5 Tips for Running a Better Business Meeting

On By Joe DeRosaIn Business, LeadershipLeave a comment
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We’re all busy.  The last thing we need is to attend another meeting. The minions gather around the board table and talk, ponder, and pontificate.  Time seems to stand still.  We’ve all been in meetings when we felt an overwhelming desire to be watching paint dry than to hear one more syllable uttered in the dungeon the business world refers to as “The Conference Room”.  In fact, so ineffective are most meetings that we’ve taken to naming our conference rooms with fun names so as to distract those weary attendees into thinking fun is on the other side of the door to Pebble Beach or Gilligan’s Island. So is there any way to spruce up our meetings?  Is there such a thing as an effective meeting?  Yes there is.
The next time you call a meeting follow these simple 5 steps:
  1. Prepare.  Know your material.  Know the salient points you’re trying to communicate.  Anticipate questions and formulate responses.  People hate showing up and feeling like their times been wasted because the leader doesn’t seem to have a clear agenda.
  2. Get revved up.  Have some energy for goodness sake.  Attending a meeting where the leader is monotone, or worse distracted or bored is a fate worse that death.  Show some energy, and respect, to those who have showed up at your request.
  3. Take frequent pauses and solicit responses.  No one likes to be lectured to, especially for 90 minutes – the average length of a business meeting in the U.S. according to the University of Tulsa.  Asking questions like “does that make sense?”, or “what do you think of that?” will keep people engaged and thinking.
  4. Take notes.  At the end of the meeting circle back to those who raised comments, concerns, opportunities, etc.  This lets the attendees know that when they are invited to one of your meetings they are engaged and expected to interact.
  5. Acknowledge great ideas.  The definition of “conference” is; a meeting of people to confer.  If you didn’t want anyones opinion you wouldn’t have asked them to join the meeting.  Even the best ideas, the best laid plans, the best strategies can be improved if you’re willing to listen.

Following these steps will keep your co-workers active and position you as a leader by demonstrating first and foremost your respect for everyone’s time, highlighted by your ability to efficiently navigate the team from topic to end-state.

 

Tunnel Vision – A Salespersons Secret Weapon

On By Joe DeRosaIn SalesLeave a comment

TunnelVision

As the internet-of-everything continues to grow, and social media becomes more robust with each passing day, professionals in every industry are forced to embrace the art of multitasking. In fact, so much so that our society places the skill of multitasking on a pedestal – a Holy Grail if you will of those who are super-efficient. Look at a handful of resumes today and you’ll find candidates advertising their ability to perform a dozen tasks with accuracy and proficiency. But can they really? Can any of us be really good at anything when we’re focused on everything?

Successful salespeople do many things well but one common area of frustration that plagues many is the never ending struggle to focus. To have a singular focus – perhaps tunnel vision – on only one or two things at a time. Tunnel vision leads to a laser focus on what really matters. Would a golfer think of his/her next drive while still on the green putting for birdie? Would a heart surgeon be thinking of office payroll with a patient on the table and chest open? Let’s hope not. Tunnel vision, laser focus, or concentration can all be attributed to those who excel in their particular craft.

Try these 3 Tunnel Vision ideas to improve your performance:

  1. Shut off email while making prospecting calls. Email is one of the biggest distractions a salesperson deals with. What if my customer needs me? What about my referral sources calling me with a prospect? The human mind often tends to work in extremes. A “this or that” mentality. The reality is that things are rarely this or that. Start out by shutting off your email for an hour while making calls and then check it after an hour to see what items require your immediate attention or response.  You’re ability to stay focused on your calls in the absence of the “You-Got-Mail ding” will yield better results.
  2. The early bird does get the worm. Start your day early setting aside 20 – 30 minutes to read. Glance at the news, read some blogs, or finish a chapter or two of a sales focused book. Starting the day early allows you to tunnel your vision on tasks that will enhance your conversations and activities throughout the day.  If your calls begin at 8 am, start your work day at 7:30 am.  Notice I didn’t say start your day at 7:30 am as my assumption is that your day is starting somewhere around the 6 am hour if not earlier anyway.
  3. Prepare your call list the night before. Being able to start your day focused on making calls rather than preparing for them is another way to focus your attention on action-based tactics. Preparing a call list requires a different energy than making the calls themselves. Be sure when you’re making calls you’re focused on nothing but the calls themselves. Multitasking will be heard and felt by the receiver of the call and will most likely lead to poor outcomes.

