The Coming Labor SHORTAGE

September's IndustryWeek magazine mentions some interesting facts. While the common wisdom is that manufacturing jobs are no longer available in the U.S, some 14 MILLION people remain in the U.S. manufactufing work force. While many jobs have gone overseas, the biggest concern growing now is that there is a gap between the numbers of jobs that will be available the the QUALITY of the potential future employees.

I recently met with the CEO of a technology provider about adding to his sales force. His concern was being able to find good, quality talent for the coming year. He had recently let a sales person go after about 4 months. After tallying up the salary paid, the benefits, the recruiting costs and the management time it added up to nearly $100,000. That doesn't even count the sales that didn't happen during that time!

After some analysis and cogitation I told him that the key to successfully scaling his sales force is to develop a VALIDATED and well-developed SALES ROAD MAP. What I mean is a deliberate, written analysis of HOW CUSTOMERS BUY, verified discussions with potential customers to fully understand the pains the customers are experiencing and TRUE ALIGNMENT of your product/service offerings and the customer's pains. Sounds pretty basic, but it's not often done.

With plans to add 6-8 sales reps I asked him if he can afford to make a $800,000 mistake? The answer is obvious. Can you? Do you spend as much time at CUSTOMER DEVELOPMENT as you do PRODUCT DEVELOPMENT? It's time worth taking.

GMS

Plant Seeds Now

Last week's 100+ degree weather and suffocating humidity left no doubt that we are in the "dog days" of summer. Even hiding in an air conditioned office it's easy to know it's summer...phone calls don't get answered, deals slow down, people are unavailable.

While it's easy to just "chuck it" and join the wave of vacationers, I recommend doing a little strategic "seed planting" in advance of the "unofficial" end of summer--Labor Day.

Take some time off, no doubt, but also take some time to catch up on those annoying little tasks you've been putting of until "some day." Some day is here and it's in the form of slower phones, fewer meetings and more people unavailable. I've been slowing chipping away at my "someday" list for the last few weeks, and I'm starting to get excited about a clear desk and a clear mission come September. You'll get some psychic rewards if you do the same.

Oh, and by the way, I'll be on vacation all next week...sometimes if you can't beat 'em, join 'em.

Regards, GMS