Interpersonal Business

A bad idea well executed has a much greater potential for success than a good idea poorly executed. It’s all in the critical mass. How bad do you want it, and are you willing to pay the price? Repeated efforts establish a foundation for success; remember try, try, again? Don’t just make a plan; put it into action. Options become available to you. The alternative is in the consequences we must accept.

We all have a different approach and style. Effective management is consistent with strong values. Nice guys can win! A false sense of power will be one’s downfall. Professional space is critical in working relationships. Begin with an open mind and a low profile. Establish an encouraging style before you establish your role. Rise to the occasion for those around you and they will do the same for you.

Don’t let the camouflage of others’ rationalizations affect your outcome. The bottom line is, “what is, is.” A collective strategy will insure victory in the field. Take full advantage of your strengths. Present the facts; don’t allow others to form contrary conclusions. We must leave our own product perceptions at the door. Be creative with assortments; pick a product of the week and present it at every appointment. Become greater involved in the product development process. Share what you know.

Sales forecasts based on quality information are essential to management in order to present effective and consistent expectations. Develop objectives, periodically review these objectives with your sales people, and recognize your star performers. Forecasts also provide a foundation for making a change due to lack of performance; there should be no surprises when the time comes!