It is however important to learn from our mistakes, which is a natural process that will result in us getting better.

If we don’t learn from our mistakes then we miss a huge opportunity … and yet many people fall into this trap.

Accuracy is extremely important no matter what job you have … if you mislead co-workers, your boss, your client because of mistakes then there can be repercussions.  In some circumstances accuracy is CRITICAL … 99% accuracy might be great for many professions, but for an aircraft pilot or a ship’s captain it isn’t great enough!

How do you go about improving your accuracy so that you make less mistakes?

1.  You have to CARE!  You cannot adopt an attitude that accepts mistakes, you need to want to be “mistake free”.

2.  You need to LEARN … that means actively understand why the mistake happened and making sure it doesn’t happen again!

3.  Sometimes you need to SLOW DOWN.  Many mistakes happen because work is rushed, or because the person doing the work has not taken time to become accurate in their process.  in the same way that children learn to walk before they run, it is important that we learn to do our job RIGHT first and THEN get faster!

4.  Practice!   If you perform some tasks infrequently then you are more likely to make mistakes … so practice, and take special care on those kinds of activities.

5.  Check your work!   it is easy to complete a task and submit it … but if you take a little extra time to double check your work you will reduce the margin for error.

6.  Along with #5 develop little “checks” that work for you.  eg.  if you are providing numbers in a report is there a “rule of thumb” you could create that would show if anything looks strange in the results?

7.  Use spellchecker … ALWAYS!!!  This is a habit everyone should adopt!

8.  Along with #7 … don’t rely solely on spellchecker, read your document AFTER the spellchecker has done its thing.  The words in your sentence might be real words, just not the ones you wanted!!!

9.  Develop checklists for yourself.  If you job requires 5 steps in the process for every transaction use a checklist to make sure you completed ALL 5 steps EVERY time.  pilots use these, doctors use these … and a mistake from either of those professions could be VERY nasty!

10.  Take advantage of “best practices”.  Find how other people do the job and learn from them, ask for help, get a mentor … anything that will help you to get better at your job.

“We should regret our mistakes and learn from them, but never carry them forward into the future with us.”  … L.M. Montgomery

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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They feel entitled to a job, entitled to government handouts, entitled to benefits that were negotiated in other times, entitled to major bonuses, entitled to “executive perks” … they are even entitled to multi-million dollar severance packages for failure … on and on.

The world just isn’t that complex … we need to live within our means.  As individuals, as cities, as Provinces (or states) and as countries.  There are plenty of examples of the entitlement shown by countries that are living beyond their means.

In my world … I am responsible for myself.  I use my skills, my energy, my commitment, my brains to reach the goals I set for myself.  My standard of living, my happiness, my successes, my failure today and into the future are all in my own hands.

Do YOU have an entitlement attitude?

Do you expect the government, your family, your boss or some other “higher authority” to look after you?

Good luck with that!

Entitlement is a modern disease that kills work ethic … in fact it kills all ethics, it kills creativity, it kills the desire we need if we are going to overcome adversity and achieve great things!

The way to cure this Entitlement disease is to accept resposibility, accept accountability and pay your own way!  Earn your success!  Create your own opportunities!  Give back!  Take some risk!  Push yourself to do better!

There is great satisfaction in taking personal responsibility … there is even greater dissatisfaction in being totally dependent upon the good graces of that “higher authority”!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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It is a choice I have made … but I have also chosen to have other priorities in my life that I make time for.

Every now and again I am reminded of those choices.  Here are a few that I have made:

I just returned from a trip to the UK for my mother’s 90th birthday party!  I see my her every year, at least once a year, and for a significant visit.  I could never allow myself to be “too busy” for those trips!  I watched my 90 year old mom dance into a room full of people who helped her celebrate the “first 90 years”!   Tough to beat that!

