YOU AIN'T GONNA LEARN WHAT YOU DON'T WANT TO KNOW

Sales Leadership.** (Part One) One

Sales Leadership.** (Part One)

One of the most daunting jobs for companies that I have found in my professional career, is how Sales Leaders are chosen, hired, and maintained.

First off, I think we can agree on two points, in regards to choosing a Sales Leader.

1) It is a very important decision (the choice of the person to lead)
2) The choice has implications BEYOND the Sales Organization

If you can agree on the above 2 points - continue reading, if not stop now, and DO NOT continue.

If you continued, you are smart.

If you did not keep on reading, and dropped off this blog two lines above -- you are one of the people that--- "looks down on sales people in general, and the sales function as a necessary evil in your company...."

News bulletin to you.

Your sales people know it. Leaders who have a underlying disdain for dealing with any sales type function, salespeople, sales issues, are doomed to being average BUILDERS. ( see my definition of builder) -- but, they will never ever be extraordinary leaders, and will NEVER EVER excel greatly in business. (and neither will the companies they lead)

2 questions (only of course for those that dropped off, or wanted to, and should not be reading anyway here)

* Does your company constantly attempt to "fix" the sales organization by bringing in someone from the outside, or bring someone from another division in the company to lead sales?

* What is the ratio of people from other divisions (or outside the company) that are transfered INTO Sales, as opposed to moving a sales person into another division inside of the company? (for instance moving a sales person into a pure marketing role, or operational type role - compared to people coming from operations INTO sales)

If the company is consistently trying to "fix" sales -- or is always looking at "who is next to go into sales..." , (to import another individual into the sales group) I have another news bulletin. Look in the mirror. More often than not, the leadership is confusing and muddying the MESSAGE that you want the sales people to bring to clients and prospects.

I emphasize, this is ONLY if it is consistently happening at a company, of course, leaders are allowed to make changes internally and with Leadership - but if it is with more FREQUENCY (that there is tinkering and changes in the sales division), and that the company alters the "face" of the sales group, as you compare it to other divisions internally on average, -- well you got a problem.

When was the last time the company moved a sales guy into finance/accounting? They don't - it never crosses leader's minds. Because Finance and Accounting are specialized, and require a special skill set.....

Well, so does EXCEPTIONAL SALES SKILLS.

(probably a bad example, because one of the most successful, charasmatic, sales leaders I worked for, was a accounting guy who was transplanted into the sales group, so there are exceptions to every rule***)

However, not too often.

This "beat" by me will continue. It needs to be understood, and appreciated that there are TONS of average people in every walk of life, including sales....but, the key is making sure YOUR SALES GROUP HIRES THE BEST PEOPLE -- AND IF YOU BELIEVE THEY DO, (hire the best talent)-- work to consistently make THEM BETTER -- by telling them on a consistent basis, that change is OK, but as a company we believe our message is right, our mission is correct - and our sales leadership has our support.

Companies often get this message across to their investors, as well as their executive committee.

But, they forget to bring the mission statement and support to the group that touches the clients, and prospects -- so that the company can have investors and executives.

Sales.

My motto for this entry should be: "Have you loved a sales person at your company today?"

Do it, you will feel better - and so will I.

If I had to pick

If I had to pick ONE album to take with me -- (as of this writing) it would have to be this one. This disc, just captures a great band, at a great time....and, if albums (or Cd's) have lives , this one was mysteriously neglected by me...loved, but still not shown the TOTAL attention it deserved)

It's been in my collection for 20+ years -- has gotten respect, but until recently, NOT NEARLY THE RESPECT IT DESERVES. My apologies to the artists.

I'm talking about the Rolling Stones "Exile on Main ST".

If you are looking for ONE record that will Knock your socks/rocks off - this is it.

You can buy it, and for those that do not know the tunes - it will sound like new music.

This caputured the Stones at their height, and once again, to credit Fred Wilson, who literally made me pick it up again, after he questioned, which side is best?

If you buy the CD, you will not know that there were orginally 2 records in the sleeve with 4 sides. On the CD - it just shows AS ONE LONG CD.

I'm telling you, this is it....if you dont own it get it, you will thank me...as it is now in FULL time rotation both in my head, and in my player.
Here is the Amazon link-- get it (if you dont own it, or get it off of ITUNES) if you need something different, and let me know after a few listens if this is not THE BEST.

