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Intentional…

Google intentional and among other definitions, you will find:

Planned, meant, studied, knowing, purposeful

Not the adjectives typically associated with millennials these days, true?

Much has been said and much has been written about the future of civilization as we know it when the day comes that millennials are running things.  We’ve seen the disastrous predictions when “they” are in charge, yes?  I’m a bit more hopeful (of course, I’m optimistic by nature).  I think we’ll be alright – after all:

We hope that when the insects take over the world they will remember with gratitude how we took them along on all our picnics. 

Bill Vaughan

However, there are many harsh realities we (and “they”) must face first for things to work out.  This 15 minute clip is sobering.  Two prefaces – (1) I wonder if you will have the patience to watch it in full and deny the temptation to fast forward to my point (2) at the 14:30 mark the speaker reveals the origin of ideas and innovation:

https://www.youtube.com/watch?v=hER0Qp6QJNU

Speaking of observation, casual (in-person) interactions, and idea origination, I walk by the cubes of our Business Development Reps periodically.  A whole department of millennials; managed by millennials; quite the dichotomy from this gray-haired, periodic passerby.

I noticed after several fly-bys the word “Intentional” boldly written above one of the BDR’s desk.  Recently, I stopped and chatted with Megan about it – I wanted to know more about why she had posted “Intentional” above her desk.

“Gary, I’m focused on doing my job better” she offered. And then continued, “I’m trying to make each phone call I make and each voice mail I leave intentional.  I’m paying closer attention to how I’m doing what I’m doing.  I want to leave a memorable impression with the prospects I contact.”  WOW!  If that isn’t planned, studied and purposeful, aka intentional, I don’t know what is!  And all from none other than a millennial.

In the YouTube clip the speaker discusses how Corporate America today has to learn to manage, motivate, and lead millennials better.  He offers the position that they have capabilities – managers just have to tap into these capabilities differently than the way managers managed their teams of prior generations.  Naturally, this presumes managers know how to do this – which I believe they don’t – but I digress and will leave my thoughts on front line sales management to a future post.

Getting back to my casual conversation with my millennial colleague about her intentional approach, I’d like to add:

I am neither so green that I cannot teach; nor am I so gray that I cannot learn.

Since our conversation at Megan’s cube I have given the word intentional a lot of thought.  I think I am already in alignment with her on my intentional approach to the sales profession and my sales enablement responsibilities.  I think I’ve developed the requisite knowledge, skills and experience over the years the old fashion way – trial and error.

But as with others of my generation, I don’t think I have been as intentional as I should be with other sources of dopamine that the YouTube speaker cites.  So with my young colleague’s teaching I will be more intentional in 2017.

To remain in the sales profession we must either teach or we must learn, every day.  For my part, after 40 years I’m still learning.  In this case from a person who is younger than some of my horses LOL!

Yes – I have great hope for the future.

GAP

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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

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Mandatory Mondays…

Good morning everyone; it’s Monday – yeahhhh!  How do you start your week?

A good beginning is half the work. 

Irish Proverb

Is it important to you to GET MOTIVATED?  What’s your favorite routine?  For many of us Monday is still the traditional start of our work week.  Not for Moms with toddlers however; for them there is no such thing as the “start” or the “end” of a week.

Same can be said at the other end of the spectrum I suppose.  I remember my Dad during his years in assisted-living would often ask, “What day is it?” After working for over 50 years and being retired for over 20 years, I guess the day of the week was no longer something important to keep track of.

How do you start your week?  I remember Lisa Kwiecien, one of the top sales professionals on my team, who liked to schedule client visits for Monday mornings.  She would fill her morning up with appointments.  The clients were happy to see her; the meetings were easy to prepare for; and she would almost always come away with an order for additional business.  Besides, she said it got her up on Monday mornings and started her week off on the right foot.  Her positive attitude was FIRED UP by noon so she was ready to face the cold realities of cold prospects and cold calling.  Mondays – yeah!

What’s your routine?  Reading the paper?  A work-out is the favorite week-starter for many.  Hitting the gym at 6 a.m. Monday mornings keeps our engines running throughout the day.  I’m an early riser, but the thought of working out first thing Monday morning is not on the top of my list.  How about you?  Are you a Monday morning work-out fanatic?

Some of my colleagues are lucky enough to have a flexible schedule.  That lets them have breakfast with their kids and drive them to school.  I envy those with their priorities in order and control over their day, don’t you?  When my kids were young it seemed I was always running behind at work.  No time to eat – gotta go – have a nice day!  Paranoia I suppose.  But to me, the concept of eating a sit-down breakfast was foreign and a routine of driving my kids to school Monday mornings was unfathomable.  An Unknown Sage quotes Wolter:

Wolter’s Law:

If you have the time, you won’t have the money. 

