As I mentioned last week, my travels have filled my quiver with new stories and experiences. I would encourage you when you have the opportunity to attend events to make sure you do this as well. It never made sense to me that people would go to events to get credit hours to ensure they kept their letters behind their names. I know it’s important and I turn my hours in too, but it’s the last reason I go to anything.
It brings me to this week’s story. I was fortunate to meet and connect with the wonderful and talented, Rachel Druckenmiller !! I knew she was a fellow speaker at the conference, but I wanted to get to know her as a fellow human. (This is another thing I do at conferences. Treat speakers like approachable humans and get to know them.)
We hit it off and jumped into conversations as if we had been friends for years. I loved hearing about her family and getting to know all about her. Taking the time to hang out made it even more meaningful when I saw her take the stage to open day two as a keynote. I loved her people-centric message and approach. She had tons of relevant content that was instantly applicable to every person at their company.
One point she brought up was how all of us tend to view others in the workplace. We, unfortunately, overlook the amazing people around us and get sucked into the vortex of those who are challenging. If you don’t think that’s true, step back and listen to the conversations happening in the halls. I guarantee you that the talk is negative and focused on how people disappoint us. I think we secretly enjoy talking about people this way because we then feel we have value when we address and “fix” this.
It’s not healthy and it’s misaligned. I was agreeing with Rachel when she dropped a bomb to switch this approach altogether. She said, “Too often we say the person is the problem when it may be that the person has a problem.”
Look at that sentence again !! Changing one word from “is” to “has” completely reframes everything. Imagine how HR and the workplace would look if we had a “has” mentality in working with others. I believe it would radically transform you personally and would assuredly transform your workplace.
Yes, people can be challenging. With this, we need to remember that we are people too !! I would want others to see if I was facing a problem or working through some facet of life instead of having people label me and talk about me negatively. I’m sure you would as well.
I find talking about people as if they’re the problem is exhausting and never-ending. This must change. If we want to foster, develop and sustain a people-first culture, then we have to come at our work from a positive perspective. This week adopt a “has” approach and drop the “is” approach. Trust me, you’ll see immediate results and begin to understand you have always been surrounded by amazing humans.
A few weeks ago, my wife and I went down to Tampa, Florida. Going from gray and dreary Ohio in February to bright and sunny Florida is a treat !! We combined a trip around meeting HR peers as I spoke at an HR Tampa chapter dinner meeting. We decided to add a few days away and recharge our batteries to break the winter doldrums.
The time with the folks at the chapter meeting was a wonderful start to our trip. We had asked some people who visited Tampa often along with the locals for ideas of places to see and activities to do. Everyone was eager to give us suggestions of restaurants off the beaten path and small towns full of charm. One of those locations was Tarpon Springs, Florida. It’s a little over 30 miles northwest of Tampa and is nestled close to the Gulf of Mexico. It’s a kitschy little burg which has a center of town full of souvenir shops and Greek restaurants. You may wonder why a Florida town would have such a strong Greek presence, and that is its wonderful secret !!
Years and years ago Greek nationals traveled across the Atlantic to settle and work in Tarpon Springs because they could “fish” for sponges. Yes, sponges. Most people don’t realize or know that sponges are living organisms anchored to the ocean floor. They act as filters, shelters, and homes for various creatures. Just like the sponges you have around your house, these really can be used to absorb liquid and clean surfaces. The difference with these beauties is that they come in various shapes, sizes, and types. My wife and I learned about so many different types of sponges we never knew existed.
As unabashed tourists, we meandered and tarried through every single store. We took our time and looked at the rows and shelves full of tchotchkes and sponges. There was so much to consider and take in and we weren’t sure which one would be “just right” for us to take home. My wife was keen on finding a Vase Sponge. After an incredible Greek lunch at Costas (you MUST try this place if you’re ever in Tarpon Springs !!), we worked our way to a few final shops and we found what we had been seeking. We picked up a magnificent sponge and took it home with us.