Email EZ-Pass Fred Wilson, over

Email EZ-Pass

Fred Wilson, over at his blog - has a story about AOL making marketers PAY to deliver email to their subscribers....(basically paying a toll to get to talk/send email to a AOL member)

Basically the email business is "permission based" - meaning that as consumers we opt in to recieve content, personal information, or promotions that WE request. It is communication at it's finest - and all your bills, statements, will soon "INCENT" (make it lucrative for you) - for them (marketers) to switch their correspondence with you online.

Spammers are kept out, because they do not abide by the rules of the road (or ISP's) - and generally spammers, cannot pay the "white list type fees" to a host of companies --- but there are NO companies that any ISP has said "you must deal with (insert company) to be able to get email into our subscribers."

Until now.

Fred, who has a stake in Return Path - is questioning the decision by AOL to basically make all marketers pay a "toll" to reach the AOL subscriber, so that AOL reaps profit from allowing email coomunication by marketers into their world.

I'll let you decide (based on Fred's take) but, if this is true, its just another reason why AOL is lagging far behind Y/GOOG on all fronts online. Their peers are focused on different issues - one's that will have GREATER IMPACT on the future, and it shows based on where interest, and monies are flowing....

This one seems like a short term (stuck in the past) idea. I mean, can you imagine if I wanted to drive on the NJ Turnpike -- and they DID NOT accept EZ-Pass - they only took EX - Pass (a hypothetical competitor) - and, now I cannot drive on the Turnpike, or I HAVE TO SIGN up and pay potentially higher rates with EX PASS?

See Fred's take for yourself - HERE

Maxell Tapes. Maxell Tapes are,

Maxell Tapes.

Maxell Tapes are, and were, a huge part of my life. To be specific, Maxell 90 minute cassette tapes. I have over 900 of them.

They were amassed over a 15 year period of time, and I probably have not added to the collection in 6 years.

Why?

My "hobby" involved with the collecting of the Maxell's, no longer exists, as the whole "enchilada of my hobby went online...and based on online streaming as well as CD burning."

The one constant of being a Grateful Dead fan was the interaction of trading tapes, trading amongst fans. There was no internet yet.

You would meet someone in your circles, (through a friend, at a social event) and one of 2 things would happen.

* a list a few pages long would be produced from the persons back pocket ( a list of their entire collection, single spaced with source taped from, generation, as well as equipment used to record the concert, and ratings -- kinda like a wine collection with ratings by the holder)
* stories exchanged, along with mailing addresses

This interaction would foster SOCIAL BONDS. Not to mention, great tapes could be traded amongst fans.

But, each tape had a story of how you acquired it, and more importantly YOU COULD PICK HIGH QUALITY RECORDED SHOWS.

But, you know what?

More often than not, it was the "average, or less than average, recording quality shows" - that for some reason got more attention from my cassette player.

I liked hearing a little crowd noise, I liked hearing a loud roar during "China Rider" or a little sing along from the back of the taper section during a stellar "Tennessee Jed" -- one line in particuliar signified a Dead show, and encompassed the parking lot scene, (for those of us who frequently got on the road, a overnight stay in the parking lot of the arena, or a local lot near the venue) -- this line needed good crowd energy...and no matter what, was the barometer to measure good crowd interaction.

"Drink all day gonna rock all night
The law come to get you if you don't walk right"

The main point is, I was DRAWN TO LESS quality tapes and shows --- and more to INFERIOR sounding cassettes, and shows to hear the ZEITGEIST -- and the SPIRIT of the unspoken moment.

I gave up sound quality, for FEELING.

The internet at large gives us more, more quality -- more experience at acquiring ...but AT WHAT PRICE?

None, to little interaction.

Kids today who are Deadheads, have never traded music. Kids in college can download literally hundreds of shows from servers in a weekend, and have a HUGE COLLECTION of shows -- AND CALL THEMSELVES COLLECTORS.

They are.

It's just a different medium, in a different age.

I hate to say I yearn for the old days, (old days, being pre-web for a Deadhead tape collector) but, I do.

The bonds, the acquaintances I made, the stories of each and every tape acquired -- "from a guy in Pittsburgh we met at a rest stop..." to the "Older couple at Shoreline Ampitheater who sent me stickers with each show I wanted..." -- to the guy on the Indian reservation at Compton Terrace in Arizona, that not only fixed my broken down car -- but gave me his list of tapes, and SENT ME 20 killer shows - expecting nothing in return..."

To today.....just go click on a link - and download the show to your computer.