Be confident in knowing that acting with tunnel vision will produce better results while multitasking only produces diluted results.  The power of focus will help you prioritize your tasks for the day by applying the most amount of energy and skill possible during those activities.

5 Things Every Salesperson Should Focus On

On By Joe DeRosaIn SalesLeave a comment

focus

Sales people are an interesting breed.  They’re high-strung, often funny, and witty, sensitive and many times high maintenance.  I know this because I am one.  I’ve sold, managed, led, and built sales teams for the better part of the past 2o years.  I’ve had months when I hit my numbers and months when I’ve missed.  I’ve had sales teams that have blown the number out of the water and those who have drowned while trying to hit the number.  Yet over the years I have heard one question that continues to be asked over and over again…”what is the secret to success in sales?”.  Here’s the answer…there is no secret.

The difference between successful sales people and those who fail in this profession is simple.  Over the years I have identified 5 traits that separate those who succeed from those who fail.

  1. Clarity of goals – knowing exactly what you want to achieve and when.
  2. Discipline – being committed to perfecting your skills.  Starting your day before others and ending it after they’ve long given up.  Putting in that extra time when others are out having fun.
  3. Curiosity/Inquisitiveness – an insatiable thirst for knowledge.  Betterment.  Desire to outsmart, or out-understand others.  Constantly absorbing, learning, refining.
  4. Time Management – successful people know that time is their biggest asset.  They don’t waste it.  In Sales this means selling when people are available to be sold to.  Don’t do paperwork at 10 am.  That’s a waste of time.  Sell at 10 am and do your paperwork at 10 pm.
  5. Self-Reflect – 15 minutes a day to reflect on what you did, what results you generated, what you learned, what you’ll do different tomorrow.

Make these 5 things part of your life and success will find its way to your doorstep, not because it simply wandered over but because you attracted it through these strong and powerful habits.

 

Can Really Anyone Succeed?

On By Joe DeRosaIn LeadershipLeave a comment

Doubt

It all begins with setting clear goals.  Knowing what you want along with a rough idea of the time frame in which you want to accomplish those wants is where success begins.  No one stumbles into success.  Without clearly defined goals even winning the lottery will lead to failure as the bankruptcy rates for lottery winners seem to indicate.  We’ve managed to create a society in the United States where success is demonized and those who acquire it are viewed as the bad guys.  Lines continue to form for hand-outs and entitlement programs.  We’ve more than doubled the ranks on government assistance in the past 8 years, and the news is littered with stories on just how little the rich and successful do for those less fortunate.

Those who don’t succeed often whine about the who, the how, and the what.  Who prevented them from succeeding how they were derailed from success, and what’s missing from the system that if there would enable them to succeed.  These folks just don’t seem to get it.  They must have slept through history class…not just ours but civilizations across the globe.  Remember the caveman wasn’t born with fire or a wheel.  It took thought, vision, hard work and persistence.  Our country was founded on the basic principle that anyone willing to work hard while applying their God-given talents could succeed.  We never guaranteed success…only a chance at it.

People who complain about success will never attain it.  I’d propose that the biggest reason they will not achieve success is that they haven’t taken the time to identify what success is.  They simply look at the material things that they associate with success.  They have no idea what is required to obtain those things, they see only the after-results.  Whether it’s a heart surgeon, a mutual fund manager, a business owner, or a school teacher, those who are successful have a clear idea of what success means to them and for most it’s never about the money or stuff.  It is however always about the personal accomplishment, achievement and having the ability to say “I did it.”  That alone defines success.  You know, Frank Sinatra got it right in his song My Way, more people should listen to it.

So if you’re feeling low and not sure where you’re headed remember it’s up to you.  You have to think about what you want.  You have to answer the question how hard you’re willing to work to get it..  You have to be willing to put the time in.  You have to take complete responsibility and accountability for your successes and failures.  Once you do that success will find its way into your life.

