JKL Associates - Business & Talent Builders Blog!

July 29, 2010 - ISSN# 1545-2646

In the spirit of the summer road trip, I just had to follow up on the infamous question shouted from the back seat of the station wagon – Are we there yet?

5 months of sales opportunity remain in 2010 and some sales managers are starting to hear the cries from their sales reps – are we there yet? If you happen to be the fortunate business owners that has sales reps already at quota then be happy but now is the time for them to really kick it into high gear. Enable them to capitalize on their personal efforts and set up a bonus for even higher performance.

For the whining sales kids that are just tired of sitting in the back seat of the sales program, it is time for them to shut up and get to work.  These are adults and the complaining went out the door with puberty.

If you as the sales leader have not sat down with each of your reps and reviewed their 6 month performance then it is not to late.  Sales as we all know is a numbers effort.  The first 6 months performance results are surely available and a plan to get reps back on track (if they have strayed) is of critical importance to the organizations bottom line.

Leadership is not about hoping it is about leading.  The kid in the back seat of the station wagon is hoping the ride is almost over and the parent must take charge and work with the child to get them through the next segment of time. Sales management is sometimes very similar.  Sales leadership must mentor and coach their sales reps through the tough times to help them build self confidence and greater productivity for success.

This week put your ear to the ground to listen for the kids in the back of the sales program.  What steps do you need to take to lead them to results in 2010?  What plan of action will be followed to make it happen? What changes will you make to upgrade under performers? Are you building a bench of future talent?

Need help engaging your sales resources? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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MI 48236

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July 22, 2010 - ISSN# 1545-2646

When you hear the word “Professional” what images come to mind? Doctor, Lawyer, Custodian, Carpenter, Parent?

When you look up the word “Professional” in the dictionary it states – characteristic of or pertaining to the engagement in an occupation that requires training and specialized study.

This week I ask you to look at yourself and question yourself – are you a “Professional.” Someone that is engaged in an occupation and continues to learn about their area of expertise through training and study?  If you initially answer yes to this question, I congratulate you for stepping up to be a professional.  If you hesitate and waffle about the training and study part then just maybe you are in need of assessing - are you the “Professional” you could be?

Building on last weeks article about development, being a professional requires a continuous learning element of your regular mental investment routine.  Maybe it is taking continuing educational credits provided through your industries associations, attending night school, searching the internet for pertinent business articles or even meeting with members of a Master Minds group to share ideas, all of these are investments into training and study of your profession.

Unfortunately, there are many who claim to be professionals but do not hold themselves to a defined standard.  This deviation causes not only them personally but also entire groups of people to be viewed in the marketplace as somewhat less than being a professional.  Take for instance sales people.  I have met some of the most professional people in business and they are sales representatives not doctors or lawyers etc.  They are at the top of their game because they are experts in their area of focus. They are constantly trying to improve themselves and improve others.  They use their investment into training and study to solve problems for their clients who in turn buy their solutions at a better than average profit margin.

I have also met many so called professional sales people that are just plain lazy. No investment into themselves to become experts. Not being open to others input to help them improve.  Waiting for the phone to ring, taking low hanging fruit away from colleagues just to say they are doing their job.

It happens in all professions.  Some are better than others in self cleaning the bad fruit from the ripe fruit.

This week it is time to make a self commitment to being the “Professional” you can be.  Set a course of expertise development and take charge of your direction. Don’t wait for it to come to you, go out and grab the golden ring of success.

Want help becoming the “Professional” you can be? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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July 15, 2010 - ISSN# 1545-2646

It is 5:30am, the alarm goes off and your body tells you – GO BACK TO SLEEP!

Your mind on the other hand steps in and tells your body that the only way to develop yourself is to get going and do the things that you don’t necessarily want to be doing but need to. This is true whether toning your muscles for physical shape or toning your brain matter for intellectual endeavors.

Over the course of time, I have personally taken lots of training classes on all kind of subjects.  Some of these knowledge investments were pretty enlightening and some were just plain torture at the time. I kind of relate those that I was not all that excited about to lifting weights or running a mile.  I can intellectually understand and appreciate that both of those physical activities are good for my body.  Physically and mentally I would have rather been doing something else.

I compare this to training and development in the workplace.  Most all of your employees can see the potential benefit of a training event.  They get exposed to some technique or information that will help them in their job role. In reality they are there, sitting in the chair, counting the minutes before break, lunch or the end of the day.

