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Ron Karr's Business Development Blog

How To Get Your Prospects To Stop Ignoring You

Neuroscience teaches us that there are two chemicals in the brain that sales execs, entrepreneurs, and influencers need to be cognizant of: cortisol (known as the stress chemical) and dopamine (known as the feel-good chemical). When we make a sales call to a prospect, we are received as an inconvenience, an interruption in the day. Add to that the fact that prospects want to protect themselves from sales people trying to sell them things they don’t need. So just by calling or emailing someone, we are raising their cortisol level.

6384704645_766b01e066As sales people it is our job to create an environment that our prospects will respond to, and that all comes down to how you engage your prospects and customers. It is impossible to influence someone who is in a high state of stress or protection. Top producers know this and understand that their first task is to reduce the cortisol and raise the dopamine level, enabling the prospect or customer to be comfortable enough to listen and participate in a creative conversation on how to move forward.

As a keynote speaker and sales and leadership expert, I am all about helping clients learn how to better IMPACT their customers and markets. In my 28 years of research, I have discovered seven things sales people do that poison the sales environment. These seven mistakes raise prospects’ cortisol levels to new heights and get in the way of a successful sale.

  1. PUKE (People who Utter Knowledge about Everything)—if you really want to raise someone’s cortisol level, start the conversation by PUKING about all of the features you have to offer without offering any context of what it means to the customer. Being self-focused shuts down prospects—fast.
  2. Do All The Talking—People tend to believe they are more in control when they are talking, when, in fact, the opposite is true. The one listening is more in control than the one doing the talking. When you do the listening, it allows the customer to engage verbally and truly feel a part of the conversation. This is how you know what is important to the customer, and it helps the customer feel that their concerns and issues are understood.  When you engage the customer by listening, you will see a reduction in their resistance and an openness to continue the conversation.
  3. Asking the Wrong Questions—Sales execs all too often ask questions that do not warrant their prospects’ time and attention. Questions like “Who are you currently buying from?” have no place in the beginning of the conversation.  Why would a prospect divulge that information? By asking this question and others like it early on, you only raise their stress level. Ask questions about a prospect’s goals and challenges and what they are trying to accomplish.  This will get their time and attention.
  4. Focus on the Product—Too many sales people focus on the how (their products/services) rather than the what (the outcomes the prospect is after). First find out the outcomes your prospect desires, then present ONLY the features that will support those outcomes. When you sell this way, you are selling in CONTEXT—addressing what is important to the prospect and not wasting their time.  This is how your message will be heard with IMPACT!
  5. Competing, Not Creating—Sales people spend way too much time worrying about their competition rather than spending that time worrying about their prospects. In doing so, they end up having the same sales conversations as their competitors with very little IMPACT! Stop thinking about the competition and start finding out the gaps your prospects are trying to fill. Help them fill those gaps and you will get the business, because when that happens, there is NO COMPETITION!
  6. Business as Usual—Avoid the typical sales approach. The best way to get your prospect’s attention is to challenge their thinking. Instead of saying, “Let me show you a system that will do X,” challenge them by saying, “The three biggest mistakes companies make in procuring [insert your services/products] are: [insert those mistakes here]. And I want to share with you how to you can avoid making these same mistakes.” When you challenge someone, they want to hear validation for what they are doing and/or what they should stop doing.  They love it when someone “shares” best practices in their field.  When they are in this mindset, their cortisol drops and they are more open to hearing what you have to say.  The conversation is now about them, not about you trying to sell a product. Challenge prospects on the outcomes and how they are going to achieve those results.
  7. Wrong Mindset—If You really want to lower your prospect’s cortisol and raise their dopamine, then begin by getting yourself in the right mindset before you call. Forget about making a sales call, which is all about you. Prepare to launch a conversation in which the prospect talks about their issues and you provide solutions as a trusted advisor. You are there to help people, not just sell to them. To switch to a helping mindset, take an interest in what they are doing and what they want to accomplish.

Bottom line: There is one position that technology will never eliminate—sales executives selling value-added services. A website can only do so much to get someone’s business. In competitive sales, there will always be a need for the person who knows how to get the attention of prospects and customers and IMPACT the way they think and operate.

When I open my keynotes, I tell my audiences there being in sales is truly a humbling yet powerful position, and that their success lies more on their actions than on the quality of their products and services.  At the end of the talks, I ask the audience this question: How many of you now truly appreciate the power you have inside of yourself to make a difference in your customer’s life and that the secret to your success lies inside of you?  All the hands go up.

