Showing posts with label @optioneerJM. Show all posts
Showing posts with label @optioneerJM. Show all posts

Friday, September 15, 2017

Know the rules before you start communicating



There are often repetitive messages in my Meanderings, and it is rewarding when someone of superior intelligence grasps the meaning behind the messages.

Mike and I began our Social Media journey at about the same time (2010) ::... I was nudged a little harder over the cliff into the abyss slightly before him, and became what I thought as an unlikely mentor to someone who was highly successful and brilliant in his own right -- a successful book launch being a key metric that I recognized early on as a method to delve into credibility online among the endless noise and self-promotion of many self-described "experts".

Steadfast still, I am firmly entrenched in the belief that nobody can define themselves as an expert, no matter how many followers one has.  It is derived from how others describe you:  what do others consider you knowledgeable about is one thing, being credited as an expert quite largely another.

Mike reached out to me a couple of weeks ago via email, one of the few entrusted connections online that have never been derived from a face-to-face meeting at an event, social or association.  Not even a telephone conversation.

Having a virtual or personal conversation with a man who is not a relative, business associate is frowned upon as it can lead "to other things".  However, you can still be disciplined in having rich conversations and exchange of knowledge and learning from others regardless of gender.   There is an invisible line that should never be crossed.  




During a isolated time in my life when I was a regular church attendee, I still recall a message that resonates today from a wise Pastor:  do not be afraid to create friendships or be asked for advice from the opposite gender.  However, there are some areas to stay far from to keep it from falling into a downward, unethical spiral:


  1. Include others in the conversation so that it is not isolated, clustered by only two (the Pastor suggested that he invites his wife to any meeting or event that he wants to avoid falling into the trap of questionable conversations, particularly marriage counselling).
  2. It is okay to sprinkle in nuggets about your life partner, spouse, wife or husband, children, as a distinct flag that you are if not always happy, happiest with the person you are with and have no intention to stray.  Cheating is not at your core values.
  3. Keep it professional so that at any given time, the conversation may be shared with a sibling, friend, child, parent, spouse, partner without any guilt.
  4. Keep the topic off of relationship radars:  particularly complaints about your partner's shortcomings, dissatisfaction with your relationship in any shape or form.  That should be with your church minister or mosque elder.
  5. You can have a respectful, fruitful relationship with a person of the opposite sex, when your radar clearly signals "in a committed relationship with not a sliver of disregard or disrespect of your life partner".
  6. Any of these apply to anyone with leanings towards same sex or transgender relationships.
You CAN have helpful, rewarding relationships with anyone so long as you know your boundaries and it is clearly communicated by not so much by what you say but how you act.







Thursday, September 14, 2017

Sound your battle cry

Most people would say that they would rather have their eyeballs poked than to meet with a salesperson.

Said nobody.
Not unlikely most people can think of dozens of excuses they could come up with to avoid a meeting with a salesperson.  There is no statistical reference, but the message conveys strong logic.

Bullying supreme.
If far more rampant in the workplace than any other place in the world.  Hidden.  Forgotten.  Ignored.

An acceptable temperament 
of a drill Sargent who scares people, not garnish loyalty.  Ones who decay a corporate pride to an emblem tarnished by the dismal noise from its exuberant military dictatorial culture.  

One guy's blunder causes a debate
One which should not have been needed to be educated on the error of his data.


I will endeavor to do so.


DEFINE your MISSION statement? That is your VISION statement that defines who you are

I've certainly uncorked some momentum by observation.  From a chattie-like chickie to an absorbed absorption of knowledge.  A twist on words intentionally.  I was thinking the other day and didn't want to forget to express the concept ::... to follow in principle that you don't compete by crass demand nor unfair practices, the plight of the underdog or woman, driven by transparency and honesty with the desire to expose the truth, spotlight the unfairness, help others be even more remarkable then they already are.

If you can imagine, ten years ago, I wouldn't have been blogging.  What an inspiring concept when you think about it now.  To have been at the extreme very bottom as a technology emerges.  Let history be written by the authentic witnesses that remain.  [ With the largest cluster belonging to my crew, we inBETWEENers::... the tip of GenXers and the tail point of Baby Boomers > the more "unfortunate ones who become brilliant" is our LABEL as we create our own version of YUPPYdom because we beat to the same drum.

