February 8th, 2007
It Can Be Done, Living a Dream
I was the leader of a 7 manager, 70 sales rep team in the medical equipment business. My position was new and I headed a specialty group. I was National Sales Manager and the sales team sold blood testing analyzers. The average selling price was 75,000 dollars.
My previous role was as a senior recruitment manager, where I was responsible for helping to hire 100 additional sales people for the company’s general sales force. The Vice President of sales asked me to analyze the results of our clinical chemistry sales and to recommend a business plan that would increase sales.
The chemistry sales force was made up of Abbott’s top salesmen and they were promoted from the general force. These were capital equipment sales pros and were managed by specialty sales managers. The area for improvement was whom the sales managers reported into. They reported into a regional manager for the general product line.
My solution was to, have the specialist be their own team, outside of the regions and hire a national sales manager. We would have consistent coaching, complete focus and accountability.There would be no other product distractions and no place to hide.
I was so excited when the boss said great plan, I like it. My excitment turned to worry when he also added, since you are so sure this will work, congratulations on your promotion you are the National Sales Manager.
We kicked butt, from day one the sales reached record levels.Many other leaders would ask what did you do? A lot of planning and effort but at the end of the day 2 things stood out. One, we raised the level of expectation. It was no longer acceptable to fail. Two, we let every one know it was possible. We ensured every new business deal was announced and celebrated. I would leave voice mail all over the US for an average of 40 new closes per month.
The thought was for those sales people going throught a slump in business, that some where some one was doing well.We wanted the team to know it is possible.
Saying all that to say this for blacks in business, it is possible. Most people in business want to move up. Black Enterprise has noted 18 black CEO’s in corporate America. Not long ago it was not possible. We all may not be CEO material but it is possible to move up. Keep hope alive and enjoy the article linked below.
February 8th, 2007 at 11:39 pm
“One, we raised the level of expectation. It was no longer acceptable to fail. Two, we let every one know it was possible.”
Great reads as always, I especially like this part, all things being equal this simple phrase makes all the difference in the world.
Have you watched ‘Children of Men’?
February 8th, 2007 at 11:57 pm
I just remembered this story after a few minutes, it’s something about chance and faith, something Michael Caine observed in the movie, but the story was from some article a few weeks ago.
So a study was made on a sample of inner city kids to determine if they would be successful, and the conclusion was no they woould largely fail given their circumstances.
About a few decades later they took another look at the same sample and the surprise was a very large percentage of them achieved big successes beyond anything expected of them from the initial study.
The common thread? The successful bunch all seemed to share one teacher in the same school who was extremely enthusiastic, optimistic and believed in them.
It’s said if someone’s lucky enough to have one person believe in them completely, then it’s really impossible to fail.
February 9th, 2007 at 2:11 am
when there’s hope everything is brighter!
February 9th, 2007 at 11:07 am
Thank you JO for your tremendous insights. I have not seen children of men but I love hearing about it. Self doubt can be normal and sometimes some one or some thing can help us reach our true potential by removing self doubt.
February 9th, 2007 at 11:11 am
Tisha, thank you for your comment. I was watching a rerun of “Meet The Press,” from the 60’s. An interviewer asked Dr. Martin Luther King Jr, do you still have hope, Dr. King replied, We always have hope, no matter how bleak things get we must keep hope alive because with out hope, we have lost everything.