My challenge question to you is this: Do you have this mindset each time you pick up the phone or walk into a meeting with a customer or prospect?

If you want more information on these topics, invite Ron Karr to speak at your next meeting or buy his book (a best seller among CEOs!) Lead, Sell, or Get Out of the Way on Amazon.

When Do You Give Up on a Prospect?

As a sales and leadership expert and Motivational Speaker, I find sales execs and entrepreneurs are wasting a lot of time and losing IMPACT on their markets by concentrating on prospects that will never buy from them. The trick is knowing when to let go.

prospectsBefore we can understand that, we must examine the two reasons why people don’t want to let go. One is that it’s reassuring to see a pipeline full of names. Who wants to look at a paper-thin pipeline?  A thin pipeline leads to fear, and it is a clear signal that something is wrong. The second reason is that any prospect represents hope. Yet that is a fool’s mindset because if we waste time on prospects that are not properly qualified, we will be pinning our success on opportunities that have very little chance of closing. In other words, we won’t be living in reality, and that will hurt us.

Here are seven signs that it is time to give up on a prospect. Of course there are always exceptions, but the trends far outweigh them.

  1. Loss of Motivation—For some reason the deal is stuck in the mud. If you cannot find out what is holding the deal up, then it is time to move on.
  2. Lack of Qualifying—Sales execs and entrepreneurs often interpret a request for quote as a qualifying factor. Not so fast.  Sometimes a customer will contact you just to have the three quotes they need to satisfy internal controls. Sometimes they are just shopping for a better price without any intention of leaving their existing vendor. BEFORE wasting time on a quote, qualify the prospect for the following:
    1. Need—Is there a need within your strike zone of offerings? If not, move on.  You can’t be all things to everyone!
    2. Timing—No matter how good you are, if timing is not right, the deal won’t get done. Find out when the decision is being made and address the prospect’s issues in a timely fashion. If the timing is not right, then move on!
    3. Decision makers—Are you talking to the decision makers?  If not and you cannot get past the gatekeeper, then it is probably time to move on.
  3. Poor History—if you have provided numerous proposals to a prospect and lost every one of them, why do you think this time will be different?  Challenge your prospect with this question. Insanity is continuing to do the same things and expecting a different result.
  4. Gut Instinct—Your intuition is one of the best qualifying tools you have. If your gut is telling you it will not work, then chances are it won’t. Don’t allow “hope” to overpower your gut instinct. Our intuition is a mix of past experiences and knowledge that generates an inkling of what is likely to happen. Listen to it.
  5. Lack of Visualization—If you cannot visualize an outcome, then walk! There are times when I talk with a client and cannot visualize the value they will get from working with me. Yet I still rely on hope. That is the biggest mistake anyone can make. If you yourself cannot see a good outcome from the relationship, then walk away. A customer that drains you and your company is not worth the money they bring to the table, unless it is the kind of money that changes one’s fortune.
  6. Nothing Works—If you have tried at least five different angles and nothing is working, then it is time to consider walking. Maybe it’s just that the timing is off.  Figure it out and move on.
  7. Lack of Profit—If the deal is within your reach and the requested price is well below the number you need to make a profit, then find a way to add value and increase the number. If you can’t do that, then walk away. Not everyone can afford your fees, and that is okay.

Bottom line: Companies and executives looking to achieve a major IMPACT in their markets clearly define their ideal customers. When you define the parameters of your ideal customers, you will see yourself wasting very little time with prospects that won’t pan out.  And if you do find yourself with a prospect that is not moving forward, then check the situation against these seven signs.

Your time IS money. To grow a business, you need velocity to do more with less—selling more and servicing more with your existing bandwidth.  You cannot do this if you are wasting your time on prospects that are more like a prayer or a hope than a legitimate possibility.  You are best served by weeding out the prospects that are not going to work out, even if this means significantly reducing your pipeline.  At least then you will have the time to find the right prospects who will close faster and pay the value you deserve.

 

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Muhammed Ali: The Greatest IMPACT of All Time

This past weekend the world lost a giant—three-time world heavyweight boxing champion Muhammed Ali. Ali always referred to himself as the greatest of all time, and he indeed is a great example of what it looks like when one achieves maximum IMPACT in the world. ali

As a motivational speaker and a sales and leadership expert, I want to examine how Ali achieved IMPACT and used it for the greater good of mankind.