It's "High Time" to bust out the Maxell's......and thank them for all they have given me, even though they are "old school."

I will let those old tapes tell a story - with each dusty opening of the hard plastic covering.

AAhhh, simplier times -- did I tell you I miss Jerry?

Here is a idea regarding

Here is a idea regarding HAMAS - and Israel's future in dealing with them.

The FIRST time you hear a country propose (no matter which country it is) that Israel must diplomatically deal with HAMAS...I want you to ask them this question.

"Would your (insert for instance, France) country have a STATE DINNER (with full diplomatic honors) for Osama Bin Laden? And, if you won't -- DO NOT expect Israel to negotiate with Hamas. Or, if Osama is out of the question, please have a state dinner for the President and Supreme Leader of Iran....would you please?"

If the country does NOT do that BEFORE they ask Israel to accept HAMAS and negotiate with terrorists -- then they are phonies.

Wanna take bets it will be a European country, - 2 to 1 says France....

Media consumption -- and changes.

Media consumption -- and changes.

Recently, I wrote about Howard Stern, and how - since he went to satelitte radio, my listening habits changed quickly. The piece is here.........

I noticed last night in our household another significant change, in regards to TV.

My wife and are NOT rabid TV watchers. I would not say WE RUSH HOME, or schedule anything around any TV event. However, with TIVO - this has changed. (we actually make time to watch the things WE LOVE)

My favorite show is called "The Office" - however *(british version linked) - this show kills me.

I can watch the five episodes I missed, in one night - and enjoy every single one, and still yearn for more after a 2.5 hour digestion of the show.

The show is a riot, I highly recommend it.

However, 2 main "consumption points to make" in regards to how it affects my household behavior -- the ability to TIVO..

** I'm not watching Saturday night programming.
** Not watching ANY commericals (you can avoid those altogether, when you TIVO)

So, in a span of a few months, (between satellite radio and DVR/TIVO) our household's interaction with media had really changed.

Can you imagine, as we can pick our content from EVERY MEDIUM - EVERYWHERE, suddenly, the ability to target (from a advertiser perspective) changes radically as well..

In our area, we have a "Mr. Fix it Guy" -- (I'm sorry to admit I am seriously deficient, when it comes to repairing anything around the house, he comes and fixes leaks, paints, and even helps hang new chandeliers) -- but, that same kind of guy could be the ........

"Mr. Media Consumption Changer Guy"

What does that mean?

A professional guy to come in and set up all your new gadgets for a fee, and teach you how to use.

For instance (to name just 3)

* IPOD
* Satellite Radio
* TIVO

Many people (sometimes me) are intimidated about setting up new technology, and this job could be for a retired, "gadget guy" - who gets it, can teach, and enjoys helping others.

I'm telling you, I am in Advertising, and if I saw one of those type "sheets" hanging in my local grocery store - I might have not only given it a second look, but called and had him do it all to help me.

Just like media convenience, we are looking for "gadget ease" -- and this is a crucial void for folks that are "late adopters..." (and there are many)

Change of Behaviors and Needs -- I think is another recipe for that million dollar idea...and now it's your's free for reading this blog.

I have gotten a few

I have gotten a few emails about the post below. (Israel and the PA, it should have been titled - "My Brush with Hamas")

Thank you to those that took the time to send email to me, I appreciate it.

I have updated the comments tab below each post, so that you DO NOT have to log in, to become part of the dialogue...( toleave a comment, you can now do so anonymously)

Be well, and thanks for visiting -- content below.

Israel and the PA Elections....

Israel and the PA Elections.... In a weird way, most of us knew we had this coming. Hamas winning the elections, and a majority control in Palestinian life. A terror organization running the government of the PA. We had it coming. Lisa (my gorgeous, loving wife) and I were involved in a suicide bombing on Sept 4, 1997. We were vacationing in Israel, spent time in the North in the Galilee, Tel Aviv, and our first day in the city of Jerusalem.

We were eating falafel in a restaraunt on Ben Yehuda Street....the heart of Jerusalem, and a pedestrian mall. Shops, Retailers, stands, McDonalds, and all the standards you would find in a mall....(but outdoor)

It was nearly 3 ' clock -- and the school children were just arriving with their backpacks in tow, to hang out on a sunny day, eat,sitting on the chairs, benches, and chatting....and just as 12-13 year old kids do...."chilling" - it was about 75 degrees.

We walked past them all, and into the restaraunt... I took special notice of all the smiles, giggling, and the familiarity of being back home...