Did you run away?
Or cast it aside as mere ramblings?  Caught by the crafty TITLE that is getting better by honing my craft.

I can go back and insert here {{ reminder to self or blessed Virtual Assistant I so desperately need -> I should ask Amanda? }} to the very first blog I ever posted on social media.  It is somewhat unraveling and mostly uninspiring.

Until now ....
I've clearly been attempting to go back into my roots.  To determine perhaps a few secret ingredients I possess, that could be shared to either a) inspire someone to become really GREAT at sales, or b) someone who already is, or lastly, not less importantly c) someone or some company who want to plunk in their data and pop out the best candidate profile for your company based on the specific data that you feed it.

Gail forces blowing in
That's what I learned was what our team in Calgary called The Publisher of our magazine family.  That was long AFTER I survived an interview with this very charismatic, smart, classy lady.

The wisdom of the story teller, Donna
Ironic in two very distinct different settings, I worked for, with, and under a Donna.  At the very infancy of my sales career [ she was still the smoothest question asker, that made people felt safe, their best interests were at her heart, and that rang with sincerity.

Defined mission statement
I don't remember the conversation or really how it goes.  I simply recollect or few minute preps by these remarkable women had impacted on my life.

My resume tossed aside
went flipping and flying off of the gun metal inspired desk with the chrome edging [ now I know why I can't part with my similar war era file cabinet in that distinct matte green ].

This lady leaned forward
and looked me straight in the eye [ not the kind that you could awkwardly shift eye contact as though something like a passing plane flying up above outside the window caught your eye.

You were eye trapped
The worst moment of torture that anyone can be in.  It is a secret code of very strong women who have so many stereotypical bias they have to overcome, never mind squished between dominate forces like Baby Boomers and Millennials, being squeaked out and stomped on.

I can teach anyone to sell
is almost what it sounded like she told me.  But in between the dimness of memory and the spark recollection of a big ah-HA moment.  It wasn't that.  She said she didn't want to look at my resume, she wanted to get to know me as a person, in those lightening bolt moments that stretch into more minutes, I had not prepared in that way.  Talk about me? HUH?

I guess I haven't shut up since.
Thankfully, having a blog allow me the freedom to share knowledge and the reward as I grow the numbers faithfully, fearlessly and steady.  Because Gail taught me the numbers and then Donna showed me a more emotional sell technique.

Where one more slower and more thoughtfully projected
the other took most with overwhelming enthusiasm that made them want to just be around, get a boost just from a positive vibe.

The birth child of Gail, Donna, Donna & Donna
If it were possible, it would be a really cool thing to envelope some of the warm and fuzzy qualities that all the Donna had.  One was the most intense successful powerful smart lady I was really VERY fortunate to be taught to.

Advertising is science and don't let anyone let you think differently.  The justapox of that is some people are paying other people some really extraordinary amount of money just to extrapolate numbers from.

If you just take a look at how sophisticated the online forms are becoming, it is alarming.  We, as any many of us online folks are at risk to.  Thankfully, as a late bloomer in a new bloomer world, I was finding the need to absorb only what is necessary at any given time, in a hurry to obtain information that this Glutony by a decease that necessitates more and more information and learning.

Gail exercised my brain and established the love of numbers in my soul.  So, in answer and simmering anger at such evil and harmful writing, I recognize women who have impacted me and mostly in the love of numbers.

To that a-hole who was exposed and exited from Google speedily after his tirade that women were not as smart as men, therefore, that is why they don't do as well in the technology field.

My answer to that is:
hug your mathematical formulaes and your sophisticated algorithms.  Because it will be the story tellers and the story makers who will emerge as the super hero of today.

Create all the numbers you want and pocket them in the cloud
which will get bigger and bigger filled with useless information that nobody has the heart or the courage to turf anything anymore.

The arrogance of the engineering youth destroyed his ability to continue to learn.  He forgot his roots, ever so obviously.  Everyone starts at the bottom.

Watch the Bruce Lee documentary to be inspired
which at the core of his beliefs and some discounted teachings were:  be true to your own true self.

Be your own true self whether by brand or title
I think that brands cannot have accounts on social media that are not highlighted, blinking or colored differently on all the platforms.  Then we'll all become more adept at averting spamish, self promoting egotists.  Not that SPAM has always been a bad thing.  I remember the squeamish, sickening feeling when my mom tried so very hard to dress up SPAM for dinner, a really economical means, I'm sure, for feeding herself and four children, five she always said if she counted her husband as a kid.