To achieve IMPACT, Ali relied on the following:

  • Confidence. Even when others doubted him, Ali had the highest level of confidence in his abilities—and his attitude. When he had internal doubt, he forged on anyway, because he allowed nothing to stop him.

 

  • Perseverance. Ali never quit. He always found ways to win, even late in his career.  When his skills were on the decline, he employed his famous “rope a dope” strategy, which was to hang on the ropes and absorb enormous blows to the head until his opponent tired out. This served Ali well in the ring but proved disastrous later in life; he suffered from Parkinson’s disease for over two decades, which many experts believe was a result of those blows.
  • Conviction. Ali was not all about exploiting his celebrity status for maximum personal gain. Although he was a great showman, he used his celebrity status to take on causes he believed in, some of which weren’t popular at the time, such as draft evasion. For that he was sentenced to five years in prison, a $10,000 fine, and a three-year suspension from boxing—and had his championship belt taken away. How many of us would sacrifice what we have earned for something we believe in?  While his stance was not popular, it did create news headlines and eventually the public forgave Ali and, more importantly, marveled at his willingness to lose it all by standing up for what he believed in. Can you think of many star athletes today who are willing to lose it all for what they believe in?

By all accounts, Muhammed Ali became one of the most well-know people in the world, and he used that fame to IMPACT others, not even allowing Parkinson’s disease to slow him down:

  • When Washington Post reporter Jason Rezaian was locked up in an Iranian prison for over 18 months for “espionage,” Ali, who was very popular in Iran, called for his release.  Rezaian claims his treatment got better right after Ali’s request, and eventually he was released in January 2016.
  • Ali visited Iraqi dictator Saddam Hussein to secure the release of 15 hostages before the Gulf War.
  • Anybody who met Ali was overwhelmed by his kindness and the interest he showed in them. These exchanges created memories for life and maximum IMPACT!

These are just a few examples of achieving and using IMPACT for the greater good of mankind.  What can you take out of Ali’s journey on this earth that will help you achieve and use IMPACT for mankind’s greater good? Go ahead and be inspired by Ali’s great example, and turn that inspiration into action.

Let’s all inspire each other by commenting on this blog how you have turned Ali’s inspiration into your own IMPACT.

Your IMPACT Starts Now—Making Your Minutes Count

This past Friday evening I was sitting on my terrace overlooking the Hudson River in New Jersey when I spotted two World War II–era fighter planes flying straight down the Hudson. Just as they passed me, the plane on the left started sputtering. White smoke started trailing the plane, and I knew the pilot was in trouble. The smoke got thicker and thicker as the plane lost altitude, and I realized the plane was going to crash into the water. The river had a few barges on it, and my fear was that the plane would hit one of those ships.

The plane’s pilot, William Gordon, 56, of Key West, Florida, was a veteran air show pilot with more than 25 years of experience. The pilot successfully did what he had to do to ditch the plane in the water and avoid hurting anyone else. I consider the pilot a hero, but the sad news is that he lost his life in the process.

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For a moment I wondered whether the plane crash was some kind of stunt, because the whole event felt surreal. It is shocking how brittle life can be. On the one hand, you have someone living for years against all odds, and on the other hand you have someone losing their life in a terrible and unexpected event.

As I have been re-living this horrible beginning to the holiday weekend, I can’t escape the thought that none of us ever know when our time will come. It’s made me ask myself, as a motivational speaker, sales expert and leadership expert, whether I am using my every waking moment as I am meant to. Are you? Are you using your time to IMPACT our world? Are you doing what you were put on this earth to do? I, for one, want to IMPACT others positively until my last breath, just like the brave pilot did.

It’s easy to get caught in the flow of life’s demands and allow time to slip by without doing anything positive. There are countless reasons for this; here are a few:

  • Being lost in assumptions that are not valid
  • Looking at the negatives rather than the positives
  • Succumbing to our own negatives thoughts
  • Not being in communication with others
  • Not being grateful for all we have
  • Being self-focused rather than focused on helping others
  • Not having a clear vision of what we want to accomplish

Any of these scenarios will take us off our game and cause us to lose vital time that could have been used to positively IMPACT others and the world.

The NAACP had a famous commercial in the 1970’s and 1980’s that said, “A mind is a terrible thing to waste.” Well here is another version that applies to all of us: “A minute is too precious to waste; our minutes are meant to IMPACT those who count on us as well as the world at large.”

How are you using your minutes? What are you doing now to IMPACT others?

