting off first, or I’m going to die. It’s really that simple, right? You’re not going to out-work me. It’s such a simple, basic concept. The guy who is willing to hustle the most is going to be the guy who just gets that loose ball. The majority of people who aren’t getting the places they want or aren’t achieving the things that they want in this business is strictly based on hustle. It’s strictly based on being out-worked; it’s strictly based on missing crucial opportunities. I say all the time if you stay ready, you ain’t gotta get ready.”
More than an actor
As indicated above, everyone likely realizes that Will Smith is not just an actor but he is a leader in many ways: A producer, founder of I’m more than one company, community leader and so on. If you have ever seen him work the crowd at a red carpet event, you should realize he is also a consummate salesman. That is part of why his movies make so much money. So when he talks about hustle, he doesn’t just mean “work hard.” He also means you need to sell yourself. Constantly.
What may not be obvious is that in order to have the attitude he has, the first thing he needs is the physical stamina necessary to run you into the ground or die trying. If you have seen him in “I am Legend”, a movie filmed in his late thirties, you have seen with your own eyes the kind of phenomenal fitness he has. Similarly, he trained for months to put on the muscle necessary to portray legendary boxer Muhammad Ali. People who are not super healthy don’t do things like that. They simply can’t.
Health and fitness
So if you want to be a great sales person or leader, you first need to be the best that you can be. And that starts with being as healthy and fit as possible so you have the physical energy and mental focus to out-work others, to recognize opportunity when it presents itself and quickly take action, and to be as presentable and attractive as possible. The reality is that both sales and leadership are about influencing other people. Someone who is healthy and fit is far more personable than someone who is not.
Think about this: Shaking hands is a basic symbol of both friendliness and deal-making. People have to touch you to shake your hand. No one wants that if you are ill. Even if you are in good health generally but know there is room for improvement it can be a good idea to take a medical test to highlight where best to prioritize, be it diet or fitness levels. A routine lab test can highlight any problems or deficiencies you may have meaning you can take measures to address these under the advice of a medical professional.
So get cracking. Watch what you eat. Take your vitamins. Hit the gym. Get on that treadmill. Make sure you are healthy enough to be the last one to get off it when you are up against the competition. In other words: Every day.
If you are interested in having Eve guest post on your blog or website she can be emailed at: epearce@andalemono.com
Saturday Music Memories – Let’s Have some “Fun”!
I must admit that I am not as up to speed as I should be on the current hot bands. The Grammy’s were an eye opener for me recently that I am missing out on some cool new bands. Take “Fun” for example. I mean, their name is “Fun”! How great is that?
Over 172 million people have viewed this video for “We Are Young”.
So your take away from “Fun” this weekend is have fun, laugh, and enjoy every minute.
Keep Smiling!
Have A Laugh Fridays – Spring Is In The Air!
I am dying to golf, and this commercial always makes me laugh. Spring is ALMOST in the air in the great white north where I live! Who needs a conference call when you can get out for a round of golf?
Have a great weekend everyone!
A Special Guest Post – Networking Is Pointless
I am so excited to introduce one of my best friends, Roger Demas to everyone. I have the distinct pleasure of posting his first writing online. He picked my blog to post on before his even launches! His take on networking is entertaining and provides lessons that we can all learn from. Enjoy!
Networking is pointless!
…. Or is it truly the basis of almost every long lasting personal and business relationship?
I was inspired to write this by a recent online discussion. I saw a question about networking and whether it was effective. One of the first responses was a bold “all caps” –
“Networking is a waste of time.”
Ironically, this discussion was on a social networking site!
Not only do I completely disagree with the statement, but I feel that networking can and does happen all the time.
We network every day. Speaking on the phone, sending email or other electronic communication, engaging through social media and traditional face to face dialog – it is all networking.
Networking situations can have positive results, if you want them to. When I introduce myself to a new neighbor and ask what they do, I am networking. When I am riding my bike and say hello to a passerby, I am networking. When I post or share something on social media, I am networking.
It is ultimately what you do next that makes the networking worthwhile. If I introduce my neighbor to someone else that they might be able to do business with, that is effective. If I stop and engage in casual conversation with that passerby and find out more about them, that is effective. And if I take the next step to introduce myself and offer help to a fellow social networker, that is effective.
Every person that I meet and learn about can become part of my network. It really comes back to the age old theological principle of “give and you shall receive”. The more I put myself out there and the more I can provide positive sentiment to others, the more likely I am to receive positive sentiment in return. Those budding relationships become the friends, loved ones and potential business relationships or referrals that we have now and in the future.
I can say with pride that I have met and conversed with many people in different social networks that I now consider friends (even though we may have never met in person and may never do business together). I was fortunate enough that many of these people either reached out to me or responded when I reached out.
Taking that extra step to be “social” on social networks and not just “broadcasting” makes all the difference. Now I am able to connect with great people from all over the world which confirms that networking is NEVER pointless.
