This year I set my goals pretty high and I am very glad I did. See they way my company does things we focus on quality not quantity. So bare minimal would be 5 submits per week. Well I set my number well above that and I have got to tell you I feel more confident then ever that I am going to have a better year than last year.
Now I don't focus on numbers during my daily activities. I dial, dial, and then I dial some more. Then if my schedule is solid and I maintain the discipline then the end results should take of themselves.
I usually don't post things by other people but I really enjoyed the below read.
If you’re a rock star, it means…
You have superior talent – you can play, and sing.
You can harmonize with everyone else in the band.
You write song lyrics that others identify with.
Your fans don’t just like you – they LOVE you!
You have a confidence, a swagger.
You are a leader. At least of your own band.
You are respected by your peers as a talented player.
People write about you.
People will pay to see you play.
People want (and will pay for) your autograph.
You have proven yourself over time with consistent quality.
It also means…
You know the business of rock and roll.
You have real wealth, not just money.
You could qualify for the rock and roll hall of fame.
You could become a legend.
How do you view yourself?
Are you the Bruce Springsteen of the E Street band?
Or are you just a roadie?
Most salespeople would like to THINK of themselves as a rock star, but don’t display the talent to match their definition. The fact is, someone else referring to you as a rock star is more powerful than you calling yourself one.
But there’s much more to it than that.
Ever think about what it took for a rock star to become one? To achieve in the face of doubting people or naysayers? To face rejection after rejection? To spend endless hours practicing and rehearsing? To hone their skills and craft – and THEN to achieve the acceptance of others? Make some sales, and some more sales, and finally a number one song, and a sellout concert.
WOW! – no wonder so few people make it.
And yes, there is a dark side to some rock stars. They become self-abusive. Many put their own lights out early. Luckily in sales, there’s not that much time to get into trouble.
It’s true, not all rock stars are pure – BUT – neither are regular people. Rock stars, like anyone else, have to show discipline and take consistent good actions. Kind of like you.
Think about the rock stars that are familiar to you. Elvis, The Beatles, Bruce Springsteen (the real boss), Little Richard, Buddy Holly, Tina Turner, Roy Orbison, Carol King, Stevie Wonder, Paul Simon, and Aretha Franklin. These people (and lots more like them) achieved their status by putting in years of hard work. All of them LOVE what they do. They wouldn’t trade their position or situation for anything in the world. They rose from humble beginnings to stardom by taking advantage of their talent.
How are you taking advantage of your talent?
How much do you LOVE what you do?
How hard are you willing to work?
How positive can you remain in the face of obstacles?
The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieve it. Success just shows up from there.
If you want to become a sales rock star, I think that’s GREAT. If you want others to refer to you as a rock star, I think that’s GREATER. And if you are willing to apply the disciplines that it takes to emerge as a rock star, I think that’s the GREATEST, and I support you in every way.
NOTE OF COINCIDENCE: For the past thirty years of selling, I have always played rock and roll music on my way to a sale. It sets my own internal positive and upbeat tone.
If you want to become a rock star, the first thing you gotta do is learn how to rock.
"Gitmer"
Wednesday, January 21, 2009
Saturday, January 10, 2009
1st Week...
Happy New Year!!!
Well here we are in the first week of the new year and I have got to say... later 2008. We have gotten this week more to work on then the last 2 months combined. If the first week is going to be any indication on how 09 is going to be then cha ching.
I have a new situation that has come up for me I want mention. I have a manager who interviews practically everyone you send to him. After a week of him interviewing every single person, but one, we set a meeting with the team, and him. You see, he did two interviews each with our candidates (about five), and then he did not pull the trigger on any of them for vague reasons. During this meeting we asked him, "What is it that you are really looking for, what is it that these guys didn't have, what 4 or 5 traits and skills can you not live without"? His final answer to what he wants is, "I will know when I see it". He even said, "If you guys don't know to send the person or not, well just send them".
