A Great Coaching Message for Anyone from Coach Lombardi

Be Better in 2010

“Winning Isn’t Everything, the Will to Win Is. ... I firmly believe that any man’s finest hour - his greatest fulfillment to all he holds dear - is that moment when he has to work his heart out in a good cause and he’s exhausted on the field of battle - victorious.” Vince Lombardi

Coach Lombardi, of the Green Bay Packers, is recognized among the top coaches (#1) of all time as voted by the 48-member SportsCentury panel.  He believed the will to win was most important to an individual’s accomplishments.

My family grew up during the Depression, and my brothers and I often declare that, “We were brought up in an artificial depression.” We learned to darn our socks using a light bulb.  We learned to stretch a penny - although, sometimes we did do this on a railroad track ...

We learned to win.  We learned never to give up. ... We were lucky to have this heritage.  It has sustained us and continues to sustain us during tough times.

However, discipline is always a virtue and worthy to pursue as a character strength.  In today’s economy, having disciplined people around us helps.  It helps us apply our “will to win” and to strive to become better.  No matter the circumstances, we can work to make a difference - to become better - to use our bodies, minds, and hearts for the benefit of others.

Set some goals for 2010 - ones that you find passion in, and then get someone to challenge you.  Start over with your life if you have to, but live by giving all that you have to what you’ve been given to do and with the resources you have.  You can do this, and the effort at being your best person will make you alive no matter the outcome.  Lance.  “Strive to Win in 2010 ...”

Vigilance Never Ends for Great Sales Managers

As sales leaders, you are at the head of something - a team of salespeople. Their personalities are different.  Their backgrounds are different.  Their beliefs and attitudes are different.  Their motivating desires are different.  And, they have different levels of these things.

You have a job to do - get to a certain level of results through a team of people.  When you are present in some way, they attend to your interests if you have their respect.  If you do not have their respect, they pay attention to other interests.

Let’s assume you have respect as a leader - a sales leader.  And, let’s assume that your team is making progress.  Perhaps, they are even now at the pinnacle of success - #1, at the top.  Either way, progress was made because you paid attention to your team - both as a group and as individuals.

Here’s the proverb. 

Be sure to know the condition of your team.  Give careful attention to your people for riches do not endure forever and a crown is not secure for all generations.  (Solomon proverb: slightly revised).

What does this mean?

Things are ‘always’ breaking down.  Do not rest in your vigilance as a leader.  Keep on watching for possible danger or difficulties within the team or outside of the team.  Standards, tardiness, and dress begin to crumble - slowly at first, then in mass.  Morale begins to drop.  Gossip begins to spread.  Laziness crawls into the hearts of the people.  “The economy makes it difficult to survive - so the people say.”

Your presence diminishes among the salespeople.  You literally disappear.  Success platitudes of past victories still fill the air and new ones are not heard. Goals and direction are not discussed.  Challenges diminish.

No.  Not you!

You lead.  And, the burden of leadership is one you bear ‘all the time.’ You are sure to know the circumstances that affect the way your salespeople work and live.  You watch for factors that influence the performance and outcomes of sales efforts.  You fight to keep the abundance in place - to keep plenty of sales and income flowing to your people. 

You realize that different time periods provide different challenges.  Each one is a new generation of people and attitudes and effort.  So, through different parts of the years, groups of people, and leadership, you protect the culture and its standards for the benefit of others. 

Today and its future will not be lost or diminished without a struggle.  You will never quit in your vigilance.  Each day, your people see you look over them with care and attention.  It is your position and your purpose as a leader.  Be better every day.  Ever build a legacy.  You do this for your people.  Lance.

Beta Test of Salesactivities Dot Com (.com)

Announcing Our Beta Release of Sales Activities

We’re pleased to announce our new sales management tool, Salesactivities.com is now ready for “beta” testing. If you’re willing to provide us feedback, we’ll give you 60 days free access to our new tool. Developed for and by high-sales activity performers, this tool helps manage your complete sales process from prospect to close.

High activity sales people can manage sales cycles ranging from 20 minute phone calls to a 90-day engagement. Top performers have demonstrated again and again that effectively managing the sales activities directly impacts the sales results.

Using our new “Sale Activities” tool, you increase consistency in prospects, appointments, lead generation, and quotes. Improving process consistency is a proven method for increasing sales results and meeting/exceeding sales goals.

