Happy New Year

I'd like to wish all our clients a happy, healthy and prosperous New Year. 2006 certainly flew by and I suspect 2007 won't be any slower. Take a few moments this week to reflect on the successes and challenges of this year and how you will take action to impact 2007 for the better. Also, be sure to take some time to enjoy friends, family, health and home...Afterall, that's what we work for.

Best Regards,
GMS

US Edge is Slipping.

As a nation we are losing our edge in science and technology. From my perspective as a business school professor (in an MBA program) I think we're also losing our edge in simple communication skills like writing and speaking.

Many organizations and institutions are calling for more "basic training" in things like math and science. A recent article in CEO Magazine suggests that young people need to have a more international perspective. I agree.

When I was a graduate business student in the late '80s my class mates were primarily "white guys" will similar backgrounds. Today, my students are men and women; black, brown, white, asian; straight, gay; left, right; and whatever other catagory you choose to name. That diversity tells the story of today's business needs--to remain competitive we need people who have critical thinking skills, communications skills, LANGUAGE SKILLS and the the ability to add value regardless of the surrounds.

Are you thinking globally? If not, please know your competitors are.

GMS

Heroes are in Short Supply

In August I wrote about the difficulties in finding QUALITY employees. With unemployment rates hovering around what we used to call "full employment" it's difficult to find the kind of talent that can change the balance of power in your industry.

Today, the DOW closed at another record high, over 12,000. The economy remains strong. I recently wrote a white paper talking about how employee turnover, especially in the sales area, increases during prosperous times. (Send me an email, and I'll send you a copy.) With turnover approaching 40% in sales forces, you cannot afford to wait, nor can you afford to hire badly...it's expensive.

The way around this problem is to CODIFY and DOCUMENT your sales process so that "mere mortals" can be productive and effective. Heroes are hard to come by and expensive.

Think about how you might capture the "best practices" of your best sales people and document your sales process in a way that leverages that experience.

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

Did You Hear a "BOOM?"

With soaring gas prices, rising interest rates and dire reports from the U.S. auto industry you might be forgiven for assuming the U. S. economy is on shaky ground.

You'd be wrong.

We are within days of breaking the Dow Jones Industrial Average record set during the internet-mania days of 2000. According to the Wall Street Journal, corporate profits are in their 11th straight quater of double digit gains--the longest streak since the 1950s. Consumer demand is up both here and abroad. Just yesterday economists noted a continuted rise in housing sales.

So, what are you doing to capitalize on these economically robust times? I recommend you "make hay while the sun shines." Redouble your sales efforts, seek new partners, make new investments, launch new initiatives--the market is ripe.

If not now, when?

GMS

Speak the Truth

I just got off the phone with a colleague and friend of mine who recently rejoined the corporate world. After just 3 days on the job he's having doubts about his decision. His boss, who was friendly, encouraging and excited during the interview process is beginning to show his true personality--autocratic, unreasonable, and disingenuous.

This gets me to the point of this posting...truth. I'm not a philosopher and I'm sometime too pragmatic for my own good, but it seems to me that much more can be accomplished and more satisfaction gained if we dare to be truthful.

I advised my friend to be truthful with his new boss. Ask direct questions, challenge any false premises, and discover what is truly going on here. While it seems possible that his new boss has multiple personalities, something else may be going on. Admit there is a dead horse in the living room and candidly discuss how to get rid of it.

I'd advise the boss to have the courage to be truthful. It may not be as admired as it once was, but a society, a culture, a relationship, and a business cannot be ultimately successful without it.

I'd also advise my friend that if the boss will not behave truthfully, to get away from this organization and seek one with more integrity.