Now hear is my question... Good thing or bad thing?
Well I say bad. It takes a lot of time to set up interviews, do the prep, coordinate etc. If you have a client who is acting like this, I say it is cool to work on it, but don't make it a priority. This client could be taking away some precious time that could be spent on managers who know what they want and when.
“For last year's words belong to last year's language and next year's words await another voice.”
Little Gidding II
Well here we are in the first week of the new year and I have got to say... later 2008. We have gotten this week more to work on then the last 2 months combined. If the first week is going to be any indication on how 09 is going to be then cha ching.
I have a new situation that has come up for me I want mention. I have a manager who interviews practically everyone you send to him. After a week of him interviewing every single person, but one, we set a meeting with the team, and him. You see, he did two interviews each with our candidates (about five), and then he did not pull the trigger on any of them for vague reasons. During this meeting we asked him, "What is it that you are really looking for, what is it that these guys didn't have, what 4 or 5 traits and skills can you not live without"? His final answer to what he wants is, "I will know when I see it". He even said, "If you guys don't know to send the person or not, well just send them".
Now hear is my question... Good thing or bad thing?
Well I say bad. It takes a lot of time to set up interviews, do the prep, coordinate etc. If you have a client who is acting like this, I say it is cool to work on it, but don't make it a priority. This client could be taking away some precious time that could be spent on managers who know what they want and when.
“For last year's words belong to last year's language and next year's words await another voice.”
Little Gidding II
Tuesday, December 30, 2008
What's in for 09
Today is one day closer to 09 and I am here asking myself what is there in 09 to look forward to. Well for me, lots. I have solid base of contractors, and there should be no reason why I should not move up. I am getting excited to getting back to out working everyone.
I often think about what did I learn about 08 and it was to not take time for granted. I took some time to myself for the holiday season and I will be showing up Jan 5 2009 ready to get more submittals and interviews then anyone else in the company.
When mid-year hits I will be well on my way to the upper six figures. Meaning I will have $37,750 in commissions or .... My production will not slow, in fact it will increase.
Should you find yourself in a chronically leaking boat, energy devoted to changing vessels is likely to be more productive than energy devoted to patching leaks.
"Warren Buffet"
I often think about what did I learn about 08 and it was to not take time for granted. I took some time to myself for the holiday season and I will be showing up Jan 5 2009 ready to get more submittals and interviews then anyone else in the company.
When mid-year hits I will be well on my way to the upper six figures. Meaning I will have $37,750 in commissions or .... My production will not slow, in fact it will increase.
Should you find yourself in a chronically leaking boat, energy devoted to changing vessels is likely to be more productive than energy devoted to patching leaks.
"Warren Buffet"
Monday, December 15, 2008
Team Business
As in my earlier post, I mention that I work for a company that has recruiters, recruiting talent and sales people selling to our clients. I like that because it allows people to put 100% into what they love to do.
Now, as much as I hate to say it, I need a sales person who is as tenacious as me in order to make placements. Today I interviewed a potential team mate and she asked me what am I looking for in a sales person...
Well, I am looking for someone who won't quite until the the job is done. Someone who is honest and won't take no for an answer. I want someone who has commonsense, i.e. If a client does not see the value in our processes and only cares about resumes then we should just send resumes, not wait 2 days for our processes to be completed while our completion gets the fill. The person must be open to learning and knows the phone and technology is his or her money tools. Anything less go try and sell at a volume shop.
Diesal...
Now, as much as I hate to say it, I need a sales person who is as tenacious as me in order to make placements. Today I interviewed a potential team mate and she asked me what am I looking for in a sales person...
Well, I am looking for someone who won't quite until the the job is done. Someone who is honest and won't take no for an answer. I want someone who has commonsense, i.e. If a client does not see the value in our processes and only cares about resumes then we should just send resumes, not wait 2 days for our processes to be completed while our completion gets the fill. The person must be open to learning and knows the phone and technology is his or her money tools. Anything less go try and sell at a volume shop.