We developed our Sales Activities tools based on winning sales patterns by some of the all time top performers in high activity sales. Their success will now help other salespeople improve performance.

You can enjoy a free “beta” test of Salesactivities.com” for 60 days. All we ask is that you provide us with feedback for improvement during the 60 day trial.

We believe Sales Professionals will love the new Sales Activities tool for several reasons.

Easy - It’s easy to learn and use. Forget learning complex Excel equations or jumping through a variety of databases. This tool can be applied right away by new users.

Seamless - Sales Professionals can naturally integrate our Sales Activities tool into their current sales flow process. This means you’ll use the tool more, resulting in higher performance.

Consistency - By using Sales Activities on a regular basis, you’ll begin eliminating the “peaks and valleys” in your sales performance see consistent improvement in each step of the process.

Visit Salesactivities.com. You’ll enjoy a free “beta” test for 60 days in exchange for a feedback on our new product. Thank you for helping and we look forward to hearing your responses.  All we ask is that you provide us with feedback for improvement during the 60 day trial.  Kindest regards, Lance.

Great Sales Managers Guard Against Negative Thinking In Any Economy

A few weeks ago, while listening to a favorite morning radio program, I was reminded of the impact on our thoughts in any economy.  The talk show host was speaking with a guest about his views on the financial condition of our country.  The discussion led into postulations about a depression.  After quite a bit of speculation, the lines were opened for callers.

The first caller was angry.  He said he was “sick and tired” of hearing doom and gloom forecasts on every channel - on television, radio, internet, and in print.  He said he liked the radio station, but that he was going to turn it off.  Yes, turn it off - it and every other mode of communication spreading a newscaster’s negative spin.  Why?  Because he had to go to work.  He had to get up in the morning and go to work.  And, he was tired of fighting the pessimism and depression created by the constant dripping of bad news.  He was beyond overload.

You see during the days of Jimmy Carter’s 10% unemployment and 21% interest rates we did not have the various ways to distribute negative commentary.  Internet?  No!  Cable TV?  No!  Talk show hosts?  No!  What did we do.  We just worked through it.

Think about your salespeople and think about your leadership.  How does negative news affect commercial and residential real estate professionals?  How does losing a sale or having a sale placed on hold affect salespeople?  How does learning about the stock market’s ups and downs affect marketing folks?  How does news of an impending depression affect selling strength?  How does hearing negative remarks about a President’s economic moves affect your belief in prospecting and sales goal achievement?  How does filling your mind with all this stuff affect your ability to inspire others?  And, in how many ways and how often do you take in these messages and hold them in your mind?

Turn them OFF.  Even if you turn them off, you will still read a few headlines or hear enough from others to get what’s going on.  It will not mean sticking your head in the sand.  It will mean taking captive your thoughts and then deciding yourself what to take in and for what reason.

Here’s what I recommend for sales managers and salespeople I influence on a daily basis.  Reset what you tune your mind to hear.  Listen to a radio station that has great music.  Turn to movies that inspire you - Braveheart, Second Hand Lions, Cinderella Man, Gladiator, Rocky, Slumdog Millionaire, etc.  Read excellent literature.  Focus on what people do that is admirable. 

Check out the 16 minute movie Validation ...

Pay attention to the tone of your emails and text messages.  Increase your level of customer service and service to mankind in general.  Give of your time at homeless shelters.  Tell people what you see in them - work ethic, honesty, service to others.  Remind them of who they are - people with a heritage of sacrifice and valor in tough times.  Appreciate them.  Explain your confidence in them.  Do and say what you would say to your child after a hard moment in life.

Pay greater attention to people.  Increase your capacity to listen.  Stay around them more.  Refocus their efforts.  Keep them on plan.  Find ways to be more efficient with time and to do more first appointments in order to get more sales working in your sales funnel.  Talk about and implement strategic actions.  Ask yourself, “What are the needs and problems of my customer or client in this economy?” Put together questions that get centers of influence and decision makers talking about these situation, needs, and problems. Listen for the help they need.  Offer customized solutions.  Communicate more often with customers.  Use internet CRMs to improve your contact frequency and targeted messages.  Put out a newsletter that shows you are focused on the needs and problems you hear.

