What it takes to be #1..... in sales

Selling is not a sometime thing; it's an all the time thing. You don't sell once in a while; you don't use the sales process once in a while; you use the sales process all the time.

Selling is a habit. There is no room for second place. There is only one place on this team, and that's first place. I have finished second before, and I don't ever want to finish second again. It is and always has been sales rep zeal to be first in anything we do, and to sell, and to sell, and to sell.

Every time a sales rep goes to ply his trade he's got to sell from the ground up — from the soles of his feet right up to the top of his head. Every inch of them must sell. Some reps sell with their heads. That's O.K. You've got to be smart to be #1 in this business. But more importantly, you've got to sell with your heart, with every single fiber of your body. If you're lucky enough to find a rep with a lot of head and a lot of heart, they are never going to finish second.

Running a sales team is no different than running any other kind of organization — an army, a political party or a football team. The principles are the same. The object is to win — to beat the competition. Maybe that sounds hard or cruel. I don't think it is. It is a reality of life that reps are competitive and the most competitive companies draw the most competitive reps.

That's why you are here — to compete. To know the features and benefits of each of product solution. The object is to win fairly, squarely, by the rules — but to win. And in truth, I've never known a rep worth their salt who in the long run, deep down in their heart, didn't appreciate the grind, the discipline.

There is something in good reps that really yearns for discipline and the harsh reality of head to head competition. I don't say these things because I believe in the "brute" nature of telecom. But I firmly believe that any rep's finest hour, the greatest fulfillment of all that they holds dear, is that moment when they have worked their heart out in a good cause and lies exhausted at the end of the month — over quota."

Lazy Shower

Now I certainly do not consider myself to be a lazy person. Rather, I like to think of myself as a "doer". Dad used to tell me as a boy, "Get up Brett, people die in bed." Agreeing that this certainly is true, I am usually up early and busy with something. Doing anything but nothing.

However, I came to the curious conclusion today that my morning shower my be an exception. I've got my routine and would bet that each of you do as well. Shampoo first, but don't immediately rinse (this allows for the combo shampoo/conditioner to work). Then I use Noxema to wash my face. (It provides such a nice tinglely feeling and makes shaving easier.) After rinsing my hair and face I grab the bar of Zest. I scrub my chest, belly, arms, underarms, neck and usually the back. I've got the top 2/3rds covered.

About 1 out of every 3 days, I look down at my ankles, feet and toes and think "those guys are a long ways down there." "They will be alright until tomorrow." Why do I do that? Is it really that difficult to lean over for 30 seconds and wash my feet?

Happy Ending

Rita was lots of talk but not much walk. Well at least she didn't cause much damage to the Galveston and Houston area. They chaos of Katria combined with the strength of Rita in the gulf, caused 8 of my family members and some 2.3 million others to head north out of Southeast Texas last week. While the 12 hour trip to Dallas wasn't much fun for the relatives, the 3 day weekend made up for it. We ate much food, played many games and the best part (for Vanita and me) was having 8 extra people to entertain Savanna. While Savanna did most of the entertaining, there were 16 extra eyes to look her way each of the 800 times she said "watch this!"

While everyone returned to Houston with their homes in the same condition as they were left, my ride home with Savanna was a wonderful finish to the weekend. We are cruising along, A/C blowing, radio humming, and Savanna jabbering away, as usual. Suddenly she just stops talking, and began to roll up her picture. This action is usally the beginning of using a "spotting scope," but not today. She smiles at me like she's about to do something special. "Dad, start it over." "What?" I ask. "Play Float On again."

Float On, by Modest Mouse was playing on my CD player.

"Ok" I tell her. "Dad you do the music and I'll sing." I know this is going to be fun. I hit the back arrow on the radio and start my part. "Ba DAAA Ba dump BAA Da." Savanna nods her approval and puts the rolled up paper to her mouth. "i back my mmm into COP CAR the other DAY!" "mumble made up words mumble" "AND WE AAAALLLLL float on OK!"

She has MAD skills.

when A man, loves a woman....

Here is a story of a pharse that is commonly misused. I've misused it and my guess is you have also. Today, Vanita misused it and my love for her couldn't help but want to correct it. Here goes:

V: "Brett, you could care less about the fact that I'm pregnant."

B: "Well, actually that is true. But... that shouldn't upset you. You see, by being able to "care less" about you that shows that I actually DO care for you." smiling "I think what you meant to say was that I COULDN'T care less about you. That dear, simply would not be true."