These are the lows of development and they will always be in every training session. Even if your personal training is tone, fit and either handsome or gorgeous depending on your gender, they will still have you doing some training that you might not necessarily want or enjoy.  You do it because it will make you better so you justify the pain until it is over.

In the work setting, development is critical to moving your business forward.  Maybe it will take the formal approach or informal mentor/coaching style.  Either way the process of development requires the discipline to move through the pain to realize the rewards on the other side.

Yes, I could sugar coat training and development but where does that actually get you.  Some won’t experience the pain as great as others but all in all the investment into training is not for the benefit of the people providing the training. It is for the individual involved with it to help them grow in their job role.

This week, come clean and help your team understand that training is critical to the future success of the business.  Not significantly different than waking up at 5:30am to take the one mile jog.  Very important but the medicine tastes bitter.

Need help developing your resources? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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July 8, 2010 - ISSN# 1545-2646

No I’m not talking about Lebron James, Tiger Woods, or any other sports professional that gets a contract to endorse a specific product or brand.  I’m talking about endorsement from your fellow employees, such as your peers, your subordinates and your boss.

Maybe you have heard this in terms of buy in or support or even the word ownership is used.  The bottom line is that until you have these in place with your plans and objectives you have nothing but plans with no real opportunity to archive results.

I have witnessed great time and energy being put into business plans and strategies only to have the outcome be less than desired. Maybe the plan did not fail but did it actually produce the intended results?  Is this a win?  Were those involved, endorsing each other at the level necessary to achieve the results? Was the endorsement genuine and not fake? Tough questions must be asked to get to real answers.

There is an old saying about a chicken and a pig and their contribution and commitment to breakfast that might help create a picture in your mind about being committed to the endorsement of a plan.  When a chicken lays an egg they are involved in providing product to be eaten.  They live to lay another egg.  When the pig contributes to breakfast for bacon, they are not provided the opportunity to participate in the next breakfast.  Which has higher commitment or endorsement?

This week, as you look at your next 6 months of plans to achieve your 2010 goals, look at who is truly endorsing the plans to achieve results and who is giving it lip service?  Six months from know is too late to be asking for endorsement for 2010.

Need help getting your team on the same page to endorse each other? Give JKL Associates a call – 313-527-7945

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July 1, 2010 - ISSN# 1545-2646

Have you ever wondered what happened to the 56 men who signed the Declaration of Independence ?

Five signers where captured by the British as traitors, and tortured before they died.  Twelve had their homes ransacked and burned.  Two lost their sons serving in the Revolutionary Army, another had two sons captured.

Nine of the 56 fought and died from wounds or hardships of the Revolutionary War.  They signed and pledged their lives, their fortunes, and their sacred honor.  What kind of men were they?

Twenty-four were lawyers and jurists.  Eleven were merchants, nine were farmers and large plantation owners;  men of means, of faith and well educated.  But they signed the Declaration of Independence knowing full well that the penalty would be death if they were captured.

Carter Braxton of Virginia, a wealthy planter and trader, saw his ships swept from the sea by the British Navy.  He sold his home and properties to pay his debts, and died in rags.

Thomas McKeam was so hounded by the British that he was forced to move his family almost constantly.  He served in the Congress without pay, and his family was kept in hiding.  His possessions were taken from him, and poverty was his reward.

Vandals or soldiers looted the properties of Dillery, Hall, Clymer, Walton, Gwinnett, Hayward, Ruttledge, and Middleton.

At the battle of Yorktown, Thomas Nelson Jr., noted that the British General Cornwallis had taken over the Nelson home for his headquarters.  He urged General Washington to  fire on it with his cannon.  The home was destroyed.  Nelson later died bankrupt.

Francis Lewis had his home and properties destroyed.  The enemy jailed his wife, and she died within a few months.

John Hart was driven from his wife’s bedside as she lay dying.  Their 13 children fled for their lives.  His fields and his gristmill were laid to waste.  For more than a year he lived in forests and caves, returning home to find his wife dead and his children vanished.  A few weeks later he died from exhaustion and a broken heart.  Norris and Livingston suffered similar fates.

Just some of the stories from history. This 4th of July, take a moment to remember our founding fathers and their sacrifices.  Are we willing to do the same today for our country, your business, your family?