If you have the money, you won’t have the time.

Starbucks is a favorite stop on the way to work Monday mornings, yes?  Fodder-4-Thought heard someone place this order:

Venti, sugar-free, non-fat, vanilla soy, double shot, decaf, no foam, extra hot, Peppermint White Chocolate Mocha with light whip and extra syrup, please.

(Taking a breath now.)  Perhaps it’s bagels and cream cheese from Panera Bread.  Do you bring a box in for the office?  Maybe breakfast burritos!  Back in the day, my favorite was Dunkin Donuts.  Not quite the popular, health-conscious cuisine today, I guess.  Do you have special Monday morning menu morsels?

Yes, motivation; particularly important for “Mandatory Mondays”, agreed?  What helps me GET MOTIVATED is loud, heavy metal, hard rock music.  And if it’s Monday morning, then it’s mandatory Metallica. Fast-paced, head-banging – really revs up my engine!  The louder the better; and some of their lyrics can penetrate one’s soul:

Forever trust in who we are, and nothing else matters.

Trust me; it’s simply who I am.  What’s your favorite Monday morning musical mantra?

GAP

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Management and the NBA…

I was thinking about the start of the NBA season recently, when I received an email from my company’s CEO.  He was informing all of the employees that it was that time of year again where each employee will be receiving a survey that Top Management will use to get an indication of how things are going from the “front line”.

I appreciate the fact that our CEO is interested enough in our view points that he would take the time and invest the money to conduct an employee survey through a confidential and independent firm.  However, it did make me wonder if in today’s electronic, wired world Tom Peters’ approach of “management by walking around” is dead?

Of course, were I in our CEO’s role I might wonder about the candor and intentions behind the responses I will receive.  Hopefully, Scott Adams’ perspective won’t apply:

As far as I can tell, every layer of management exists for the sole purpose of warning us about the layer above.

Scott Adams

There tends to be a natural tension between employees and management, true?  In most cases that tension helps drive the overall company to new heights.  However, according to our favorite Unknown Sage sometimes that tension can be a distraction:

A man in a hot air balloon realized he was lost. He reduced altitude and spotted a woman below. He descended a bit more and shouted, “Excuse me, can you help me? I promised a friend I would meet him an hour ago, but I don’t know where I am.” 

The woman below replied, “You’re in a hot air balloon hovering approximately 30 feet above the ground. You’re between 40 and 41 degrees north latitude and between 59 and 60 degrees west longitude.” 

“You must be an engineer”, said the balloonist.  “I am”, replied the woman, “How did you know”? 

“Well”, answered the balloonist, “everything you told me is, technically correct, but I’ve no idea what to make of your information, and the fact is I’m still lost. Frankly, you’ve not been much help at all. If anything, you’ve delayed my trip.” 

The woman below responded, “You must be in Management.”  “I am”, replied the balloonist, “but how did you know”? 

“Well”, said the woman, you don’t know where you are or where you’re going.   You have risen to where you are due to a large quantity of hot air.  You made a promise, which you’ve no idea how to keep, and you expect people beneath you to solve your problems. The fact is you are in exactly the same position you were in before we met, but now, somehow, it’s my fault.”

Well, at least that manager and that employee were talking.  Good things come when management and employees communicate.

During the final seconds of an especially tense game, Boston Celtics coach K.C. Jones called a time-out.  As he gathered the players together at courtside, he diagrammed a play, only to have Larry Bird say, “Get the ball out to me and get everyone out of my way.”  Jones responded, “I’m the coach, and I’ll call the plays!”  Then he said, “Get the ball to Larry and get out of his way.”  It just shows that when the real leader speaks, people listen. 

John C. Maxwell

Whether my CEO or the NBA, when we listen in the pursuit of excellence above pride – the sky (or an NBA Championship) is the limit!

GAP

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Leadership inverted…

I have commented often about selling in the 21st century; aka selling to the “Modern Buyer”; aka “Selling in Reverse”.  I believe leadership works differently in this century too.  Gone are the days where “corporate oversight” increases employee productivity:

Corporate Staff: 

Known in some quarters as Sea Gulls for reasons relating to their propensity to fly round the country leaving their mark wherever they have alighted. 

Norman R. Augustine

It has been said many times before me that a person chooses to join a good company; while that same person chooses to quit a bad manager.  In today’s workplace, “we the people” are truly the ones getting the job done, don’t you think?  Often in spite of our managers and leaders.  Back to Norman:

But all things finally began to move when the threat of help from headquarters was received. 