I have always made time for my kids, I still see them very regularly despite them being adults now.  I coached their soccer for many years, never missing a match and only missed a very occasional practice in all those years.  I have been at every significant event in their lives, teacher interviews, sports games, graduation … you name it.  We have since adopted a family tradition of celebrating birthdays/Xmas/special days on a day that works for all of us … which works with their busy lives too, and allows them flexibility with their partner’s families! 

I have always found time for exercise … when the kids were small we started to invest in good home equipment and today we still have a good home gym that remains well used.  I have also played soccer my whole life, arranging my travel schedule to meet the team commitments.

So what is my point?

Even the busiest people can MAKE time for the things that are important to them … if it is important enough, you find a way!

There is tremendous pride in a successful career, and that takes hard work and dedication … but if you truly want to be happy you need to make time for ALL of the important things in your life. 

Don’t have regrets … live the life you want to live, the cost of not doing those important things is just not worth it.

NOTE:

Here are some ways that people will read this advice …

1.  Its more important to do the fun stuff than worry about your career … NOT my message;

2.  That’s easy for him to say, he is his own boss.  The glass half empty perspective … you always have choices, and you can be creative in meeting your goals.

3.  Now I can use this to tell my boss I need more “Work Life balance” …  NOT my message.  You are responsible for YOU … find a way to make your life what you want it to be.

PS.  This does not happen overnight … it takes a lot of work, a willingness to do what it takes to meet your ends and a positive attitude. 

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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I look at that statement and I think, “I will probably achieve twice as much in my lifetime because I operate at that pace, than I would have in a previous generation!”

I look at my life and see … possibilities and opportunities.

I look around me and am thankful for what I have.

I am often reminded of how lucky I am to be healthy.

I read news stories and recognise that Canada is a great place to live.

How do you live your life?

Do you try to look at the positives … or do you let those dark clouds into your mind?

I wrote a blog entry in the middle of the last recession called Now is a Great Time to Count Your Blessings.

If THEN was a great time just think about today’s timing!!!

When you are tempted to look on the “dark side”, take a few minutes to remember just how lucky you REALLY are.  I you are still having trouble seeing the positives then look at this lucky guy’s story … Nick Vujicic was born with no arms and no legs, and he is one of the most positive people you will ever meet!

Once Nick has you in the mood then go and enjoy Bobby McFerrin singing Don’t Worry Be Happy!

 Being miserable will not make you feel better … and affecting (infecting?) people around you with YOUR misery is definitely not going to help!

Take responsibility for your own happiness … be a glass half full person! 

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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A Little History of April in previous years … 

The big M&A deal in April 2008 saw a merger of the third and fourth largest chip makers STMicroelectronics and NXP into a $3 Billion company (interesting that April 2011 sees another such merger).  IBM was busy, making three smaller acquisitions this month Diligent, FilesX and InfoDyne; Yahoo bought Tensa Kft. Despite the attentions of Microsoft; and speaking of Microsoft they had a couple of acquisitions Farecast and Komoku;  EMC also had a couple of forays into the M&A market with Iomega and Conchango plc. 

Three years ago in April 2009 other than the recession, the news for the month in the technology world was Oracle’s $7.4 Billion purchase of Sun and thus entry into the hardware business!  This was not the only big deal with EBay offering $1.2 billion for Gmarket (a Korean EBay), Harris Corp paying $675 million for Tyco Electronic wireless division and perhaps an end to Satyam’s immediate problems with a $422 million purchase by Tech Mahindra. 

In April 2010 HP paid $1.2 Billion in the somewhat surprising purchase of Palm; Twitter bought a couple of companies, Cloudhopper and Atebits.  Symentec also bought a couple of companies (PGP ($300 Million) and GuardianEdge ($70 Million).  Oracle paid $685 Million for Phase Forward, Juniper paid about $100 Million for Ankeena Networks and Salesforce bought Jigsaw for $142 Million. 