Our Vase Sponge
We weren’t sure where to display this spectacular creation of nature, but then it found its way to our coffee table in our family room. It grabs and holds your attention the moment you enter the room. There are countless nooks and crannies throughout. It has a defined pattern that builds upon itself and you can almost picture it sitting in water even though it is now on dry land.
I really enjoy having the sponge in our house as a visible reminder. The reminder is that everyone, including myself, should be a sponge themselves that is constantly seeking to take in new information, perspectives, and learning.
There used to be a strong movement for people to choose to be lifelong learners which captured the focus of learning and development initiatives. It had a spark and energy behind it and many organizations and HR pros put together efforts for this to occur. Like most initiatives, it lost steam and couldn’t be sustainable. That’s a shame because it’s more than an aspirational desire.
Being spongy and learning helps us to remain sharp, current, and relevant. If we only stick with the knowledge and experience we currently possess, then we actually become stagnant and stuck. Why would you want that to be how you approach work and life?
This week get out of the tarpit you find yourself in and read a book, listen to a podcast, read some blogs, attend a webinar or plan to go to a conference. See what is floating and flowing all around you. Then, be a sponge to take in all you learn and absorb it so you can grow yourself and help your organization move forward. You’ll be surprised how much you can take in !!
I’ve been a big fan of the Carnival of HR for years. For those of you who are unfamiliar, each month people submit blog posts to share their thoughts and content for all to enjoy. Sometimes there are themes and other months are purely a curation of great HR blogs/articles.
As the host this month, I wanted to have a theme. When you look around the world, it can seem challenging, bleak, and unyielding. It feels like a cover of darkness is always trying to envelop all areas of life and work. I, however, have been someone who believes that people can shed light to make the darkness disperse. So, I asked people to chime in and contribute their perspectives on how they chose to do this. Enjoy the following submissions and make sure to reach out and connect with each of the authors.
I’ve been in an HR role for my entire career – on purpose. I didn’t fall into the field or find it accidentally. I know several of my peers who have done that, and I love that they found the field. If you’ve been in the profession for any amount of time, you’re sure to hear or see, the perception that others have of HR. We hope that we’re viewed in a positive light. Honestly, everyone is regardless of their profession.
This past week, my friend Erich Kurschat posted the first eight emojis when he typed in “HR.” This is what came up . . .
Interesting set of emojis aren’t they? When I saw them, I replied to Erich and asked, “Is that how others feel when they work with HR, or is it how HR feels about working with others?” He stated he thought the same thing.
I wasn’t kidding. The range of emotions pictured above is merely eight of the thousands we encounter on a daily basis. Heck, you may run through all of them in one interaction alone !! It concerns me that the ones that came up during the search are all negative or ambivalent. It doesn’t bode well for what we do and how others view their interactions with us in an HR capacity. It’s also disappointing that many of you reading this who work in HR would say, “Yep, that’s how it is.”
Who wants to work in a field where the descriptive imagery is negative? I can’t think of one person who would willingly run to join it. Let’s state what people are experiencing. Chances are people work with HR when there’s some situation that is already tenuous. That’s because we’ve allowed ourselves to take on that mantle. Organizations and senior leadership put us in the “call when there’s a people emergency” box and we dutifully stay there. We feel we dare not push back or rewrite the narrative because at least we have a role to fulfill.
I’m tired of the self-defeatist mantra of HR. It’s old, worn out, and outdated. Sure, there are bad HR pros . . . just as there are in EVERY other profession !! We continue to wallow in the muck because we are the only profession that is intricately intertwined with humans all the time. Our actions affect the work life and personal life of others.
That is a great thing !! In fact, it is the best facet of working in HR. Without people, HR can’t exist – and it shouldn’t. The same truth is foundational for companies and it’s time we own, lead, shape and make this a reality and not an aspiration.