Thankfully, I work for a stellar manager.  He sets the course; he prioritizes; he inspects what he expects; and he lets his staff get the job done.  “Doing” is what we excel at.  And he gives us the framework and then expects us to be excellent.  In turn, we each motivate our peers – and hold each other accountable for the team’s performance.

A good boss is always a blessing. 

D. Michael Abrashoff

Some might think this is “self-directed”, but that phrase implies individualism.  My manager models “leadership inverted” – the team leverages the collective strengths of our individual contributors – and he benefits from being less “tops down”; more “inverted”.

But as a manager, how will we know if our inverted leadership approach is working?  Well, here’s a memo one of my colleagues left his teammates (and manager) before being transferred:

I need your help.

Not only would I ask that you continue to be AWESOME in your day to day activities at work and at home, amongst your colleagues and your families, but I ask that as a group of people whom I greatly respect and depend on, you help me achieve my potential AWESOMENESS. 

If you ever find yourself wishing you or parts of your life were more AWESOME, stop. 

Take a time out and recognize that AWESOME isn’t a wish, a hope or a dream.

It’s not a destination or even a journey. 

It’s neither a talent, nor a skill and definitely not a matter of luck.

It’s not a plan, an interest or a strategy.

The opposite of impossible, and the antithesis of all things bad, AWESOME is an understanding.

It’s a channeling and an amalgamation of your internal energy and the external forces of the world. 

AWESOME is a choice. 

When you choose AWESOME, you become AWESOMENESS.

That AWESOMENESS powers the universe.

It inspires the masses, cures the sick, empowers the weak, protects the vulnerable, and feeds the hungry.

AWESOMENESS acts as a catalyst to impact the world in an AWESOME fashion.

It’s not a right or a privilege; it’s a commitment, a duty, a toil for which no material payment can compensate. 

Your job is to be AWESOME. 

By being AWESOME, you allow others to be AWESOME.

The repercussions of which allow the powers of AWESOMENESS to spread across the globe.

Being AWESOME + helping others be AWESOME = an AWESOME world. 

If you ever find yourself wishing you or parts of your life were more AWESOME, stop.  And just be AWESOME. 

Sincerely yours in AWESOMENESS,

AK

I’d say that’s what leadership inverted looks like – and I’d say it’s AWESOME!

GAP

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Brevity…

Brevity is a skill, true?  Lord knows, it’s not one of mine!  (Can you say verbose?)

Oh well, at least my readers have patience – I hope!

Ever notice that some of the most historically significant speeches in American history are brief?  Take Martin Luther King for instance.  Famous for his role in leading the American civil rights movement, his still-cherished, “I have a dream” speech delivered over 50 years ago was brief.  According to HistoryBuff.com:

Martin Luther King’s “I have a dream” speech was delivered on August 28, 1963 at the Lincoln Memorial in Washington D.C.  He spoke for approximately 17 minutes.  http://www.historybuff.com/audio/king.mp3

Abraham Lincoln was even briefer. His most famous speech was less than 271 words.  According to AngelFire.com:

November 19, 1863

Perhaps no speech in American history has been more revered than this short message by Lincoln on the occasion of the dedication of a cemetery in the little town of Gettysburg, Pennsylvania.

I was recently asked by one of my clients to interview two finalists for their firm’s marketing position.  Although I am a sales professional not a marketing professional, I agreed to do the interviews because I believe the sales and marketing communication disciplines (written and spoken) are blurring in the modern marketplace.

It took me about 4 hours to prepare for the interviews.  That included two phone conversations with my client; one with the CEO; one with his Recruiter.  I wanted to clarify the skills, attributes and/or characteristics they wanted me to focus on to insure I was not duplicating or interfering with areas they were focused on.  I also prepared a structured interview template (to prevent Mr. Verbose from appearing!).

I was following former President Woodrow Wilson’s “game plan”:

If I am to speak for ten minutes, I need a week for preparation; if fifteen minutes, three days; if half an hour, two days; if an hour, I am ready now.

It takes preparation to be brief.  In my case, I structured 4 interview questions.  Allotting time for the candidates’ questions of me, it was good preparation for 1-hour interviews.  The candidates were evidently not as familiar with American history; nor as prepared to be brief.

I’ve often associated this phenomenon with stress.  When we are in stressful, selling situations (and during an interview we are selling ourselves), if we’re not totally prepared we tend to throw more words at it, don’t we?  Well, that’s what they did.  And “throwing more words at it” is often not “better”.

He can compress the most words into the smallest ideas of any man I ever met.