Diesal...
Tuesday, December 9, 2008
To Recruit or not to Recruit
Deciding on what to work on is not always an easy decision. When I end my evening I decide on what I am going to work on the next day and I begin to build my call list... In this so called "economy", that may sound weird, "choosing what to work on", but in our line of work you always have a choice. I once read don't compete unless you have an competitive advantage. I completely agree with that and that is how I decide what to work on.
The way I see it, is that I do not see the competitive advantage with throwing all your heart, mind, and soul into a position that everyone, and yes I mean everyone in town is working on. See that is how I recruit, 100 miles an hour and with passion. I would rather work on a position that is a harder fill and in my core technology, than work on a simple position that every Tom, Dick and Harry is working on. Just because a manager says you can work on something does not always mean you should.
I am not afraid of competition, in fact I value it, but I feel my skills are not valued by a client if they just let any and everyone in town work on an open position. I am very good at what I do and when a client does not see my value then I will take my skills elsewhere; client and company.
"If you're good at something, never do it for free".
Diesal
The way I see it, is that I do not see the competitive advantage with throwing all your heart, mind, and soul into a position that everyone, and yes I mean everyone in town is working on. See that is how I recruit, 100 miles an hour and with passion. I would rather work on a position that is a harder fill and in my core technology, than work on a simple position that every Tom, Dick and Harry is working on. Just because a manager says you can work on something does not always mean you should.
I am not afraid of competition, in fact I value it, but I feel my skills are not valued by a client if they just let any and everyone in town work on an open position. I am very good at what I do and when a client does not see my value then I will take my skills elsewhere; client and company.
"If you're good at something, never do it for free".
Diesal
Friday, December 5, 2008
Thursday, December 4, 2008
Controlling your own Destiny
The way I see it is that in our line of work we are recession proof, because if the economy goes down, there is a company where for them it is going up. Lets not become a victim of the "economy". If we want to continue to make great money we must just up our activity, and find those companies that actually do very well in a down economy. Companies that are in outplacement, companies that benefit from foreclosures and bankruptcies and companies who are leading the green initiatives. We must look at things in a different life...
Now with that said you must work with sales people that are complete animals and that love the hunt of a new sale. Not ones who like working with the same old clients and will do whatever the old client says. "Who cares about yesterday", tomorrow is what it is about. See, I work for a company that has recruiters and sales people and they must work hand in hand. I like that set up, unless your counterpart is stuck in his or her old ways. We deliver great candidates, have an awesome process, and take extreme pride in what we do, so why is OK to turn a req live when you had to trick the hiring manager to answer his phone. See my company is not the cheapest, so when a client is solely making decisions on price then we must move elsewhere or make the req 2nd or 3rd priority. If that kind of nonsense continually happens, say something, if nothing is done, time to take your talented butt elsewhere and make a killing with a company and teammates "who get it".
In closing control your future or someone else will (Jack Welch). Leave crappy business to crappy recruiters who sling resumes. I recruit I don't sling, and that is my final answer.
Diesal
Now with that said you must work with sales people that are complete animals and that love the hunt of a new sale. Not ones who like working with the same old clients and will do whatever the old client says. "Who cares about yesterday", tomorrow is what it is about. See, I work for a company that has recruiters and sales people and they must work hand in hand. I like that set up, unless your counterpart is stuck in his or her old ways. We deliver great candidates, have an awesome process, and take extreme pride in what we do, so why is OK to turn a req live when you had to trick the hiring manager to answer his phone. See my company is not the cheapest, so when a client is solely making decisions on price then we must move elsewhere or make the req 2nd or 3rd priority. If that kind of nonsense continually happens, say something, if nothing is done, time to take your talented butt elsewhere and make a killing with a company and teammates "who get it".
In closing control your future or someone else will (Jack Welch). Leave crappy business to crappy recruiters who sling resumes. I recruit I don't sling, and that is my final answer.
Diesal
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