TheQuoteGuys

The Peace & Power of a Positive Perspective

Connect

Archive for the ‘Why We Need Peace & Power’ Category

123117…ABC

Code?  No.  123117 is the last day of the year; aka the last day to “hit our number” for anyone not on an alternative fiscal year.  The countdown to midnight; to accelerate our accelerators (maybe, to keep our job).

ABC?

ABC:

Always be closing. Telling’s not selling.

2000 Drama Boiler Room

Please tell us your favorite “sales-closing” story.

Here are two of mine.

I worked with a seasoned sales professional years ago at Integral Systems.  He needed this one last deal to exceed his number and qualify for Club.  His prospect was in New York and he started with the old “camp-out-close” – showing up at their office without an appointment; determined to see his prospect; camped out until he did; needed to close the deal.  The prospect played along.

Unfortunately after agreeing to meet, his prospect wasn’t budging any further as my colleague tried every “ABC” tactic he knew – an extra discount; lenient contract terms; even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between the sales rep and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this:

Prospect:

“I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?”

Sales Rep:

“Well Sir; because today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.”

And his prospect did!

And then there’s the variation of the “because-it’s-my-day” close, I call the “me-or-my-successor” close:

As a sales professional, I carried a quota for over 40 years.  And I can remember my 2nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head.

After 26 weeks into my 2nd year, I was put on a “performance warning”.  At the 39th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota.

We agreed that at the end of the 52nd week, if I was still below 100%, I would resign.  At the end of my 51st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account.

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.”

And at the 52nd sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the region’s history; finished my 2nd year at exactly 100% of my quota; and kept my job.

123117… “ABC” everyone, “ABC”.  Bon chance!

GAP

Did you like this little ditty?  You might enjoy my website too: www.TheQuoteGuys.com

Vacation…

I just returned from vacation; actually, a “stay-cation”.  Hermited for a few; just me, my wife, our dog and our horses.  No deadlines; no stress – just horse manure; dog treats; relaxing; and recharging!

A vacation is what you take when you can no longer take what you’ve been taking. 

Earl Wilson

We sprint for as long as we can – then rest and recharge via vacation.  And when I vacation, I unplug.  Do you?  I know… when I returned to work Tuesday, I had 289 emails waiting for me, too.  I’m still catching up.  But that’s OK; when I was gone, I was “gone”.

During my vacation from my full-time job, I actually worked in my other job – my wife’s company.  We staffed a booth at Taste of Colorado Thursday through Monday; 7:30 am until 10:30 pm.  15 hour days in 90-degree heat – now she’s ready for a vacation!

No rest for the weary.  One’s heavy workload is due to one’s own choice. 

Unknown Sage

Truth be told, we don’t have a high-stress jobs.  Stress in our world is self-imposed.  We take what we do seriously.  For those of you like us I know you can relate – we are all professionals at our profession, don’t you agree?  Perfection may not be demanded by others, but we professionals believe we should do our best to the best of our ability.

Work for professionals like us is fulfilling.  And for those of us lucky to be in fulfilling professions, we would like to enjoy this fulfillment for as long as we are able, true?  That premise coupled with the start of the football season, brings Hall of Fame quarterback Johnny Unitas to mind:

Live today, and every day, to the fullest; with awe and enthusiasm; because when you die, you’re dead for a long, long time.

This time of year, we hear of NFL players who don’t want to retire; still want to play in the lime light; don’t know what to do next.  The problem in athletics is Father Time is undefeated.  We all have to find our “next” in our lifetime.

And now I’m back, I’m rested; recharged; and ready to re-engage with my fulfilling work.  I continue to support my wife and her company – no rest ‘til Brooklyn for her I’m afraid.  Thanks Beastie Boys!

But that’s OK – she loves the company she launched four years ago as her “next”.  She has never been so engaged.  Even at our age, she and I found our wonderfully fulfilling “next”.  Still fending off Father Time; with awe and enthusiasm!

Not everyone though.  According to survey after survey in 2017 employee engagement is at historical lows.  Certain recent research suggests as many as 70% of employees are not fully engaged in their work.  70%!  Did they not take a vacation?  Or when they were gone, were they actually not “gone”?  Didn’t know how to “unplug”?

Can it be as simple as simply unplugging when you’re on vacation?  Or is there more to it?  Do 7 of 10 employees today really hate their job?  Scary!  Maybe we need to lighten things up a bit:

Oh, you hate your job?  Why didn’t you say so?  There’s a support group for that.  It’s called everybody, and they meet at the bar. 