Last year in April 2011 there were several billion dollar deals, with Texas Instruments paying $6.5 billion for National Semiconductor, Level 3 Communications paid $3 Billion for Global Crossing, Lawson Software was sold for $2 Billion to an Infor affiliate, GGC Software Holdings and Seagate bought the hard disk drive operations of Samsung to become one of the two largest players in that space. 

Which brings us back to the present …

April 2012 and Facebook was in the news with its $1 billion bid for Instagram making a splash in the social network world.  The other big deal also involved Facebook, who bought a piece of the patent action from Microsoft after Microsoft had paid AOL more than $1 billion for the patents.  These kind of patent deals are becoming quite mainstream, and this was a way for struggling AOL to inject some cash.  The other big news in the M&A world was DELL who made three acquisitions this month, Wyse technology, Clerity Solutions and Make Technologies that all help broaden the DELL offering beyond hardware.  In other M&A news IBM picked up Toronto based BI company Varicent Software; Intel paid 4140 million for some assets from Cray; Citrix picked up Podio; and Twitter bought a startup to acquire its team of developers.

In other news a couple of struggling big name companies saw some high profile departures.  Best buy CEO Brian Dunn left abruptly and RIM’s former co-CEO Jim Balsillie resigned from the board.  IBM’s female CEO might just be the catalyst for the Augusta national Golf Club to enter the 20^th century (never mind the 21^st!) and allow women in!   (Watch that space).  Sony announced more layoffs … another 5,000 to join the already announced 5,000 and Yahoo also announced it would lay off 2,000 people in its corporate restructuring.

The economies around the world continue to struggle, with Spain hitting record unemployment and UK employment continuing to fall.  There were a couple of bright light reports out of Ireland however and North America seems to be faring better.   Canada’s economy is comparatively strong and continues to add jobs … the better news however was the several positive indicators out of the US. Increased CEO confidence, unemployment falling, tech jobs back to pre-recession levels and real GDP rising even if only slightly.

That’s what caught my eye over the last month, the full edition will be available soon on the Eagle website. Hope this was useful and I’ll be back with the May 2012 industry news in just about a month’s time, until then … walk fast and smile!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)

Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!

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1.  A Story About WINNERS!  The first story was a BBC story about a school in kenya where children train with the hope of winning scholarships to US universities as runners.  To them, this is their way to escape the poverty that otherwise defines their lives.  These people are motivated to exceed, to be the best, to escape their fate through hard work and talent.

2.  A Story about PARTICIPANTS.  I also read a Globe and Mail story about Sport Canada’s latest approach to sport here in Canada … one that I will call the Road to Mediocrity.  It was a story in the Globe and Mail titled The Case for Killing the Competition.  The focus of Sport Canada and the 56 national sports it represents will be on participation and fun … not on winning! 

Newsflash Canada!  In the REAL WORLD … there are winners and there are losers. 

People learn how to be winners, by winning and by losing … NOT by “participating”.

There is nothing wrong with being a winner … nor is there anything wrong with losing.  What is wrong is not playing to win!

If you want mediocrity this is a great way to get it.

I LOVE the fact that Sport Canada want more people to particpate … I HATE the fact that they think this is how to do it!

If you want success in life you will not get it by “particpating’ you will get it by … working harder than your competition, by being smarter than your competition, by having a stronger mental attitude than your competition.

We operate in a Global Community and there are people just like those Kenyan runners, all over the world who want to WIN.  They want to WIN at everything we compete in, from sports to business to wars!  The ONLY way that we stay competitive is to be WINNERS not participants … because otherwise we might as well just give up now!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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1.  Look after yourself … EVERYTHING is better when you are healthy.   Read my Healthy Executive series of blogs for some ideas!  (PS You don’t need to be an executive to get some good ideas there!)

2.  Start using GOALS to set yourself up for success.  I have written many blog entries about Goals …  this is just one, but maybe it will get you thinking about whether this is a good habit you can invest in!

