Tag: Sales

What’s Your Side Hustle?

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By Wayne R. Bodie, MBA, SPHR

I am completely guilty. Every single time an article crosses my eyes that says something to the effect of “How to Become a Millionaire in 3 Simple Steps” or “5 Simple Steps to Success,” I admit to taking the bait and clicking. The humorous part is I know exactly what I am about to get myself into, long before I finish reading the article. I may be able to withhold my compulsion for a minute; however, my curiosity often overcomes my internal voice of reason. And honestly, who doesn’t want to be extremely successful right?

After clicking these links I am almost always immediately filled with regret. It creeps up from the pit of my stomach as if reading each painstakingly oversimplified suggestion renders me less and less satisfied than the tip that preceded it. Pick any three “adjectives” you want, insert them into an article, and then summarize with “follow these steps and BOOM Zillionaire.” Many of these articles come from non-credible sources; however, surprisingly some of these same ambiguous “buy my program today” articles come from reputable entrepreneurs and A-list magazines.

Typically, the article ties back to a consulting service, training class, or another tangible item that can be purchased at an additional cost, ultimately feeding revenue back to its source. It’s a good business model and it does work, so in a way, these articles do provide a value as it serves as a business model to mirror. Regardless of the sellable item, whether the industry is real-estate, financial sales, insurance, consulting, etc., the concept can be duplicated and tweaked with varying façades.

I have no issue personally with this type of hustle, but I do have a concern for those who are seeking guidance in these articles because they are in dire financial straits. There are certainly many ways to achieve multiple revenue streams utilizing today’s technology online without paying for “John Doe’s” get rich quick program. Millennials have got this figured out, they are starting businesses younger and starting more average businesses than any other generation that has preceded them. Not only do they have little fear of failure in starting a business, but they are quicker to embrace current technology and stay on top of hottest trends. A winning combination.

I won’t insult your intelligence with a simplified list of adjectives and call it a recipe for success, but I know generating additional income online is certainly achievable because I have. If you are in-between professions, waiting patiently for interview feedback, or have hit a low point in your savings accounts, there are many creative ways to source additional income and there is no need to pay for someone’s unique system. For every pay-for system that is listed online, there is someone willing to give out the information out for free. YouTube is a fantastic resource. In terms of practical information, YouTube has taught me more than my undergraduate and graduate degree combined. If you want to monetize a website, write a blog, create a drop shipping business, you name it, there is a video on it. Hundreds of thousands of free videos and walkthroughs on how to generate an active and passive income for free if you’re willing to take the chance.

The most successful people I know didn’t get to where they are today because of a list of descriptive action words listed in a motivational article. They had luck, knew where to acquire resources, and had no fear. Thankfully you can teach an old dog new tricks, and as the world is changing we had better be prepared to learn new information and become fearless. When we have hit a point in our timeline when college degrees can generate a minimum wage and certificate programs return six-figure incomes, it is time to get creative with our income strategies today because who knows what tomorrow brings.

Source:  https://group.bnpparibas/en/news/bnp-paribas-global-entrepreneurs-report-2016

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Lessons Learned from a Recruiter

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By Wayne R. Bodie, MBA, SPHR

A recruiter recently contacted me online. She texted that I had an interesting background then suggested we connect. I welcome new contacts and industry networking opportunities so I readily agreed to a video teleconference. That hour-long conversation morphed from the typical recruitment exchange into something different, a life lesson.

In a world now veiled with the most stringent political correctness, some topics are usually considered taboo during routine business conversations. Ours ventured off- grid to several off limits topics such as religion, spirituality, morals, ethics, and world travels. Although a departure, I found this recruiting approach refreshing from the more conventional “what region and salary range are you seeking”. This individual jockeyed into a “life coach” role rather than a recruiter.

After I expressed my delight about her happiness-consulting methodology to clients, she taught me a thing or two about life. I soon discovered this recruiter had completed a video conference two weeks prior with a candidate that had been devastated by life’s circumstance. “You visually could see the weight of the world on this candidate’s back. Her posture and presentation all but radiated defeat,” she said. “I took over an hour to slowly begin nursing back her confidence. All that the candidate needed was a little TLC and someone to believe in her.”