Really, the action comments above are just a few of the things you can do for those you lead and for those you love.  I’ve taken my first step and it’s made all the difference.  No longer will I listen and watch the visceral messages day in and day out.  I’ve changed my tuned-in places on my radio.  I’ve canceled shows I used to record.  I do not listen to certain talk show hosts - even if I like them.  Why? I’ve got to get up in the morning.  I’ve got to lead.  I’ve got to work. Make your own decisions about what you think about and what you tell your salespeople and your children.  Do it.  It will make a big difference.  It will get results.  Lance.

Do Real Salespeople Say “If, Can’t, or Try?

Today, while traveling from Knoxville to Memphis for Christmas, my mother-in-law called us on her cell phone.  Some of you are thinking that can’t be a good thing.  Actually, I’m lucky it usually is a good thing.  We are fortunate in several ways in our relationship.  Smitty is in good health, she can out walk most women on a golf course half her age (and beat them), and, to borrow an old metaphor, she is as sharp as a tack. 

When Smitty was walking with my bride in the mountains, she later told everyone, “She (my bride) ate my dust!” Smitty’s quick and she’s smart.  She loves deeply those in her family.  And, I admire her.

Well, I’m not sure how we got around to it.  But, one of us said the word “If.” As soon as the word surfaced in our conversation, Smitty said, “That reminds me of something that Papa used to say ... He’d say, “No if, can’ts, or buts.  IF the rabbit had’nt stopped to pee, he would’nt have got his butt shot off!” (just for the record pee and butt were substituted for the orignal syntax.)

To understand the context better, Italians in the Mississippi Delta were treated poorly - very poorly.  And, that’s where Papa arrived from Italy to raise a family of three girls.  In a legacy of hard work, eighteen hour days, 10-12 for someone else, and 6-8 sharecropping ground no one else would till, Papa earned a living and eventually land ownership.  For one Christmas, money to buy presents for his daughters was made by gleaning cotton land that had already been gleaned.  Leona Malavasi held a lantern while very late at night Odoni (Papa) Malavasi picked the plants with hands cut up and bleeding from the picking.  Three dolls were purchased for that Christmas which were so precious to the girls that they didn’t open them from their packaging.

Papa didn’t believe in using the word “IF, Can’t, or Try.” Real salespeople don’t either.

There’s more to attitudes and beliefs than people think.  Have you ever heard an athlete on a championship team in the last 5 seconds of a game look at his coach and say, “I’ll try, or I can’t?” How about in a war?  Do you expect the guy or gal next to you to say, “I’ll try?”

Do you think that a salesperson approaches an important presentation or any presentation with, “If only, or I can’t, or I’ll try?” Don’t think so.

How about YOU?  What attitude is nearest to your heart?  The closest one to If, Can’t, or Try is fear.

Even Jedi Master Yoda, the famous wise creature of Star Wars had something to say about this.  “Do or do not, there is no try.”

Great salespeople give all they have to what they do without a hint of “I’ll try, If only, or I can’t.” They just do and then do again and then do again.  There must be a reason that we win 2-5 sales of every 10 quotes and we lose the rest.  There must be a reason that Babe Ruth struck out nearly more times than he hit home runs (1330 to 714).  The reason ... we aren’t perfect.  So, deal with it.  Work as hard and as smart as you can.  That’s all you can DO.

And, when we have a family or we are part of a team, it doesn’t matter what will happen.  It only matters to give all we have for the benefit of others.  To sacrifice our fears and our lives.  To give it all with freedom in the effort.

Now, go do this.  Hang around people who believe in this way.  You can get better.  Lance.

Sales Management - What’s Coaching All About?

It’s all about the people you coach - the people in your company - the people you serve - your customers, prospects, clients ... THEM.  It’s not about you.

And, that’s not easy to remember, but it’s even more difficult to be this way.  But, you can.  You will.

When “what you do” becomes about you, you begin to stress, to fear, to take, to forget what’s important - how you benefit others with what you give.  Benjamin Zander would say it’s all about contribution. 

Jesus would say it’s all about love.  Charles Manson or Hitler would say it’s all about them.  What would you say?

What would happen if your sales team woke up tomorrow and arrived at work with the attitude,

“It’s all about what I contribute for the joy of others - to be the best I can be, to try to better - to give of what I have.”

What would happen if they arrived for work with that spirit? How would that change their behavior - their habits?  How would this affect the salespeople, those in administration, those in service or manufacturing ... if the sales team arrived with their focus on “Contribution?”

How would customers react?  How would prospects react?  How would this change their emails, their follow up, their presentations?  How would it affect the amount of passion that others would find in their work - in their message - in their display of value?

