New Year’s Resolutions for the Aspiring Sales Person – Part Two

In Part One of New Year’s Resolutions for the Aspiring Sales Person, I began an overview aimed to be “… a good way to share lessons I’ve learned on how I could’ve done things differently and better in developing my career, as a Sales Professional.” The steps I’m encouraging in doing this fall under the general recommendation to “BE INTENTIONAL ABOUT IT!”  And, my first specific suggestion under that heading was to “HAVE A MENTOR!” As I proceed to address specific aspects of my career development, I think it’s obvious where being more “intentional” and having a “Mentor” could’ve fit in, to make a significant and positive difference. With that said, let me proceed with the next area I’d like to discuss:

Have A Proper Formal Education, As A Foundation!

Here, again, it may be helpful to share information about my beginnings and the flaws I now see, looking back. Here’s how things went:

I was a National Honor Society High School Graduate, with five Majors – English, French, Math, Science and Social Science – and no Minors. Although I recall being advised to go on to college and to have a Major selected by the time I got to college, I don’t recall getting any counsel on applying for scholarships or what to consider in selecting a Major. Thankfully, there was a State University in my hometown, so I could live at home and there were enough jobs around to be able to earn the money needed for books and tuition. Since the local State University had evolved from a State Teacher’s College, I decided to Major in Education. I spent 4 1/2 years in college, trying one Education discipline after another. During that time, I dropped out and returned twice. In my third attempt at a Junior year, I finally got to do some lesson plans and got to try them out in the University’s Lab School. Guess what?! I found out that I didn’t like being a School Teacher. So, I dropped out for the final time and went out to get a job. I’m grateful for the successful Sales career that led to. However, though most recognize my experience as equivalent to a Bachelor’s Degree and an MBA in Sales, even these decades later, not having completed my formal education still comes up.

With the benefit of hindsight, here’s how I would do things differently:

1. I’d look at alternatives for financing my college education. A National Honor Society High School Graduate should be able to qualify for some form of scholarship or, at least, favorable terms for a student loan.
2. Finding sources for counsel on selecting my major courses of study, obviously, would’ve been helpful. Just as obviously, they didn’t find me in those days.
3. It would’ve been good to look beyond my local horizons too. I’ve been blessed to work and travel in most of the Northern Hemisphere but getting some of this exposure earlier would’ve been beneficial.
4. Though a scholarship or a student loan would have provided me with more latitude, I still would have worked while going to school but I’d have done it more selectively. Specifically, I would’ve tried to find work associated with my field of study. As an example of one benefit in doing this, if I’d taken a job as a Custodian in a public school instead of as an hourly laborer in a warehouse, I might have, at least, recognized a bit earlier that I wasn’t cut out to spend my working life in a public school. On the other hand, if it turned out that I was well suited for work in that field, perhaps it would have led to a job more in line with my ultimate career path, resulting in better preparedness and a bolstered resume.
5. Taking steps 1 through 4 would have made it more likely for me to not drop out of college. Since I did end up dropping out though, it would have been better if, during the first decade or two, I had completed my Bachelor’s while continuing my career.

In Part Three of “New Year’s Resolutions for the Aspiring Sales Person”, I want to tackle one more specific area where, looking back, I recognize that I could’ve done things differently and better in developing my career, as a Sales Professional. Then, with that added to the other steps I’ve addressed, I’ll conclude with a general discussion of more productively leveraging those foundational changes throughout my career. For now, I think that’s enough from me. But what about you? If you’re an experienced Sales Professional, what would you like to go back and change for the better, in developing your career? If you are an Aspiring Sales Person, what else would you like to hear about in this regard, that you’re thinking and feeling would be helpful to you? Please let us know your thoughts along these lines. Then, check back for Part Three, as I wrap up this “more pragmatic and less philosophical” discussion, meant to “share my rich experience, to produce Top Sales Performers and Top Performing Sales Organizations.”

New Year’s Resolutions for the Aspiring Sales Person – Part One

Christmas 2008 is less than a week away and soon we’ll be celebrating the New Year, 2009. Of course, its a tradition with many to make “New Year’s Resolutions”. And, with nearly as many, its somewhat of a tradition to break their “New Year’s Resolutions”not long after they’re made. In either case, this may not seem like much of a topic for a sales oriented business blog. For me, though, it seems like a good opportunity to be a bit more pragmatic and less philosophical than I usually am, as I strive to “share my rich experience, to produce Top Sales Performers and Top Performing Sales Organizations.” Specifically, it seems a good way to share lessons I’ve learned on how I could’ve done things differently and better in developing my career, as a Sales Professional.

I didn’t grow up dreaming of being a Sales Professional. I don’t think many do. My becoming a Sales Professional, in fact, was pretty serendipitous. Much like Harriet Beecher Stowe’s character Topsy, to a great degree and especially early on, “I just growed.” In other words, I wasn’t very “intentional” and this is the first area I think of when I consider that “I could’ve done things differently and better”. So, the first New Year’s Resolution I recommend for an aspiring Sales Person is …

BE INTENTIONAL ABOUT IT!