V: "You're a jerk."

Sweet, Sweet Sounds

Today and tomorrow are two big days for the concert scene here in Dallas. I listen to the def jams created by each of these groups on my imaginary IPod everyday. The imaginary ones are even cooler than the real IPods. They are smaller, hold more songs and come in lots of fancy colors. Right now mine is Sea Blue tomorrow, maybe Lavendar.

Back to the Music. TONIGHT and TONIGHT ONLY!!!!

At the Granada Theater, Blues Traveler. Now I know they are just a little past their prime but they still have a little left in the tank. I saw them 8 years ago, so this one is not at the top of my list.

At the Gypsy Tea Room, Lucinda Williams. Lucinda is fairly new to the imagination IPod but the girl has skills. I'm interested but this show can't compete on a night like tonight.

At Nokia Theater, The Black Crows. I really didn't even know that these guys were still together. When was their last album, 1992? Granted it was good, but these guys are just too hard to handle.

and the show of the night....

At the Smirnoff Music Centre, Oasis. I have wanted to see these guys live since college, but haven't had the chance until today. I heard a story from a close friend that they once challenged the entire audience to a fight right in the middle of a show. These guys must be tough! Jet opens for them.

Friday night isn't nearly as complicated. Just one really good show.

Also at the Smirnoff Music Centre, ColdPlay. Word on the street is that they put on a great show. I'd love to catch great shows on consecutive nights, but I don't think it will happen. I'll give it my best shot.

more tomorrow.....

Just WIN Baby.

Savanna and the Mansfield Raptors kicked off their soccer careers this past Saturday afternoon at the Arlington YMCA. My high hopes for the team and Savanna started to slip just as the game began.

Almost immediately after the opening whistle Savanna voluntarily exited the field telling Vanita and I that she was hot, tired and didn't want to play. 17 seconds into her career, it hit rock bottom. At the end of the first quarter, her team was down 0-3 and regardless of what toys/candy I promised her, Savanna wouldn't play. I should have seen it coming. When I fired up the car stereo with some 50 cent on the way to the game Savanna still managed to fade in and out of a nap.

Starting the 2nd quarter, Savanna wasn't the only one unwilling to play in the heat and the Raptors began play down two players. Our coach is apparently one of the great minds of the game. Our best player, who played in goal the first period, was moved into a scoring position. It was a different game in the second period, we managed to close the scoring gap with two goals by our star.

At this point, the theme for Savanna wasn't "Just WIN Baby" it was "Just PLAY Baby, please!" Then something magical happened, just before the start of the final period, Savanna accepted the position of goalie.

She did a great job. While the Raptors took the lead 4-3 (keep in mind we don't keep score at this age) Savanna stopped the first shot on goal. It was a rocket from the left wing that she dove in front of to keep the lead for the Raptors. The second and last shot on goal she faced was equally exciting. I had moved down to her end of the field to get some pics and to encourage her play. About the time I made it down there, one of the girls from the other team broke free. It looked as if Savanna might get beat and the score be tied. I started yelling "SAVANNA!... Pick it up.... PICK UP THE BALL." and the girl that was about to score bent over and picked up the ball. It was great! The ball was turned over to Savanna, who put it in play for one last goal, securing a 5-3 win.

In the end, everyone had a wonderful time. The plan for next week? 1 can of Mountain Dew 30 minutes before game time.

I'm BAAACCKK!!!!

As of 1:30 today I am back "on-line" with cellular service. I completely over-did-it (can that be spelled as one word) with the new phone. I went to the Verizon Wireless store with the attitude of a little chicken, cheap, cheap, cheap. But whoever said you can't sell a salesman hasn't met me.

The sales guy didn't even have skills. There weren't any fancy lights, no streamers, no balloons, just my messed up sales head SELLING ME. I found myself doing phone features and benefits on myself. 30 minutes later I walked out of there with the new PalmOne Treo 650. The good and bad news is that it comes with a 15 day money back guarantee. Which means in just two short weeks Vanita will have me making another trip to Verizon Wireless. It will be fun while it last.

I'm a little loud

I prefer to refer to it as enthusiastic, excited, passionate, and possibly animated. Loud is just too negative for my taste. When you've been in the same environment for 6 years, as I was with XO, I guess co-workers were just use to me. They only theme I consistently recall adhering to was "Exciting times at XO!" Which perfectly fit nearly every situation at XO. Negative or Positive, in telecom, it's always exciting.