It’s interesting when we get involved in the new social media of today.  Those that pitch their products or talk a lot about themselves - tend to lose followers.  Those that give away their expertise and genuinely respond to questions gain.  Hmmmm. 

You can manage salespeople and do it for their benefit.  You can discover what’s important to them - and help them receive it.  You can find out if money, recognition, duty, family, achievement, competition or something else is important.  You can make work fun AND serious - you can ... By changing your point of reference ...  You can recruit salespeople who need to earn more that the sales budget, and then manage them to reach their income levels while screaming past budget.  You can inspire them by your inspiration.  You can hire givers and not takers.  You can.

Contribution.  Yes, it really can be all about getting up today and giving your best for the benefit of others - forgetting yourself and making what you do better to enrich the lives of others.  You can decide to do this.  And, if you want to - you will.

So, if you are a father - it’s all about your kids, it’s all about them.  If you marry - it’s all about your mate - it’s all about her or him When you sell it’s all about your prospect, or client or customer, your vendors, and your fellow employees.  When you manage, it’s about the salesperson.  It’s about their income, their home, their family, their broken down car, their kid’s education.  It’s about about THEM.  Your contribution to THEM. 

Now, go out and make things better. Catch this spirit.  You can, so do it.  Better still, be that way. 

You know, many days I think my dog Cassie did this better than I did.  Oh well, I’m just fighting and striving to get better like all of you.  Lance.

Coaching the Best - The Philosophy

In every field of endeavor, a philosophy (set of attitudes/beliefs) drives the system (people, processes, tools and skills).  It affects the hearts of its listeners.  It brings staying strength to action.  It reinforces confidence in the system as THE structure to embrace for greatness .  It puts purpose and meaning into work.  It inspires. 

For great sales managers who coach well, their coaching philosophy forms early, even at home.  It takes shape from those mentors or authority fiqures whom they allow to shape their thinking.  The list of possible influencers include parents, teachers, team coaches, and bosses at work.

As thoughts form, attitudes and beliefs emerge, and behaviors turn into habits which produce results.  For example, some coaches believe that people cannot be trusted and they micromanage processes.  Others do not believe in the coaching role at all and believe that people will succeed or fail despite their intervention - so they stay away.  Some sales managers believe that people do better when they are afraid.  As a result, they brow beat their salespeople and work to create an atmosphere of fear and control.

When we think of these examples, it’s easy to see how a sales manager’s attitudes and beliefs motivate or empower their sales system.  Their philosophy drives how they install their system and either moves its acceptance and effectiveness toward or away from greatness.  Consequently, their attitudes and beliefs make all the difference in their team’s sales production.  Salespeople leave, flourish, or become demoralized as a result of the created sales culture.  It also attracts or repels great performers.

The attitudes and beliefs of the coach form the spirit of a sales organization.  This ‘spiritual effect’ begins its work during recruitment decisions and continues into employment.

The cultural effects are obvious.  Sales teams operate out of a fearful spirit while others are courageous.  Some are honest and some are not.  Some believe in serving others - some do not.  Some are creative and innovative while others wait for orders from the manager.  We also see more salespeople make confident and winning moves In the heat of the moment or we see them quit in defeat. 

We see these same effects working within the sporting teams we love.  Players operate fearlessly or fearfully.  They believe in themselves or they do not.  How many of us have every witnessed a Little League baseball team or a youth soccer team that was under-performing simply because of the coach?  Most of us.  I’ve even seen the same team lose one year under one coach and excel the next year under a different coach.  Same team.  Different coach.  It was once said about Bear Bryant, the former and late Alabama football coach, that, “Bear could beat your team on one Saturday, and then take your team and turn around and beat his team the next Saturday!”

So, what are the attitudes and beliefs that great coaches accept into their thinking?  How do they get people to reach inside themselves for extra effort, ingenuity, and creativity - to hit a ball to right field, to make extra sales calls, to develop new strategies, or to cold call?  What are the most important attitudes and beliefs that define great coaching?

Here’s what I found from a study of coaches with three (3) national championships or more.  After reading autobiographies, biographies, news clips, player remarks, and videos, the following consistencies emerged.  The top seven (7) attitudes and beliefs for coaching teams to greatness are ..

