Saturday Music Memories – Did You Take A Rain Jacket?
When you think about successful Canadian musicians over the last 30 years, it is hard not to include Bryan Adams in the conversation. I have loved his music since I heard it for the first time in 1983 or 1984. His live shows are incredible, and his enthusiasm and love for his fans are well documented. I had the extreme pleasure of seeing him perform in a smaller venue a few years ago. It was him, his guitar and a guy on the grand piano. That is the style of performance which separates the true performers from the wanna-bees. No technology to hide behind; just the instruments and vocals – Incredible.
What I really wanted to talk about was a late summer day in Winnipeg, Canada back in August of 1992. Bryan Adams was on the top of his game, and he rolled through town for a day festival which featured The Steve Miller Band, Extreme, Honeymoon Suite and Sass Jordan.
My friend and I planned to be there very early that day, and the forecast was cloudy with a good chance of showers. I will never forget walking out the door with a light jacket and my dad asking, “Maybe you should take a rain jacket?”
“Nah dad, I am ok”, I responded. “Those are not rain clouds”.
Well I was wrong, dead wrong. And within a half hour of arriving on the concert site at Birds Hill Park near Winnipeg, it started to rain. It seemed to rain all day, and rarely stopped. Many of us were not dressed for the weather, and absolutely soaked. But none of us dared to leave.
The other bands were incredible, and the vibe was fantastic, but we were all there really for one reason – Adams.
When he finally came out, he did an incredible live version of House Arrest. This is a newer live version that I pulled off his YouTube channel.
Unfortunately he was never able to finish the concert because of the weather – but he still played for a long time. I remember his stage hands basically having to pull him away from the microphone because he did not want to leave. That is a sign of a true performer committed to his fans. But it was getting dangerous up there.
Whenever somebody in my family has gone to an outdoor event for the last 20 years and does not take proper clothing to be ready for inclement weather, we always say,
“Remember Bryan Adams”.
Nothing else needs to be said. We just know what it means!
Have A Laugh Fridays – Different Perceptions of Sales Reps (Most Popular Yet)
This has been my most popular Have A Laugh Fridays Edition since I posted it in early March. It is a fantastic overview of the different perceptions of sales reps.
Enjoy this quick one, have a great weekend. Back to new “HALF’s” next week.
Do You Want “Jalopinoes” With That? (what ???????)
I went to a hockey game with a good friend of mine several ago. During the standard 15 minute intermission we stopped by a concession booth to grab a bite to eat. We were having a great conversation and lost track of time. 15 minutes had passed, and the line had barely moved.
Then we really started to pay attention to the guy who was serving us. He was slow, lethargic and very methodically serving people. By the time we finally received our food, 10 minutes of the next period had expired.
But the story gets better. I had ordered nachos with cheese. He proceeds to ask me,
“Do you want jalopinoes with that?”
I responded with a laugh,
“Did you mean jalapeno peppers?”
“Yeah, whatever… jalopinoes”.
That was one of the funniest interactions that I ever had at a fast food counter! I wish I could recreate his voice in this post.
Sitting back and watching this young man work slower and slower, as the line got longer and longer with no manager intervening was memorable, for all the wrong reasons. They were obviously not motivated to do their job to the best of their abilities, had no enthusiasm, and would have rather been anywhere but there. Maybe that was “just how he rolled”, but certainly a little encouragement and support from the managers could have helped him speed up and engage people a little better.
Now on the flip side…..
When was the last time you had a memorable service experience at a fast food restaurant?
I did, over and over, and it was only ever to order food in the restaurant and take it out, or go through the drive thru. It took a few visits to realize that it was a different experience than other similar restaurants. The owner who worked behind the counter a lot of time was a difference maker. The employees (typically young teenagers) bought in to what he was teaching and how he was training them. The positive attitude was very noticeable. Everyone was unflappable during busy times. I had never seen a fast food restaurant be so in synch with people lined up to the door!
I often observed the owner encouraging the kids, and tactfully discussing things with them when they did something wrong. The incredible part was he owned two different locations, and the experience was exactly the same at each one. Kids as young as twelve and thirteen years old showed work ethic and levels of maturity unheard of at that age. They always had smiles on their faces, and never hesitated to engage customers. They certainly realized how important their customers were to the company’s success.
Some of the kids used humour in their approach. One girl sang a song to us in the drive through, as a way of asking for our order. Another girl quoted our order total in pennies and not traditional dollars and cents. The owner was involved with many local charities, and it was well documented in the community. I know that he taught the values of helping others to his staff, and that certainly helped in their development as they became young adults. The team work within the group was very solid as well. I never saw one person say “That is not my job” or comparable when they were working.
One manager, one leader can make all the difference in the world. There is a reason that I am able to recall this so vividly, but rarely remember details of the hundreds of other fast food experiences during my life (except for the “jalopinoe incident”.
He could motivate, teach, inspire, and get the young adults to buy in to his plan. He was able to properly tell them when they did something wrong, without them feeling bad about it. And when you include consistent smiles on their faces and prompt service, it made for an enjoyable experience every time!