You can connect with Roger at:
Linkedin http://goo.gl/vsgkq
Twitter http://goo.gl/2uaSl
Google+ http://goo.gl/lBae2
Facebook http://goo.gl/4GgKM
His blog is coming soon if you want a sneak peak at: http://www.sunnycanuck.com
Just loved this blog post today on focusing on recognition for employees. This is an often overlooked, but very important issue to keep employees engaged!
Recognition matters! Survey after survey conducted in the last twenty years has shown the connection between recognition and business results. Even though most managers know they should recognize the people on their team – they don’t or they don’t nearly often enough. According to leadership expert Jim Kouzes, about one-third of North American workers say they never are recognized for a job well done while slightly more (44 percent) report that they receive little recognition for a job well done.
Ready to recognize? Here are some ways to put spark into your recognition efforts.
1. Make it happen in the moment
Perhaps you feel like recognition might mean more at the department meeting? Or maybe you would like time to get the words just right? Don’t put it off. When a person does something that should be recognized, provide appreciation in some form immediately.
Here’s one time when it…
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The Five Star 5 – Lessons I’ve Learned From My Sons
I was looking through old “Five Star 5” posts last night, and this one caught my attention. As many of you know, I now have two sons, and this message is more powerful as I watch both of them grow and develop each day!
I was looking for an old picture on my computer recently, and ended up spending an hour watching old videos of my son. Wow time flies by! It seems like only yesterday he uttered his first word, took his first step, and spent his first day at pre-school! Now my soon to be six-year-old is off to grade 1 in a little over a month.
Sometimes we get so focused on raising them and just getting through the day, we forget how much they are developing at this young age and shaping who they will become in the future. There are lessons that we can all learn from kids, when we take the time to really watch what they are doing.
Here are five lessons that I have learned along the way from my best bud!
- Smile and laugh when possible
- Always be asking questions and trying new things
- Don’t get frustrated when things don’t go your way
- Try to do a good job at whatever you are doing, but don’t worry about being perfect
- Be silly sometimes, it is ok!
And a bonus lesson…..
- Be a good friend
Some good tips this morning on selling to a CFO. Have a fantastic Monday…
CFOs are paid to see risks and downside. Use these 9 tricks to change their minds and eliminate the roadblocks.
1. Never Give a Pitch
The quickest way to alienate an accountant-type is to talk about your wonderful product, your wonderful company, or (worst of all) your wonderful self. They’re about the money, so stick to the subject.
2. Research First
Every CFO has a slightly different way of looking at financial value. Before building a financial case, find out what’s important in this situation and what kind and size of numbers get on the CFO’s radar.
3. Focus on Cost Savings
While CEOs are generally concerned with strategy and growing revenue, CFOs are generally interested in cost savings, backed with hard numbers and expressed in a way that makes sense to an accountant.
4. Be Concise
Present a top-level summary, backed by a detailed financial report with solid, quantified…
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Outside vs. Inside Voice – You Can’t Take It Back!
I had a run in with the District Manager at a large retail account of mine many years ago. We had “philosophical differences” regarding my coverage of one of their stores, and one incident in particular upset him.
My relationship was less than solid with that location’s management team, and I received very little support from the sales associates. During my third year working with the account, the senior manager requested that I conduct another product knowledge meeting for his team on a Saturday morning. I had done that type of training before, but had become frustrated by their lack of support.
I will never forget what I said to him in response to his request that I take time out of my weekend to do training. My wording was all wrong. I said that I would not receive the “bang for the buck” to go and train his team now, and would wait until I received more support from them.
I did not mean for it to come out that way, but it did, and I had to live with the consequences. I remember the rest of the story like it was yesterday. I was numb all over and I felt like I was going to throw up! He stormed in to his office, and started dialing the phone to my regional office. I swear there was smoke coming out of his ears! It was after 4 pm, and my General Manager had typically left by then. But as fate would have it, he was still in the office that day!
By this time I had walked in to his office, I was pleading for him to get off the phone so we could work through the issue together. He was requesting a new sales rep from my General Manager (while I was standing right in front of him). To my General Manager’s credit, he was able to calm him down, and I was able to talk things through with my boss the next day. My management team knew this man quite well, and was aware that he was not my favorite person. I explained my side of the story, and eventually was able to convince the store’s District Manager to keep me on as the rep for both locations.
I was not worried about losing the underperforming branch, but was terrified to lose the local branch that I had worked so diligently to grow over the years. To say the least, I choose my words very carefully in the future, to avoid other conflicts. I retained both branches, but the weaker place never met my expectations.
It is difficult to keep your emotions in check and not say what is on your mind in certain situations. But using your “outside voice” instead of your “inside voice” can have negative ramifications, especially if you catch somebody on a bad day! I learned that the hard way. I will never forget that feeling deep in the pit of my stomach when I almost lost one of my biggest accounts right before my eyes!
- Have you ever wished you had used your “inside voice” rather than your “outside voice” in a specific situation during your career?
- If so, what were the results of you speaking out loud?
Email me at TimMushey@gmail.com to share your story, and I will post the best response on my blog next week!
Sell, Lead, Succeed! 