If we want the emojis to change when someone searches them in the future, then HR needs to be intentional in turning the perspective around. This has to occur one encounter at a time. We need to be cognizant that we are involved when things get sideways or ooky at work. Isn’t it great that we’re called in to assess, address and resolve situations? Each situation is a chance to build in a good outcome. You can show how empathy, consistency and a positive approach can work through anything constructively.
Let’s not allow the negative images to continue. Let’s step up and show through our behavior, our words, and our presence the value of human resources. It’s imperative. It’s overdue. And . . . it’s attainable. Yes, we may stumble and fail at times. Yes, we may be frustrated or frustrate others. However, it remains an incredible profession that makes a tangible impact on the lives of others.
It’s time for a change. I’m going to do all I can to change the images and I hope you’ll join in.
This past weekend my wife, daughter and I went to the Newfields Art Museum to take in the incredible digital experience featuring the artwork of Vincent Van Gogh. It took place in the LUME Indianapolis and it’s hard to adequately describe. You follow the crowd of people who are about to experience this with you. Slowly, you inch up three floors of escalators which only makes the anticipation of what is ahead grow. Your tickets are scanned on your phone and then you enter a vast expanse that covers almost an entire floor of the museum.Classical music starts to play and wrap around you as the first images come to life. The story of Van Gogh is displayed in words on various screens that tower over you. What is different with this art installation from any other I have experienced is that every surface is covered in color, imagery, and movement. Your eyes can’t keep up with all that is around you. The paintings of Van Gogh wrap around you and you are “inside” them. You see people take pictures of themselves fully covered in a mixture of blues, yellows, greens, whites, and reds. When his famous sunflowers come up people look like a field of wallpaper that blots out their outfits.
My family Van Gogh’d !!
The response of people as they took in all that was happening ranged from elation to disbelief to boredom. I hate to say that, but it’s like any experience. You can’t get everyone to enjoy what they’re going through. Some seemed like they were there for their partner/spouse and that support was appreciated even if they didn’t get lost in the art. My wife, daughter and I were lost completely. We didn’t even know the other person was in the room. I turned around to point something out and saw that they were taking in something that caught their attention. I didn’t want to shape or influence their experience. I knew we would share later what captured our attention.
One of the biographical pieces that came up on the screen was that Van Gogh was incredibly prolific and he created 2,000 drawings and pictures the last 10 years of his life. Keep in mind that he unfortunately only lived to be 37 years old. He also had mental health struggles in the midst of his immense creative output. It’s quite remarkable. It’s as if he couldn’t keep up with all that was flowing from him. He was as fully immersed in his art as much as we were surrounded by it at the exhibit.
His art is still so moving 130 years after his death. That is fascinating to comprehend. We wonder if the work we’re doing in HR sometimes has an impact at all, don’t we?
I think we can take a lesson from this exhibit and from the artist. If we would quit viewing ourselves as “practitioners,” we could take on the mantle of fully immersing ourselves in our profession, our roles and our organizations. Trust me when I tell you that when you see HR all around you, then you no longer see what you do as a job. I have tried to do this for years. It may seem a bit odd, but I think that every aspect of my life can be applied to the “art” I get to create as an HR professional.
This week, take a look at how you view what you do and how you see yourself. Are you only practicing HR? If so, pick up your brushes, find a canvas and immerse yourself. Don’t settle as an observer. Become the artist you were destined to be. You’ll be pleased at what starts to come to life !!
This past week you may have heard me laughing so loud from the great thing that happened at our offices. Seriously. I couldn’t control myself and it was fantastic.
You see, working for a restaurant company, our Team Members have been present and essential throughout the entire pandemic. We took every safety precaution we could and they pulled through in a magnificent way. We honestly wouldn’t be where we are today without them. (That’s not a new reality by the way. Our team members are the reason we succeed all the time.)
