by John Boe

Biography is one of my favorite TV shows because it pays tribute to the accomplishments of well-known, successful men and women. I gain insight and inspiration from their stories of achievement and personal triumph over adversity. I find it interesting to note that successful people clearly understand the value of a role model and the power of a mentor’s guidance. Each of these high-achievers are quick to express sincere praise for their mentors and the positive impact they had on their lives. They’re grateful that someone recognized their talent and believed in them enough to help them develop their full potential.   

There are two kinds of people in this world, those that build bridges and those that don’t. Bridge builders are mentors who understand the power of a kind word and the importance of sincere praise. They’re always available to share their talent and experience. Mentors are team players all the way and lead by example. These unselfish people invest their time and energy helping others avoid pitfalls along their chosen path. Bridge builders mentor without concern for personal gain or credit. They don’t build bridges for the sake of recognition or tribute; they build because it’s in their nature to encourage and support others.

As a boy, I recall reading a poem under the glass on my father’s desk entitled The Bridge Builder. This insightful verse and its message of mentorship has served me well over the years and is a great example for all of us to emulate. If you’re a bridge builder congratulations, the world is a far better place because of the difference you make in the lives of others. How many bridges have you built lately?

The Bridge Builder
An old man, going a lone highway,
Came, at the evening, cold and gray,
To a chasm, vast, and deep, and wide,
Through which was flowing a sullen tide.

The old man crossed in the twilight dim; The sullen stream had no fear for him; But he turned, when safe on the other side, And built a bridge to span the tide.

“Old man,” said a fellow pilgrim, near,
“You are wasting strength with building here; Your journey will end with the ending day; You never again will pass this way; You’ve crossed the chasm, deep and wide- Why build you this bridge at the evening tide?”

The builder lifted his old gray head:
“Good friend, in the path I have come,” he said, “There followeth after me today, A youth, whose feet must pass this way.

This chasm, that has been naught to me,
To that fair-haired youth may a pitfall be.
He, too, must cross in the twilight dim; Good friend, I am building this bridge for him.”

- Will Allen Dromgoole

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 877 725-3750. Free Newsletter available on website.

by Jeb Blount, author of Power Principles

Listen to the audio version of this article at: http://sales.quickanddirtytips.com

For many Sales Professionals the stress of our current economic situation is already taking a toll. Besides shrinking retirement accounts and the relentless stream of bad news, corporate compensation policies are becoming less generous, customers are cutting back (which impacts commission checks), the competition for new accounts has never been more fierce, and the cost of everything is going up. And, to make things worse, salespeople everywhere walk on egg shells wondering when the next wave of cuts may leave them without a job.

Fear is palpable everywhere I go. Everyone is scared. Most people are searching for answers. Some are so paralyzed with fear that they are taking no action at all. I’m not going to presume to tell you that your fear is unfounded because it is not. I’m not going to deliver an empty message telling you that if you just manage your attitude everything else will work out. Though attitude is very important, attitude without action can hurt you in this environment. What I am going to give you are a few commonsense tips designed to help you stay employed so that you have the means to make it through this recession in one piece, and are positioned to win when we come out on the other side.

Tip One – Activity Is Everything: complete all of your customer visits, make all of your prospecting calls, hit all your new appointment and closing appointment targets. Even if you are not at quota you don’t want anyone questioning your activity. And if you are achieving your activity targets but not hitting quota, the economy, not you, may get the blame. Activity is tangible. It can be measured, analyzed, and reported up. When you hit your activity targets the perception is that you are working hard and toeing the company line. Your company and your boss are more likely to invest in and keep the salespeople they perceive to be hard workers. One more note here – be sure that your reports and paper work are perfect and always on time.

Tip Two – Don’t Complain: you are stressed out, your company is cutting back, the boss is more demanding, and things are changing. You may even be asked to take a pay cut. Heed this warning: DO NOT COMPLAIN. Don’t complain to anyone, for any reason, at any time – no matter what. If you complain to co-workers, they will use your words to throw you under the bus and save their own hides. And the last thing the boss wants to deal with is a complainer. The boss is likely way more stressed than you are. She doesn’t need you to remind her of how bad she already feels for reducing entertainment expenses, cutting spiffs, or having to announce that the annual awards trip has been canceled. So learn to keep your mouth shut. Instead, start repeating to yourself, “I’m lucky to have this job.” or “It could be worse, I could be unemployed.” Keep a smile on your face, accept things as they are, and stay focused on your activity targets.

Tip Three – Become Indispensable: in the past when companies downsized it was always last in, first out. Today, however, most organizations choose who goes and who stays based on productivity. In other words, people who generate more value for the organization stay. Being indispensable means more than just doing your sales job perfectly. It means volunteering for projects, looking for ways to add value, and consistently asking the boss if there is anything you can do to help. Change your way of thinking about work. Right now your job must become everything. Devote yourself to it – even if it means putting other things (like time with your family) aside. Work longer hours, be seen often, and always offer to lend a hand. Your goal is to create the perception that you are an employee the organization cannot live without.

Tip Four – Make No Enemies: unfortunately, in most companies, non-salespeople don’t like Sales Professionals. This dislike is motivated mostly by jealousy. The other people in your company are jealous because you work less, have a flexible lifestyle, go on the award trips, and out earn almost everyone – including top executives. Because of these feelings, your non-sales co-workers are looking for a reason to hate you. Normally this is not such a big deal. However, in a recessionary economy, you must not create enemies; and if you have enemies, do whatever you can to repair those relationships. Be flexible with demands and difficult people. Bend over backwards to accommodate. Let insults and affronts to your character roll off your back. Smile. Be polite and respectful. Stay away from office politics at all times. And, never say a disparaging word about anyone because it will get back to them.

Tip Five – Be Prepared to Jump Ship: it is always easier to find a new job when you have a job – especially if you are at the top of your game. Even in a recessionary economy top sales professionals are in demand. The proof of that are the more than 100,000 sales jobs currently listed on http://www.SalesGravy.com. Unfortunately, many people only start searching for their next sales job the day they get fired or laid-off. You must be prepared. Start by getting your resume in order – get a professional service to put it together for you if you don’t have time. Post your resume on job boards, like http://www.SalesGravyJobs.com, where you can hide your personal information. Begin searching online to get a feel for the sales jobs that are available and which companies and industries are expanding. Most importantly, keep your eyes and ears open. Pay close attention to the moves your company makes. Don’t make any career changes in haste or in a panic. But, if after careful consideration, you feel like your demise is inevitable and you are about to be cut, take action to make a change while you are still employed.

Jeb Blount is the bestselling author of Power Principles. Get the new Power Principles audio book at http://www.salesgravy.com/shop