His team had “IT”, and I truly do not know what “IT” was. But when you walked through the doors, you could feel the different vibe almost instantly.
Think of your experience as a leader in your career and personal life.
- What things have you done over and over that brought you success?
Great job and keep doing those things.
- Now think of things that you did once or twice, they were successful, but you stopped doing.
Start doing them again! If something works, repeat as often as you can.
Why do you think that certain sports coaches have success wherever they go?
They have tried and testing techniques and keep repeating them. The message may be tweaked over time, but they never stray too much from what gave them initial success.
Remember the old saying, “If it ain’t broke, don’t fix it!”
Do You Have “It” With Your Team?
All I wanted to do early in my sales career was manage the team that I was working on. I was young, I was new to the industry and I thought I knew it all! I was confident that some day I could handle the role. Unfortunately changes happened within the company, and I turned down my dream Sales Manager role when it was finally offered to me. Even with that setback, I have continued to follow sales and executive management throughout my career.
I did have some experience managing a team before I was ever interested in Sales Management. I was a Branch Manager in the car rental industry straight out of university. It was a great experience, and certainly taught me a lot about managing a diverse group of associates at a young age. Some of the employees were more than ten years my senior, and I learned very quickly how difficult being in charge could be.
The Sales Manager is arguably the most important person within the organization. They have a direct line of communication with the sales force; the associates who drive most of the front line revenue.
It can be very easy to get in to a rut with your day-to-day role. Sales reps certainly do, and it happens to managers as well. It is valuable to take a step back and think outside the box sometimes, from how you typically manage.
Great sales managers use enthusiasm and excitement to their advantage. They celebrate their team’s wins, while proudly announcing personal and team achievements. They may high-five team members in the office, or keep it simple and just pat everyone on the back when there are reasons to celebrate. The positive energy does wonders for everyone.
I have always been keenly aware of my manager’s actions, and I focus on a few areas:
- how they lead the team
- how they treat me
- how they treat other reps
- how they handle adversity within the team
- the relationship they have with their immediate supervisor and others on the executive management team
If they excel in all the above areas, they probably have “it” with their team. “It” is hard to explain, but it can be summarized as the group is firing on all cylinders, and no issue is too great to break the cohesiveness within the group.
I have reported to a total of 16 assistant managers, sales managers and branch managers during my career. I have also had close working relationships with 12-13 executive managers. This has provided me a rich foundation of experiences.
- As a manager what is it like to have “it”with the group of reps that you lead every day?
- If you have “it”, you can probably describe “it” in general terms, but it may be hard to explain overall.
- If you have never had “it” with your team, would you not like to know how to get “it”?
As I continue to discuss Sales Management in the future, I will build on the theme of having “it”. I will leave you with one other thought to ponder….
Are you just a boss to a group of employees, or is their much more depth to your relationship with the team?
Mel Robbins Presentation – Stop Screwing Yourself Over
I originally posted this Mel Robbins video late in February, and have thought about it a lot lately.
This 21 minute presentation blew me away the first time I saw it! She drills through the mental clutter that stands between people and what they want.
Put your phone on mute, close your email and enjoy the message today at lunch, or at home one night as soon as you can. It will be the best 21 minutes you spend all week and I hope it will change your day, week, year and beyond!
You can also check out her website at:
Enjoy!
Why Hierarchies? The Pizza and Beer Syndrome by Broc Edwards
I have been following Broc Edward’s blog for quite some time, and always enjoy his content. This post on hierarchies caught my attention earlier this week, and I wanted to share it today. His insight on this topic is excellent, and I hope you enjoy it as much as I did..
Why do organizations look the way they do? Why are command and control hierarchies so popular? They seem like relics from days gone past. We spend a lot of time complaining about all their sins and proposing alternatives so why don’t we see flatter, collaborative, and self-directed organizations? They should be more adaptable, create more engagement, and be higher performing. Yet we keep perpetuating the command and control hierarchies that we spend so much time railing against. Why do we say we want one thing and make the choices and actions that lead to another?
Good questions and here’s the answer (you might want to write this down): pizza and beer.
No, really. Call it the “Pizza and Beer Syndrome” if you like. We can learn a lot about organizations by looking at human behavior. After all, organizations are a reflection of the philosophies, strategies, and approaches of individuals.
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Increase Your Confidence In Less Than a Day
Leanna Dindal and Kevin Rae from http://www.theleagueofchampions.com reached out to me last week, and I am so glad that they did! We agreed to guest post on each other’s blogs, so I am very excited to present their contribution on Confidence. Have a read; I am sure that you will like it as much as I did!
Confidence is like money – everybody wants more of it. And, just as we’d like to lessen our working hours while simultaneously increasing our cash flow, is it possible to gain more confidence in just a short time? We think so.
Try the “One-Day Confidence Course” below and see if you agree.
