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Chelen
Moore
Vice President, Operations
The Grayson Group
Would
it surprise you to learn that text messaging is not the preferred communication medium for C-level executives or for their
executive assistants? And just in case you were wondering, a hastily sent text
message from behind the wheel while you’re stuck in traffic won’t excuse being 15 minutes late for a C-suite appointment. Not that texting doesn’t have a legitimate place in your array of communication
options, mind you. Responding to a priority telephone call or e-mail while you’re
fully engaged on a conference call or webcast is a good use of text messaging. But
don’t forget that while sloppy spelling and syntax is passable between a couple of texting teenagers, it wins you no
points with a CFO who probably thinks salespeople are “all thumbs” all the time.
Think about it.
She’s
gone but she’ll never be forgotten. She touched so many people in so many
wonderful ways, perhaps none more so than the members of Executive Women International
who unanimously named their annual golf tournament after Gayle following her death in January 2002. Gayle actually initiated and chaired the very first EWI Golf Tournament.
She later was elected President of EWI in 2000 even as she was fighting the cancer which was to take her life. Please circle June 19, 2009 on your calendar and plan to tee off at Cowboys Golf Course. You’ll play a great golf course, honor a special woman and support a great organization
and its charities. For more information on the tournament, call Paula Myers at
972/869-4773.
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Selling To The Feds
Many
companies toy with the idea of selling products and services to the Federal Government but never quite get around to it. Well, if ever there was a time to think about it again, the accompanying chart provides
some validation. So whether it’s partnering with an established Federal
Government reseller or pursuing your own GSA contract, tempus fugit.
A salesperson’s
lot has always included unpredictability, uncertainty and anxiety. The ability
to persist and win in the face of such obstacles is what the profession is all about.
But today the
salesperson is faced with a business slowdown of unprecedented proportions and unknown duration. Many are dispirited and fearful of what 2009 holds.
Then along comes the eternal optimist, the saleswoman who faces adversity by doubling her activity levels, mobilizing
her network and taking extra special care of her existing customers. Invariably
this produces the dual phenomena of luck and serendipity on which quota-breaking performances are built. So when looking for reassurance in times of stress, look no further than doubling your personal resolve
to do those things history tells us are the antidote for slumping sales.
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Many
believe, the hearty band at Grayson Group included, that Peter Drucker was the smartest and most lucid of business consultants. He wrote more books than most people have read.
His core message was that a business, any business from General Motors to IBM to a fledgling start-up, exists for only
one purpose. That purpose is to attract and keep customers. No message is more appropriate or should resonate louder as companies confront the ravages of the deepening
recession. It’s all about seeking out, selling to, and providing incomparable
service to qualified buyers. So whether you carry a quota, or work in the accounting
department, or serve as an administrative assistant, the mantra, “EVERYBODY SELLS” could never be more relevant
or important.
Scratching For Business
“When
the worms are scarce, what does a hen do? Does she stop scratching? She does not. She scratches all the harder. A lot of businessmen have been showing less sense than a hen since orders became scarce. They have laid off salesmen; they have stopped or reduced their advertising; they have simply resigned
themselves to inaction and, of course, to pessimism. If a hen knows enough to
scratch all the harder when the worms are scarce, surely businessmen ought to have gumption enough to scratch all the harder
for business.”
--B.C.
Forbes
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