Impacting Customer Buying Habits

SPECIAL AUDIO BLOG –

As a Motivational SpeakerSales and Leadership Expert, I am often asked to consult with clients on a huge issue:  How do you change customers buying habits?

Customers tend to have defined buying habits and pre-defined perceptions of the role a vendor can play for them.  Often, vendors can do a lot more than the customers think but are never given the chance. In some cases, vendor offerings are often commoditized when they shouldn’t be.  Question is how can you create enough IMPACT to take control, avoid being commoditized and change the buyer’s habits to fit your value proposition.

In this short podcast, we will take you through a real life case study in which I helped IMPACT a client’s relationship with their biggest customer from being perceived as a commodity offering to a vendor thought of as critical to their success.  This transformation motivated the customer to move from the traditional bid process to a negotiated agreement.  Now that’s IMPACT! The resulting agreement was a ground breaking change on how that customer purchases that category of product.  BUT it all started with my client changing the way they approached their customer.

How did they dramatically IMPACT and change their customer’s buying habits?  They followed these three rules:

  1. Don’t settle for established buying habits – write down the deal you desire
  2. Create vs. Compete – avoid being a me – too offering. Look for gaps to create different results
  3. Take ownership as the vendor that your destiny is in your control

Listen Now To The Full Story And See How You Can Create Significant IMPACT to Change Your Customer Buying Habits…..

The Key to IMPACT Others

image1-22As a Motivational Speaker and expert on Sales and Leadership, I find that everyone is looking to improve their ability to IMPACT others in their lives—to influence them in order to get what they want. Yet their ability to IMPACT is hindered by the inability to listen.

 

Most people only hear others, and that limits their IMPACT skills. Hearing is defined by this simple formula:

Incoming Message + Reaction = Hearing

The problem this formula reveals is that we tend to immediately attach our assumptions to the message based on our experiences and bias—and then react accordingly. Many times our reactions are off base and emotional. This causes the other party to react in kind, which greatly diminishes our ability to IMPACT them.

The key to achieving maximum IMPACT is to add a third step, which transforms the act of hearing into effective listening. The formula for effective listening is:

Incoming Message + Assessment + Reaction = Effective Listening (Maximum IMPACT)

Adding the step of assessment gives you a moment to put aside your biases and experiences and listen for the intent of the message based on how the communicator sees the world. This will often lead you to ask follow-up questions to help clarify their perspective and intention. Once you have this information, your reaction will be on point, in keeping with the communicator’s point of view (and often with less emotion on your part). The result is your reaction will often elicit a more favorable response to your requests, which will in turn enhance your ability to IMPACT others.

IMPACTING others is a key skill necessary to succeed in Sales, Leadership and Life. It is essential for gaining significance in other people’s mindsets, which leads to greater influence and success.

In your next conversation, be a leader by engaging in effective listening. Add the step of assessment and you will achieve maximum IMPACT in your conversations.

Using A ROCK to Grow Sales

CPKLogo_yellowdiamondAs a motivational speaker and sales leadership expert, I love to witness inspiring events that spark motivation and action. One such event occurred last week at the California Pizza Kitchen (CPK) headquarters.  CPK’s CEO GJ Hart was hosting the Winter Meeting of the Chief Revenue Officer Mastermind Group (CRO), a group I facilitate, which consists of VPs and CEOs of high-growth companies looking to build high-performance sales cultures.

During the meeting, GJ motioned for me to come join him. We went into the hall where the entire HQ staff was standing to salute this quarter’s ROCK Award Winner. ROCK is CPK’s core philosophy that its employees live by—Respect, Opportunity, Communication, and Kindness.

CPK says its success begins with its people and makes a point to appreciate and recognize those who bring them wins everyday. Studies have shown that the number-one motivating factor for all employees, including sales people, is recognition. CPK has discovered that when that recognition is celebrated by the entire staff, it generates an energy that radiates out to the restaurants and positively impacts customer experiences. Growing sales is all about customer experiences.

The ROCK Award is peer-to-peer recognition. The award is passed on by the previous quarter’s ROCK winner, who in turn picks the next winner.

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This quarter’s recipient is Tony Marciano, a Junior Network Admin. According to Andy Mai, CPK CIO, while Tony’s value is his tech experience, even more valuable is his personality and work ethic. Skills mean little if you cannot work well with people. It’s how you apply your knowledge that counts. Tony is known for doing whatever it takes to make things happen, and I can personally attest to that. It’s exactly what I observed as he assisted the CRO Group.