Saturday, September 9, 2017

forecast the FORECAST numbers




How healthy are your numbers?
As in:  how intimately do your know your numbers?  

What numbers you say?
The ones that identify you.

I'm just a number you nag?
Nope, unique to you and nobody else.

Does your brain need exercising?
More than likely if your reaction is to break out in a sweat
imagining gosh-awful mathematics disciplined calculations.

Naw, these are your own.
Your online DNA, meaning unique singular identifier.  
Based on your numbers, which mingle with all other stats 
aligned and influenced and promoted and/or clicked.

Those are your numbers?
Yes, and even more.  The secret to numbers is 
to do flips and handstands ... around them, spinning them into circles.

Telling you the story
of who you truly are.  
As you are in control of your destiny
when your fingers fall on a keyboard relaxed.

You are attracted to and attracted by quality persons.
Is part of your main brand.
No maliciousness or callowness promoted.
More in motivation, inspiration and devoted supporters.


Friday, September 8, 2017

SOCIAL MEDIA revisited FORECAST educated



I was wandering around social media, as I often do.  Living a country song in real life:  married to a Hunkster Hubster, my faithful companion Buddy [my Border Collie]; a productive week of sorts [battle my demon of "anxiety" caused by the realization that BULLYING is alive and well in some toxic corporate cultures that are so cloaked in manipulation and a play on words, causing it to be very difficult to prove::... EUREKA!  After a great deal of reading, researching on a potpourri of organizations, help associations, evaluations, discussions and distinguishable by authentication by psychologists, psychiatrists, therapists or medical practitioners ] they all basically agree that IF YOU THINK YOU ARE/HAVE BEEN BULLIED you likely are/have. ]

Take a look at this YouTube post by my content source favorite:  MASHABLE [which I reSHARE their content on Twitter faithfully, with never an acknow- ledgement of even a #RT never mind a #ThankYou hashtag on the feed.  Once, I had someone who was very observant that I tended to share @Mashable content consistently asked whether I belonged to Mashable.com or an affiliate of a compensated kind:  aka Brand Ambassador ].  



HEREIN is my comment, nestled among three really stupid ones ::... which makes me ponder if only gamers pay attention to Mashable.  Here I am a white, 50something, Canadian, Lady [how unique can one get on Social Media eh?] a solid follower of Mashable's since I can't remember when?  Likely, far at the beginning when I just grooved to the beat of their vibes from their posts:  unique, coolio, informative, positive or bizarre [pick your own perception of this really cool e-zine online!! ].  It is my intent to become a Brand Ambassador of sorts:  which usually include:


  1.  Informative, helpful, unique, inspiring, bizarre content under one umbrella
  2.  A cache of intellectually stimulating content
  3. Attractive to a distinct, talented crew of writers, assemblers and ensemble 
  4. Provides a wealth of information to sop up and absorb
  5. Has created a groove and a beat that resounds among a hipster or yuppy
  6. Is unrelated to race, country, politic, faith, color, educated or economics
  7. Has the gift of the spirit of sharing by creating share-friendly buzz
  8. Is more about the name "Mashable" than any singular contributor, artist, writer, innovator, video, mainstream oriented - NOT - material
  9. Eye catching wording or visuals, it begs to be clicked on 
  10.  Appeals to the curious, knowledge junkies, innovative, creative types.


Have a look with my comment after you take a look at the video link:





Brilliant!!  [ HEY! Who are the Bozos commenting here? ] I noticed the clear tribute to Hyatt which is signifying that this was "sponsored by" Hyatt ::.... which in social media terms means:  "PAID for by" .... I think that authenticity and credibility would go a far longer way if every Brand Ambassador, Blog, Website or Social Media Brand [ think:  instaGRAM as what I consider "the universal endorsement" social media site ] ::.... if it was REQUIRED to show in Profile that u are paid by a Brand 4 what U tweet or share.  


Another gem I uncovered while letting the content follow through on the headline after garnering a click:





It's no wonder the most prolific personalities or brands online are actively followed and sought.  There is so much abundance of information that allows you to discover a deeper insight to your own being by what attracts you and then ultimately you attract in kind.  





