I have been following a link on Linkedin that has asked the question; “how would you fix the economy?” That just seems to be a great question for our business community. Recently I had the privilege of meeting with a small business owner in Reno, which has enjoyed a great life cycle of success in her business. She made the most interesting statement about how bad our economic climate had become, she said “ I don’t have sales people calling on me any longer.”
I was stunned at first by this revelation, as she proceeded to describe how sales people have stopped calling because the manufactures have stopped making items for them to sell. Which bring to light my question, “The chicken before the egg or …..”
How do we fix this economy? How about we sell our way out of it. Create demand and the factories will start making those wonderful widgets, creating more jobs, creating more income, creating more sales, and creating more demand… I love that circle of life. Ok I know that is simplistic approach to a very real problem, however it begs to be asked, where are all the sales people? Have we lost our sales talent or have we created sales mangers, which can’t motivate and encourage in this business climate?
About 12 years ago I read a book by DR. Orv. Owens, The Psychology of Relationship Selling, that I believe needs to come back to the reading list for most sales manager and sales people. I have seen so many sales managers in the past five years revert to cookie cutter sales management tactics, not accounting for the personalities they hired. They make the mistake that believing sales people can all be motivated and encouraged to find success in the same manner. Sale mangers have forgotten that their primary client is their sales people. Have you ever worked with a sales person that was great at the sales when they did not believe in the product, company or manager?
I the last 7 years I have worked with three fantastic sales companies in the Newspaper industry. I myself have struggled to keep my focus on my sales people and have got caught up in looking at the bottom line. Recently I left the newspaper business over this very topic, as I challenged the practices of a fellow manager in the way sales people needed to be motivated and trained. There are a lot of issues in our market place that are making sales more challenging, and bottom lines increasingly challenging to make. However the simple fact is that salespeople, employees and customers are complex personalities that cannot be taught, motivated, encouraged or sold to the same way. We must understand the psychology of the staff, the individual and how it relates to the end goal.
So I ask you, how do we get the economy moving? Evaluate the practices internally, take the pulse of the sales team, Invest in the people that will make a difference, empower them and motivate them as individuals then you can inspire greatness from the team. In these economic times we need great salespeople and managers that can empower them to be their best.

http://www.youtube.com/v/58GRiEj4OHg&hl=en&fs=1&rel=0

Cross the line…..
It has been a few weeks since I found the motivation to blog. Motivation to Blog? Why do I need Motivation to share my voice?
I watched a short video today from one of my linked in groups (Smoover) called Cross the line. Its simple message is one about boundaries we place around ourselves and that others put around us, (eggshells) which prevent us from moving.
Cross the line and do something extraordinary today. I have heard this before in many different self help books. Be part of the 5% which move this world, not the 95% which sit and watch it move. I have heard that on also and yet I still find myself fascinated with these simple words that apply to everyone’s life.
You know I believe that this has been a movement for centuries and yet most of us still do not cross the line. This vary Blog was created for me to help encourage people to move the boundaries in life and in marketing, and so that I may cross the line.

What line are you staring at?
I stare at a line which holds my future? Do I cross into a world that filled with promise, movement, excitement and uncertainty? Or do I protect what I have built and nurture my eggshells? (Watch the video you will understand).

In the movie The Rookie, the main character confronts his father about the decision to do what is safe or to do what he dreams. His father utters the classic line “It’s ok to dream of what you want to do … until it is time to do what you ought to do”. If you have not seen the movie, it was not what he wanted to hear and he chooses instead to cross the line and follow his dreams. (Don’t we often fight our father’s advice, LOL)

Training sales people for a living I encourage and teach young people daily to tackle there fears and to believe in themselves daily in a field that is filled with rejection. I use sites like Justsell.com to find motivational words and phrases that keep people focused on possibilities and success. As I watched this video today I realized once again that all the motivation in the world and all the training and tips I can give some one, success still comes down to a single simple action, Step across the line and move.
Thank you to Mr. Parker for sharing your talents and creating a world where we are encouraged to share, love and lift up those around us. I hope by sharing my thoughts today that more people will find your site and work to become a SMOOVER.

To be continued

I heard a statement this week from someone I have done business with for several years that got me fired up regarding change, and our enthusiasm to ignore the past lessons in business when thinking about online revenue generation.

