Walking along the beach this morning, I was asking myself “What’s it all about?” for a number of reasons. Is my master plan to be the best sales guy? Probably not-I’m good, but far from the best. Is it to be the best sales manager? It used to be, but time has passed me by on that, and I’ll never be as good as some of the people I coach. Then maybe, it’s to be the best coach? I think so, but I also realize that in many aspects, I’m still a student, not the Zen Master I want to be...yet. This actually drives me in a lot of what I do reading all of the time, studying harder, and it’s why I specifically teach at MIT and Tufts.
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Just walked in from my early morning walk on the beach. Good weather and bad, summer and winter, whenever, I have the luxury of not going into the office first thing, I walk the mile long, perfectly crescent-curved beach just outside our door. With the constant sound and smell of the ocean all night, there’s a consistent tug in my head every morning to explore what the ocean delivered. Sometimes tons of seaweed, sometime lost seal pups like this guy earlier this month, and most often just the richness of the ocean.
While Jan, my wife, sea glass jewelry designer and watercolor artist, searches for the perfect pieces of sea glass, I set out on the much more plebian task of picking up trash washed in on the night tide. I guess that I could euphemistically call it “flotsam & jetsam”, but I never can remember which is which, and, in reality, it’s just plain trash. When Dustin Hoffman, in The Graduate was told that all he needed to remember was the word “plastic” to ensure his success, I think that same word as I walk along, three foot gripper tongs in hand, picking up 20 pounds of daily plastic either as abandoned beach toys or washed up debris from the lobster boats. Anyways, it’s good for the ocean and my head. Plus, it provides me the opportunity to get out early in the morning with an unstructured, quiet hour to think through various business issues.
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I’ve recently been receiving these short articles like the one below from ChiefExecutive.net. Well written, to the point and solid factual data from the men and women who actually run businesses. When I finished a hard day of field research on the beach yesterday, I found this not-surprising article in my Inbox, which fit nicely into my summer re-reading of Blue Ocean Strategy.
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Just arrived in Vermont for a few days. What a huge difference from the NH shore, and it’s just not the beach-mountain thing. It’s the lushness of Vermont. It’s not just that everything is green; it’s that green is everywhere, including the haying fields in front of the house that I thought for sure who be burned out just like our grass in NH. It’s good to know that some things-like Vermont-never change and that a process is a process.
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A very tough day yesterday. As if we didn’t have enough problems trying to sell stuff in The Dog Days of Summer, as I was driving to four different sales meetings yesterday, I kept listening to the news on Bloomberg. I found that I literally had to take 10 minutes by myself before I walked into every account, using all of my Psyche Up Skills, to keep my head focused in the right place as the day wore on, and the market kept plummeting.
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Everyone thinks about time. Other than money, most of us are always trying to rethink and rebalance our time commitments. Time to be somewhere, time to pick up the kids, time to work, time left in the month to sell stuff, time to go on vacation. It’s just that we think, we work our sales activities around, and we plan our non-work around the central issue of TIME.
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There are no excellent salespeople!
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sales productivity,
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sales management training,
selling skills,
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closing sales,
Sales quota,
sales training