A giving bunch who belong to the inner sanctuary of the giving kind.  Not of financial means, more often abundance thin by monetary value but rich beyond imagination by having something in common:  helping others or helping the world become a better place.  

By observing your own stats with some sort of frequency, if not any kind of regularity, you can reach and get in touch with what others want to hear from you about.  Mine have been sitting there as plain as day or the sparkle of sunshine.  Understanding what it means is a great discovery.





Take a look at the numbers.  My consistent mass hails from Brazil.  Maybe a sign that this is the place where my soul aligns.  Or, if more pragmatic, objective observation is where you're inclined, the simple fact that Google's blogspot features easily translation, that removes restriction of reach by language distinction.




Brazil loves and keeps on giving the love to "Build a 30-60-90 Day Plan".  More instructional than philosophical, it lays out how to do just that.  Even to this day, Google is often my best online friend.  As it gets to know me, successful results abound.  Closer to what I have had in mind then my mind knew.




Taking a queue from my faithful crowd:  what is the content they most enjoy or find of value?  The ingredients to a successful sales path.  Less philosophizing and more educational.  You have a feel for what you are looking for whenever you are creating the content, the report, the analysis, the research, yet until you see it emerge does it create a spotlight.

I will proceed in the coming days on writing a more instructional blog on how to forecast accurately and consistently ::.... primarily geared towards the sales professional or those that aspire to be.


Thursday, August 31, 2017

A lifetime love affair






Publishing indeed!  
I just adore magazines the same as the way I loved figure skating ... a quick bond and a lifetime love affair.  



August 2017 biggest accomplishment
As August 2017 comes crashing to an abrupt and disastrous halt.   I've taken in some quality movies and series, primarily from HBO. 





 Not surprising that HBO leads the pack (with Netflix nipping at their heels).  Not only was HBO an early disruption to network television, they also proved that there was a sophisticated, educated, and most likely upper income situated, who would flock to quality programs.

No, they didn't just become a reseller, they created content.  It is befitting that their great Game of Thrones is leading the buzz both online and in conversations, dinners, viewing events.




I had taken a sabbatical in life.  Withdrawing unto myself, with a deep reflection on the past.  Ironically, the highest KLOUT ranking than I'd had since KLOUT reinvented itself, causing a free fall of early adopter scores by at least 15 points.

Lucky for many, online marketers don't look at authenticity reinforcement like KLOUT or KRED scores.  That has something that has always puzzled me.  Particularly in Canada:  because these scores establish true influence, define audiences and decipher appeal of a profile.  Just log in with ideally your Twitter handle, then add your Facebook page, your PINTEREST boards and instaGRAMs etc. to connect everything together in one full swoop.

I received a personal email from one of my first real online connections, Mike Lehr, a couple of days ago and struggled with a response.



My greatest accomplishment
in August was achieving the highest mark on Solitaire from my computer.  Talk about mental shut down or just turning off my "give a damn meter" completely.

Granted, the highest mark in Klout Score for about 8 years is remarkable.  What is more amazing is I probably have spent a lot less time online.  

The beacon was there but my cloudy mood wasn't seeing it.  Sunglasses towards life.  Muted, darkened and cloaked in disguise.  Dwelling on the has beens, the should haves in the twilight of life.




Mike made mention of the tag leading him to the conclusion that I write a lot about those of us in our 50s and plus.  It is a fairly closed society I would admit, but not an exclusive one by any means.

Leading the helm being born in 1961:  when, according to either Boom, Bust & Echo or The Popcorn Report, it was the worst year thus far to have lived in.

I started reading about demographics in the early 80s .... I know, that time of YuppyDOM and YuppyHOOD - the stamp of coolness presented in the being you represented.




I admit to being a Yuppy of that era.  I admit to having puffed up bangs and during the week wearing a ladies suit attempting to clamber up the chain of career, not unlike the baby turtles climbing over each other to attempt to escape the pail in which they hatched from their shell.

I do write to so many of us that were born in the middle of bomb shelters and a United States invasion.  Nuclear war seemed eminent between the US and Russia.  The authors of those events, the greatest politicians the world had ever seen:  a storybook tale, among a loving family, loyal brotherhood, beautiful wife and charisma telling stories of hope, pride, and human-kindness to all people of all colors.