Great coaches ...
1.  Care about their people and demonstrate this by paying attention to player needs and progress.
2.  Believe that their people have what it takes to get their jobs and goals accomplished. Faith is demonstrated and communicated.
3.  Define success as giving your best for the benefit of others and striving each day to get better. (While goals are important, the effort to reach them is more important.  They make their players responsible for effort applied in the right places.)
4.  Individualize their coaching approach because they know their people as unique persons with different motivations and skill levels.
5.  Teach that the team is more important than the individual.
6.  Expect people to get better - and those expectancies are specific and communicated.
7.  Focus on the process and not on winning.

These attitudes and beliefs describe a winning philosophy - one that wins for sales teams, families, and even churches.  And, they can be caught.  Now, go out and catch them.  Lance.

The Wisdom of an Ant

What can salespeople learn from an ant?  What knowledge can we find in its ways?  Common varieties are only 1/4 to 1/8 of an inch long.  What could we possibly learn from this insignificant creature of the earth?

Plenty.

Some years for us provide economic strength.  Others do not.  Several years may pass before this planet’s people live with greater prosperity.  What does this mean for a salesperson and activity management.  What does this mean for money management or goal achievement?

Salespeople work to achieve sales goals - personal goals - for income needs.  Some days, weeks, and months are better than others.  Like the ant, the math in our closing rates works out over time if we stay consistent in our work ethic - in our sales activities.  This is where the ant’s story fits in ...

The ant just continues to work.  It really isn’t affected by moods or a lack of caffeine or even bank rates. Ants manage their activities as if their survival was in danger.

A wise man once said, “ Go to the ant, you sluggard; consider its ways and be wise!  It has no commander, no overseer or ruler, yet it stores its provisions in summer and gathers its food at harvest.”

Ants don’t need managers.  They gather food when they need to gather food.  All other activities make way for harvesting the food and storing it as provisions for winter.  What if we worked in that way? What % of a sales team’s weekly work hours would be spent face-to-face with a prospect or fighting to get in front of a prospect - 50 - 60 - 75%?  For many sales teams, it’s 10% or less!

And, what happens when a sales team or salesperson gets ahead of goal?  Many slow down.  Yes.  They slow down.  Very few continue to work just as hard in the time remaining.  Most ease up away from making additional sales and storing their extra commissions in a savings account.

So, consider the ant the next time you see sales declining or inclining ... and keep on keepin on.  If you think about it, with the right salespeople, sales managers are only needed to help them work smart ... not to help them work. Be better.  You can.  Lance.

Ground Zero’s Message for Sales Teams

Today, my bride and I stood at Ground Zero() in New York City.

When the twin towers of the World Trade Center fell, New York’s finest knew who they were and what they were supposed to do.  They died trying to save people in the towers.  They worked for weeks - 24/7 - pulling bodies out of the rubble.  They sacrificed for the benefit of others with no thought of time or personal protection.  They did what they could with what they had.  They were heroes.

What does this possibly have to do with a sales team?  How does this story apply to someone who sells a service or a product?  What’s the message for salespeople, managers, and executives?

Do what you can for the benefit of others.  Work to protect the revenues and expenses of your company.  Protect the livelihoods of fellow employees - those who build and ship the products or those who provide your company’s services.  Take care of those who buy your product.  Follow up.  Preserve and defend customer rights and expectations.

Do not hire anyone who doesn’t care about personal responsibility or the interests of others.  Hire an honest person - someone with a hard work ethic.  And, build a sales team around people who want to solve problems and fill customer needs.  Keep your distance from people who want to tear things down.

When the economy falters or hardship arrives at your company’s door, work harder and smarter.  Be willing to sacrifice time and effort beyond normal requirements.  Do what it takes to get the job done.  Do what it takes to serve well.  Do what it takes to do what you said you would do.  Do what it takes.  Do what it takes. 

Give your best.  Be courageous.  Walk through one more door.  Make one more call.  Be uncommon heroes. 

Now, go and make things better.  Lance.

Commitment

This is where it begins.  With goals and standards.  With clear job descriptions.  With a push the boat off from shore - do not look back decision - about what we are about.

New hires can smell the certainty of direction - the clear, unconfusing signals - the here’s what we’re about purpose of the team.

Team members know where the coach stands and what is important.  Processes are simple and followed - but, not above being changed.  Processes are built to help people achieve commitments - and to help people, not just for the sake of processes. 

And, most importantly, even without great people skills, each person knows that the coach is committed to their personal success and the team’s success. 