I don’t know the entire context of the statement but it went something like this… “If you want to move forward with online get rid of the old employees and bring in the new.  Now he was not saying fire your staff and bring in a younger group which understands online but he was stating that it would be easier to get to your goal then to try and train an old dog new tricks.

A couple of items to consider before jumping into that raging river…

1. New blood has little concern for the longevity of your business. The new generation of employee lives in a world that changes everyday so to them any linkage to past or future business is already obsolete the moment it is put into practice.  This concerns me because we lose the foundation of what we are. Not to say the next generation of employees will not be awesome to watch grow our world, I see great talent in the younger generation I hire but you need to train them and give them a foundation to stand on.
   1. In newspapers for example we are about freedom of the press, government watchdog if you will, and holding the truth to viable standard. If we forget that then how do we find security in a world which top news sources goal is to go viral?
   2. If we don’t train the next generation and teach them the goals for an organization past next month but for the next 25 years how are they supposed to find a foothold in our reality.
2. I have seen publisher and station managers lose revenue annually because they give up on the ship before it has sunk, just to move onto the next ship. I know lousy metaphor but here me out.

I recently worked for a group of papers which had several publishers that took different roads when it came to competitors and core product sales declines.

One group of  Publishers choose to jump ship and basically not give any focus to the profit center which was showing double digit declines monthly. The other set decide that the ship may go down but they were going to work a little harder to suck every ounce of revenue from it before transfer to the new ship. While they worked harder they also built in time to prepare the new ship so that when it was time to move on they would not be slowed down. Can you guess the results of these two teams?

1. The first team showed double digit declines for another year as hey got the other engines fired up and their new boats moving in their new direction.
2. The second team of publishers continued to work hard generating revenue from the sinking ship at about 60% of past volume, plus started the preparation of their new ventures at the same time. In the same year they out produced the other team by more than double in revenue and in the next year out produced the first team in the new product as well.

This example of business I think happens all the time now when business is confronted with today’s ever moving marketplace.

Five foundational questions to consider when moving directions;

1. Does the new direction require and new mission statement?
   1. Are the foundations that originally built your business still relevant and if so at what percentage?
2. What monetary value is there to be lost or gained by changing directions abruptly and no longer servicing the old foundations?
3. How much training is required on new generation of staff in the foundations of why the company is in business… from the beginning?
4. Am I prepared to go backwards in business volume in order to gain the riches of the new future?
   1. I have often discussed with businesses, which change marketing strategies from traditional methods to all new age marketing, if they are willing to work as hard in business today as they did their first three years of business? To me that is what will happen to business in many cases.
5. Do I have patience and belief in my new direction? How is your resolve? Any time your organization changes you will be challenged to find patience. But if you change dramatically, jump into the raging river, your patience will be tested.

The future will come and many millionaires will be developed in this age of change, so I too want to ride that wave. But more than anything I want my wave to last another 100 years and not be washed out with the changing wind.

I battle daily in my field of marketing the temptations of organizations to change quickly to the future technologies of today’s society. The online revolution in marketing changes so fast and so dramatically that it is hard not to just jump into the raging river without a life vest.

This last week my school district where my children will be hopefully graduating from in the next 4-7 years respectively, chose to jump into a raging river of change involving how we teach literature, English and basic vocabulary skills. This change was not a knee jerk reaction and its supporters seem to feel it is the future of education; however I can’t find comfort in this new development.

I wonder if our culture today has decided to stop fighting. Did we even know we were at war in our own communities? There was a time when generations were developed on the backbone of our fathers. We developed foundations that supported our dreams and our visions. And even though our own country was born out of dramatic change and revolutionary vision, the foundation of truth they laid out was based on foundational knowledge of the past.

As we move forward in 2010’s we seem to have crosses a barrier in thinking that has allowed our will to feel safe with out foundation. We seem to have moved to a place where flying before we know how to jump or land is thought to be proper technique in order to survive.

My question … or Warning is this. What happens when the winds change again and we have no foundational knowledge to once again ground us? Are we raising a generation of employees and children that have been feed a vision with no circumstances? Although I would comply that updating and reviewing past practices for relevance in today’s society is a very good task to tackle, I would suggest that we are leaping into new technology or fads of today’s reality with recklessness and would be wise to review our foundations before continuing forward.

To be continued