The leaves are changing, the stores are full of back-to-school gear and the kids are ready to learn. Are you? Many people get comfortable and think they know an industry, a customer, or an application. Just as there is always someone smarter, there is always something more to learn. I’m not just talking about technology, I’m talking about learning in general, and the need for a “learning mindset.”  What is a learning mindset? It’s many things. 1. A learning mindset equates to a lack of arrogance . You acknowledge the possibility that there is always more to learn or a better way to do something. Even as a seasoned rep agent, you will try the new CRM system and give it a chance before you reject it.  2. Have an open mind . Be willing to at least consider a unique perspective or approach to a problem or situation. You are willing to listen to your regional sales manager present a new way to approach the target market.  3. Take a positive approach to change . Many pe...

Independence, Freedom and Adios Autonomy It’s Fourth of July Week in the United States.   Independence Day, America Day and the Fourth of July are all names marking American Freedom.   The distant beat of John Philip Souza patriotic melodies mingle with the steel gray smoke of fireworks in the distance.   Folks, kids and cousins gather at the local park, braving the summer heat, grass stains and mosquitoes. To steal a phrase from my pal, Tom; “That’s the way we roll in America.   We’re celebrating Freedom and if you don’t like it-- tough.”   Under this great backdrop of Freedom, Independence and Liberty, I would like to raise a discussion.     Electronic Privacy in the Sales Department The word is out.   The government has accessed the phone records and electronic data of all of us.   Deep within some top-secret vault in a non-descript suburb of Washington DC, they have our text messages, our emails, and other good...

My assistant came back to the office today with a distinct look of disgust.  Apparently she did some last  minute dress shopping over lunch.  She went on to explain how infuriating it is when a salesperson tries to cram a “hideous mess of a dress” on to anyone willing to buy.  She further explained how she had met this salesperson before and was given a song and dance about how great an outfit looked, when clearly it was just meant for a mannequin.  This trip, she tried to avoid this salesperson and with good reason.  While I laughed at her fitting room trials, I couldn’t help but think about how it’s not just mall employees who push their way in for a buck. Tips for the New Guy – Don’t sell a square peg for a round hole Want to ruin your career?  Just establish a reputation as a guy who “force fits” the wrong product into customer applications. Customers will never forget or forgive you for it.  I call the practice selling square peg...

We have long pushed for Distributors to get involved in the training business. This is especially true for those wholesalers involved in technology oriented businesses. But allow me to add a point of clarification here; when many think of technology they think of Silicon Valley - computers, data-communications and the like. Technology is nearly anything that changes and needs a bit of training to understand. Distributor members of HARDI, NAED, PTDA, AHTD, NIBA, SEDA and others should be considering training as a potential source of revenue. We believe that Distributor Specialists need to be involved in the training. Many upper quartile distributors have already figured this out, others are quietly ramping up their efforts. A resent survey conducted by accounting firm, RSM McGladrey, detailed the need for skilled workers. “One in five companies cannot find the workers they need for today’s advanced technology manufacturing and wholesale distribution environments,” said Karen Kurek, mana...