Our corporate office went through the cycle of fully remote, partially remote, hybrid and then in person. We have always had a flexible approach to work so we don’t have a policy. Instead, we have an expectation – Wherever you are, do your work. As things have changed over time and vaccinations have been available, we’ve seen more people choose to be back in person.
An adjoining department to HR is our operations, communications, and training group. Two of my co-workers had put up a plexiglass barrier to make sure they were safe in the office during all that had been going on. With things getting back to “normal”, I stopped by to visit (as I do every day) and made a quick side comment that it was okay to move the barrier if they wanted to. This week they moved it and put it up on top of a file cabinet. It took me by surprise and I commented how I loved where they put it.
Without blinking an eye or missing a beat, they stated, “It’s our window into HR.” I thought that was spectacular and told them how much I loved it. I happened to step out for a late lunch and got a text from them asking if I was coming back. If I was, could I come back and visit again. I was intrigued and hurried back.
When I turned the corner into their department, I lost it and the laughter ensued. Here’s the evidence . . .
They decorated the window into HR and I was touched. It was so personal and showed that we had a great relationship. I’m grateful for that. My team and their team work together often and it’s a joy to work with them. I asked them to keep it up and they reassured me they would.
Their fun office addition did make me think. Do people in your company have a window into HR? When I hear stories from employees I would question whether most truly do. I don’t think that should be the case.
We should have learned over this past 15+ months that everything at work is people-related. It always has been, but now people have acknowledged this truth. I have a feeling that most people’s “window” into our world is when an issue arises. Unfortunately, that may be the only time they interact with us. We should stop complaining that this is how we’re viewed and change what they see and experience.
I would love the window into HR to become where people look forward to interacting with us and that we intentionally reach out to everyone on a regular basis. We have the ability to foster and build our company’s cultures, elevate the performance of people and be the connector to pull together departments and levels of the organization so there is more cohesiveness. I don’t think this is out of reach or Utopian. I think it’s a choice.
This week get some cleaner out and see what your window looks like. Make sure that people not only have a view into who you are and what you do, but that they get to know you and work with you on purpose. Let people in. Remove the blinds and include them in the great work you do in making your company a people-first environment !!
It’s Father’s Day once again. This can bring up a variety of memories for people. I know that not everyone has had a great relationship with their father. I’m fortunate because the experience with my fathers has been great for different reasons and for different periods of time. In the past, I’ve written about my biological dad who passed away when I was only four years old. I’ve also been able to capture the amazing time I had with my “stepdad” who was around for the majority of my life who passed away at the end of 2020. This year I wanted to share my reflections about being a dad.
I’ve been a dad for over 27 years now. My wife and I have two wonderful kids who are now adults – Melanie and Josh. I don’t take it for granted that we fit into the stereotypical nuclear family model. We have had far more ups than downs. Please understand that doesn’t mean we haven’t had our struggles, arguments, and disagreements over the years. It’s intriguing to me that when people share experiences that are positive, it’s met with skepticism and critique. There’s this insinuation that there must be something else that just isn’t being shared. Sorry to disappoint.
I love being a dad. It is probably the “work” that I value more than any other personal accomplishment I’ve been able to have. You see, I want my kids to know that they are loved just as they are and through whatever they face. I want to be the dad who laughs with them and holds them when things get emotional. I want to listen so that they are heard, and offer solutions only if they ask for options. It gives me great joy to celebrate with them when they have new life experiences. And, it touches me deeply when they contact me for advice.
You see, the most important thing I get to do is to be a model for them. They’ve seen when I’ve been loving and affectionate with my wife and with them. They’ve also witnessed when I’ve failed them and others. At times they’ve heard me yell at something I thought mattered SOOOOOO much when it usually didn’t. I’ve always strived to be genuine, vulnerable, and transparent with them. I cherish when they make fun of me when I tear up at a TV commercial. They eagerly wait to pounce on the first senseless tear and howl with glee when it happens (which is often.)