This is never in doubt. 

Now, go and make things better.  You can.  Know who you are and what you stand for.  Lance

Hope

Great coaches believe the individual will win and the team will win.  What they do and say, when behind or ahead of goal, whether near defeat or after a loss, builds confidence in future achievement.

This is not to say that they coach in a King Arthur Camelot world of unreality.  No, great coaches are realists.  And, they have healthy doses of skepticism.  But, if they commit to you as a team member, they will always do and say things to help you get better - even in the face of great difficulty and slow progress.

With this hopeful spirit carried away from the office, salespeople walk through just one more door

They pick the phone up more times per hour.  Their voice inflections cast belief into a prospect’s wavering decision.  They win more often.  They keep believing that ... they have what it takes.  Now, go and make things better. You can.  Lance.

Passion

How do great coaches go about their work?

With passion - with energy.  You can look at them and see the working spirit of committed hope.  You can see the early morning rise and the late evening commitment when the load is great on everyone. 

When they speak, it may not be with a great oration, or with a gift of fine words.  But, it is with strength, commitment, and hope.  They know what they believe in and they go about work with the passion of a patriot.

Their purpose is clear - do their very best right now with what they have and for what they believe in. The strive to get better each day.  And, they direct this passion to help the team and each individual achieve their potential. 

“You’ve Got to Learn to Hold Your Mouth Right”

Years ago I enjoyed many days and afternoons fishing with my Grandfather.  He was a Scotch Irishman, who, up into his 70’s was a master carpenter, real estate salesman, business owner, ... well you get the picture - an entrepreneur.  And, he loved to fish - especially with me. 

I remember a particular day that we loved to spend ... starting early in the morning and fishing long stretches of bank while walking from Cherokee Dam to the State Park.  We would finish up there each carrying a croker sack full of bluegill and bass; and, many times, only eating a peanut butter sandwich along the way. 

I remember watching his hands and trying to do everything exactly like him.  If he reeled once, I reeled once.  If he twitched his rod tip, I twitched my rod tip.  I loved him and respected him and he taught me a lot about fishing and life.

Once after fishing the route between the dam and the park, we neared our usual finishing point.  I noticed people fishing from the bank with nice large radio boxes blaring, food, and a lot of loud talking.  I also noticed that they had not caught any fish.  So, I turned to my grandfather, and at age 10 asked, “How come they don’t have any fish?” Whereupon he said, with a serious twinkle in his eye,

“They don’t know how to hold their mouth right.”

Sadly, there are a lot of salespeople just like them.  They’re not really serious about their goals.  They’re not trying to learn.  They’re not trying to get better.  They work with a lot of noise around them and a lot of talking.  They end of being takers and not givers.

But, you’re different.  Goals are serious. Why?  You’ve got to keep bread on the table.  You’ve got to pay bills.  You need a new car or you need to fix your house or you need to provide for your family.

You really know “how to hold your mouth right.” You know that you can be better.  You give your best and you strive to improve.  People respect you.  And, now people count on you.  You’re alive.  You walk with a purpose.  You’re the best salesperson you can be for the benefit of other people. Lance. (By the way, this is a picture of Ryan, my youngest of three sons - and the beat goes on.  L)

Standards build Traditions - Traditions build Legacies

Legacies are the impact of traditions on today’s world ... left behind by people who struggled to meet standards for the benefit of others.

Sometimes people lower their standards without a fight ... and, they build new traditions that leave a poor legacy for those who follow.

Leaders often set the standards for future traditons before the future fight makes them a reality.  They decide NOW what they will stand for in the days to come. 

So, let’s stand for those things that help our country, company, associates, customers, and families - great things, excellent things.  Let’s teach our children to build a wonderful legacy for future generations.  Lance.

(Note:  What are YOUR sales team standards.  What are YOUR minimum standards, average standards, GREATness standards?)

An Old Key Worth Using

Today, It was my privilege to interview a seasoned veteran for a new sales job.  As I listened to his answers to my rather “structured interview,” I began to learn - to hear the wisdom of dedicated years ...

... and, I was reminded.  Wisdom resides mostly with those who have tried several doors in a productive life. It remains true in disparate areas like marriage, sports, and sales.  Many failures lead to one success - three quotes or so lead to one sale - a lifetime of commitment through trials and testing leads to a greater love among committed lovers.

