09.13.18
Posted in The Chief Called at 2:58 am by Administrator
With only a few minor dents, we’ve been through the process of training three teenage drivers and the fourth teenage driver is getting closer to taking his driver’s license test. This past week, he had his final driver’s education behind-the-wheel training. Under the direction of the instructor, he took a left turn and then was immediately pulled over by the local police. Apparently, there was a sign, no left-turn between the hours of 2-4 pm, that was not seen. The instructor asked the officer to give him the ticket since he gave the instruction but the officer wrote my son the ticket- so now we get to look forward to a visit to the county
I’m very supportive of law enforcement but in this case I was irritated that the officer did not show a little mercy on a learning driver with a permit and who was in a clearly marked driver’s education car. So, I wrote a respectful email to the police chief. The chief called me the next day and we had great conversation about the situation and his desire for his officers to balance the “letter of the law” with the “spirit of the law.” I was surprised by the response. That simple conversation took away the frustration that I was feeling even though the situation did not change.
How does this apply to your business? When you have a customer who wants to talk to the “Chief” or the “Boss”, how do you respond? Most situations can be diffused by simply listening and showing some empathy to the person who is frustrated. Our natural tendency as people is to avoid such conversations but when we respond, that is how relationships grow and are strengthened.
Wish us luck in court!
Regards,
Brian
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08.28.18
Posted in For the Good of the Team at 11:52 pm by Administrator
Most of us have a favorite team sport. Whether or not it’s baseball, soccer, football, rugby, or basketball, for a team to win championships each player needs to be playing in their best position. If we look at our roles as leaders and coaches, one of our challenges is making the necessary moves for the good of the team. The longer we allow an ineffective player (employee) to continue, the more difficult it becomes for the team to excel.
As you read this, someone on your team most likely comes to mind that you know needs a change in their current position. I encourage you to address it immediately and growth for your team will follow.
Regards,
Brian
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07.28.18
Posted in Uncategorized at 4:40 pm by Administrator
I like to keep my beard and mustache neatly trimmed. Last night as I started my weekly trim, unknown to me, the guard of the trimmer fell off and half of my mustache was close to disappearing. With a little creative trimming, I was able to minimize the damage and it now looks like a close trim. It is comforting to know that this mistake will disappear and the ‘stache will soon return to normal.
In life and in business mistakes happen. Granted, some are more difficult to recover from than others but the way we handle a mistake and learn and grow from it, should lead to us becoming a better person and leader. Instead of fretting about the mistake, accept that it happened, set a plan in motion to recover from it and put safeguards in place so it doesn’t happen again.
As for me and my ‘stache, we will be ok. Thanks for asking.
Regards,
Brian
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06.26.18
Posted in I Would Have Won But... at 12:44 am by Administrator
At a youth track and field event, I heard the following from a young pre-teen athlete. “Yeah, I would have won this year but there were nine more people. If it wouldn’t have been for those nine extra people I would have come in first.” I found that quite humorous. The excuses we use for not accomplishing a goal or task start at a young age and often continue through adulthood. The problem is we sometimes think they sound good but they really sound as ridiculous as someone not winning a race because there was better competition.
Here are a few excuses that may make us feel better in the sales world but they don’t accomplish meeting our sales budgets.
“It’s summer- everyone’s on vacation. Can’t get a decision.”
“I’m waiting on my sales manager.”
“Operations messed up again.”
“There’s no stock.”
“I don’t have enough product options.”
I’m sure you could add some more humorous ones to the collection but the bottom line is it doesn’t matter what the reason is for not hitting a sales budget- it comes down to you, to me- the salesperson. I recently shared with a rep who was making excuses as to why their company did not deliver and told him- the customer blames you, not the company. Take responsibility and move forward. When you or your team are tempted to offer an excuse for failing to hit a goal, instead of the excuse, accept and admit the fact of failing. Then, think of other strategies that can be tried to continue progressing and make a failure a success.
Regards,
Brian
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05.28.18
Posted in Remember the Price of Freedom at 6:35 am by Administrator
At an industry awards ceremony earlier this month, one of the guests being honored was the recipient of a Gary Sinise Foundation newly constructed home for a disabled veteran. This former Army soldier shared his story of how he stepped on an IED in Iraq several years ago. The young man described how his world changed in seconds as he flew through the air, landed on his back, and realized he was still alive. He lost his leg, had multiple broken bones and continues to suffer from PTSD. His recovery was torturous physically, mentally. His frustrations with not being able to do simple things was and is challenging. It was an emotional moment as he shared how thankful he and his family were for a home where he could live and take care of himself independently.