I could not believe what I was hearing, especially in this age. A sales professional who really cares about saving the world one person at a time. Amazing. A happy ending for the candidate for she is now in process of being placed with a firm due to this “life coach” tactic to recruiting. The candidate was so ecstatic about the personal attention she received that she sent a thank you letter to the agency referring to the recruiter as a “unicorn.” In my 17 years of handling recruiting, training, and onboarding, I have never received a thank you letter from a candidate calling me a unicorn. Most of the thank you letters I receive appear “canned” or plagiarized templates off Monster.com.

My take is this, just because you have done something for years, does not mean you have been doing it right. Or if you’re doing it right, be more open to being the finest professional your customer has on his or her team. This recruiter did nothing short of the same for me. After an hour of speaking with her, you know what I did? I went for a jog. Why? Because somehow during an interview, she convinced me that eating right and working out was important. Did you catch that? After an interview, the recruiter convinced me to take a jog. Now, that is some fine recruiting.

I had to strategically bring the interview to a close, because I was pretty sure if I had not, I would be joining the peace corps, traveling abroad then immersing myself in a third world country to tackle the most pressing challenges of our generation. We all need to be so effective on the job that our stakeholders will not only be satisfied with your service, that they will be delighted. To all recruiters out there that put this level of total quality service into your work, thank you. I will be borrowing from your tools and adding them to my own toolbox.

One person cannot save the world, but one person can save another’s world.  If we keep reciprocating this ideology to each other, it will lead to positive change.

Mission Possible: How To Increase Your Business Sales By 37%

By Wayne R. Bodie, MBA, SPHR

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Several years ago, a former colleague and close friend launched a financial services company. He’s the “It Guy” with a stream of profitable ventures in his wake, so it was no surprise when his latest start-up took off. While I watched from the sidelines, his upwardly mobile trappings multiplied. Rolex timepieces, flashy supercars then a multi-million dollar home and frequent international vacations.

The day the invitation arrived to personally tour his new business enterprise, I jumped at the chance. Onsite was just as impressive as I imagined with expansive views, trendy offices, an open workspace sales floor, and an inviting break room. I patted him on the shoulder saying, Wow, nice job!” That moment, he gets a call from down the hall. “I have to take this,” he says to me, “feel free to show yourself around.”

Drawing on my own sales background, I can’t help making a beeline straight into the sales department. For sure, my blatant enthusiasm about shadowing for a while is plastered all over my face, because without hesitation, one of the sales agents thrusts a headset into my palm. I listen in, realizing this guy is good! Guys and gals, they were all good! That conclusion wasn’t a bolt out of the blue though, given that my buddy had strategically recruited each team member from top national firms.

Besides their exceptional talent, one other thing became glaringly apparent: The turbulence. A war raged. Between calls on the floor, they grumbled, clearly upset with management while the sales manager cracked “a whip over their heads”.

I was shocked! I thought, given inexperience and/or incompetence, this sales manager doesn’t know how to run a sales floor. Mindful that my buddy may not be fully aware, I contemplated working my observations into casual conversation, as I headed head back to my friend’s corner office.

Since chief executives are expected to grow sales, I wondered whether this CEO would blow up the fire or put out the flames. My answer surfaced in a private conversation where my buddy said, “The number one way I increase my sales team’s efficiency and productivity is to get them excited.” He added, “The more noise and drama the better.”

What struck me was not so much the sales team maelstrom, but that my friend would allow it to exist. Long story very short, he was aware but preferred it that way. He explained, “I prefer a thumbs down approach to management, and my commission structure keeps staff onboard.” No way would I let our differences in organizational philosophies affect our friendship. Rather we agreed to disagree.

Unfortunately a missed opportunity for my friend, but in the spirit of wishing every company progress and profitability, here’s a free lesson for every operations manager. Happy workers are not only more productive, but they also sell better. How much better you may ask? Excellent question! Let’s explore some statistics:

  1. Companies with happy employees outperform their competition by 20%
  2. Happy employees are 12% more productive
  3. A Happy Sales Force will yield 37% greater sales
  4. Happy Employees take 10x less sick days

I’m just an HR guy. But, I have a sneaky suspicion that if I walked into your company and offered to increase your sales by 37% your operations guy might listen. Now, you may be asking, “OK, how do I make people happy?” This article doesn’t give you the full cookbook of secret recipes for happy employees, that’s for another day entirely. But, fostering an organizational atmosphere of trust, dignity, and respect is a good place to start.

 

Statistic Source: http://www.snacknation.com/blog/employee-happiness/