One of the few things that Mike said that made me think again:  whether my 50s have been a disappointment?  Uncanny, that love, friendship, life & family have been some of the best I've been lucky enough to have.   It has been the worst in my career in equal proportions.  That is a very frustrating circumstance to be in.  



You have the war stories, can regale heroic accomplishments, awards and rewards but somehow sucked into this hole that, like the turtles is hard to climb out of.

Depression and mental health issues must be alarming for anyone 50 or older.  Unlike your elder Baby Boomer siblings who have glided to the opposite spectrum of life:  Semi retired by 55, kids all university educated (without the debt load) because you were parented by those from the great depression era and had faced huge obstacles to get to the other side:  optimism, reward, recognition, service, loyalty, dedication, beliefs.

In similar fashion, and dipping into my fascination with numbers, I wonder how much financial foresight they had to have by when in order to fulfill many of us others wildest dreams.




Some of us got on a treadmill and forgot what gave us joy.  Too caught up on just making it through another day.  The pressures to not just keep up in the Yuppy attitude:  comparison and competition drive our segment.  Where our children have become entitled and tenacious.  Like Yuppies, Millennials know what is going on in their world:  the threats, the competition, the need for education, striving to get ahead in a very large age group.  

I'm lingering around the 1960s and older who are nipped at the edge of Baby Boomers who had all the best opportunities.  Waiting and learning, we had to observe, ask a lot of question, and act as a sponge, embracing lessons from others' failures, rapt with attention to their climb into iconic status:  Steve Jobs, Michael Jackson (watch it on HBO right now), who are admired and respected, after many years of disappointment, disillusion, accusations, failure.



Steve Jobs and Michael Jackson, the ones before us:  Baby Boomers, taught us valuable lessons and a common understanding:  the higher the achievement, the more likelihood of opposition, targeting, slander, dishonesty, suffering, monetary loss.  

Survival is key
Surviving is a critical characteristic we in our 50s share.  We've faced so many obstacles and had to start over more than once.  Or, had to rethink our own perspective and outlook.  Maybe change how we view the world, banishing bitterness to deep hole of the past.



Rebound, rejoice, rejuvinate
we have the energy to realize we still have a lot of youth in us along with knowledge accumulated by failure or lack of luck.  We've exercised our energy to levels that our technology dependent youngsters have become so reliant on, the likelihood of them being able to read a traditional clock, nondigital form, is rare.  We grew up with the basics, started with the basics, and able to conjure up some pretty cool answers to solving a lot of problems.



Once again, we're faced with much greater of forces of life:  no longer just war, struggle for power, and financial supremacy, today you have to worry about safety, violence, terror, corruption, like never before.

Conditioned as survivors
YUP! We Yuppies can set the tone, raise the bar, lead by example on life's greatest lessons.  In style, polished, educated, ethical and poised as our parents and grandparents instilled in us, not simply taught us.





Thursday, August 17, 2017

Happy healing and healthy being

When it seems like all other areas in your life are falling apart, there is only one thing you can possibly control:

HOW YOU REACT!








If you try to be the best person inside, true to your truest character, spectacular vibe and kindness to everyone ~ you HAVE the ability the change not only how you view the world, but also how the world views you.

After facing bullying myself for the first time in my life after turning 56 years old just this past April, I find strength building within me, not without the assistance of my therapist Marjory.

At this prime time age [ NIX the MIDDLE AGE already!] you have earned the right to be who you ARE!

Fashion 911 Board on Pinterest > SOURCE < Link


I'm not saying if you're a guy, you are aspiring to be a character cast permanently henceforth as the "grumpy old guy" or "old perv".  Nor am I suggesting that we women have to resort to comfy shoes only, bloaty tops with massive floral collage intended as a decoy to hide that post-menopausal early trimester pregnancy look [ that MOST women experience regardless of race, color, demographic  [= age + education + where you live], location, living conditions].

You MAY think if you wear those life-weary looks of drooling at really young girls or scowling at their belly buttons showing or deep enough cleavages that makes toe jam look like a speck of dirt.

What about testing my theory?
Be the truest you that you can possibly be!  There is no linkage or printed guides or rule books or user manuals or YouTube videos required.  Totally unique to you, wired closely between the head and the heart.  More close to your identity than your DNA.  You.

Who you were meant to be.
Forget about looking at the past.  Examining and spending so much agonizing energy on what ifs?  You CAN start to be you.  There is NEVER never enough time.  You do not need pocketfuls of money or unlimited VISA limits for shopping or pulling together your look.