Once we got in BANG-- the loudest noise I have ever heard....

The roof fell on us.

Darkness *

Silence *

Then another BANG --- the 2nd loudest noise I have ever heard -- (it was 15 feet away at the front of the establishment)

Silence *

Common Traits of great ARCHITECTS.

Common Traits of great ARCHITECTS.

In a previous post, titled "Architect vs Builders"-- I wrote extensively about the differences between someone who is a visionary, -- as well as a person who can execute.

What makes a GREAT architect? (see link above for clarity, on defintion of "architect")

There are certainly traits of great leaders, leaders who create, conceptualize - and inspire others to follow them. Are there "commonalities" in these characteristics?

Every person has a different barometer by whch they measure "greatness" - but I'd like to share with you, what I think the common traits are based on what I've experienced, and from my perception.

* Putting their EGO, and personal needs, a distant second in their lives for a short period of time.

This is often underlooked, but most great leaders early on in their process, have a vision -- and in order to begin to build on it often place their immediate needs, EGO, and relationships -- in second place -- in order to to further their ultimate goal. They have a goal, and in order to fulfill it, they make sacrifices that most of us cannot understand nor fathom, -- and most will not be placed in a scenario to fully comprehend it until they are well beyond it, and can look back and go, "whew...I was crazy, I don't know if I'd do that again......"

* Not Afraid to Fail

Not afraid, and "wanting to" fail are different. But, ask any visionary early on....90-99% of the people just DONT GET YOU. I love the story of how Bill Gates pitched his concept and idea to a company early on, and the EXEC said to him, "what are you crazy, there will never be a day when workers will have computers on their desks..."
As a sales guy, I can only imagine what he was thinking on his walk out the door, another failed appointment --- yet he stayed at his task -- failed - yet he believed. Case closed.

* Creating a Personality - and Sticking to it

This is as important as the product itself, getting BUY IN, and acceptance from your early supporters. This is not done through the gadget, but the SELLING of your passion and personality -- everybody has to sell at some point -- these special people SELL MORE, and have a personality they have developed to convince others that not only are they the best, but their idea is to -- and, they stick to it.

Utterly Convincing in their Dedication and Comittment

This should go under - GET ON THE BUS, or get off. I remember a interview I had where a boss jumpred on the desk, (he was wearing a suit) -- and stomped onit 3 feet above me, I thought it would collapse. He flung his arms wildly -- and made his case. I said, " if this cat was willing to do that - stand on a rickey desk, make a looney bin out of himself, yelling at me in the interview, well that was A GUY I COULD WORK FOR, and be inspired by"--- ( I won't tell you who it is until he gives me permisssion) But, that story basically was a lesson to me in how to inspire my group, and convince a staff that the only way to success was dedication and commitment. He taught me this, and how to COMMUNICATE it. This is critical.

Knowing VERY EARLY their WEAKNESS

This is simple, yet hard--- and seperates many from the pack. Telling everyone within earshot early on, "I cannot do this...." And, making it FUN for others to pick up and run with the weakness..... AND MAKE IT A STRENGTH.

Being exceptional at "Watering their Plants"

I use this phrase often. It means that a architect "gives love to key people and resources" making them feels as they are critically important. (even if they are not) But making EVERYONE feel as though they are "part of the process" -- inspires action and implementation of the vision. Early on -- the architect needs to execute, yet their are NO processes in place....the WATERING of the plants, insures that measures get taken, and tasks get completed.

Paranoia

Show me a architect without a healthy dose of paranoia, and I'll show you a pretty good "builder" -- but not a TOP (high echelon) architect.

Willingness To Gamble at LEAST ONCE, Jeopardizing it all

On the way up, usually early on, taking a HUGE leap of faith...(gamble) on something, trusting, a client, a relationship, a investor -- but something that they look back on as the "big break that coulda gone either way..." This usually is called failure if they make a bad call, but I call this partially BLUFFING your way to the top -- and staking out ground, putting in the flag....and hoping you win. The flip side of winning is utter disaster, and decimation of the new idea -- and usually the architect understands the consequences...and is willing to take them to succeed.
If this does not happen (gambling, at least once early in the process) we are probably NOT talking about a architect.

Knowing When to Walk away

Probably the most overlooked, but critical. Being focused enough to move on. It's a special trait - and requires a whole different set of skills than most people possess.

There are certainly more, but this encompasses pretty well the framework of a GREAT architect in my world....any more suggestions or addtions feel free to contribute.