 

5 Things That Will Turn Our Country Around

On By Joe DeRosaIn LeadershipLeave a comment

Are you one of the many people that think our country is headed in the wrong direction, frustrated with The Blame Game that is played daily in Washington? Do you feel embarrassed by what other countries think or say about the United States? If you answered yes to either of these questions I am going to propose 5 things that will help get our country on the right path again. Take a deep breath…you ready?

1. Implement term limits. We have them for Governors, and Presidents, but not for Congressmen, Congresswomen, or Senators. Politics was never intended by our Founding Fathers to be a career path.

2. Reduce the maximum corporate tax rate. According to Fortune, nearly 80 companies have changed where they are domiciled this year alone, in order to beat the U.S. tax rates. Apple alone holds more than $150 billion…with a “B” overseas. Imagine what could be done if that money was able to be put to work here in the U.S.

3. Implement a talent assessment tool for all political candidates. We test potential job candidates during the recruiting process. We even want to meet the babysitter before we leave our kids with her…or him. But no one thinks to test the person whose job it will be to protect us, to speak softly and carry a big stick. Caliper, DISC, Kolbe, Forte, the list is endless. Just use one!

4. Eliminate second chances and “get out of jail cards”. If you don’t pay your taxes at 20 that’s called a mistake. When you don’t pay your taxes for years after the age of 35 it’s called deceitful and if you don’t like that word you can call it criminal. How can one hold others accountable when they themselves have crossed the line and thought it okay?

5. Require every potential candidate for a Legislative and Executive roll in government to undergo a rigorous training and education on Middle Eastern history. We’ve spent more than $1.5 trillion on wars in the Middle East since 2001 according to nationalpriorities.org and have lost nearly 7,000 lives. More than 20% of the total Federal budget is spent on the military and this is a sore subject for many. However it’s important to note that it is the ONLY area our Constitution states as a must-provide by OUR government. Have you read our Preamble lately? Our leaders need to understand history before they try to jump in and try to “fix” things. Perhaps it’s time for a realist to simply manage the risks that arise from the cradle of civilization rather than trying to change or control it.

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A New Game Show: The Blame Game

On By Joe DeRosaIn LeadershipLeave a comment

Look around you. Put your iPhone down, stop your online shopping for just a minute, and stop posting on Facebook. Take a deep breath, look up, look around, watch, and observe. Listen to what you’re hearing…or not hearing for that matter.

A new gameshow is building both momentum and popularity amongst our Country’s leaders. It’s not Family Feud, it’s not Price is Right, nor is it Let’s Make a Deal. This new gameshow is called The Blame Game. The object is to point as many fingers as possible toward other people and escape both responsibility and accountability. The winner is crowned Teflon Don…or Donna. It’s the ultimate game for losers, and one that is gaining popularity because we allow it to. And the worst part is that there’s not just one winner…there’s many, many, many, many….

Our Country has moved toward a shallow ignorance. A state of numbness where we’ve insulated ourselves from the misguided missteps of our leaders. Everyone gets an unlimited number of “free passes” in The Blame Game, because we allow it. We give a free pass to those who inherited a mess, or those who just can’t make the tough – often times unpopular – decisions. We shrug our shoulders and continue on with our lives moving further and further away from our Country’s founding principles which include very specific references to God, power emanating from the people, a Constitution, private property ownership, and a republic rather than a direct democracy. (How many people would you guess don’t know there’s a difference?)

Our leaders of today are often times winners of a popularity contest. Great orators, sharp dressers, charismatic charmers, and savvy politicians capable of weaving in and out of distressed situations so as to not get to entangled in them whereby they must roll up their sleeves, jump in, get involved, and work toward a solution. They are a group of master delegators not for the sake of efficiency but for the sake of creating political insulation for when things go sideways.

While hope is not a strategy, I do hope (and pray) for a true leader to emerge soon. One that our Country can rally around. One who wants to be held accountable. One who makes decisions based upon their beliefs and convictions, not on polling numbers. One who possesses the character and integrity that promotes family values, personal responsibility, and self-improvement. One who other countries respect and in some cases fear…or at least know they mean what they say. Does such a leader exist? Is he or she already on the path to leadership or are they awaiting a nudge from family or friends to “just do it”? While we can wait and hope for things to get better, we should all go back and re-read our Country’s founding principles. Then and only then will we know whether our hope is possible or misplaced.