The ROCK award ceremony is powerful. First, in front of the entire HQ staff, they played a video of Tony’s fiancée (who could not attend) giving a heartfelt congratulatory message. Joining the employees watching the video was CEO GJ Hart (pictured in the top left corner below).

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Following the fiancée’s message was an appearance by Tony’s parents, who were asked to say a few words.

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The ceremony wrapped up with Tony’s boss (CIO Andy Mai) and others explaining why Tony deserved this award. To top it off, the recipient is always given presents representing their passions in life, which for Tony was whiskey and garlic. Of course all were invited to participate in a celebratory toast.

THE ROCK Wall

This ceremony takes place right in front of a giant ROCK that goes from floor to ceiling. On the ROCK are nameplates of the award’s recipients. Tony’s plate will be added to the ROCK shortly.

Congratulations to Tony Marciano on a job well done. Congratulations to CEO GJ Hart and his senior management team for creating an environment that brings out the best in people and celebrates their victories. It is this type of energy, invigoration, and motivation that is necessary to create customer experiences that help grow sales.

Super Bowl Lessons for Sales Leaders

SBEver lose that big deal, the one you were working on for a long time and thought you had in the bag, only to learn someone else came in from under you and stole the show? If you were rooting for the Panthers in the Super Bowl, you know exactly what I mean. I deal with this issue often as a MOTIVATIONAL KEYNOTE SPEAKER.

Cam Newton had a tremendous year. The Panthers were heavy favorites to win over the sympathetic favorite, the Broncos. Yet all that came crashing down as the Bronco’s DEFENSE manhandled Cam and shut down the Panthers juggernaut offense. A stunning upset!

So how does one recover from such a defeat and carry on? ALL top producers and the most successful people in this world will tell you that their greatest successes came from their greatest failures. While the hurt is stinging and the pain is raw at first, the dust always settles. Then the question is whether one will be bold enough to open themselves up to the learning opportunities that come from the tough defeat. It is those lessons that will lead to future victories.

As a Sales and Leadership Expert, I always advise CEOs and sales execs to not only ask prospective candidates about their past successes, but to ask about their past failures and what they learned from them. If the candidate can’t think of any or did not learn anything from them, I advise my clients to look elsewhere. The reason is simple. We all fail more often than we succeed. A baseball player batting .300 is considered a star and makes millions of dollars a year. That means that for every ten at bats, he only gets three hits. Three hits out of ten tries? If you didn’t know any better, you would call that person a huge failure in life.

The reality is, the numbers are not much different for us, though we may compete in a different arena. The star baseball player is constantly learning from his strikeouts in order to be in a position to make the three key hits that matter the most.

Do you learn from your strikeouts? Are you letting your defeats stop you from going forward? Or are you accepting them as part of your success journey and looking for the learning points that will lead to future and greater successes?

As for Cam Newton, he taught all of us a valuable lesson on how NOT to handle defeat. This great athlete with a huge personality all but collapsed in the public eye during his post-game interview. Wearing a hoodie, he did not say much, except, “I don’t know what you want me to say.” He should learn from his coach, Ron Rivera, who praised the Broncos, congratulated them, and said the loss will sting for a while, but the Panthers will be back.

In defeat, the way we handle the aftermath is as important as the lesson we gain from the loss. The way we respond to defeat defines the character and makeup of a person, especially in the public eye. This is what makes a champion that wins the support of others.

Bottom Line: Of course you should be upset that you lost a sale. Use the frustration and bitter disappointment as the motivational foundation to do better next time. But also learn to forgive yourself, know it is part of the journey, learn from it, and remember that people are watching how you respond to defeat.

Congratulations to the Broncos! To Cam Newton and the Panthers, there is a championship in your future if you believe in it.

New Technology for Building Your Business…..

Welcome to Periscope!  Periscope is a new app offered by Twitter that allows people to live stream video to their clients, followers and the world. I am now broadcasting on Periscope a few times a week to communicate with you, our clients, tips on how to grow your business.

Periscope-LogoTo get this FREE service, simply go to the app store on your smartphone and download the free Periscope app . After you sign up, look for Ron Karr  and follow me. Whenever I am broadcasting, an alert will come through on your phone so you can tune in.  If you are busy, you will have 24 hours to replay it before it is deleted.

