Tuesday, June 7, 2011


Business is unpredictable! But, there is one discernible fact that seems to always ring true:
If you act out of character, it will catch up with you!

People are commonly good natured. We all want to work harder, do a little bit more, make that sale, get that promotion. In our quest to go above and beyond the call of duty we sometimes cross the line. We take a chance...fairly sure it will work out...then it catches up with us.

Integrity is a core value of most every company....it's also an overused and misrepresented term! We hope to be looked upon as honorable employees but we don't covet our employees in the way we do our children....it is unfair to think we would. Integrity is a bold word, honesty might better characterize a general work expectation.

Sales people are commonly put in the 'slick talker' category. Sell something out of the box and leave it to your team to fix it (while you make all the money). I wish I could say the characterization was unfair but it certainly leaves room for differentiation.

What if you could double your sales by simply being honest. By having conversations with people instead of force feeding an audience 100 PowerPoint slides. If you could talk in sensible terms about a need, a solution, and their viability...? Sounds too easy? The thing is that we make it too hard.

You feel your stomach turning on Sunday night, "what awaits me in my office inbox". You stay up at night pondering when this big project will ever end or if it will be completed correctly. You sweat in your suit before an interview.

It doesn't have to be so hard.

I was once asked if I had trouble firing people. I answered, "NO". If you are honest with people they know whether their effort is measuring up or if their skill set matches their position. If we try to be something we are not, we act out of character, and our legacy is tarnished.

I have struggled in the past trying to be someone I am not. You would be surprised how easy it is to let go of that job, promotion track, or big sale if you are honest with yourself.

It's work. It can be a lot of fun if you understand what you do well and act accordingly.

Don't Forget to Remember!


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