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Don’t Judge a Book by its Cover – Life’s Important Lesson

On By Joe DeRosaIn UncategorizedLeave a comment

Recently I took a cab from Manhattan to NY’s LaGuardia airport. By the time I reach my destination I’m usually feeling quite lucky to have escaped the ride with my life, but this trip was different.

As I walked down 45th Street on an incredibly warm and humid day, I did the usual hand/arm gesture (no not that one) that people do when trying to hail a cab. Within minutes a car came swerving over to the curb. The cabbie was a young man with a thick long beard looking a bit dishevled. In a low voice he asked where I was headed and put my luggage in the back of the car…and we were off…and that’s when the extraordinary happened.

The first thing I noticed was as soon as we got into the car he put the windows up and cranked up the air conditioning. He turned around and in soft but strong voice said, “good afternoon sir, how are you doing today.” I replied back “fine”, and he asked where I was headed. I told him Denver at which point he asked what I did for work. After I answered I asked about him.

He told me he was Palestinian and had just graduated from City College in NY with his pre-medical studies degree. He told me of his passion to find a cure for cancer, “it’s been too long that we’ve been fighting that disease, and I want to get my PhD in an area that focuses on finding a cure for cancer.” This young man was really surprising me.

I asked him if he was driving cab full time. He drove 3 days a week and taught motorcycle riding lessons on 3 different days working 6 days a week. He told me how many people he’s met along the way and how lucky he felt to have met so many different, and for the most part kind, people.

I complimented him on his work ethic and determination to contribute in a positive manner within the medical community. He then shared with me what he felt was the secret to life’s success. The secret that separated the ordinary from the extraordinary people. That secret was time.

Please explain I asked. He said, “It’s simple. Life is all about making the most of the time you have. The saying ‘ the early bird gets the worm’ is so true” he told me. “My shift starts at 1 pm. I do that on purpose because most of the taxi companies have a shift change right at 5 pm which is odd when you think about that being the time people are getting out of work. Next time you try to get a cab at 5 pm notice how difficult it is to get one. I start my shift at 1 pm so I’m always available during the heaviest hours…right after lunch and at the end of the day.” The right place at the right time.

“When my competition is resting, I’m working. When they’re eating I’m working. When they’re changing shifts I’m working. It’s all about time.”

This young man was incredibly perceptive relative to the ways of the world well beyond his years. His casual demeanor, intelligence, and thoughtfulness gives me hope in future generations. Willingness to work hard, have a goal, and stay focused are all essential elements to success. He has these. It wouldn’t surprise me if years down the road when we do eventually find a cure for cancer that it’s his face on the cover of the front page of the paper.

He was right. It’s all about being in the right place at the right time. Had I flagged down a cab earlier I would have missed the opportunity to meet such a wonderful human being. Time smiled on me that day.

Innovation Paralysis

On By Joe DeRosaIn BusinessLeave a comment

analysisparalysis

 

Many companies talk about innovation. Being innovative or even inventive can sound inspiring to prospective investors and employees. The promise of innovation can often attract new talent or keep impatient customers at bay. Hold tight, our new and improved version is on its way. We’re innovating as we speak.

The fact is the most companies aren’t innovative at all. Most are copycats. Copying another company’s idea is easier to do and carries less risk (assuming you’re not infringing on any copyright or patent laws). After all they’re the ones who have invested in true innovation.

For the most part, companies – even yours, may struggle with innovating. The biggest reasons for this struggle can be attributed to fear. Perceived fear is an emotion so powerful that it stops most of us in our tracks from taking action. It’s a mind game that creates countless scenarios that fill us with thoughts of failure and ridicule. We forget that most of the greatest inventions and innovations in history were the result of countless failures. Think of Ford, Edison, Jobs, and even JP Morgan. The fact is that failure fuels passion and passion produces results.

Strong leadership is required to lead an innovative company. If the CEO, owner, or leader lack the confidence required to discuss failures experienced by trying to innovate then a company simply won’t innovate. Unfortunately companies that take a follow-the-leader approach typically end up becoming irrelevant. The list is long and includes names like Kodak, Zenith, Pontiac, and Circuit City.