Drew Carey

Come on 70%’ers; before hoping for some miraculous “next” without engagement – get out of the bar; take a vacation; unplug; and then get back in the game called life.  Johnny Unitas would if he were here today.

GAP

Did you like this little ditty?  You might enjoy my past posts too: www.TheQuoteGuys.com

123116 … ABC

Code?  No.  123116 is the last day of the year; aka the last day to “hit our number” for anyone not on an alternative fiscal year.  The countdown to midnight; to accelerate our accelerators (maybe, to keep our job).

ABC?

ABC: Always be closing. Telling’s not selling.

2000 Drama Boiler Room

Please “tell” us your favorite “sales-closing” story.  But you can wait until after midnight 123116 – stay focused until then, yes?

Here are two of mine.

I worked with a seasoned sales professional years ago at Integral Systems.  He needed this one last deal to exceed his number and qualify for Club.  His prospect was in New York and he started with the old “camp-out-close” – showing up at their office without an appointment; determined to see his prospect; camped out until he did; needed to close the deal.  The prospect played along.

Unfortunately after agreeing to meet, his prospect wasn’t budging any further as my colleague tried every “ABC” tactic he knew – an extra discount; lenient contract terms; even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between the sales rep and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this:

Prospect:

“I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?”

Sales Rep:

“Well Sir; because today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.”

And his prospect did!

And then there’s the variation of the “because-it’s-my-day” close, I call the “me-or-my-successor” close:

As a sales professional, I have carried a quota for over 40 years.  And I can remember my 2nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head.

After 26 weeks into my 2nd year, I was put on a “performance warning”.  At the 39th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota.

We agreed that at the end of the 52nd week, if I was still below 100%, I would resign.  At the end of my 51st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account.

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.”

And at the 52nd weekly sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the Region’s history; finished my 2nd year at exactly 100% of my quota; and kept my job.

123116… “ABC” everyone, “ABC”.  Bon chance!

GAP

Did you like this little ditty?  You might enjoy my website too: www.TheQuoteGuys.com

Style and Subtlety – Boom!

Yep – did it again.  Yesterday I fell into that all-to-common digital trap of our modern century – I blasted a colleague (and friend) on IM.  Ate those digital words this morning:

Pratter’s Prayer

Lord, make my words as sweet as honey, for tomorrow I may have to eat them. 

Unknown Sage

It was the usual setting:  I was digitally multi-tasking; fast and furious.  It’s quarter-end; a stressful time that comes around… oh… just every 90 days (funny how that works).  The combination meant I could, “double my pleasure – double my fun”:

I try to take one day at a time, but sometimes several days attack me at once. 

Ashleigh Brilliant

I texted him a question; he texted back an answer; I didn’t like his answer; he didn’t like my question; I asked for an alternative; he said not a chance…  A frequent, digital argument expressed with directness and written in digital shorthand; punctuated with emoticons; all behind the shield of our monitors.

Collegial banter?  Depends on who’s the banterer and who’s the banteree.  That type of typing can quickly cut to raw emotions lurking nearer the surface during stressful times such as quarter-end.

We were briefly embattled with a “my way or the highway”; “I’m right – you’re wrong”; “compromise is for sissies”; “I eat Marines for breakfast” blast-fest.  Totally devoid of style or subtlety.  U2?  Been there done that I bet.  Not one of my proudest moments, digital or otherwise.

Style and subtlety; certainly diminishing dimensions in today’s digital era.  It’s actually worse than that.

Seemingly gone are the days of subtlety, statesmanship, irony, even sarcasm.  Texts and emails are written in black and white; read as black OR white.  Intentions behind the expressions are easily misinterpreted; feelings easily hurt; and everyone seems to have barbed retorts at the ready.

Even our political process has degenerated into a continuous barrage of confrontational accusations and insults vs. the skilled and stylish statesmanship of centuries past.  Oh they were direct back in the day, but within the context of a statesmanship image coupled with face-to-face bravery vs. digital cowardliness:

A story is told of a Woman Member of Parliament who, after an extensive tirade at a social function, scornfully told the Prime Minister, “Mr. Churchill, you are drunk”, to which Churchill replied, “And you Madam, are ugly.  But I shall be sober tomorrow.”