As the interview continued, I, with years of experience and a few gray hears myself, began to learn that there are still some old keys still lying around, that if found, and then turned, will open important doors. 

Sales plans need wise counsel.

They need others to question them and to offer competing thoughts and wisdom.  And, they especially need those with grey or white hair to offer a smile as they reach in a pocket and bring out an old key worth using.  Then, confidence grows in those that learn from the unlocked wisdom. 

How Much Wood Could a Woodchuck Chuck …

... if they were on straight commission without incentives, goals, or directions?

Three Answers
1. “As much wood as a woodchuck would if a woodchuck could chuck wood.” 

2. “A woodchuck would chuck as much wood as a woodchuck could chuck, if a woodchuck could chuck wood.”
3. “A woodchuck would chuck all the wood, if a woodchuck only could.” 



This means that a woodchuck salesperson would chuck all the wood available to chuck. He’ll do it to survive. In the present, that will be the incentive. 

And, he’ll look for the wood. Most woodchucks are solitary independent critters. They do not rely on other woodchucks except for alerts to danger. They take care of themselves. That’s their character and personality. 

Of course with incentives (wood) and direction (location), woodchucks would chuck as much as they could chuck - perhaps even all of it.

from another perspective ...


“As much wood as a woodchuck would ...”

We need to make sure that we’ve got the right woodchucks - ones that ‘would’ chuck wood.

Some woodchucks are lazy while others are unreliable or without a sense of personal responsibility. Some of them might sleep all day or just sit by the hole, and when you ask them about it, they’ll just act like they couldn’t find any wood. 

"If they only could” might refer to their upbringing and the leadership they get - especially from older and wiser woodchucks. I know some woodchucks who often wander away from the hole in any ole direction. With direction and an internal motivation to provide for themselves and their family, OUR woodchuck(s) can receive what they need, knowledge, direction, and skills, to develop into industrious and dependable producers and providers. 

So, in summary, let’s strive to find the right woodchucks, ones that want to learn and and then let’s give them direction, coaching, and a reason to do what it takes.  Lance.

The Challenge of Door to Door

What a great training ground for a sales professional ... Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal.

I remember those days in the home - a few years of them.  As you drive up to the home, you look for the personality of the homeowners in the property’s appearance (you may find conversation openers there as well) ... is it messy, is it extremely neat, are their flowers, color, special features (swimming pool, deck) etc?  Also, when you knock on the door, you stand back away from it and turn your side to it - looking away, until they open the door. This lessens the fear they have of you, a stranger, standing very close to the door, facing it, and looking at them.

Rapport building will begin from the time the door opens until you leave the property. Door-to-door sales will help you learn to speed up for dynamos, slow down for thinkers, and to chat and talk with socialites. And, when it’s a couple, you learn to develop rapport with two people at the same time. 

You also learn to center your presentation on their needs, while learning to ask great questions prior to the presentation. Also, you learn to control the presentation setting - perhaps at the dining room table or in an area most conducive to your product demonstration or the advice you give.

I remember the Southwest Bible salespeople - young college kids selling door-to-door during the summer ... learning to ask for referrals to other neighborhood doors.  Through the door-to-door experience they became good.  Many went on to great careers as salespeople.  The challenge of door-to-door sales makes a terrific proving ground.  It builds heart and mind muscle for those who learn from it.  Always respect those who go door-to-door.  Lance [Note: An absolutely great movie to watch is William H. Macy’s performance in Door to Door (2002) ... http://www.imdb.com/title/tt0274468/ or, ]http://www.imdb.com/title/tt0274468/]

Stimulating Competition or Pursuing Greatness?

The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a book several years ago. I believe it was called, “No Contest: the Case Against Competition.” His heavily researched work concluded that competition was unhealthy no matter how many sales managers decry the thought. (By the way, I love to WIN with the best of them. L.)

In my studies of all coaches with three (3) national championships or more ... very few focused on creating a healthy competitive climate within the team ... so few in fact, at present, I cannot remember one who did. Instead they worked to form incredibly strong bonds between the players in the struggle to give their best, on the field or on the floor, for the benefit of others ... while striving to get better each day.

In the last twenty (20) plus years, I discovered that I can inspire others and I cannot motivate them. I can create a ‘climate’ in which people release their own achievement drive for the benefit of others.