How do you know if your company is a company of innovation? Ask these questions?

1. Where are your growth ideas initiated in your company?
2. Was anyone ever fired for trying a new idea? Responsibly?
3. How often does denial come into your team meetings? The general belief is that alls well.
4. Are there regular meetings where idea generation is the only thing discussed?
5. Are off-the-wall, wild ideas solicited or is there more of a play-it-safe mentality that permeates your company?

These questions will provide insight into just how committed to innovation your company is.

Start Innovating: The One Question to Start the Discussion

On By Joe DeRosaIn Business, MarketingLeave a comment

Question

Is your business stuck in a rut? Are sales slow, stagnant, or even declining? Is your product commoditized or becoming irrelevant? How should you move forward?

The answer for most companies is obvious…innovate. The problem is not in the what, but in the how. Innovation is a challenge for even the very best and impossible for the newbies to the game of innovation.

Mature companies that produce known products or deliver staple-like services are the most prone to the innovation dilemma. They’ve done what they’ve done for so long that the mere test of time suggests they know what the markets need and what their buyers want. Arrogance and complacency drive their strategies and plans, and often times they are able to putter along treading water, buying time for “things to change”. They are not change leaders but change followers.

Here’s a simple question you can ask those you work with to get an innovation discussion going: What would Amazon or Google do? If Jeff Bezos owned this company, or Sergey Brin, what would they do to change things?

It’s quite possible the owner or other executives will balk and provide sarcastic responses like, “he’d probably dump the business”, or “if we had Amazon’s brand recognition we’d be in the clear”, or even “they’ve got millions to spend to do whatever they want we don’t.” Try to keep them focused. Remind them that each of these companies began as a dream and then moved into the realm of small business. They didn’t start out as the financial behemoths they are today. Each time their businesses got comfortable they broke them and started working on something new…consciously. If you had to break your business today how would you do it and what would you focus on next?

Innovation is not easy. It’s scary, unpredictable, uncertain, risky, and can be terrifying. To not innovate can actually lead to all of the same emotions. So if that’s true isn’t it better to be in control than to be controlled.

Ask that question today.

Is a Leader a Solo Act?

On By Joe DeRosaIn Business, LeadershipLeave a comment

alone

Yesterday the Wall Street Journal published an article on Bill McDermott, the CEO of SAP. The article profiled McDermott’s rise within SAP and the fact that this German company will now be at the hands of an American CEO for the first time in its history.

McDermott has placed his beliefs front and center, stating that SAP must move quickly and innovate. “There is no speed limit on innovation” McDermott told a crowd at a recent event. But herein lies a fundamental problem that challenges  the “believability” of that statement. Can innovation happen through the efforts of one person alone or does innovation require a team?

Today’s most admired companies are those that innovate. Companies like Amazon, Google, Apple, and ExxonMobil are all at the forefront of their respective industries due to constant innovation. Additionally, their ability to innovate is often credited to their employees and the teams they have assembled to drive some of the best innovations and inventions of our times. Yet McDermott seems to have chosen a “go it alone” strategy having terminated most of SAP’s previous leaders of innovation.

SAP’s advisory board seems to be in full support of Mr. McDermott and has done nothing less than support him in his me, myself, and I strategy. But will it work? Here are 3 areas where McDermott’s strategy may go awry:

1. Collaboration breeds innovation – even the late, great, Steve Jobs saw the benefits of team collaboration when launching the first iPod as referenced in the book Inside Steve’s Brain by Leander Kahney. Teams were assembled to take a raw idea and bring it to life. Contrary to popular belief, Apple’s success wasn’t Steve Jobs alone.
2. Checks and balance. Not having a #1 or #2 on your team can lead to beliefs of invincibility and disillusionment. Every leader needs a strong next-in-line. Believing that only you have all the answers or ideas is very risky. Beyond the benefit to the business, having the right #2 will stretch and challenge the leader to explore options he or she might have otherwise dismissed.
3. Competitive Intelligence. Much like the reasons for #2 above, it’s highly unlikely for one person to be “in-the-know” on all things at all times. I rely on my team as a unit to keep us all up to speed on current and trending market conditions. Having multiple inputs from different folks minimizes bias and assumptions.

So will SAP’s strategy work? Time will tell.