Today, we don’t know if the statesman’s statement was sarcasm or irony having not been there to witness the state of his drunkenness nor the appearance of his accuser.  Because the event was face-to-face vs. digital, there could easily have been expressions of irony or sarcasm that dulled the barbs of the barbs.  Stylish statesmen of centuries past were able communicators and skilled in the art of avoiding black OR white confrontations.

Statesmanship, style and subtlety of the 20th century?  Boom!  Sacrificed for the sake of today’s digital age.  Replaced by the barrage of black OR white hyperbole perfect for IMs, emails, emoticons, and the evening news.

In business, should we even care?  Can we stop hiding behind our monitors?  Is subtlety mightier than the digital sword?  I think our favorite, Unknown Sage still believes so:

Subtlety is saying what you think, but then leaving before anyone really understands what you meant.

Digital communications technology can be wonderful – when used properly.  It can also be barbed weapons; hurting feelings; killing relationships when not.  Too easy and too often taken as black OR white.  Agreed?  Well, if not… I’m right and you’re wrong!

GAP

Did you like this little ditty?  You might enjoy my website too: www.TheQuoteGuys.com

123115…ABC

Code?  No.  123115 is the last day of the year; aka the last day to “hit our number” for anyone not on an alternative fiscal year.  The countdown to midnight; to accelerate our accelerators (maybe, to keep our job).

ABC?

ABC: Always be closing. Telling’s not selling.

2000 Drama Boiler Room

Please “tell” us your favorite “sales-closing” story.  But you can wait until after midnight – stay focused today, yes?

Here are two of mine.

I worked with a seasoned sales professional years ago at Integral Systems.  He needed this one last deal to exceed his number and qualify for Club.  His prospect was in New York and he started with the old “camp-out-close” – showing up at their office without an appointment; determined to see his prospect; needed to close the deal.  The prospect played along.

Unfortunately, his prospect wasn’t budging as my colleague tried every “ABC” tactic he knew – an extra discount; lenient contract terms; even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between the sales rep and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this:

Prospect:

“I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?”

Sales Rep:

“Well Sir; today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.”

And his prospect did!

And then there’s the variation of the “because-it’s-my-day” close, I call the “me-or-my-successor” close:

As a sales professional, I have carried a quota for over 36 years.  And I can remember my 2nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head.

After 26 weeks into my 2nd year, I was put on a “performance warning”.  At the 39th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota.

We agreed that at the end of the 52nd week, if I was still below 100%, I would resign.  At the end of my 51st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account.

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.”

And at the 52nd weekly sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the Region’s history; finished my 2nd year at exactly 100% of my quota; and kept my job.

123115… “ABC” everyone, “ABC”.  Bon chance!

GAP

Did you like this little ditty?  You might enjoy my website too: www.TheQuoteGuys.com

123114…ABC…

Code?  No.  123114 is the last day of the year; aka the last day to “hit our number” for anyone not on an alternative fiscal year.  The countdown to midnight; to accelerate our accelerators (maybe, to keep our job).

ABC?

ABC: Always be closing. Telling’s not selling.

2000 Drama Boiler Room

Please tell us your favorite sales-closing story.  But you can wait until after midnight – stay focused today, yes?  Here are two of mine.

I worked with a seasoned sales professional years ago at Integral Systems.  He needed this one last deal to exceed his number and qualify for Club.  His prospect was in New York and he started with the old “camp-out-close” – showing up at their office without an appointment; determined to see his prospect; needed to close the deal.  The prospect played along

Unfortunately, his prospect wasn’t budging as my colleague tried every “ABC” tactic he knew – an extra discount; lenient contract terms; even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between the sales rep and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this:

Prospect: 

“I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?”

Sales Rep:

“Well Sir; today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.”

And his prospect did!

And then there’s the variation of the “because-it’s-my-day” close, I call the “me-or-my-successor” close:

As a sales professional, I have carried a quota for over 35 years.  And I can remember my 2nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head. 

After 26 weeks into my 2nd year, I was put on a “performance warning”.  At the 39th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota. 

We agreed that at the end of the 52nd week, if I was still below 100%, I would resign.  At the end of my 51st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account. 

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.” 

And at the 52nd weekly sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the Region’s history; finished my 2nd year at exactly 100% of my quota; and kept my job.

123114… “ABC” everyone, “ABC”.  Bon chance!

GAP

Did you like this little ditty?  You might enjoy my website too: www.TheQuoteGuys.com

Got a helmet?

