Finally…a bureaucrat with courage of conviction in India !!!

Hi readers,

This goes out to all Indians, in India, or across the globe to stand up and give a standing ovation to Vinod Rai, Comptroller and Auditor General of India.

Just heard the breaking news on national TV about his address to students at Harvard and his courage of conviction to maintain the independence of the office of the CAG against the attempts of the political class to use power, subservient institutions like the bureaucracy and as a last resort, crass cheap politicking of the gutter variety!

When the office of CAG, led by Vinod Rai exposed the $ 20 Billion 2-G spectrum auction scam, the political class was numbed into deafening silence, which resounded across the country, and definitely within the global investor community- these poor investors from US and the EU lost their deposits and shirts, because of the back room scheming of our political class…

Round 2 of the 2 -G spectrum , in a battered global economy, yielded below par results, AND the political class went after Vinod Rai with hammer and tongs, insinuating that he did not know his numbers!! Clearly a case of sleazy politics managed by the spin doctors of the ruling political class….It was a delight to see Vinod maintain his poise in the face of this daily provocation and needling!

His candor and conviction has been amply demonstrated today during his address at  Harvard!

While the Indian, shameless ( look at KALMADI and Bhanot), political class would be perhaps squirming in their high chairs, it is time for the largely subservient bureaucracy in our  country to demonstrate ample courage of conviction and take on the hideously corrupt political class in our country and leverage an awakening judiciary to take on these pretenders , who claim to be chosen representatives of our democracy.

It may be fair for me to call on the DM of Murshidabad to start this initiative by taking the Congress MLA into custody, who led lumpen, criminal elements into his residence and office compound in a “fit” of democratic protest!!

The 7 Deadly Sins of Sales Teams

Hi Readers,

New of impending fiscal cliff in the US, continued bad numbers from the Eurozone, Worst GDP numbers from India in a decade do not make our work in sales any easier than yesterday.

Selling is hard work, but it’s even more difficult when the sales team starts exhibiting dysfunctional behavior in the face of serious challenges from the economy, clients and competition!

In times of crises like this, Sales reps and sales teams exhibit behavior that I jocularly refer to as “sins”! And I am giving away advice free to those who care to read and listen on how to cope with this bad behavior!!

  1. OVERCONFIDENCE. When everyone wants to make big numbers, there’s a tendency to sell too much, too quickly.Solution: Before closing, always make certain that the customer really needs your offering and that your firm has the resources to deliver promptly. Key take away– measure your selling pace, and DONT Push the sale; it will rebound on you and your client will vanish from your Rolodex!
  2. GRANDIOSITY. If you’ve got a terrific offering, it’s all too easy to pretend that it’s a panacea. While some products do arguably “change the world” they’re few and far between. Solution: Focus on helping the customer, rather than converting them to a “product” religion. Key take away– Leverage your EQ, keep a balanced approach to sales, look at the long term and sell a “solution” as opposed to a “great product”
  3. HUBRIS. Sales professionals know what worked in the past, but the memory of past success blind the team to changing customer requirements. Solution: Become obsessed with customer satisfaction and measure it through an objective customer survey.Key take away– DONT delve in the past, that is history; learn to learn new skills everyday, absorb the changes around you, adapt your self according to the change and display dexterity in making your offer to your clients.
  4. DEHUMANIZATION. Sales technology is great, but if it becomes too pervasive it can hinder the person-to-person interaction that is the core of relationship building. Solution: Use technology sparingly and use face-to-face communication for key customer meetings. Key take away– Remember, the product or the service does not a sale make, YOU DO!
  5. OVERWHELM. During times of change, there’s a tendency demand more from everybody on the team, and management may pile on extra offerings, making it difficult for keep abreast. Solution: Stay focused on what the customers are buying today. Key take away– KISS, Keep it simple and sweet! Always works,…….
  6. STOVEPIPING. In every company there is a tendency for sales to view itself as the only group that’s really important; meanwhile, other groups start viewing the sales team as arrogant. Solution: Get other groups involved in the sales process by inviting them to meetings with key customers. Key take away– Humility is a life long mistress for the successful sales star and a future leader. Collaborate with your internal teams that support you in your efforts to get your quotas, share accolades with them and give them their due for their unstinting support to you.
  7. STRESS. Sales is, by nature, a stressful activity. If a sales team isn’t careful, it can end up creating a sales culture where stress becomes habitual, like a drug. Solution: Make humor and laughter an integral part of your personal sales process. Key take away– De-stress over a round of golf, do Yoga, meditate, shake a leg….get a life beyond your quotas, commissions and job!!

 

Dont be a sinner, become a SAINT!!!