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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June 24, 2010 - ISSN# 1545-2646

2010 is half way over. 6 months remain to achieve the goals set out at the end of 2009. Where does your business stand?

As I interact with a variety of business owners and their staff it is concerning that on a daily basis, sales and staff resources struggle with consistently executing portions of their daily activities. It is not for a lack of knowing their jobs or expectations. It is not for a lack of putting forth a days worth of time. It is not even a lack of effort.

It appears that it could be a lack of fundamental execution on a routine basis.

Let me give you an example. I sat at the boardroom table during a sales meeting where sales reps and support staff discussed work activities, projects, due date etc. As the meeting progressed, I was amazed at how some of those present were not prepared to respond to questions or give details about projects. In some cases the lack of data or details was the result of not doing their discovery work with their clients or prospects.

Knowing some of the history with this business, I knew they had spent time and money having their sales team take some training from a third party company. This organization taught them a process to follow to collect and capture pertinent data to be used in their sales efforts. So it was not for a lack of process, knowledge or understanding.

So why such a gap in preparation or sharing of details?

Those involved are not executing the basics daily! The sales representatives are not completing the necessary documentation on accounts. Support staff are not asking or further clarifying data with additional questions. Too many assumptions or lack of commitment to digging for facts is present.

It does not require any special talent or capability.  It does require forming the discipline to consistently ask and gather the necessary information so the best possible solution can be formulated based on facts not fiction.

Winners are not those people that can create massive one time splashes and be forgotten. Winners are those that form disciplines and execute the basics, day in and day out.  They build their fortunes a brick at a time.  Forming good consistent disciplines that are followed each and every time.

This week as you close out the first 6 months of 2010, look around your business.  Where have shortcuts started to pop up and disciplines been pushed aside. It is these areas that are not just costing you added time and cost but are also deferring income and revenue into your business.  There is still time to correct these issues and capitalize before the end of 2010.

Need help formalizing good discipline in your business? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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MI 48236

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June 17, 2010 - ISSN# 1545-2646

Recharging the personal batteries

This week I’m going green – a little R & R to soak up the sun in my personal solar panel – my physical body.

School is out. The weather has been outstanding. Summer officially arrives in about 4 days.

I might make light of taking some time off this week (obviously still working by getting the newsletter done) but way too many business owners are out of touch with taking care of things other than working in their business.

Times are tough right now so long departures from your business may not be available but a few days to recharge your batteries and get you properly focused is critical to coming out of the economic challenge still on your feet.

Now, I know that you will still be thinking about your business (as I do) as that does not necessarily shut off like the flip of a switch.  On the other hand a strategically placed separation from the daily fire fighting or margin/profit objectives can add proper perspective and creative juices demanded to be a leader under these conditions.

If you are so tied to your business that you can not take time to take care of yourself – YOU HAVE BIGGER PROBLEMS than you want to admit to yourself.

Taking some time allows for other leaders in development to step up and take responsibility for daily operations. It allows you to evaluate their capabilities in handling the business at hand and moving it forward. It provides critical self analysis time to re-energize the next push forward toward results.

As you read this, take your calendar out and plan your next 1, 2 or multiple day rejuvenation session for yourself.

If you look at your calendar and can’t find a spot, then give us a call (313) 527-7945 to help you put in place the necessary talent to allow you a future escape to recharge your batteries.

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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MI 48236

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June 10, 2010 - ISSN# 1545-2646

Potential is a very interesting word that is loaded with a multitude of possibilities.  The key here is – will any of those possibilities be realized?

We here the word potential all the time in business and our personal lives. “That person has great potential” or “this property has lots of potential.”

Unfortunately that is where most of the potential stops – at the simple muttering that, this or that has potential.

I recall the segment of the Disney film – Lion King where the returning lion looks over the once lush area of his fathers kingdom and views a dried up wasteland.  The accompanying friend refer to it as having lots of potential. A real fixer upper!

We might all chuckle about such phrases in a movie but in the business world, the cost of missed or lost potential is the difference between being in business and having gone out of business.

The dynamics and pressures of the economic times can sometimes overshadow this process of converting potential into profits.

It is easiest to witness in the revenue generation – Sales Department. A new recruit is hired and lots of expectations about their ability to sell rings in the air around the office. Everyone is stepping aside and waiting to realize the fruits of this new potential talent. This is the start of not converting potential into results.