I’ve also discovered that competition lies naturally in the hearts of salespeople, but teamwork doesn’t. And, I’ve learned that teamwork focused on excellence is in the long-term more productive than competition flamed within the ranks. So, I’ve been able to lead sales teams in breaking records with a mature focus on personal goals and team goals. I’ve done this by building emotional meaning into those goals for themselves, their families, and their companies. And, if I’ve recruited well, each of the teams I’ve led have formed strong bonds very much like that of a family. I’ve also learned to teach salespeople to cheer for other salespeople, to encourage them, and share celebrations at team meetings.

Eleven companies, out of 1400, made the cut in “Good to Great” by Jim Collins. In each, a disciplined and relationship-centered company of people focused on striving for excellence - without finger pointing or dancing in the end zone. These companies quietly and incrementally improved for years without flaming out or having mass exits and without depending upon charismatic leaders or lesser motivational forces.

I believe a competitive nature exists. It exists as a spiritual energy - to be harnessed for men and women to fight TOGETHER against the forces of mediocrity and those issues that impede personal and team goal achievement.

Courage in Sales

Please tell me about a personal example in sales when you had to have courage to ‘keep on keepin’ on.

Here’s mine.  More than twenty years ago, I was faced with the following. I was two or more payments behind on my house and I had received the proverbial registered letter.  It basically said that I was going to lose the farm unless I sold something. And, at the same time, I was face-to-face with the real culprit, me. Yes me. My work ethic was bad. My courage was low. And, I was about to fail my lovely bride and children.

I had quit my job and I was trying to sell for the first time in my life without knowing anyone in business or without even knowing what a cold call looked like.  My office was in my bathroom and sometimes others needed it for more than my typewriter and I had to leave.  During the day, I would make cold calls out of the City Directory to sales managers (while sitting in a Holiday Inn using thei guest telephone).  I still remember the first appointment leading to a sale.

I was afraid, in danger of losing my home, uncertain, and intimidated by people who knew a lot more about business than I did.  But, by the grace of God, I survived and appeared on the other side as a new person.  Kept the farm.  Kept the family.  Built a business.  I will never forget.  Hope this helps someone.  Now, go and make things better.  This is about as personal as I can get.  Lance

The IT Factor in Leadership

What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?”

Let’s start with what the “it factor” is in leadership.  That’s easy. It’s the common and most important factor in GREAT leaders - great leaders being defined as someone having a positive and lasting impact on the welfare and direction of others over a long period of time.  Who meets these conditions ... Captain Abrashoff of the USS Benfold (book: It’s My Ship), Coach Wooden (10 national championships, UCLA), Billy Graham (evangelist to millions), Martin Luther King (revolutionary for equality), Frances Hesselbein (CEO of Girl Scouts: quoted by Peter Drucker as “the greatest leader he had ever met"). 

The common “it” factor in every one of these extraordinary people was ...

“They possessed a large measure of love for people seated in their hearts, and with it they focused their lives on serving others with humility.” ...

Result?
They lead others toward important responsibilities - ones that provided for a better life of service and its end results (goals) ... and, each of these people believed success to be in the day-to-day process.  It was a process of giving the best of one’s gifts in the effort to make a difference in the lives of others through present circumstances. 

Captain Abrashoff inspired his crew into turning one of the worst ships in the Navy into the best for the protection of the crew and the American People.  Coach Wooden, who never talked about winning, focused on improvement and helped his young men win championships for each other, the university, and the fans.  Billy Graham improved the spirituality of a nation.  Martin Luther lived out the practical implications of Graham’s faith.  Frances Hesselbein’s motivation always came from “the inside and for her love of service - not for money or outside motivators.”

Now, for the second question.  How do leadership educators extract “it”, lift “it” up, and teach it.  Well, I believe they do this understanding that “it” is not an “it,” and that we do not teach “it.” We live it - a life of service.

To work everyday at leading people in service to others is a quality of a person’s character.  It is deeply embedded into the fabric of their being. 

And, how do people receive this factor - one that positively explodes their work into greatness?

A love for service is received through the influence of others who have this trait of authentic service sewn into THEIR hearts.

Perhaps, parents.  Perhaps, a great middle school teacher.  Perhaps, a person who loved God.  Perhaps, a consultant.  Perhaps, a janitor.  Perhaps, a homeless person.  You catch “it,” - this serving heart.  You always have a choice to receive it or not.  And, when you do, you can give it to others for the rest of your life - even as YOU continue to GROW in this quality.  Now, let’s go make things better.  Lance