A Tale of Sales Karma

December 13, 2011

I’m not suddenly Buddhist. I’m just an observer and I’ve seen karma in action within sales. Or maybe it’s just human behavior in its most natural form… you be the judge of it.

I had recently delivered three or four proposals to prospective clients and had had no answer in weeks. So I was kind of edgy. Whenever I would nudge them I would get an elusive nudge-back or no answer at all. I then proceeded in a George Costanza like manner to rant about the status of society and how we don’t care about one another. Until I had one of those introspective moments I seldom have and asked myself: “What do YOU do in these situations?”.

Then I remembered the four or five prospective offices I was considering when we were office hunting and noticed how once I decided in favor of one I never took the time to contact the real estate agents for the remaining 4. They were so used to the situation they did not even bother re-contacting me, except for one to whom I politely told I decided to go with a different option and another who spams me on a regular basis with offers of just about anything from offices to condos to viagra. I guess I deserve it.

So… what to do about this? Two things to improve the sales ecosystem and beat karma:

1. Feedback pull: Demand to know what happened with your proposal to those who have it in their desks.

2. Feedback push: Be considerate of people who are expecting your answer and provide it.

This is what Michael Jackson aptly referred to as “starting with the man in the mirror.” Think of it as your little contribution towards making this a better world for all of us involved in sales.

El Shuje

On my next post I will put you to sleep with paragraph upon paragraph of boring stuff. Then I will steal your TVs.


Office fauna

November 25, 2009

During my ten or so years in the corporate world I had the distinctive pleasure of observing and occasionally meeting some fantastic creatures. Being part of IT companies it would be very easy to single out the “geek” persona. These and other corporate characters (suck-ups, rebels, smellers) you already know pretty well. I’m going to direct your attention to other types you might already know, but didn’t quite figure out how to name, let alone understand their behavior. Hopefully my musings here will help you deal with these creatures when you next encounter them.

Corporate Copycats

Suck-ups are a dime a dozen in any company. It’s safe to say wherever there’s a boss, someone’s face is attached to his ass. The copycat is a different creature. You might say copycats are enhanced versions of suck-ups. Their utmost desire is to become a person other than themselves, so they pick their target (usually his / her boss or a member of upper management) and basically copy their behavior to the extent of their possibilities.

I’ve come across these creatures in more than one occasion. They not only back-up whatever their bosses say, no matter how stupid or unreasonable it might be, they usually adopt it with a passion and blind eagerness to obey more suited to the military than to a business environment.

It is a very dangerous thing to follow rules without thinking, that’s why copycats are potentially dangerous individuals. In case you encounter one and you happen to disagree on a particular subject, be mindful that since copycats have no mind of their own their mind cannot be changed. You will never succeed unless you manage to convince their object of desire (i.e. the person they emulate) of changing his mind instead. This strategy could mean jumping the chain of command, so it must be used wisely.

The Un-feedback-able

I’ve spent half of my professional life as a manager, and as such delivering periodical feedback has always been one of my duties. In all of my teams without exception there has always been a person that no matter how much I tried to explain things to, would always wind up not listening or not caring and ultimately doing whatever they wanted to. Also, they would rebut every single piece of negative feedback, finding a very reasonable justification for every single thing you dare consider a flaw in their performance. These are the un-feedback-able.

Coincidentally or not, in my teams, these were always brilliant people with authority issues and stubborn to the bone. I remember dreading the moment in which I had to deliver them feedback and in more than one occasion I would purposely schedule the appointment at the end of the day because I knew my mind would not be good for much after it.

Finally (after a few years) I came up with the formula to deal with the un-feedback-able: pulling rank. If you know me or have read my previous post on management you’ll know that I discourage this type of method unless necessary. This is one such occasion.

I found that time and brain cells could be saved by using phrases such as: “I can see you are not in agreement with my position, but I’m your manager and I will be evaluating you according to what I just told you.”

Sadly, most times they carried on doing exactly what they wanted to, but at least, if on their next evaluation I had to shave points off their final score I could do so without so much as an “I told you to do things in a different way”.

Showoffs

In a recent comment to one of my posts, one of you inspired the species I’m about to describe. The comment described those developers that just can’t do something in a straightforward fashion and wind up unnecessarily complicating things in order to prove to others their vast knowledge. These are the tech showoffs you can find in almost all development teams.

The behavior of these creatures is clearly derived of insecurity. Not long ago men resorted to their cars to make up for their shortcomings elsewhere. Later, cars were replaced (or accompanied) by gadgets such as laptop computers, cell phones or smart-phones. Nowadays, for developers, penis size can be measured by the amount of unnecessary frameworks they are able to pile up in order to create a single “Hello World” application.

It doesn’t matter if something that could be done in fifteen minutes took five months to build, or that it has the hardware requirements of an electric power plant; showing off to your peers justifies almost anything.