Now at my new place of employment, the environment is a little different, still exciting, but different. I'm still on a the same floor as 50 or 60 other workers but being in an executive suite means they 1) are not likely to be in telecom 2) have a 1 in 10 chance of working directly with me. This apparently gives fellow floor mates the right to send strange looks my way as they pass my desk. I've made a few notes of what I'm doing or have just done when they send the look my way.

singing Plush
clapping (like at a sporting event) CLAP..... clap clap.....CLAP..... clap clap
had a little gas
laughing out loud (this one is fairly frequent)
lit a match, after having a little gas (by the look, I'm not sure which is worse)
hooting (WOoooo, whoo)
laying on my desk (my back was killing me)
whistling the Superman theme song (great things are about to happen)

Exciting times, my friends, exciting times.

Day 1 of a dynasty

Last Thursday night while the Patriots dynasty was beginning their quest for a 3rd straight Super Bowl, a dynasty of a different type met for the first time. The Mansfield Raptors, a group of 4-year-old girls checked in for the first day of soccer practice at 6:30 sharp.

Granted the signs of a dynasty were difficult to recognize, but they were there. Here's an example: "Girls, what was the most exciting part of practice?" Making new friends? No. Playing outside? Nope. Scoring goals? NO! Water breaks? all together now, "YEA!"

Good teams know proper hydration is a key to success, right?

All Stars? We got'em. At the end of practice the girls were split up into teams of 4 to play a friendly scrimmage. For the first time all practice, Coach blew his whistle to signal the start of play. There was some good action for about 30 seconds, when the all star stepped it up. "Hey coach, will you blow your whistle again?"

Four-year-old girls soccer, You Gotta Love It!

I'd forget my arse if it weren't attached.

Tonight it finally happened. I lost my cell phone. Yes, I know. I'm notorious for leaving it places, but I've never officially lost it.

Vanita and I took Savanna out to Pizza Hut Park to watch FC Dallas play DC United in MLS Soccer. The brand new stadium (opened August 6th) has a great family environment, it's only downside may be it's proximity to our home. It's just over an hour drive, but "Youth Soccer Night" gave Savanna a chance to go be on the field before the game and receive a free FC Dallas Soccer Ball to take home with her.

So back to the phone. We left the game just after "half" hoping to get home before 11. I was tired, not looking forward to the long drive and was also doing my best to follow the Texas - Ohio St. game using wireless internet on my phone. I loaded Savanna into her car seat and pulled out of the parking lot. About 300 yards out of the parking lot, Vanita and I hear what appears to be something softly hitting the car. Now I've hit so many things in my car I don't bother stopping to investigate. About 15 minutes later, my brain kicks into gear. "Where's my cell phone?" I ask Vanita. By the time I finished the question, I knew the phone had been left on top of the car while helping Savanna in her seat. We call it. It rings. We drive back. Look, but no luck.

I wasn't terribly upset. I was due to lose it. I've left it everywhere. At home when going to work and at work when going home. At restaurants, movies and customer locations. If I've been there, my phone has been left behind.

My favorite place to leave it? On top of the toilet paper dispenser in bathrooms everywhere. Here best part (and it's true). About six months ago a female co-worker at my office borrowed my phone (I can't recall why). Well, a few hours past and I of course had forgotten what I had done with it. Curiously, a different girl in my office returned it to me, wondering how it had been left on top of the toilet paper dispenser in the women's restroom.

Now you know how pets can look like their owners, can my phone pass on my forgetfulness to others?

Golfing at 7000 feet

Vanita, Savanna and I are still trying to get settled back into our regular routine, but I wanted to take a minute to share with you a little bit of our trip.

I played 3 fantastic golf courses while in New Mexico, Paa-ko Ridge, Taos Country Club and Angel Fire Country Club. All the tracks had spectacular views and great course designs.

Possibly the best part about playing out there was the elevation changes. The above hole was a 274 yard par 3. Usually every bit of my driver, but at 7000 feet it was just reachable with a 3 wood (3-putt bogey).

It only got better once we were in the mountains of Angel Fire (8500 ft. above sea level). I have never wanted a hole in one so badly. Wouldn't it be great to tell your friends you hit a 6 iron from 245 yards. Granted it was off the side of a mountain...