1. Get up in the morning and work out – 1 hour
Not only does exercise increase your serotonin levels, you’ll feel great knowing you’re doing something for your health. What better way to increase your confidence than feeling good about yourself? Be sure to pick a form of exercise you enjoy.
2. Think of something you believe in and find references to back it up – 15 minutes
Everybody needs reassurance. When it comes to things you’re really passionate about, that you really, desperately want to be true, it’ll boost your confidence if you know that other people are on your side. A few minutes and a quick Google search will take care of this.
3. Buy some new clothes – 2 hours
This doesn’t have to be a full-blown, redo your whole wardrobe shopping trip. Just go out and try on a couple of things. If you look in the mirror and think, “I look good in this,” then other people will think you do, too. You’ll feel more confident knowing you’re bound to catch a few eyes.
4. Go to lunch at a restaurant alone – 1 hour
Think of this as a gift to yourself. You’re worth it, so you’re taking yourself out to lunch! If it‘s outside your comfort zone to say, “Party of one,” then good! Your confidence level will jump up because you’re doing something different and because you’re validating yourself.
And, since you’re there……
5. Learn some new fun facts – 5 min
While you’re waiting for your food, pull up the internet on your phone and learn a few things you didn’t know. The next time you strike up a conversation, how great will it be to confidently share those interesting topics?
6. Make a connection with your server – <1 minute
We so often treat people we interact with as robots, like they’re only there to serve a function. Other people are humans too, and if you recognize them, they’ll recognize you. Bolster your server’s confidence by giving them a personal compliment or taking the time to ask them how their day’s going. They’ll probably do the same back – reciprocal validation.
7. Share your expertise or take a class in something you’ve never done before – 1 hour
When you teach other people, your confidence in your skill grows. When you have to act like an expert to help them learn, you’ll probably realize you are an expert. Alternatively, trying your hand at something new by taking a class will prove to yourself that you’re smart and adaptable. This one will take some pre-planning, so scope this out prior to your confidence day.
8. Go dancing or do some karaoke – 3 hours
Dancing and singing are two things a lot of people fear, especially in public. But you’ve got to break through that barrier of self-consciousness to achieve ultimate confidence. Commit to it, even if it’s uncomfortable at first, and you’ll reap the rewards. You may even have fun.
And while you’re at it…….
9. Let a moment of silence pass <1 minute
You’ll enjoy the previous step more if you take someone with you. So, during your conversation with this person, allow for some time without words. People who are comfortable with each other are okay with sitting in silence, and it’s also a good way to feel more comfortable with yourself.
10. Talk to strangers – 5 minutes
Engage in conversation with people you don’t know while you’re out on the town. Doing so means you’re worth commanding their attention, and your confidence has no choice but to increase.
Total time spent: about 8 hours
People underestimate what they can accomplish in a day, or even a lifetime. Grow your confidence and get in your own corner so you never underestimate yourself.
What have you done outside your comfort zone today?
The League of Champions was founded by two friends, with the intention of empowering people to achieve their own, personal definitions of success. Together, Leanna Dindal and Kevin Rae developed a systematic way to change their lives, and to help others do the same. The League focuses on unlocking creativity and finding the inner strength to be a Champion. Find out more at: http://www.theleagueofchampions.com
Saturday Music Memories – Summer Song
It is summer, and where I live, you can’t roll down your car windows all year!
Brandon Boyd from Incubus makes me want to roll down the car windows all the time and listen to his music. He is on of the modern vocalists that I am captivated by.
This live version of “Isadore” is awesome and I have enjoyed it for several months now.
Have A Laugh Fridays – “I will Commit”
Doug Grady is President of The High Achievers Network, plays a mean guitar, and can sing too!
Check out this classic tune with a business twist.
You can see what else Doug is up to at http://highachieversnetwork.com
Have a great weekend.
Bruce Zimmerman’s Post From The Heart
Bruce Zimmerman’s post about Paul Castain brought my night to a screeching halt on Monday. I wiped the sweat off my brow in the stifling summer heat, proceeded to the “coolness” of my basement, and read every word.
If you have followed for a while, Paul Castain’s name is brought up quite a bit on this blog. There is good reason for that.
Bruce captures the true essence of who Paul is, and what he stands for. I had already been planning a post for Thursday which references Paul’s website, so this will be the first of two posts, back-to-pack discussing somebody I admire greatly. Enjoy!
A while back I had the opportunity to interview an individual who I believe is truly a Sales Rock Star. Actually, I was so excited about the fact that I was able to interview him that I wrote a blog about it shortly after the interview concluded.
It was my intent to review all my notes, bring the whole thing together, and post my thoughts and perspectives within a couple of days.
Wanting to make sure that what I wrote was perfect in every way, I wrote several drafts but nothing seemed right. I would write something, I would read it, and conclude that it didn’t adequately portray my true thoughts. It had to be perfect! I wanted, no needed, to use the right words to describe how much this individual has meant to me and the thousands of other “aspiring sales rock stars” over the last few years. Somehow…
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Sell, Lead, Succeed! 