In order to provide a better understanding of the steps I’m going to encourage, in being “intentional”, I think it will help to give a few details on the early days of my career and related shortcomings, as I see them:

Regardless of the point in time I pick to start telling you about my development, its important to acknowledge that my circumstances are unique. That’s true of us all. One of my best friends is a top Subject Matter Expert in Cross-Cultural Communication and he says there are over 6 billion cultures on the face of the planet – i.e., one culture per person. And, he says that a key element to what makes each of us different is what are called Cultural Formers. There are many types of Cultural Formers. Some can be as obvious as ethnicity and some may be more subtle, like being left-handed. And, with the role that Cultural Formers play in making each of us unique, some are more noteworthy than others. I can easily identify that my most important Cultural Former was being raised without a Father, from the age of three. For some reason, it seemed that no one ever really stepped into that void where I needed a role model and Mentor. I don’t point this out so readers will say, “Oh, poor Gary!” My purpose in drawing attention to this is my recognition that having a Mentor could have made a dramatic difference in my career development. With that said, then, the first step I recommend, in being more “intentional” is …

HAVE A MENTOR!

If, unlike me, you have a Mentor, great! If not, go get one! Whether you’re a Student, considering a career in Sales or you’re a fledgling Sales Person, having a Mentor can be invaluable. In seeking out a Mentor, look closest to you first … family, church, school, work. After that, check out local business groups and service organizations e.g., Rotary, Toastmasters, Chamber of Commerce, etc. In the process of connecting with prospective Mentors, you’ll expand your network of contacts and you’ll be exposed to learning opportunities that will help you contribute to your career, your community and to your life, in general.

The idea, with a Mentor, is not to find someone who will run your life for you. Mentors should serve as Counselors. So, the best Mentor won’t necessarily be someone who comes off as being “superior”. In fact, the best attribute to look for, in a Mentor,  is someone who seems to have “a servant’s heart” – i.e., a person who is looking to share their experience in ways that benefit others. Once you’ve found the right Mentor for you, you’ll want to get their counsel on everything from completing your formal education to getting your first job to your relationships with colleagues to getting promotions and so on.

In Part Two of “New Year’s Resolutions for the Aspiring Sales Person”, I want to tackle a couple more areas where, looking back, I recognize that I could’ve done things differently and better in developing my career, as a Sales Professional. Areas where a Mentor could’ve fit in, to make a significant and positive difference. But I think this posting provides enough to consider for now.

If you’re an experienced Sales Professional, what would you like to go back and change for the better, in developing your career? If you are an Aspiring Sales Person, what else would you like to hear about in this regard, that you’re thinking and feeling would be helpful to you? Please let us know your thoughts along these lines.

Hit ‘em Where They Ain’t

Something that every Sales Manager has to look out for is what’s called “Self-Limiting Beliefs”. In short, these are thoughts a person can “get into their heads” that focus on the negative – e.g., “I can’t”, “I won’t”, “I shouldn’t”, etc. This is especially true during down times in the economy. Earlier this week, I listened to a luncheon speaker whose presentation reminded me of a valuable, related lesson I learned, early in my career. I always think of this lesson as, “Hit ‘em Where They Ain’t”.

Before going on, I probably should touch on where that phrase, ‘Hit ‘em Where They Ain’t”, comes from. I remember it as a phrase used by the Manager of one of my favorite baseball teams, growing up. It turns out that its credited to a baseball player, from the turn of the last century, named “Wee Willie” Keeler. As is indicated by his nickname, “Wee Willie” was one of the smallest men to play baseball and yet, in 1894, he started a streak of eight seasons with 200 or more hits … a feat that has been equaled by few. When asked about how he accomplished this, “Wee Willie” said, “I keep my eyes clear and I hit ‘em where they ain’t.” In other words, he didn’t focus on what he “couldn’t do”, due to limitations of his 5′4″/140# stature. His reliance was on what he “could do” with his skill at hitting a baseball where he wanted it to go. When I was a fledgling Sales Rep, I was blessed to have a Sales Manager who used this illustration, to encourage my best performance regardless of my circumstances.

The Luncheon Speaker I mentioned earlier was Kent Craford, CEO of SeaPort Airlines. Although that may seem like a stretch for the topic I’m addressing, it actually couldn’t be a better fit. You see, SeaPort Airlines launched their business this past June. Do you remember what was happening with most airlines this past June? The same conditions that had me paying $4.57 per gallon to fill up my SUV had most airlines in a panic. They were cutting costs (and related services) and increasing prices in every way they could find. You’d have to be crazy to start a new airlines at a time like that, right?! Maybe. And maybe not, if the new airlines has a smart business plan to “Hit ‘em Where They Ain’t”.

