The Last Thing a Fish Discovers is Water

Last week’s blog post “Why People Are NOT Your Most Important Asset” created some strong reaction.

Here is an example:

Michael,

I was recently fired from my sales job, because I wasn’t on the road “cold calling” enough …

Instead, I had been working to set up Google alerts for research as well as trigger events that Jill Konrath (www.sellingtobigcompanies.com) refers to. I was trying to set up an automated way of attracting and nurturing contacts through email, phone follow up, etc. They told me I was being fired for not doing the sales.

It is frustrating enough to be told to do things you know don’t work any more. But, to get fired for trying something you know could work! It is just incredible.

Your article touched all those things that companies still either don’t understand or don’t want to do…Do the research, create the value … all they want is more cold calls or send that proposal out …

You pointed out the reasons why the sales process is messed up and how it needs to improve … that the whole company must organize around researching the market, creating value, etc. It must deal with the “whole process,” not just what salespeople do.

It really gave me hope that maybe some of the old ways will be flushed out with this recession.

By the way, I got lucky: I start a new job in two weeks.

But I’ll be careful not to bring these new ideas to my new employer too soon…I need a job…

Bob Smith (not his real name)

The exact same thing has happened to me, Bob. More than once, actually.

Many employers today are stamping their feet, unwittingly trying to get their salespeople to do more of what does not work.

My employers assumed the problem was me. They felt that way for a bunch of reasons:

For one thing, they succeeded when they were in the field! (They didn’t realize how much things had changed.)

For another, everywhere they turn they are told “People are the most important thing. Get the right people and everything will be alright. If the numbers aren’t coming in, there must be a problem with the people.”

Bullshit.

The greatest people in the world cannot overcome a broken system. And most managements today are not even aware that they are part of a system. Instead they assume the solution to their problems is for the marketing department to market better, the sales department to sell better, and the service department to service better.

It has been said that “The last thing a fish discovers is water.”

Bob’s message is evidence that these managements are unwittingly damaging their companies. They are running off talented salespeople like him: people with the initiative to create new approaches that respond to today’s environment and technologies.

These management teams need to come up for air. They need to take a look at the world from a broader, more accurate perspective.

There is a widely held belief that an organization would have few problems if only their employees would do their jobs correctly. As Dr. Joseph Juran pointed out years ago, this belief is incorrect.

As Bob and I can attest, most of the problems companies have in sales and marketing can be resolved only by improving the sales and marketing “system” (which is largely determined by management). Few of the problems are under the employee’s control.

Only when a management team understands this can they can begin to leverage the people they do have to their best advantage.

Michael Webb
mwebb@salesperformance.com

Comments

[viagra online]

Water lifestyle largely determines the features of anatomy, physiology, ecology and behavior of fish. Among the representatives of the superclass there is considerable diversity both in external features, as well as on the structure and physiology.

[オテモヤン]

http://oppao.net/n-ona/
http://oppao.net/navi/
http://oppao.net/new-d2/
http://oppao.net/fd3/
http://oppao.net/soap2/
http://oppao.net/bg2/
http://oppao.net/host2/
http://oppao.net/lesson2/
http://oppao.net/op2/
http://oppao.net/fl3/
http://oppao.net/bb2/
http://oppao.net/s-este/
http://oppao.net/rd2/
http://oppao.net/kawa/
http://oppao.net/n-club2/
http://s-auc.net/

[Viagra Online]

* A result of interplay of these properties, Capillary action refers to the tendency of water to move up a narrow tube against the force of gravity. This property is relied upon by all vascular plants, such as trees.

* Water is a good solvent and is often referred to as the universal solvent. Substances that dissolve in water, e.g., salts, sugars, acids, alkalis, and some gases – especially oxygen, carbon dioxide (carbonation) are known as hydrophilic (water-loving) substances, while those that do not mix well with water (e.g., fats and oils), are known as hydrophobic (water-fearing) substances.
* A result of interplay of these properties, Capillary action refers to the tendency of water to move up a narrow tube against the force of gravity. This property is relied upon by all vascular plants, such as trees.