Abraham Lincoln

I recapped my interview notes and sent them to the CEO and the Recruiter.  Since I am not a hiring manager for them, I stayed within the boundaries of my 4 questions and did not offer them additional opinions on candidate “fit”.  That’s their prerogative.

But this experience was excellent reinforcement for my sales and leadership responsibilities.  I mean, who can go wrong following Abraham Lincoln’s advice?

My friends, the less you see of me the better you will like me.

Of course, if we plan to apply a “less is more” technique, then whatever we select to include in the “less” better be the “good stuff”, yes?  And to insure we offer the good stuff, albeit briefly, we best allocate sufficient time to prepare.  Yet even with preparation, Mr. Verbose lingers near by.  But I digress – see what I mean!

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.

Giving our best…

I love football – it’s my favorite sport.  A bit ironic I suppose, because football is the epitome of a time in my life that I did not give my best.  Actually, it was worse than that; it was one time that I quit.

I quit my high school football team two weeks into the start of the season.  It was the only time in my life that my Mom told me I disappointed her. I can remember going into the head coach’s office to quit as if it just took place yesterday.  A bit ironic I suppose, because after being a starter and co-captain my freshman and sophomore years, I was not even going to go out for the team my junior year.   The coach called me over the summer and asked me to reconsider.

I acknowledged his request, but when I showed up I wasn’t prepared to give my best.  And the coaches weren’t prepared to coach me up.  Somehow I decided that quitting was the only escape.  I’ve regretted it ever since.  A bit ironic I suppose – it’s not the not-playing that I regret; it’s the not giving my best.

I bet there have been special coaches, mentors, and managers who have had a positive impact on your life.  Coaches come in all shapes and sizes and use a wide variety of styles and techniques.  I bit ironic I suppose – some coaches resonate with us; some don’t.

Here’s a 6 minute video clip about a high school, underdog football team, their coach, and his expectation to giving our best:

http://youtu.be/-vB59PkB0eQ

Probably not a technique that transfers into the business world, but his message does, doesn’t it?  A bit ironic I suppose – coaches aren’t magicians – we must help them help us.  And in return for their knowledge, enthusiasm, and time; they only ask we give our best.

In business, our favorite, Unknown Sage offers:

Common misconceptions about coaching in the marketplace: 

  • “Coaching is primarily for correcting behavior” – If we only coach people when they do something wrong, we have missed the point.  It’s about building not fixing.
  • “Coaching requires giving up power and control” – The manager relies more on influence. The person is still accountable.
  • “Coaching takes too much time” – Coaching takes too much time if you don’t do enough of it and you don’t do it correctly.
  • “Coaching is soft stuff” – The manager who avoids soft stuff usually does so because it is so hard.  The work is easy; people are difficult.
  • “Coaching is laissez-faire management” – Freedom in the workplace, actually just about anywhere, is rooted in strict discipline.
  • “Coaching is simply being a good cheerleader” – A good manager has the courage and inner strength when needed to tell people the truth.
  • “Coaching is like therapy” – To be a good manager and coach one does need a basic understanding of human behavior and motivation, but therapy has no place in your relationship with the people you are leading.

Coaches enjoy occasional accolades, too.  The best I ever heard was a tribute to Bum Phillips, head coach of the then, Houston Oilers.  It was once said of Bum:

He could take his and beat yours – and then he could take yours and beat his. 

A bit ironic I suppose, but they gave their best to him.  It’s a good idea to find a coach to help us commit to giving our best too, yes?

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.

Who’s at fault?

My wife just endured one of those “clients-from-hell” experiences.  After investing hours and hours coordinating a cruise for a new client; the client cancelled at the last minute.  Nine months of effort cancelled – no cruise; no commission; no long-term client relationship.  Who was at fault?

It started out innocent enough; a pastor wanting to coordinate a church retreat.  Timing was fine; the sail date was a year out.  A man of God and his flock – how bad could it get?  My wife even secured approval from the cruise line to qualify his trip for fund raising; the cruise line would contribute $50 per cabin; my wife pledged another $10.  Seemed like a win all the way around.

Then reality set in – missed deposit deadlines; delayed paperwork; lost credit card; last minute changes; demands for upgrades; the works.  And no matter what was provided, “more” was demanded.  And when “more” was no longer available; “cancel” was called on.  But who was at fault?

Well obviously it was Murphy’s fault:

Murphy’s Law: 

If anything can go wrong, it will. 

Unknown Sage

In fact, our favorite Unknown Sage offers us a lot about this person Murphy and what he does to our client service experiences:

Murphy’s Law gives rise to Murphy’s Philosophy:    

Smile… tomorrow will be worse.

