Growth Dynamics Get Down

Symptoms:

Cody knew that the firm he represented was considered best in class by the other major players in the market. As far as technical competency, customer service and the ability to deliver more than clients expected, Cody's firm always scored extremely high. With that ace to play whenever he needed to, he was sure that his new position as a Business Development Specialist would soon prove to be the road to riches. After his first 90 days Cody and his manager met to review his progress, and the picture was not pretty. Feeling the pressure to turn his fortune around quickly, he only felt more confused since so many of the people he had met with had openly said they were "interested" in his offerings. Why wasn't it working when all the stars seemed aligned?

For the last few months, I have heard this line in one fashion or another from so many salespeople that I think I want to scream. It is not just this line that is the problem, but the rest of the conversation that revolves around that it makes no sense to make sales calls because prospects are going to ask for the items that are not available. In other words, selling is at a standstill because back orders are everywhere, and salespeople cannot change that reality.

Despite the impact of the statistics on new cases and new deaths, today’s news had some shreds of hope for everyone. There is slight indication that the numbers of people infected and reporting to hospitals in New York City has started to decline. In the parlance of the day, the curve appears to be flattening. Personally, I need to see that type of reporting out of place like Chicago, New Orleans and Philadelphia before I start to celebrate, but there is a glimmer of hope that the tide is turning.

Sleep has been a challenge over the last few weeks. I go to bed too early or don’t get enough exercise as I shelter in place. I can’t figure it out, but I know I keep waking up way earlier than I need or want to lately. The best place for me to deal with this insomnia is in our hot tub, gazing into the darkness of early morning of the brightening of a new day.

I knew if I looked hard enough, I could find a valuable gift in this pandemic reality that has enveloped us all. It wasn’t that obvious in the first couple of days or weeks, but it appeared when I allowed myself to let it take shape in my mind.

Yes, I’d much rather not be typing this post, but I can’t worry about what I cannot not change or control. Working from home is not nearly as engaging as standing in front of room of salespeople or even responding electronically to requests for coaching. And making sales calls on people that don’t know when their sales teams will be back in the marketplace feels a bit peculiar to say the least. Two weeks ago, few people thought this is the world we’d be working in today, but here we are.