* Water is a good solvent and is often referred to as the universal solvent. Substances that dissolve in water, e.g., salts, sugars, acids, alkalis, and some gases – especially oxygen, carbon dioxide (carbonation) are known as hydrophilic (water-loving) substances, while those that do not mix well with water (e.g., fats and oils), are known as hydrophobic (water-fearing) substances.

[Softcialis]

I am interested in learning about scientists who have have completed
studies about global warming. Of those that submit to peer review,
what percentage of them show that global warming is both (a) man-made
and (b) expected to have a severe negative impact to mankind?

[girl beautiful lyrics]

It’s really great post. I would like to appreciate your work and would like to tell to my friends.
Thanks for sharing

[strapping machine]

Leaving a comment is the biggest support to Blogger.Thanks!

[welding rod]

I remember I tried this a while ago. It brings back bad memories. Nothing good seems to happen the first time. How long did it take you? I look forward to your next story.

[Round and Brown]

I remember I tried this a while ago. It brings back bad memories. Nothing good seems to happen the first time. How long did it take you? I look forward to your next story.

[Round and Brown]

I remember I tried this a while ago. It brings back bad memories. Nothing good seems to happen the first time. How long did it take you? I look forward to your next story.

[carton sealer]

Youngsun specializes in Carton Sealer, Smart Stainless Steel Carton Sealer ,Sealing Machine ect.Youngsun carton sealer saves time, saves money and improves efficiency which widely used in food electronics toiletry and manufacture industries. Obey your Automatic choice.

[Abercrombie and fitch]

I remember I tried this a while ago. It brings back bad memories. Nothing good seems to happen the first time. How long did it take you? I look forward to your next story.

[mulberry alexa]

I love the way you directly get to the point,inspired

[Cheap Nike Shoes]

2010SJ The parents of students from anhui province,Cheap Nike Shoes said ms HongYa really just admitted to the daughter of Shanghai normal university to living is a month 800-1000 yuan,jordan shoes for cheap regardless all parents give this number, but also a child before listening in Shanghai university students' parents say, are not actually 1500 yuan, so I told her daughter money saving some flowers.

[generic avandia]

i liked it so much yaar!!!!!!

[viagra]

Спасибо. Записи понравились. Просмотрел ваш архив, и вижу что качество растёт

[buy cialis]

ese es el tipo de cosas que hacen interezante el encender la radio por la mañana,nunca se sabe con que cosa aparecera Rafa para sorprender y hacer pasar buenos momentos!

[MBT Shoes]

The five pictures beamed back to Earth so far show an object just over a mile long and shaped
http://www.mbtshoesuksale.com/

[Replica Designer Handbags]

What you mention here mirrors my experience too.I left my last employer two months ago for my unhappiness that my boss always stampping his every employee.But i have to accept that most employers just like him.I want to have my job but unhappy.I's so wondering.

[7 star handbags]

Attracted by the headline,i stopped to read and find the article is as interesting as it.

[Chanel J12]

Its great to see that people are sharing quite profitable information with each other

[aaa replicas]

I appriaciate this sentence:the last thing a fish can find is water.

[aaa replicas]

You have a quite good article.

[replica designer handbags]

The last thing that a fish discovers is water.This is quite a different opinion,but you are reasonable.

[cheap Red Bull Hats]

Many thanks for the article. I will have a link back to this information from our fresh blog. Thanks again.
http://www.cheaphatcaps.com
http://www.cheaphatcaps.com
http://www.cheaphatcaps.com

[Christian Louboutin Outlet]

I used your instructions for making a reversible jumper and they were great.I agree with your opinions on men and how they more clean cut.
People usually talk about gender when they discuss the metero male, but I like how you link it with a historical context to class and divisions between men.