I love seeing them grow up to learn about life. I want to jump in and take care of everything, but know that I need to step back so they learn from life just like my dad did for me. I make sure to check in on them often to hear what’s happening in their corner of the world while also sharing what’s happening in mine. I share my faith, my successes, and my frustrations. We jostle over politics, social issues, and musical tastes.
They have always known that I’m the dad who was willing to jump in, be goofy, and make sure their friends always felt our house was a second home for them. I continue to strive to be the dad who encourages and takes interest in the people in their lives. I want to be the dad who can’t wait to see the next Marvel movie or ride the scary amusement park ride with them.
I know that this may sound sappy and sentimental (and I’m cool with that in so many ways.) I wouldn’t trade a second of the time I’ve been a dad. Not one. I look forward to growing old and staying an intricate part of their lives whatever comes. I don’t have a set of goals for them to meet or unreal expectations to measure whether they’ve “made it” or not.
I remember moving to Ada, Ohio in 1976. It was the bicentennial in America and everything was adorned in red, white and blue the entire year. I was going into the 7th grade which is just an awful transition year no matter what you do. On top of this, I had a new stepfather (who turned out to be an amazing human), moved into a new house, a new town . . . and a new school.
I don’t know if you remember what it was like in 7th grade, but EVERYTHING was awkward and you felt that every action you took was watched, judged and commented on. The school in Ada, Ohio was small. Note – I said “school” – singular. The entire school system of Kindergarten through 12th grade was in one building. Every school-age child in the town and the ones from the country homes around the village made the trek to the same building each day.
Most of the kids in my class had already been classmates and friends for seven years before I even arrived. Did I mention that I was very tall and geeky? That helped as well. On my first day, I actually got lost in one of the three hallways in the school. A teacher was kind enough to help me get started, but I was soon labeled as the tall, geeky new kid who was crying in the hallway.
The transition to meet new people, make friends and learn the social ropes of my new environment was bumpy. I was extroverted even then, but that didn’t make it easy. I didn’t know the established social norms or groups. I just wanted to be accepted and fit it. I didn’t want to be left out. It took the better part of the first half of the year to make my way through this jungle of social pressure. I had to join clubs, teams and slowly meet others who turned out to be fantastic people.
The pressure of comparison was immense. You never knew how to navigate through the minefield of what to wear, what to say, who to hang out with and what to join. There were tons of days of missteps filled with those who were mean, superficial and those who reveled in misdirecting me.
That was when I was 13. Not much has changed in humanity. We are so comparative and judgemental as a society that it’s no wonder people struggle. This is true at work, in our communities and on social media. We’re more concerned about how others view us because that desire to be connected and “fit in” is so powerful. We still are so critical about where people live, what job/profession they hold, and what they post/say on forums.
We have forsaken the art of conversation and discussion in the pursuit of likes, follows, and retweets. We live out part of our lives in a quasi-public way without seeing if the images we see truly encapsulate who people are completely. Add on top of that how many times people still enter a “new” environment like a job, a neighborhood, a church, a civic group, etc. We live in a sea of comparison and it’s exhausting.
Let’s look back to that time in 7th grade . . .
I didn’t enjoy trying to figure this out on my own and took note of how hard it was to be new. I made sure that whenever any other kids were new I did my best to help them get settled and connected. I didn’t want them to go through what I did. It was foundational to how I have tried to interact with people ever since.
I would much rather get to know you for who YOU are. I would like to know all of the intricacies of what makes you unique. The more I know, and that you’re willing to share, helps me think of ways to connect you with other great folks. I intentionally try to not be comparative. I don’t want to have my joy stolen.
How would you approach work, social media and interpersonal interactions if you enjoyed what you heard and learned? How would new hires feel if you went past the motions of onboarding and took more time to make sure people were anchored? What would our neighborhoods and communities look like if we were consistently checking in on each other just because?
I know life would be better for most. This week compare less and connect more.