As in our movie, the barren landscape could not be restored by a single person, event or action.  It requires energy from leadership throughout the entire company.  As the new talent begins their career, it is critical that those first few hours, days and weeks be filled with potential conversion development actions. It is not handing them a book, or viewing a video. It is about immersing the potential into real world actions that cause a chain reaction of energy to build the potential into a success.

Stacking a pile of wood and paper has the potential to create a fire but with out the ignition, the potential is never realized.  The pile of woods can not ignite itself.  Nor can a new employee that is not familiar with an organization culture or mean of conducting business.

This week, take a look at those in your organization whether new or long-term employees – those that have potential for growth and improvement. What can leadership provide to ignite a fire within them so they can convert their internal potential into greater results.

Looking to better understand and gain access to your employees potential – Give JKL Associates a call at (313) 527-7945

Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
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MI 48236

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(313) 527-7945
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(313) 731-0626

June 3, 2010 - ISSN# 1545-2646

As I woke up this past Monday – Memorial Day, I paused to enjoy the moment that I did not have to rush off to a client, make a phone call, type a letter or any number of things related to running JKL Associates. Immediately after that refreshing moment in time, it struck me that this privilege of waking in a “FREE” country was only possible because there are heroes that did not sleep in their own homes in their own beds that past evening.

I realize it is already Thursday and the Memorial Day extended weekend is maybe a past memory for many. Maybe it was the backyard barbecue or the trip to the summer cabin that is your take away memory.

Today, I ask you to pause what you are doing and say a silent prayer for all those that did not celebrate the long weekend because they are dispersed around the globe – WORKING to protect and ensure our liberties.

Our nation, its people and the foundations that have served us well for over 200 years are still the best place on earth to live.  We are not without our present and future challenges. It will be up to WE THE PEOPLE to take accountability for our great nation as we move forward. 

Our troops do it daily for our benefit.  Let us not forget them – EVER!

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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MI 48236

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(313) 527-7945
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May 27, 2010 - ISSN# 1545-2646

Blackberry, I-Phone, Email, SMS texting - the list goes on with all the other possible ways to communicate between people without ever seeing them.  Oddly enough we as a society are losing a fundamental capability – being able to talk to one another in a face-to-face conversation.

I’m a firm believer and promoter of using technology to help us improve our businesses, community and society.  I’m also the first one to say that these technologies when not self managed give people the ability to hide behind them.

Any strength that is taken too far becomes a weakness. Any weakness that is not recognized and looked at and developed eventually is lost.  This is all part of natural evolution. Now I’m not predicting that any time soon, man will stop having the ability to verbally talk with one another. On the other hand, the lack of skills and capabilities to effectively use interpersonal skills for job performance is already showing up in the work setting.

I recently worked with a group of sales representatives to assist them in gaining greater access to decision makers. They were convinced that with a few magical words of wisdom their own capabilities would take them to new performance levels.

In this exercise, they compiled introduction letters, scripts for telephone calls and points for initial face-to-face conversations. Each person using their own approach and style so they would be most comfortable with the process and delivery. When it came down to practicing/roll playing their face to face meetings, they all struggled. They fell back into the tell to sell mode of the last century.

Now this view of interpersonal skills collapse is not being taken solely from this exercise.  It also includes the feedback we collected from sales managers, customers etc. These inputs gave insight to the need for the reps to be more conversant.  Not just tell benefits or ask leading questions, but to actually converse about relative topics and business acumen data points.

The reps had a fairly strong understanding of what they needed to know to help with solutions but could not execute the delivery in a face-to-face manner to move the sales process to a productive solution. They could all write a great letter and leave an impressive voicemail. Put them face to face with the client and a whole new set of dynamics come into play.

This week, take some time to interact with your employees in the field.  See how they interact with your clients. Are their interpersonal skills up to the level your business needs them to be?  What is it costing you to not have their skills at a higher level?

Electronics in the world are here to stay.  Understand they contribute to success not replace the actions of interpersonal skills to get where you and your business deserve to be.

Need help with your interpersonal skills development? Give JKL Associates a call – 313-527-7945

Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945

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JKL Associates
18530 Mack Ave #242
Grosse Pointe Farms
MI 48236

Main

(313) 527-7945
Fax

(313) 731-0626