Yes, it starts inside.
Nothing more difficult than asking yourself:  "What do you want?"  At my first therapy, recovering anxiety from the bullying experience, Marjory started with that simple question.

Journal til there's no ink left.
That was the instruction.  Start writing and writing and writing.  Regardless of what you are writing.  No judgement, complete privacy, just empty your heart and your head essentially is what I thought it meant.  Yeah, it took me outta my blogging, which has been mostly a release of the brain:  sharing what I know.

Helping people.
That's what I like doing most.  I tend to focus on avoiding the pitfalls that I've had to go through in order to clear the air and focus on moving forward.  By saying forward, I am meaning mostly that you are just .... 




LETTING GO ... 
..... letting go of the past.  With a big picture in mind, putting all the junk in a bubble:  lack of confidence, humble beginnings, shortfall in knowledge (aka lack of formal education), poor body image, horrible childhood, victimization, gender or race discrimination, divorce, violence, bullying, failure, disappointment, hurt ......... put it into the bubble [ aka journal if you need to about that stuff so that you can talk it over with a therapist ~ breaking the rules of letting it go ].  

THE BUBBLE FLOATS AWAY
Bouncing with the tide and blowing with the wind, the bubble has left you behind.  Now what are you going to do?

BE HONEST WITH YOURSELF
Now that you let all that toxic waste float away in the bubble, what do you have left?  Only YOU.  What does that look like, how do you look?  That's where the "What do you want?" steps in.

What do you want?
You can write and think all you like about lists upon lists of the little things to the gigantic dream.

"The bigger the dream,
   the more the hard work."
  ~ Jeannette Marshall 
    @optioneerJM 

No item too big or too small.
If it is what you want, it is what you want. Remember, in your private journal, it is YOU, it is private, it is between "Me, myself & I" if you need a debate or thrive on controversy go for it.

BIG DREAMS = HARD WORK
There are no short cuts for you skippies out there who like to dart around things and stomp on people to get to where they want to be.  What seems like an overnight miracle are years of perspiration:  that's what I extracted from watching THE NINETIES by CNN where its focus was really about the first kings of technology:  STEVE JOBS and BILL GATES.  Even if you want to lean towards sympathizing with the founders of NETSCAPE, stop it.  They earned millions of dollars on an idea they were able to execute.

EXECUTE ideas.
Don't just talk about it, give your ideas away, or work for a company who will gladly swipe that idea under the umbrella of corporate regulations and employment contracts:  what you create there becomes their property.

Life is unfair.
Get used to it.  Heck, if you're in your 40s or beyond you should know this by now and stop talking about it or how luck evaded you.

GET THINGS DONE
 Getting things done requires elbow grease or perspiration or agonizing or choices.  Checking things off mental lists that surface in the middle of the night when you are longing for slumber.  EXECUTE. Complete.  Finito.  Bon Voyage.  NEXT? Get'er'done already!

I got ahead of myself again, per usual.  Jump forward, bending sideways, and sometimes losing the very important point.  I guess that is the part of blogging that I really enjoy:  helping others and exhausting those thoughts that don't fit into a journal and may be better to share.

When I wrote what I wanted, it wasn't about material things, I am very fortunately married to Hunkster Hubster which I appreciate most days [ trials and tribulations of married life is normal ].  Sure, I'd love a much bigger house in a tropical locale with the web my biggest tool [ or hammer, depending upon my mood ].  

FOCUS ON THE POSITIVE
Was what I thought I really wanted.  Until you try it, you don't really realize or appreciate how difficult that is.  I think it was Oprah Winfrey probably in the 90s who got everyone thinking about having a GRATITUDE journal, whereby you wrote about what was positive that happened that day.  Even as you wake up, you can write down what you look forward to that day.

COGNITIVE BEHAVIOR 
I am at the very early, formative stage of doing cognitive behavior development.  With my baby toe on my right foot touching the tip hesitantly.  I hardly think it is possible without emptying the brain and the heart of anything toxic, and placing it in the bubble to float away.





Happy healing and healthy being,

Jeannette xo

Thursday, July 20, 2017

What type of sales professional are you looking for?



The following blog is my all-time most read blog.  It certainly does focus on sales.  My first love.  My career sweet spot.