As we celebrate this Memorial Day, let us remember those who have sacrificed themselves for our freedom. The freedom to work in the career of our choosing, the freedom to share what we believe and the freedom to agree and disagree openly.
God Bless America!
Regards,
Brian
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04.28.18
Posted in Appreciating the Small Things at 12:52 am by Administrator
I recently had the privilege of spending some time in Ethiopian Children Ethiopia in various remote village areas. Our first world struggles of poor cell coverage, weak wi-fi signals, where to eat, and our other “crises” of the day in the U. S., pale in comparison. The daily experience of young and old walking several miles to obtain their water is just one of the difficulties that are normal. The water is often dirty and contaminated but that is all they have.
Yet in the midst of what we perceive as a difficult life, I met some of the most joyful, respectful, kind and hospitable people that I’ve had the pleasure to meet.
It was a great reminder that in the midst of business demands, budgets, revenue growth, profitability, and management that many of us deal with daily, we live in a country of tremendous opportunity and blessings.
I was encouraged to smile more and have a sense of wonder at the simple things that much of the world only dreams of- clean water, concrete floors, traffic laws, a variety of fresh food and the list could go on.
So when you are tempted to go off the deep end this week, take a minute to appreciate the small things that make life more enjoyable and meaningful.
Regards,
Brian
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03.26.18
Posted in Good Reps Grow Business at 1:22 am by Administrator
Business owners in a round table discussion can sometimes be brutally honest in their opinions of why a supplier may be doing well in one account but not another. As I sat and listened to the conversations of various owners share their experiences, there was a common theme. Product and brands are only a small piece of the puzzle. The big piece of the puzzle is the local sales rep. An attentive, service oriented rep that cares and is in constant communication with their customer reaps the rewards of growth and success in that business. Conversely, the sales rep with a better product offering and low customer service flounders and sees little growth.
The importance of professional and responsive sales representation is critical for the growth of a supplier. Companies who undervalue the role of sales representatives often find themselves struggling in a territory.
Investing in good people will pay great dividends for the future of your business.
Regards,
Brian
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02.24.18
Posted in Give Me a Call at 5:19 pm by Administrator
At a recent convention I observed a sales representative attempting to mend a relationship with a customer. As the conversation ended he stated, “Well, give me a call next week and we will get together and figure this out.??? I thought to myself, he wants his customer to call him when it is his responsibility to pursue the customer. Since I know the customer I’ve asked if they have received a call many weeks later- no call, no pursuit, no business.
For some, common sense does not come naturally. As leaders, we must continually remind and teach our team members the basics of the importance of creating enduring customer relationships and recognizing that their job, our job, is to take the initiative to build, repair and maintain relationships that last.
Regards,
Brain
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01.17.18
Posted in Mean What You Say at 2:22 am by Administrator
I received an email recently with emojis/emoticons at the end of a statement. I consider myself fairly savvy on technology and the latest terms but I was left confused. Maybe my eyesight isn’t what it used to be but I couldn’t tell if the person was just smiling at me, or smiling with a slight sneer, smiling while rolling their eyes or flat out insulting me.
It would be silly of me to think that the use of emojis or emoticons will go away anytime soon. The use of pictorial diagrams to communicate emotion have been around throughout the history of man indicating happiness, anger, fear, etc. Many of us regularly use them on our smart phones when texting and even in email. However, in a world where so many things can be misinterpreted by a variation in an emoji or emoticon symbol, I would caution you to say what you mean. Communication is already a challenge for most people and companies. Complicating it by causing the recipient to wonder, “What did they really mean?”, only adds to more opportunities for misunderstandings to occur. The old adage “Say what you mean and mean what you say,” still holds true.
Have a great day!
Regards,
Brian
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11.27.17
Posted in Making the Rounds at 12:34 am by Administrator
Early in my career as a sales rep I initially thought that a good day in the field was visiting as many accounts on my list as possible. If my goal was ten accounts for the day and I made eleven stops that was even better. My first few months that seemed to be working because it was mostly introductions and people becoming familiar with a new face. However, it did not take long for me to realize that my quick attack strategy was not leading to long term growth. When I learned to make meaningful, strategic and planned sales calls, the business began to flourish.
I still see many sales reps intent on making their “rounds??? but without a strategy to talk to the right people or discuss specific growth ideas with their accounts. By spending time pre-planning your week and setting specific appointments to meet with the decision makers, a floundering territory can be revitalized and new growth experienced.
Regards,
Brian
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