When confronted with one of these creatures you need to know this is almost always a sin of youth and will eventually fade away. Anything you can do to speed up the learning process could help, but remember no matter how much you try to teach life experience, there is nothing like experiencing by one-self. Working a five-day rush will teach any showoff that sometimes a smart architectural or design choice will pay off big at a later stage.

Self Promoter 2.0

I know self promoters are no novelty, but social networking has helped engineer a completely new breed of this fascinating species. They don’t just brag about their accomplishments (whether real or invented) in office halls anymore. They have expanded their domain and now spend most of their time building their 2.0 personas to be the very reflection of the perfect professional, something of course they could accomplish by doing some actual work once in a while, but… why bother?

This creature is cunning, let’s face it, there is no way a person with no smarts can pull this off. However, they tend to build as much enemies as fans, since subordinates or peers of these individuals often feel social self promoters are full of it and take credit when they don’t deserve it or just plain don’t do the job they are supposed to and more work falls on their laps.

I have yet to figure out a way of dealing with social self promoters. I can’t say I have had direct interaction with any of them, but I keep hearing about them from acquaintances. Boy, do they sound pissed off. I eagerly await to see what happens when one of these individuals falls from grace. I believe that given their exposure they could immediately become pariahs. The bigger they are…

Flavor Combination

Any one person could simultaneously be more than one of the creatures described above. Surely a showoff has some traits of an un-feedback-able individual, and a traditional suck-up or self promoter could easily have the characteristics of both a copycat or a social self-promoter.

If you see a person that combines the four, please send a picture to both me and National Geographic. You could have an amazing discovery on your hands.

Shuje

On my next post I will explain why you should not feed developers after midnight. In the meantime, I would very much like to hear about the fauna in your workplace. Any creatures I should know of? Comment below or e-mail me at shuje@holoom.com


Beware your digital footprint

October 15, 2009

The web 2.0 provides an excellent environment for companies to strengthen their brands. You can do it the Jedi way, or you can take a walk on the dark side. But, in keeping with the old Roman adagio: if you live by the sword, make sure you are prepared to die by the sword. The following are a couple of dirty social tricks I stumbled upon that backfired on their perpetrators.

I started a blog, which started the whole world crying. Cosmetics giant Vichy decided to create a blog based on the life experiences of Claire, a regular yet very pretty gal riding the cosmetics snake. This girl boasted somewhat artificial remarks about a particular Vichy product and was soon exposed as a corporate marketing maneuver. Vichy was immediately forced to make damage control and started using real bloggers’ opinions on product tryouts. They had a rough time though and until things straightened out, they were the laughing stock of the blogger community in France, which in case you don’t know, takes blogging pretty darn seriously.

Pimp my review. A mischievous employee of Belkin took it upon his own to start a campaign for promoting Belkin products. The industrious fellow paid 67 cents (USD that is) per positive review and / or recommendation written in Amazon Reviews for Belkin routers. A blogger discovered this and blew the lid off the whole thing. Allegedly Belkin was not aware of the ploy and made several apologies for the attitude of the employee.

The above are hardly isolated examples. I witnessed open video chat sessions with company executives getting massacred by former employees, viral campaigns that re-shaped product roadmaps (remember the Save Windows XP campaign?), Facebook causes bashing on products, etc.

These are all proof that trying to promote your brand via dirty methods can wind up in a terrible blunder, but more so when the medium is both your friend and your foe. Social channels are full duplex and feedback in social media is fast and when bad, merciless; a wrong move can trigger a negative image change reaction that can seriously injure brand and soul.

The rules of engagement in company-consumer relationships have changed dramatically. For the consumer, it’s a wonderful new era. There are a lot of fast reactions to social complaints: refunds, discounts, reparations, apologies, you name it. All sped up as the result of a blog post and the fear of the potential reputation damage they can produce. And I’m talking Amazon size companies here (The Kindle fiasco is still fresh in the collective mind).

For companies, it can also be a very powerful tool, dirty tricks aside. That is why we are now witnessing the re-shaping of marketing, recruiting and communication departments everywhere in order to adapt to the new media, and the arrival of boutique shops that devote themselves to 2.0 brand streaming. My good friends at El viaje de Odiseo are a living example of this.

In order to capitalize on the above it is crucial to be able to take in the criticism, separate the constructive part from the exacerbated berating and do something about it. To those with an open mind and enough humility, social networks, blogs and the like are tremendously powerful tools. To the stubborn and the excessively proud… better grab an umbrella because it’s going to rain blows.

It’s a brave new world out there.

Shuje

On my next post I will explain how becoming a member of a glam rock band stops your hair loss problems. In the meantime I’m open for feedback and receiving pictures of your lady friends. Send them to shuje@holoom.com


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