So, how’s your day?  You know, when life gets tough – we could get a helmet…

Doesn’t it seem that the more we do – the more there is to be done?  The more we make – the more we need?  The busier we are – the further behind we fall?  A good night’s sleep – can’t remember one. What sizes do those helmets come in again?

Alternatively, there are other more optimistic options for our consideration.  Here’s an excerpt from my book:

Why we need peace and power in our day:

My day?  It started with a missed wake-up call.  I only had a few minutes to glance at the newspaper this morning.  Bold headlines: “Market Down!”; “Unemployment Up!”; “Cost of Living Highest in a Decade”; “Today: Mostly Cloudy”; and “Cubs Lose Again”.  Certainly nothing I wanted to read about any further.  Besides, I’m already running late for an “emergency meeting” with my boss.  About what – I’m not quite sure. 

I just spilled my McDonald’s coffee in my lap as I pulled out of the drive-through.  Not only will my stained dress pants look bad in front of my boss, but I don’t think my private parts are burned enough to win a multi-million dollar law suit.  (There’s never a little old lady around when you need one.)  My wife just called, “The kids are sick.” 

A little music might be soothing (and lower my blood pressure).  But no – the only thing on the radio is commercials; commercials on all eighteen FM stations and all twelve AM stations.  What?  Are the broadcasters in collusion to run their commercials at the same time?  No station-hopping to find music?  How do they do that?  And, I accidentally left my iPod at home. 

The car ahead of me has just been crawling for the past five miles.  Finally, there’s enough of a break in this heavy traffic where I can pass.  Uh oh; the next sign I see is “Slow Down: Road Construction Ahead”.  I’m pretty sure I just broke a crown grinding my teeth! 

So – How’s your day? 

“There is both peace and power in knowing and understanding who you are, where you’re from and where you’re going.”    

Doug Burgum 

Is there any doubt that we could all use a little help in finding that inner peace and personal, self-confident power to carry us through our daily routine?  After all, a positive attitude is priceless, yes? 

I’ve been blessed to have been around rare combinations of peace and power almost my entire life.  From my childhood, to participating in sports; the business world; from my family, friends and acquaintances; I have observed and been impacted by great feats from famous, as well as everyday, people.  In addition to Doug Burgum, former CEO of Great Plains Software, and his quote above, I have collected other quotes and short stories pertaining to living life motivated and confidently. 

I was at Doug’s key note speech to the Great Plains’ worldwide re-sellers at the 2000 convention event in Fargo, North Dakota which they called “Stampede”.  (It was my first, and to-date, only trip to North Dakota.)  Doug was the very first person I heard use the phrase “peace and power” when talking about the balance we need in our business (and personal) life.  And by no coincidence, his words were particularly applicable for the turn of the century.

I believe they remain “particularly applicable” for 2014, too.

GAP

Did you like this little ditty?  You might enjoy my website too:  The Peace & Power of a Positive Perspective© Please check it out.

Principles of Power…

One of my colleagues, Chris Miller, coached a grouped of recent college graduates our company hired last quarter.  I thought his power sharing message was so empowering, I wanted to share it with you.

Speaking of power, I remember when leading my sales teams – I would trust their sales approach as long as they were above quota.  Chris would call that Reward Power.  However, when they were below quota I instructed them to do what I said; exactly the way I said; when I said; and my instructions were not open for discussion.  I suppose that was Position Power.  My team liked the former more than the latter so they tended to excel!

Speaking of leadership, earlier this year I toured the Gettysburg National Battlefield with my sons – a trip every American should make.  Gettysburg was the bloodiest, 3-day battle in American History; 53,000 casualties July 1-3, 1863.  It made me wonder what source of power the battlefield commanders had over their soldiers? I doubt it was Position Power.

How do you lead your teams; your relationships; and your life?

During Chris’ coaching session, he stated that there are many sources of power – some sources are more powerful than others.  Here’s his list:

  • Referent Power – The most powerful source of power.  It originates from Trust;
    • When Trust exists, you have access to every source of power available to the person trusting you.
  • Reward Power – The second most powerful source of power.  It involves catching someone in the act of doing something right.
  • Position Power – The least powerful source of power.  It leverages Coercive Power, but only for the short term.
  • Coercive Power – The 2nd least powerful source of power.  It offers leaders very few options;
    • Back-off and lose face.
    • Apply more coercion until completion.  This is a lose/lose approach and use of it cuts one off from Referent Power and Reward Power in the future.
  • Information Power – Being an expert brings us power.
  • Charisma; Wealth; and Love are all powerful.