I challenged organizations to define the type of sales professionals they want working for them, or at least help decipher what type they may actually have.

Whether your organization is growing rapidly and you have decided to have sales professionals manage the steady influx of clients, or business is lagging and you think hiring a sales professional is the cure, you should examine what emphasis your organization's focus is on.  In both cases, they can increase your revenue, they may just do it differently.




Hunter or Farmer: What type of sales professional do you want?

Clever people will recognize and tolerate nothing but cleverness. 
                                                          ~Henri Frederic Amiel
 

I am often asked how do you really find a top performing sales professional?  What characteristics or qualities can you readily identify that will ensure you’ve got a winner?  That takes me back to what my own sales manager advised me when I was replacing him and asked to a top performing sales role to my first “gig” as a sales manager:   “Hire’em, train’em, send’em out, then watch’em like a hawk!”

I wish it were as simple.  Looking back now,  I can clearly see what mistakes I made when I started and find it easy to identify new or bad managers based on repeating those same mistakes.  Good and bad managers will be left for another blog while I tackle this weighty question:  How do you reduce your risk of making a bad hire in sales?


Initially, you have to understand what type of sales professional you looking for.   Most organizations will say they're looking for "Hunters" and not order takers.  What they mean is someone who can drum up new business.  They can be titled "Business Development” or simply “Sales Representative”.  They are more easily identified when you take the time to understand the Hunter mentality:

  • Short sales cycles
  • High call rate/activity (they will look and sound busy)
  • Transactional sales:  Find’em and Close’em and Move on
  • Someone else takes care of the follow through (deliverables, implementation), follow up and customer satisfaction
  • They should be armed with lots of marketing pieces and tools to sell
  • They will rarely make formal presentations or get involved with RFPs
  • The call types are usually small to medium-sized businesses
  • Networking to them is to gather as many contacts as possible
  • They don’t need leads, but appreciate being fed leads once in a while
  • They tend to turnover quicker because what attracts them to hunting may also go hand in hand with becoming bored with doing the same thing over and over again.
  • Hunters aren’t as respected amongst colleagues because others tend to have to do clean up from the “sell at all costs” mentality.
  • Make sure they are base salary + commission – reward based on results
  • They will thrive in a competitive environment – post stats or sales scoreboards – that motivates them to see themselves on the top
  • Don’t expect them to be a team player in the office because their game is winning sales, not fans
  • They excel at “feature dumps” and may be more technically savvy with every gadget known to speed up sales
  • They may be annoyed by too many meetings or impatient with training that takes them out of the hunt
  • What paperwork?  You want them to make calls right?  Enter information into a CRM (Customer Relationship Management) system – yeah, right, whatever you say … then back out they go.
  • They may drive you crazy when you have to constantly remind them to complete administrative tasks.  On time?  When’s that?
  • There will be several fish stories and a few whales that got away
  • Research for leads is scanning newspapers or web Career Section
  • In when the boss is, lunch with "prospects" and out of the office at 5

If you’re still gungho on taking on a Hunter, you should have a plan on how you will take care of existing customers or new customers once they’re signed.  For the sake of clarity, we’ll call them Customer Service.  Here are questions that should be addressed:
  •  Are these personnel trained to handle complex issues?
  • If existing customers are your bread and butter, should they be left in the hands of someone who may not be your most experienced employee?  
  • Is there an elevation process to move up quickly to solve issues?
  •  Does someone proactively call on customers before issues come up?
  • Who monitors your company's service level agreements are being met? 
  • Does anyone personally call on the your customer's place of business?
  • How do you promote new product offerings to existing customers?
  • Do you identify customers levels?  By revenue?  How they do business? Or frequency?   i.e. Business to Business (B2B),  mid-level, major accounts or enterprise.
  • Who can keep track of whether competitors are swimming around your customers, low-balling to get in the door, and you only find out after they've already left by the donut crumbs (zeros) on the revenue sheet?
  • If you bog your sales reps down with administrative tasks, writing their own proposals, composing RFPs from scratch, doing their own estimating, etc. etc. is it fair to call them a Hunter?