It feels like we’ve been in a fog for over a year now, doesn’t it? Even though things are easing up in regards to regulations in the US, other areas of the world are still facing lockdown, restrictions and uncertainty. I hope we are moving forward and there are signs we are. What’s intriguing to me is that instead of trying to walk out of the pandemic, we’re trying to set limits and new organizational constraints. We’re willingly falling back into old patterns and I think there’s a contributing factor.
We’re stuck.
The endless barrage of virtual meetings. The ongoing argument of the new way work is being done pitting remote vs. in-person vs. hybrid environments. The misconstrued lens of communication coming primarily from a white-collar perspective while overlooking any blue-collar reality. The underlying divisiveness of people demanding one-sidedness to their viewpoint without considering other’s perspectives. Should I go on?
These factors of our new reality don’t take into account actual work. The efforts and contributions of the great people who have been diligently keeping companies afloat. We succumb and argue about the noise while overlooking our people. It keeps us . . . stuck.
I’ve been talking to many of my peers around the world and they feel overwhelmed, dulled, and disheartened. They want to do great work and be filled with passion once again, but they aren’t sure what to do. They’re not looking to leave their company or the field of HR. They just want this feeling of malaise to dissipate. I understand this and empathize.
I’m not writing about burnout. If you find yourself burnt out, then you need to take more drastic steps and you should probably change roles, companies or make a career shift. What I hear, and have felt myself at times, is the yearning to break free and enjoy not only what I do, but help those around me to get unstuck themselves.
This past weekend my wife and I took a road trip to see a nearby town just to do it. This is something we do when we feel stuck ourselves. A small day trip to explore always excites us. It seems simple, and it is. You see, making a small shift is far more within our reach than making some massive shift. Exploring the small town was phenomenal !! The main street through town was fascinating because almost every home was from the 1830s and had some amazing historical significance because they were a key conduit for the Underground Railroad. Few of the homes were residences anymore. Many had been transformed into small retail shops which were wonderful to meander through.
One of the shops had a piece that caught my eye and gave me the spark I was looking to find. It had a simple message. It was spot on.
What a wonderful piece of encouragement with a straightforward sentiment. We aren’t mediocre. We shouldn’t remain set in place. We have to fight the pull of malaise. That can happen by first believing in ourselves.
I’ve long been a proponent of modeling the behavior I want to see in others. This isn’t some hollow catchphrase. It’s something I practice because behavior can’t just be talked about, it has to be visible and shown.
When we feel that “mediocre” is our reality or we allow it to be our standard, we’re going to experience mediocrity for sure. Trust me, if you feel that mediocre is all that is needed, then you’ll never escape malaise.
It’s time for us to breathe, step back and defeat the current environment we are experiencing professionally. It’s time to light the fire of bringing life to the work, and world, of HR. As much as we’ve led throughout this global pandemic, it’s now time to lead and guide our companies out of the fog. Let’s be creative once again. Let’s continue to be intentional. There are far too many ideas and methods to rekindle yourself and I don’t want to be prescriptive or presumptuous. You know what you need to do for yourself. Whatever steps you choose, remember this . . .
Don’t be mediocre. Don’t remain stuck. Be passionate and let’s move forward !!
This past weekend my wife and I traveled to see our daughter and help her through a monumental life event. She is preparing to buy her first car on her own. I don’t know about you, but fewer things bring me dread than the car buying process. She had done her research, knew the types of cars she wanted to test drive, and the locations of the dealerships near her. She had her personal information all accounted for and was prepared to make a purchase if everything fell into place. We planned to all pile into her tiny car she had been driving for 11 years so we had it available as a trade-in. Everything was ready and we were confident that nothing could dismantle our day.
Then we left her apartment.