Chris discussed dimensions of power:

  • Power is Historical – Protect our personal history; it can’t be rewritten.
  • Power is One Way – No one has more power than we choose to give them.
  • Power is Fragile – And can be easily abused.
  • Power is a Great Motivator.
  • Power Sharing is empowering – And creates even more power.
  • Admitting Mistakes increases power – Is it more important to be right or to have power?
  • Forgiveness is Empowering.

Chris described one, additional source of power and then concluded his remarks with the summary – Power, Value and Control are Interrelated.   The amount of power I am willing to give you depends on how much I value what you will control over me with it.

Speaking of this interrelation, that brings me back to Gettysburg.  The last power Chris included is his talk was Spiritual Power.  Spirituality is a powerful source of power.  I wonder if Spirituality was the power source for the soldiers during the battle of Gettysburg?  The extreme carnage would have been obvious to them. The likelihood that they would be killed had to have been on their mind.

Was it Spiritual Power, coupled with Value and Control that enabled their field commanders to command them?  Was it Spiritual Power that empowered them to sacrifice their lives for the Value of the United States of America remaining united?

Whatever their power source – it was definitely powerful!

GAP

Did you like this little ditty?  You might enjoy my website and book, too:  The Peace & Power of a Positive Perspective© Please check it out.

123112…ABC…

Code?  No.  12312012 is the last day of the year; aka the last day to “hit our number” for anyone not on an alternative fiscal year.  Today is the last “daylight” to accelerate our accelerators (or simply keep our job).

ABC?

ABC: Always be closing. Telling’s not selling.

2000 Drama Boiler Room

Please share your favorite “closing” story with us.  Here are two of mine.

I worked with a seasoned sales professional years ago at Integral Systems.  He needed this one last deal to exceed his number and qualify for Club.  His prospect was in New York and he started with the old “camp-out-close” – showing up at their office without an appointment; determined to see his prospect; needed to close the deal.  The prospect played along.

Unfortunately, his prospect wasn’t budging as my colleague tried every ABC tactic he knew – an extra discount; lenient contract terms; even an opt-out, side letter (unacceptable by today’s revenue recognition standards, but a common “last resort” back then).  At the end of a short but spirited interaction between the sales rep and his prospect, the “because-it’s-my-day” close was born.  It likely went something like this:

Prospect: 

I’m sorry, but as I told you; our plan is to finalize our vendor selection in January.  Why should I buy from you today?

Sales Rep:

Because today is my day; and you have an opportunity to make today a special day for me.  Some day it will be your day; and when that day arrives, someone will have the opportunity to make that day a special day for you.  But today is my day and that’s why you should buy today.

And his prospect did!

And then there’s the variation of the “because-it’s-my-day” close, I call the “me-or-my-successor” close:

As a sales professional, I have carried a quota for over 30 years.  And I can remember my 2nd quota year as clearly as any.  You see, in my first year, I was more lucky than good.  That led to a promotion, and a hefty quota increase for my second year – I was in over my head.  

After 26 weeks into my 2nd year, I was put on a “performance warning”.  At the 39th week, the Vice President of Sales was asking my Sales Manager to fire me.  Since my company had chosen to proactively promote me (perhaps a bit prematurely) at the start of the year, I asked my Sales Manager to give me 52 weeks to sell my annual quota.  

We agreed that at the end of the 52nd week, if I was still below 100%, I would resign.  At the end of my 51st week, I was at 75% and significantly behind the required sales dollars necessary to keep my job.  However, I had been working hard on a very large account.  

I called the executive at my prospect and asked, “Do you think you will accept our proposal?”  “Yes”, was his response.  “Excellent, thank you!”  I reacted.  And then I added, “Do you think you could place your order this week?”  When my prospect asked why, I said, “Because if you place your order next week, it will be with my successor.” 

And at the 52nd weekly sales meeting, with the Vice President of Sales in attendance, I “roll-called” the second largest deal in the Region’s history; finished my 2nd year at exactly 100% of my quota; and kept my job.

12312012…ABC everyone.  Bon chance!

GAP

Did you like this little ditty?  You might enjoy my book, too:  The Peace & Power of a Positive Perspective©  Please check it out Subscribe.