Murphy’s Eighth Corollary:

It is impossible to make anything foolproof because fools are so ingenious.

Addendum to Murphy’s Law:

In precise mathematical terms, 1+1 = 2, where “=” is a symbol meaning seldom if ever.

Gattuso’s Extension of Murphy’s Law:

Nothing is ever so bad that it can’t get worse.

Yep – it got worse.  My wife earned a masters degree about Murphy with this client!

If we’ve been in business long enough, we’ve all faced the, “Who’s at fault” moment, true?  Who gets the blame?  Does it matter?  Sometimes, we just get “run over” by one of those disingenuous, impossible-to-satisfy clients, determined to totally waster our time; and then say it was our fault.

A man in a hot air balloon realized he was lost. He reduced altitude and spotted a woman below. He descended a bit more and shouted, “Excuse me, can you help me? I promised a friend I would meet him an hour ago, but I don’t know where I am.”

The woman below replied, “You’re in a hot air balloon hovering approximately 30 feet above the ground. You’re between 40 and 41 degrees north latitude and between 59 and 60 degrees west longitude.”

“You must be an engineer”, said the balloonist.  “I am”, replied the woman, “How did you know”?

“Well”, answered the balloonist, “everything you told me is, technically correct, but I’ve no idea what to make of your information, and the fact is I’m still lost. Frankly, you’ve not been much help at all. If anything, you’ve delayed my trip.”

The woman below responded, “You must be in Management.”  “I am”, replied the balloonist, “but how did you know”?

“Well”, said the woman, you don’t know where you are or where you’re going.   You have risen to where you are due to a large quantity of hot air.  You made a promise, which you’ve no idea how to keep, and you expect people beneath you to solve your problems. The fact is you are in exactly the same position you were in before we met, but now, somehow, it’s my fault.”

Unknown Sage

I wonder if his name was Murphy.

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.

Wisdom and IT and logic…

Wisdom (n.) – knowledge, understanding, good judgment

Logic (n.) – reason, judgment, common sense

Wisdom in the IT arena – add in a few sales professionals and we get quite the (logical) combination!  Here’s an example:  I have made a living selling some of the most advanced technology to very smart and totally experienced customers, even though I am actually technically challenged myself.  I know how systems work; I don’t know how to work systems; which is not wise; but is logical, yes?

One of my favorite IT gurus wrote for ComputerWorld magazine and here is what he said about the wisdom IT leaders should not lose sight of:

Conventional IT Wisdom:

  • Free anything… isn’t…
  • If nobody else is trying something, there’s usually a reason.  Maybe not a good reason, but a reason…
  • “We’ve never done it that way before” is a more powerful argument than any cost/benefit analysis…
  • It always takes longer and costs more to do it later.
  • A good idea is no match for a bad habit.
  • The hardest problems get solved last.                                                                                                      Frank Hayes

There is a both wisdom and logic in Frank’s list; and logic can be an interesting and powerful phenomenon.

Take “Free anything…isn’t…” for instance.  That has wisdom in a business setting.  Although we sales-types have been schooled in the art of leveraging ROI calculators and often use phrases like, “this system will virtually pay for itself…” when ink and contract on a “freeware deal” finally meet – money will ultimately change hands, don’t you agree?  As sales professionals, we’re counting on it, even if the customer isn’t (which is only logical).

“We’ve never done it that way before…”  Now there’s wisdom (and logic) that is powerful.  In my career, I have witnessed the customer modify the new application to make it look and operate just like the old application, time and time again.  I call this the “IT Programmer & Outside Consulting Firm Full Employment Act”.  If we asked the customer why they spent the extra money to avoid using the new system in the new way that is was designed to be used, we might hear (you guessed it), “Because we’ve never done it that way before”.  Which of course is more powerful than the cost/benefit analysis of replacing the old system in the first place; and – here we go again – logical.

What about sales people?  When asked to embrace our company’s new, sales force automation system, we are very adept at providing all the excuses why we should “do that later”, regardless of how much later or at what cost, aren’t we?  Isn’t it amazing that a group of people in a profession built around the premise of selling “change” to our customers are so change-averse ourselves?  I suppose we fall into the “do as I say, not as I do” category, which of course may not be wise, but is (yep) logical.

In the eddy created where business people, technology people, and sales people all come together in the same place at the same time, logic can sometimes replace wisdom.  Sound decision-making can sometimes be swept away.  At those moments, good judgment; common sense; and even understanding may be overpowered.  The IT transactions that result may not always include wisdom, but they almost always include logic – and logic, if not wisdom, contributes to the “Sales Person Full Employment Act”.

GAP

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