The first dealership we went to was the brand our family traditionally had purchased. We love the brand and this was sure to be the leader. The people who met us were friendly and welcoming. They passed the first test by making sure they worked directly with my daughter and not me as the Dad. It was odd that we weren’t allowed to test drive on our own and we had to stay in the parking lot with one model and were allowed to go one city block with the other. We were a bit perplexed by that but were still positive. That didn’t last long. We got the obligatory question, “Is there anything you didn’t like?” My daughter said no but expressed that this was the first dealership we had visited and we wanted to see other cars.
The salesperson left to get another salesperson and then offered to evaluate our possible trade-in and give us some comparative data sheets to see why their car couldn’t be beaten. We had been there an hour by this time. The rest of the debacle took another 1 1/2 hours with various moves and distractions trying to get us financed, explore lease options, and hollow promise after hollow promise. My wife and I stepped in after staying on the sidelines to ask for our daughter’s key so we could leave. There was more stalling and then the dealership manager came out to fake plead with us about our poor decision to not make an instant (multi-thousand dollar) purchase.
My daughter was almost in tears and felt sick to her stomach when we finally extricated ourselves from the dealership. She didn’t even want to continue. We did. The second experience was incredible and positive !! The salesperson took time to show every facet of the car and asked what my daughter wanted. She was exhausted and said she didn’t really know. He was patient, thorough and treated her like an adult. The time we spent at the dealership from start to finish was less than an hour and he was in the mix with a brand she wasn’t planning on fully considering.
Let’s just say the third salesperson should find another job. He was apathetic and relied on us to read the tags on the cars to learn about the options available. He did let us drive on our own, but didn’t really care we weren’t interested. The fourth dealership has a salesperson who passed by us and shouted he’d get us keys if we saw a car we like and then proceeded to turn to his “bros” and shout some inane greeting which was far more important than a potential sale.
The day that had started so promising had fallen apart. We convinced our daughter to trust us and try a different dealership from our favorite brand even though it would require us to drive to the other side of the city. We looked things up to see if the model she wanted was even available and it didn’t look like it was. We went anyway, and we’re glad we did !!
At this dealership, salespeople didn’t rush like they were desperate for their commission. The person at the front desk asked us to take a seat and she’d make sure someone helped us. It was systematic, measured and intentional. After a few minutes, we met Chris. He invited us to his desk and spoke solely with our daughter. He was helpful, engaged and patient. He looked to see if the model she wanted was available and one had literally been unloaded into the lot minutes before we arrived. Even though all of the systems weren’t yet activated, he slowly explained everything, answered every question and let us take the car out on our own.
Oh, and we had arrived at the time the dealership was closing for the day. Chris didn’t care. He waited for us to return and then took more time to answer Melanie’s questions and gave her every piece of information she asked for. He didn’t ask for the sale. He just let her know he was available and would welcome any further questions whenever she had them. Then, we left. No car purchased, and he was completely at ease.
Guess who my daughter is going to work with ??
The reason for this story is that I see the same continuum of approaches from vendors and salespeople daily. The focus is primarily on the product or service they offer. Rarely, if ever, does someone ask anything about what I am/am not looking for. Linked In has become more and more a system for cold calling and pressure to accept invitations so people can make their sales pitch. If someone gets your email address, the approach is a mix of shaming, degrading and wondering if they’ve found the “right” person. And, if they hadn’t, would we please forward them on?
Sadly, I don’t feel this is how the best salespeople in our space do business. Fortunately, I am connected to more of them than the ones who keep trying to hammer me with approaches I just don’t see working. They are more like Chris and I believe they are more effective when it comes to selling to HR.
I know that HR owns part of this broken relationship as well with vendors. We don’t return calls, won’t make time to meet people and ostracize people who could be a real resource. We need to be more open as well.
We need to change because we are both important to each other in what we do. I’d love to see us take the steps to do this. Let’s quit the traditional/old school approaches and have some faith in each other. Let’s make better connections with the knowledge that sales will happen when they should and with whom they should. It’s needed now for our industry. Let’s do this a better way !!