Even if I could completely detail the SeaPort Airlines business plan for you, it wouldn’t be appropriate for me to do so here. But here are some of the key elements that I do recall:

• They recognized a significant business need that wasn’t being met. Specifically, there is substantial need for business travel between Seattle and Portland. Driving from one city to the next takes about three hours. Roughly the same amount of time is required, if you fly the airlines that have been servicing this route. SeaPort’s average time is 90 minutes.
• A key to SeaPort’s ability to cut travel time in half is their use of an aircraft type that allows them to fly in and out of general aviation facilities where TSA Security is not required.
• They’re able to offer a level of service that’s close to the experience of flying on a privately-owned jet at competitive prices.
• Again, the type of aircraft being used by SeaPort is a crucial element to their ability to offer reasonable fares. While fuel accounts for 50% to 70% of most airlines’ operating costs, with SeaPort, it’s only about 25%.

That’s a pretty good example of “Hit ‘em Where They Ain’t”, don’t you think? Another phrase that fits is “Yankee Ingenuity”. As far as I’m concerned, that has been the most important element, setting the U.S. business culture apart from the rest of the world. When market conditions are challenging, it’s important to remind yourself of this, regardless of your role in business. I think it’s especially important, if you’re in Sales. So, I want to encourage everyone in a Sales Management role to give attention to this regularly. Of course, you’re welcome to pass my anecdotes along, if that seems helpful. Better yet, look for opportunities for your Sales Team members to have an experience similar to mine with this week’s SeaPort presentation. It didn’t matter that the Presenter was a CEO and not a Sales person, per se. And it didn’t matter that I don’t have an airlines industry background. The important thing was coming away with a refreshed “can do” attitude. That can make all the difference in Sales performance, especially with those who have been letting circumstances control them instead of the other way around.

What’s been your experience in dealing with “Self-Limiting Beliefs”? Has the “Hit ‘em Where They Ain’t” approach worked well for you? What inspirational examples, like mine with SeaPort Airlines, have you come across lately? Please let us know, so it can be shared with others.

“New School” Cold Calling

Not long ago, I saw an article entitled “Why Cold Calling Is Dead”. Around the same time, I came across a another article entitled “10 Things I Love About Cold Calling”. As I was considering these opposing points of view, a local business contact sent me a note saying that he was working on his Sales Organization’s Funnel Management and that he would appreciate me addressing that topic on this blog. Considering that, if Cold Calling fits in with Funnel (Pipeline) Management, it fits in at the top or beginning, in the Prospecting and Qualifying phase, I thought I should examine its viability.

In assessing “Why Cold Calling Is Dead”, I found that the main point was, “Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas.” It reminded me of a company I did some work for a few years back that sells software and services to correctional organizations. Their “sweet spot” was County Jails. This business had emerged from a company that was founded as a vending business, coming out of WWII. Believe it or not, I found that the present day company was continuing to have their Sales force work as though they were working a vending route – i.e. the Sales person spent their days driving from County Seat to County Seat, Cold Calling each County’s Sheriff or Jail Manager. Obviously, this is a great example of an organization that needed to “embrace new, efficient ideas”.

Although my experience supports the main point of “Cold Calling Is Dead”, as I considered the reasoning of “10 Things I Love About Cold Calling!”, there seemed to be a disconnect – i.e. each of these “10 Things” seemed legitimate. There was also that troubling Funnel Management consideration … If Cold Calling doesn’t fit in with Prospecting and Qualifying anymore, what does? So, to resolve this dilemna, I thought it might be productive to contrast my view of Cold Calling in the formative days of my Sales career with my current approach.

If you’ve visited this blog before, you may recall an earlier posting entitled “The ‘Tech-Savvy’ Sales Organization”. There I mentioned “Smoke Stacking”, the Cold Calling technique included in my initial training, in my first Sales territory, in the Midwest. “Smoke Stacking” is another great example of the need to “embrace new, efficient ideas”. However, I don’t go “Smoke Stacking” anymore and yet I do find myself regularly doing what I consider to be “Cold Calling”. So, where’s the disconnect?

Perhaps the disconnect is that, while the author of “Cold Calling Is Dead” is correct with their main point, they’re making the mistake of “throwing out the baby with the bath water”. I think its just semantics though. For me, the lesson isn’t that Cold Calling should be “laid to rest”. Like many other “Old School” techniques, it just needs to be applied differently, to fit in with the realities of the “New School”. In this reality, its something I do almost daily. And I teach it to others, encouraging them to look at “Cold Calling” as an exciting “adventure”, rather than letting it be a source of anxiety. But, I don’t teach “Smoke Stacking”. Instead, I teach appropriate ways to use the phone, email, networking events and especially, social media as ways to connect with new Prospects.

I guess it turns out that I sort of agreed with both the articles I mentioned at the outset. In as much as it pertains to “Old School” application, I agree, “Cold Calling Is Dead”. But, given a “New School” approach, I also agree that there are at least “10 Things I Love About Cold Calling!”

How about you? What are your views on Cold Calling? Please pass them along and share them with us.