The great thing about employing obedient people is that they will do what you tell them.
Chief Executives do it, Managers do it and Committees do it.
It’s super, it means you are always in charge and you know they will always obey.
Lots of the above seek out obedient people and employ them.

Great if you want to build a monument to your ego.
Great if your way is the only way.
Great if you like followers and not leaders.
Great if you feel threatened by brilliance.

On the other hand, you could hire people with a view, an opinion, confidence, attitude, personality and a challenging hungry mind.

Then again, not everyone wants to build a business.
I know which I’d choose.
Do you?

Not really but we often let it slip.

If you really want that job, really really, figure out what you bring.
If you want to work with them ask yourself what you add.

If money is your starting point, don’t be surprised if the answer is ‘no’.
That’s how buyers (in a much more savvy market) will see your worth.

He dressed like a tramp, looked like a tramp, behaved as if he was destitute.
He wasn’t.
When everyone was gone he didn’t need the crutch that was his role playing prop.
He was a fraud, not a tramp.

That’s beside the point.
I could nearly have forgiven his enterprise (I didn’t).

What drew attention?
His language. No, not ‘bad’ language, his use of language.

His question?
“Have you any spare change Sir?”

In this day and age?

A wise friend and colleague is responsible for giving this profound thought.
Make sure you share it too.
First, think about it.

There are only 2 reasons why you don’t do something.

You don’t want to.

You don’t know how.

Each should command a different response.

How do you run a Sales Meeting?

Do you try to ambush?
Do you ‘suspect’?
Do you not trust?
Do you investigate covertly?
Do you play games?
Do you use paperwork to snare?
Do you try to catch them out?

If you do, guess who I’d look to fire?

Here is a simple but powerful challenge;
Can you make something ordinary into extraordinary?

Not easy but rewarding.

We were having lunch in Dublin City Centre.
We chose The Westin.

A great girl, with a huge personality, was instantly enchanting.

It was a hot day, we were thirsty. We asked for a glass of water, still water.

With a bright smile, a brighter personality, she arrived back with 3 glasses of ice cold water complete with a slice of lemon and lime.
She presented our welcome glass with a fabulous line, “Here is your filtered ice cold water”.

Now you can see why ordinary, once extraordinary, becomes memorable.

The Westin should take a bow.

There is a saying appropriate for athletes and exercise lovers;

“You can’t out train a bad diet.”

Lately, I was converting that into a business thought.
Here’s my new version;

“You can’t out train a bad attitude.”

The moral? Think before you hire. Then think again.

If you are about to recruit a new salesperson, why don’t you ask the question few people dare to consider?
“What is their character?”
• The egotist? They constantly seek applause and affirmation.
• The mouse? Wants to fit in, avoids stressful situations and is terrified by rejection.
• The artist?-wants to be creative, big picture, generous and make positive change.
• The street fighter–wants to prod and be provoked, starts a fight and adores victory.
• The dude- lazy, zoned out and wants to be amused.
• The angel-wants to help but not in the limelight.
• The messenger-wants to spread the gospel.
• The detective-wants to hunt and unblock a puzzle.
• The politician- stirs it up and seeks the kudos.
• The fraud-a pirate in disguise, does nothing, takes the credit.
• The controller-lets their control freak persona run amok.
• The worker-respects their privilege and delivers.
Choose carefully.

In the late 80s I was a raw Sales Recruit in a booming London.
A fast learning curve, lots of work and my first company car.
Exciting heady days.

My Boss was a young man, Philip Thomas.
He was also an early role model.
(make a memo to yourself next time you employ a new recruit)
A fantastic Boss – calm, bright, great listener and so forth.
I was his biggest fan.

Not long after I settled into my new berth Phil wanted a quiet word.
We met. He calmly told me he was leaving for greater things.
My world imploded.

Phil had got himself a new job, a very big new job.
Though a huge admirer, this was a quantum leap.
I was pleased for him and curious too.
(note 2. In Sales, always be curious)

Phil loved clothes and loved style.
He was always dapper, always dandy.

As he was leaving my curiosity took control.
“Phil, tell me, why did you get the job?”

22 years on his answer is telling;

“I wanted it. I told them and – the surprising bit Conor – they told me ‘I looked’ successful.”

In hindsight it all makes sense.
Do you?

I remember a teacher in my youth telling us;
“It’s easy to hit a sinking ship.”
So true and it has served me well throughout my career.

Recently, I was caught in the crossfire of a heated debate.
One, Public sector chap was under attack for “having a job for life”.
Two, Private sector for “being a typical Capitalist”.

They were attacking symptoms rather than cause.
The anger was venting personal frustration.
The bile was magnificently useless to anyone.

It has absolutely nothing to do with private versus public sector.
That is an easy shallow judgment that generalizes the person.

I have met the most remarkably bright, hard working and committed people in the Public sector.
The same in the Private.

In my view, no boundaries, no difference.
It’s us who need to label.
It’s us who pigeon hole.
We are often wrong.
We can look very silly.

Next time, simply look at the person.
Great people, great work and great effort transcend man made artificial barriers.
Next time, tread carefully. Especially before you generalise.