2020 is here.
Itâs a new year, a year of unlimited potential, of new sales goals, a clean slate, an opportunity to do things different⊠bigger⊠splashier⊠to excel. But the past informs the future. Last yearâs challenges and heartaches and wins and losses set the stage for more of the same⊠or different patterns with different results. What are you ready to embrace? What are you ready to change? Are you entitled to new tools, new support, new relationships? Or are you ready to earn them?
I have the extraordinary good fortune to work with one of our industryâs iconic leaders, Marc Simon, the CEO of HALO Branded Solutions. Marc is the only individual in the history of The Counselor Magazine to be named Person Of The Year TWICE. I walk away from each encounter with Marc learning something, changing something, creating something. I thought Iâd share one such meeting with a long-time HALO salesperson, Marc Simon and myself and what we came away from this particular meeting learning.
This Account Executive is a Western Region-based person who historically books about $500,000 annually. While the measure of ultimate success in our industry was â always has been â and still is â the Million Dollar producer, HALO Branded Solutions was built with the sales efforts of hundreds and hundreds of $400K and $500K and $600K producers. This is a solid base sales volume, it positions you as a full-time promotional products professional who is dedicated to success and itâs a springboard to continued growth, to hitting $750K, $800K, $900K and ultimately⊠that elite club of Million Dollar Producers.
My salesperson â letâs call him Sammy Dreamer - was hoping to get a fully funded sales assistant, something that is difficult to do at that $500K sales level. He went into a whole pitch about this new account he was about to land, the projects heâd be quoting and booking, the margins heâd be able to command, the relationship of his key advocate in the new account, how much of a sure thing it was, the help he would need to make it all come together⊠a heartfelt, believable presentation about this amazing year that he was about to embark upon. Marc listened carefully to Sammy Dreamer, appreciating the energy and positiveness, and then he said something critically important. Something that changed the course of this meeting and led to a learning moment.
âDonât tell me what youâre going to do,â Marc said, âTell me what youâve done.â
Sammy Dreamer was stopped cold in his tracks. He stammered and talked about the challenges heâd had in the past year or so, why he had hit that $500K level but no higher and again reinforced his hopes for the coming year. And then Sammy stopped⊠and thought quietly⊠and understoodâŠand GREW. âYouâre right, Marc. Iâm asking for something that I havenât EARNED yet. Letâs meet again in one year and Iâll tell you what Iâve accomplished and we can revisit my request then.â
Smart. Insightful. Mature. A real growth moment.
Sammy Dreamer TRANSFORMED into Sammy Doer.
I was hearing a catchy Fountains Of Wayne song in my head from the animated movie, âRobotsâ and the lyrics went âDonât tell me what youâre going to do⊠or what you want to do⊠tell me what youâve already done!â
There is wisdom in that lyrical message. About proving yourself. About commitment. About hard work and doing things in new ways. About asking for something special AFTER youâve earned that right.
âDonât tell me what youâre going to do⊠or what you want to do⊠tell me what youâve already done!â
Hopes and dreams are fine â if they lead to action. Goals are important â if they motivate you to activity. But, as weâve heard our whole lives⊠actions speak louder than words. Take action. Walk a different path. Create new relationships and leave that comfort zone behind. BE FEARLESS. Do something that you havenât done before. Ask for help. Consult with your peers. Find a mentor. Uncover new ways to communicate and connect and tell the truth. Sell in new ways, land new clients, reach new heights.
And then⊠and ONLY then⊠tell me what youâve already done.
Rick Greene, MAS, is the Western Regional Vice President for Halo Branded Solutions, a Past President and Honorary Life Member of SAAC, on the PPB Editorial Advisory Board and the author of two comic fantasy novels entitled âBoofalo!â and âShroom!â available at www.amazon.com. His third book is a non-fiction biography of movie character actor Henry Brandon called âHenry Brandon King Of The Bogeymenâ published by BearManor Media and available everywhere fine books are sold.