This is a great tool for you to use with your clients. Imagine broadcasting via live stream the latest deal you closed, the latest problem you have addressed, the latest solution you are bringing to the market place. This is a technology that will revolutionize your business.

The key to building sales is creating relationships and enjoying share of mind. By broadcasting via video to your tribe on an ongoing and consistent basis, you will accomplish more than you have done up to now with less effort and no expense. And you will be consistently in front of your customers. Plus, if your information is good, it will lead to more business.

So first things first!  Download the Periscope app today on your smartphone. Follow me and see how I do my broadcasts. You will gain valuable information on how to grow your business and you will learn how to use this tool for your business.

See you on Periscope!

Worst Mistake One Can Make In Motivating Sales People

This is a guest post by my friend, award-winning speaker and leadership author, Eric Chester

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“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac El Dorado. Anybody wanna see second prize? Second prize is a set of steak knives. Third prize is…you’re fired.”

In the 1992 film Glengarry Glen Ross, Blake—famously portrayed by Alec Baldwin—issues this decree, exposing an artful display of insult and injury in the guise of a motivational speech to the troops.

Many who’ve seen this film probably think this scenario is as far fetched as Jurrasic World. Those, like myself, who’ve experienced a high pressure sales environment know it’s as real as the air we breathe, and it’s a lot more terrifying than any fiction writer could possibly imagine.

Sadly, the old school Glengarry Glen Ross cultural mindset is not extinct; in fact, it’s still very much alive.

Though they may not have a commander like Blake, there are still many companies that try to incentivize performance by staging periodic contests that essentially pit one employee against the other. This approach always leaves a few employees feeling like winners, while the majority are left feeling like losers.

WORST PRACTICE: A CULTURE THAT LOSES ITS WINNERS

Beth, a longtime friend of mine, is a sales rep for a large pharmaceutical company. She lives in Boulder and covers a five state territory. Like most competitors in this industry, Beth’s company promotes an annual Winner’s Circle incentive trip to an exotic destination for only the top 5 producers among a staff of 48 sales reps in her division. The rules and metrics of the competition change slightly from year to year, but it’s based primarily on exceeding a sales quota determined somewhat arbitrarily by the VP of Sales in the corporate office in Chicago. As you might imagine, Beth spends a great portion of her time traveling to and from accounts; from Omaha to Salt Lake, and from Albuquerque to Casper. The sales rep that beat her out for the fifth and final spot this past year covers only the Dallas/Fort Worth metropolitan area. To add insult to injury, Beth exceeded her pre-established quota by more than $220,000, but still lost out on the all-expense paid trip to the Grand Caymans because her counterpart in Dallas beat his much lower quota by a mere $317 more than Beth exceeded her’s.

BEST PRACTICE: A CULTURE THAT INSPIRES EVERYONE TO WIN

A neighbor of mine, Tony, sells windows and siding for a large big box retailer. His company’s incentive trip is set up with a completely different new school mindset. Every sales rep in his company whose annual sales exceed one million dollars gets to go on an all expense paid luxury cruise tabbed “The Million Dollar Boat.”  There’s no fluctuating quota established by some wizard hiding behind the company curtain. Rather, this is a very transparent and defined sales goal.  Granted, it’s not easy to get on that boat, but any third-grader could understand the rules. And there are no managerial politics involved in deciding who goes.  Tony has been on this trip five years in a row and he says it’s one reason he loves his job and has no desire to work anywhere else.

CULTURE: A SMALL WORD THAT MAKES A WORLD OF DIFFERENCE

When Tony has an idea or learns a technique that helps him increase his sales, he eagerly shares it with all his associates. After all, Tony wants all of his coworkers to ‘win’ and get on the boat with him; e.g. “the more, the merrier!”  His company fosters a culture of collaboration and celebration that inspires everyone to work harder, perform better, and stay longer.

When Beth has an idea or learns a technique that helps her increase her sales, she’s motivated to keep it a secret. After all, why would she want to help a coworker increase their sales if it puts them in the Winner’s Circle and leaves her out?  For the second year in a row, Beth had a record-breaking year and was her company’s 6th top producing sales rep, and she didn’t even get a set of steak knives.

Did this result motivate Beth to work harder next year?  Hardly. It did, however, motivate her to begin circulating her resume’ and start returning the multitude of calls she’s been getting from headhunters.
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Discover how to go beyond mere employee engagement in Eric Chester’s new book, On Fire at Work: How Great Companies Ignite Passion in Their People Without Burning Them Out available this fall.



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