Oct 04 2011

Spotlight on Success

Published by at 2:55 am under Signtronix,Signtronix Reviews

August 19, 2011


“Spotlight On High Performance Leadership” is an e-mail newsletter for Regional Managers.   The newsletter is focused on sharing information in an effort to maximize performance.  Our desire is to strive to achieve a level of effectiveness to help lead your region to its highest level of performance.  Always aim for the highest!


“We wanna… but you gotta wanna too!”  ~Kozell Boren


My Thoughts On Work Habits

By Past President Sam Golden


I am very uncomfortable and puzzled when I hear Signtronix salespeople bragging about nailing that sale yesterday at 9 PM…or 10…or later. I know that Sales Managers are reluctant to criticize anyone hanging in there and making a sale no matter how late in the day it was…especially if they made that sale training a new dealer.  It’s one thing to hang in there and not give up and make one more call and go home with a sale. It’s another thing to lollygag around with fake make work, driving time, running errands, etc. and before you know it half the day has passed and you haven’t made that first call yet.

Most sales folks are not in a hurry to make that first call. You may be surprised at how many first calls are made after one o’clock in the afternoon.

What I am talking about is bad work habits that get the dealer into a situation where he or she wasted the best part of the day getting to work. I admit I now have limited exposure to Signtronix sales folks but the stories and feedback that I do get does not paint a pretty picture for current work habits. When I talk about good work habits one important item is getting to work early, making that first sale before noon, making that second or third sale and leaving the field at a decent hour and having dinner with your family.

When we hire Dealers, we brag about how simple and straight forward our business is. We get paid when the sale is made. We go through a litany of good things about our business that makes us a better company to represent including “we don’t have to work nights or weekends.”  How embarrassing for you when your field trainer takes out your new dealer and gets a late start, drives around for a couple of hours, has lunch and finally grinds out a deal in front of your new dealer at 9 that evening. This is definitely not the picture that you painted for your new dealer in indoor training.

My advice to Regional Mangers is to get creative and figure out how to get your sales force to make that first call early…with the goal of making that first sale of the day before noon. If you Sales Managers can figure that out you could easily double your business. Start by finding businesses that open early such as single owner motels, cafes and auto repair places. I have a saying that I pass on to my son-in-law, Dan Reuter, in Austin, Texas. “One by one and two by two” meaning…get to work early, make your first sale by one o’clock and your second sale by two o’clock and get your butt home to your family at a decent hour.

Think about it. The earlier you call on a small business the better. That businessman is fresh, optimistic, not beat up by lack of business or bill collectors or irate customers. You are fresh, energetic, optimistic and not beat up by negative business owners. You are sharper and the customer is sharper. Teach your Dealers to get their day over with early and get home to their family with a smile on their face and money in their pocket…and a happy motivated customer or two behind them.

“Leadership is about motivating people to walk the extra mile, to complete the mission, to have purpose and to clearly see the bright future ahead.”  ~Tom Johnson

The Fox And The Hedgehog

By Rick Rossetti

Are you a fox or a hedgehog?  An ancient Greek parable describes the differences in how a fox and a hedgehog approach life.  Different people approach our business in the same way.  Some people are like foxes, they know many things.  Others are like hedgehogs, they know one BIG thing.

A fox is a clever animal able to devise many tactics for attacking the hedgehog.  Every day the fox looks like he has another brilliant strategy to finally win his prey.  The hedgehog, on the other hand, is a slow methodical creature whose defense is the same no matter how the fox attacks.  Every day the fox thinks, “Aha, now I’ve got you.”  But every day, no matter what approach the fox takes, no matter where he strikes from, no matter what time of day it is, as soon as the hedgehog senses danger he thinks, “Here we go again,” and he rolls up into a little ball, extends his sharp spikes, and spoils the fox’s best laid plans.

Some people (foxes) see our business in all its complexity.  Their approach constantly changes depending on their perceived circumstances, but they never develop a unified vision and program.

Other people (hedgehogs) simplify the complexity of our business into one principle – one basic idea that determines their every move.  In the field they understand that getting the proper activity, following our proven program and investing at least an hour a day listening to or reading positive motivational material will allow them to achieve anything they want.

As a Manager, they add to that a consistent (at least once a month) recruiting program along with a daily coaching program, both on the phone and in the field, with existing dealers.  This is how you build a championship team.  Simple?  Yes!  Put your energy, passion and belief behind these efforts and magic happens.

Now don’t misunderstand.  Hedgehogs are not simpleminded.  On the contrary, their understanding of our business is so profound that they are able to identify the most fundamental elements.  They keep it simple, but they are not simplistic.  Can you get any more basic than E = mc squared?  Can you get any more brilliant?  We all face many challenges, problems, disappointments that we have to manage.  You might think that for each new challenge you need a new solution.  But you don’t!  Think like a hedgehog not a fox.  For a hedgehog, THE SOLUTION IS ALWAYS THE SAME.  FOLLOW OUR PROVEN PROGRAM!

Caution:  I know a Manager and his team are in serious trouble when I hear, “That may work in that region, but our (territory, market, economy, etc., etc., etc.,) is different.”  No, it’s not!  Get back to the program.  Examine your beliefs.  Examine your motivation. Don’t look outside, look at the basics of our business and get right back to it.  Success will be yours.

 “We are here to help make every RM more successful with every ounce of effort we can muster… and then some.”  ~Christopher Lam

Facing Life’s Storms

By Norman Vincent Peale

Eleanor Roosevelt once said, “You gain strength, courage and confidence by every experience in which you really stop to look fear in the face.”

When a person determinedly stands up to something that something tends to fold and finally give way.  There is much less danger in standing up to a difficulty or fear than in trying to avoid or run away from it.

An old cowboy said he had learned life’s most important lesson from Hereford cows.  All his life he had worked on cattle ranches where winter storms took a heavy toll among the herds.  Freezing rains whipped across the prairies.  Howling, bitter winds piled snow into enormous drifts.  Temperatures might drop quickly to below-zero.  In the maelstrom of nature’s violence most cattle would turn their backs to the icy blasts and slowly drift downwind, mile upon mile.  Finally, intercepted by a boundary fence, they would pile up against the barrier and die by the scores.

But the Herefords acted differently.  Cattle of this breed would instinctively head into the windward end of the range.  There they would stand shoulder-to-shoulder facing the storm’s blast, heads down against its onslaughts.  “You most always found the Herefords alive and well,” said the cowboy.  “I guess that is the greatest lesson I ever learned on the prairies, just face life’s storms.”

The lesson is valid.  Do not attempt to evade things you fear and go drifting with the wind to keep away from them.  Every human being has to decide again and again, and still again, whether to meet fearsome difficulties head-on or to try running away.

Actually, most fears are baseless and empty anyway.  A friend of mind figured out that over his lifetime 92% of the things he feared never did happen.  About 8% did happen and of them he said, “Oh, I just stood up to them, handled them and overcame them.”  He added, “All fears are controllable.”

 “Self esteem plus knowledge equal confidence.  Confidence times enthusiasm and pride equal SUCCESS.”  ~Vernie Boren



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