Too many “leaders” blame their organization’s inability to provide the largest
upfront guarantees as the reason for their inferior recruiting practices.
If to hire the best requires you provide the largest upfront compensation packages, its about the money. BUT if
you have taken the time to create an identifiable culture, the TOP sales people will be attracted to and request the opportunity to JOIN your organization. Your culture and its upside become your competitive
recruiting advantage. Are you HIRING or are they JOINING?
Hard Knocks is an HBO reality sports documentary mini series featuring the NY Jets and coach Rex Ryan this year. Just two episodes into the series, discussions about the show have all focused on the number of times Rex dropped the “F bomb.” Yes, it is a lot and with editing can seem unnecessary and overwhelming. However, getting past the F bombs we can also find good reminders of the prerequisites required for transformational leadership. This video centers on these prerequisites and how Rex actively uses them to drive his organization to achieve more than it ever thought possible.
As stated before, we don’t have a financial crisis, we have a leadership crisis. The next time you watch Hard Knocks focus on Rex’s leadership and ability to inspire, not the language he uses.
Darrell Revis’ hold out provides many avenues for analysis for members of a team, especially a sales organization.
What happens if Revis doesn’t sign a new contract and/or join the NY Jets? Do the Jets not play this year? Does everyone quit? Is Rex Ryan no longer responsible for the
success of the team? Is the Super Bowl no longer the goal? NO NO NO!
The boat pulls out of port regardless of who is on it!
Sales people often overrate their value and impact, believing they are so elite, that if they leave their job, ALL of their customers will leave with them, and the company they work for will fold. Some even attempt to hold their employer hostage for more money by threatening to go to the competition for a bigger offer.
The lesson to be learned? Kris Jenkins was believed to be The Jets’ most dominate and important defensive player last year. Jenkins plays nose guard and is so imposing that opponents are forced to double team him. This clogs up the entire middle of the field and makes it difficult to score against him. When Jenkins suffered a season ending injury last year, it was believed the Jets defense would crumble and therefore so would the team.
The boat pulls out of the port regardless of who is on it!
NFL teams and most businesses are not like the NBA where one player makes it all happen and somehow the Jets defense got better as the season went on even without Kris Jenkins. As is always the case, players step up, new stars emerge and teams keep playing.
I am a Jets fan and I hope Revis gets his money joins the team; he is an excellent player. But either way, the Jets are showing up to that first Monday Nite football game and every game thereafter. They will make it work just like every good organization does when talented people leave.
Don’t overrate your own impact or value. One player does not Make a TEAM and good organizations always find a way to succeed.
The article in the top right hand column of the NY TIMES is considered the most important story of the day. Today’s column’s headline-“Trouble abroad adds to worries for US Recovery, Dow Drops 265 points”
The optimism that had pervaded Wall Street only weeks ago has faded quickly. In its place is a growing realization of what many Americans have been feeling in their bones: this is not the economic recovery the nation had hoped for. While the economy is growing again, it is growing too slowly to create many jobs or to increase household incomes–.
Given the uneven rebound in the United States, and now signs that the world’s other economic engines are slowing, economists say Americans may confront high unemployment and lackluster growth for some time to come.
“This is going to be a long slog,” said David H. Resler, the chief United States economist at Nomura Securities International.
Do your actions and sense of urgency resemble that of a sole proprietor?
The markets are not going to save you, the government is not going to save you and your favorite pundits are not going to save you. Following ideologues like Glenn Beck and Keith Olbermann are making the value of their sole proprietorships greater, Not Yours! Watching FOX or MSNBC all day is helping their business prosper Not Yours! Don’t get distracted by the 24-hour political news cycle, focus on You.
Yes, We want solutions, but those solutions do not begin as We, they begin with You and Me individually. There is no time for the comfort of We. Make your move, do it now, and don’t wait on others! When you do, you will prepared to select the best We to be a part of. A We where each individual takes action rather than waiting, hoping, and wanting the collective We to save them!
The official unemployment rate has been hovering at about 10% over the pass 13 months. When you factor in the number of people that have given up looking for a job or have accepted a part time job, the real unemployment rate is closer to 20%. For decades, it was believed that full employment or unemployment of 5% or less was a given and sustaining it seemed easy. Now some “experts“ (Wall st., politicians, and government analyst) are claiming these current numbers are the new reality.
It doesn’t take an economist to figure out that if people aren’t working, housing prices won’t rise, foreclosures will continue, products won’t be bought, businesses will struggle and more workers will be laid off. The effects of this vicious cycle are stifling and can potentially spiral into a psychological and economic depression.
What is the solution? Is it the current President or US Congress? Is it electing a new President or new Congress? No! These are just distractions. The solution is the individual and the silver lining is that today’s “new reality” significantly benefits those of us driven by the American Pioneer Spirit. The playing field is now level and level means the Pioneer Spirit has the advantage.
During the good times the playing field is significantly slanted in favor of the “haves” or the fortunate. When the good times roll, businesses make money, add jobs and the markets climb. With the money coming in, there is less concern for the bottom line; cronyism reigns supreme and the top jobs tend to go to people who have the right address. (it is about where they come from).
Yes, most other people get jobs during these times, but it is much more difficult for the middle and lower classes to climb the economic ladder. With people in positions of power currying favor with friends and family, do others really have the opportunity to get the jobs they deserve?
Chaos demands solutions and creates an environment for the driven and talented to rise from the ashes, out of obscurity. (The “haves” view the middle and lower class as obscurity or the “ashes”.) Today, success can’t be taken for granted because its not guaranteed. In order for businesses to thrive they must find and recruit the best and brightest; being someone’s cousin or fraternity brother is no longer be enough. Tough times demand real producers!
This economic climate is nerve racking and anxiety filled, but the playing field is as close to fair as it will ever be. Possessing the American Pioneer Spirit perfectly positions us to radically change our economic trajectory. This is Our Time! It’s about You more than it is about Elections! Don’t get distracted; BECOME CAPABLE TODAY!
Sales Statistics: 2% of sales are made after the first contact or presentation.
80% of sales are made during the 5th-12th contact or presentation.
Are you properly positioning yourself for sales success? Do you have
the right strategy to succeed? If one call closes are your expectation, these statistics should cause a change in this flawed mindset.
Sustainable sales success requires building credibility and trust, and developing a relationship.
People buy from people they know and trust and according to the data it takes
5-12 meetings for this to be accomplished!
Target the right doctor with the right product; flawlessly prepare your presentation, and
be persistent. It will work, The Numbers Don’t Lie!
Many people in our organization are mired in the I want stage of personal and professional development. I hear: I Want to make more money, I Want a better territory, I Want to lead, I Want better accounts, I Want to complete a triathlon in under three hours, I Want new products, I Want to buy a house, I Want to build a company, I Want to save more money etc.. I Want, Want Want!
My experience has taught me, those who Want, Want someone else to do it for them.
“I WANT SANTA CLAUS TO BE GOOD TO ME THIS YEAR!” “ I WANT THE YANKEES TO WIN THE WORLD SERIES!”
How often do YOU use Want statements? Catch yourself and assess the frequency with which you use the word Want.
I Want, I Will, or I am, Which one will lead to I Did?
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