What often paralyses organizations is when you point out  “take care of your customers and your customers will take care of the bottom line” ...  or,  it takes 85% more effort to attract a new customer than it takes to keep existing customers happy.  This is where there is a disconnect.  Organizations want to pay someone commission to find the new customer and then have them move on to find more.   That is fine as long as you understand:
  • How do you define new business?  New customers or net new revenue?
  • Who manages the relationship with the customer?
  • How are you going to take care of new customers once they sign on?
  • Do you know whether the customer bought the person selling them just as much as the organization, service, product?
  • At what stage or how do they transition from the rep to someone else?
  •  How complicated is the sales process?  
  • Is pre- and post-sales support required?
  • How long are the sales cycles?
  • Is your offering transactional business that churns quickly?
  • Do you support sales efforts with captivating marketing or sales tools like brochures, samples or demos?
  • How accurately are the territories aligned?
  • Are you giving kudos to a rep who carries a $750,000 territory and increases new business by 10% and not to another rep who carries $1.5 million but only increases new business by 5%?

If you want your sales reps to do the hunting while the organization takes  care of the business they sell, that is completely fine.  However, depending on the answers above, sales cycle, ongoing involvement required, you may hire an Account Executive or Account Manager.  They come packaged looking like a  “Farmer” with most or all of the following attributes:
  • Builders of strong and lasting relationships
  • Not as high activity as their Hunter counterparts; there is a balance between hunting versus taking care of existing customers; more of latter
  • They will be thorough because they care about their reputation
  • They can be annoying by being actively concerned and want to be involved during any implementation process
  • They will do follow up, know everyone and everything about the customer
  • They’ll research a prospect, understand who’s who, what’s before they pick up the phone or enter the premises
  • Networking to them is within the context of their customers' industry so they can attend their events, see them in their own environment, with their peers and learn more about the customer's business
  • Yes, they appear to spend time doing pretty power points customized to who/what they’re presenting
  • They rely on referrals more than cold calls, because they’re warm and a testiment to their hard work and reputation
  • The new business  may not be from brand new customers, but from brand new individuals or departments within their customer base
  • There will be little clean up from over promising and under delivering
  • They will have  ideas on how to make the life of “their” customers easier
  •  They won’t turnover, as long as you recognize the value they bring
  • Don’t criticize their sales efforts, new business means new revenue 
  •  Paperwork will usually be detailed, updates whether you want it or not
  •  CRMs are conscientiously updated because they want to track and remember each customer as though each one is their only one (that is how they will be treated)
  • They won’t mind meetings as long as it is discussing their customers, resolving issues, coming up with innovative ideas to manage customers better.
  • You may wonder if that rep leaves if that customer will leave with them?
  • They will be more of a team player because they’re open to learning better ways to retain their customers or new avenues to create revenue from their warm pool.
  • Chances are while everyone else is sharing whale tales or discussing sports scores, they're at their customer's office or working at their desk; they'd rather not discuss it until its done
  • You probably don't notice what time they start in the morning, unless it seems late, failing to notice dark circles under their eyes

This sometimes circles back to organizations rethinking the original complaint that they want hunters.   Many sales managers fall short on this area.  Especially new sales managers.  Ask yourself:  as long as revenue is growing, what is the problem with feeding off existing customers?  The predisposition is to expect new customers.  Many executives love the war stories of Hunters and think that they must be doing extraordinary. What is wrong  with new revenue channels from existing customers?  Aren’t the results the same?  The challenge being, you can't rely on existing customers in the long run.

As a matter of fact, most end up with Farmers because they actually prefer the behaviours of a Farmer.    They are easier to manage.  They don’t turnover as much, nor do they strain the organization resources as much as a hunter does.  

By now, you may be irritated.  What you really want is new revenue.  Well, then you have to decide what that new revenue will look like and how it will be managed once it arrives.


Often times,  the people doing the pre-screening are not sales people.  Unfortunately, the mediocre sales pros are sometimes better at selling themselves than producing results.  The Hunter is who HR tends to gravitate towards if they're pressured to hire someone that can sell.   In some circles, Hunters can be stereotyped as “bottom feeders”.  From my perspective, if you're not careful, they'll tell you what you want to hear then afterwards eat your bottom line.


Personally, I’d opt for the person who is attentive, appears to be somewhat humble, and asks great questions.  I understand that high turnover in sales actually detracts from creating revenue streams.  Many short-lived sales people result from being fakes, not being able to add value or deliver results.  I get it that there are ones that may actually look like a Farmer but still have the Hunter instincts.  That's when you have  found Utopia.