3.  To Do lists are a must have item … if you are at all busy then I don’t know how you could survive without To Do lists!!! 

4.  I see people in meetings every day and they never write anything down.  Taking notes is a basic skill that you should develop … definitely a good habit to cultivate!

5.  My fifth good habit is what prompted the idea for this blog … I wrote just yesterday about the power of checklists.  Add that good habit and watch the positive impact!  Remember, checklists can work for anyone, not just sales people!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)

Have you tried Eagle’s (very cost effective) VirtualRecruiter service?

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How can you best deal with that?

1.  Take notes … lots of them!  I have a lousy memory but I ALWAYS take notes, in EVERY meeting. 

2.  Use Checklists!   Many professions use these to ensure that nothing is missed.  Pilots (for example) use checklists at various stages of the flight process to be 100% certain they don’t miss anything.  Obviously the consequences could be disastrous if they “forgot” to put the landing carriage down before landing, or to check the fuel situation before taking off (just a couple of small examples).

Any salesperson could create some very simple checklists to make sure they covered everything off … in every situation.  Checklists for sales meetings, for entering notes in the system, for weekly reports, for setting up meetings, for reviewing goals, for creating To Do lists etc. 

Here are a couple of very simple examples …

1.  The meeting checklist … a list of common things you should be talking about with a client in most meetings.  This doesn’t stop you from having your usual style of meetings, talking about personal things or about any other subject.  The checklist will just remind you about gathering information before you head in to the meeting … and you can double check it just before leaving.

Your company may want you to gather the folowing type of information in any sales call:

Are there any opportunities … now, soon, longer term.

Is there anyone else you should be talking to?

Are there any coming changes … budgets, projects, personnel etc?

Is the client aware of other offerings from your company?

Does the client have any feedback/suggestions for improvement?

Where does this person fit into the client organisation?

You should set up your next meeting now.

That is a lot of things to remember … and for most meetings you will remember some of the items, but likely not everything that you should.  One way to ensure that you always remember to gather all of the information is to have a quick reminder.

The meeting checklist that you see here will do just that!  (Modify it to suit YOUR requirements).

2.  What about those Monday mornings when you come to the office ready to start the week .. but still not quite “into it”.  Do you wait until you have had your second coffee, and caught up on everyone else’s weekend adventures before “figuring out’ what you need to do? 

Maybe a simple Start of Week checklist will help you to focus, get organised and make you that much more efficient.  It could be VERY simple .. maybe something like the one here, or modify it to YOUR needs.

Checklists can help you be more efficient, and being more efficient means selling more!   That should be a good incentive to give it a try!!!

PS.  Checklists are not JUST for sales, they are for EVERYONE! 

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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More importantly how can it help me?

1.  We are all different …

We are a unique combination of the physical and the mental.

We are as unique as snow flakes.

We cannot assume that other people think like us.

If we understand that we are all different then the IMPORTANCE of listening is not lost on us.

2.  We are all the same …

Sometimes we worry too much about our competition, about whether we are good enough, about what others will think, about the guy with all the letters after his title, the woman with all the experience, about the fact we are talking to a senior executive etc.

ALL of those people have, or have had, the same concerns and fears that you do.

Some of those people are thinking exactly the same thoughts that you are!

If you enter “the fray” (sales situation, business transaction, negotiation etc) assuming everyone is is more qualified, better at their job, won’t take you seriously … then you have lost already!

Always assume you have everything it takes to be successful in the situation you find yourself … if you learn otherwise then nothing is lost and at a very minimum you learned something!

Life will surprise you both good and bad … but give yourself a chance by remembering

(i)   Your uniqueness might just win you the day; and

(ii)  Your sameness means you have nothing to fear! 

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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#1  Sales is  the lifeblood of every company;

#2  The sales profession is demanding!!!

Every sales person hits a point in time when “something changes” to adversely affect their results.  The market changes, the economy changes, the competition changes, your clients change … it doesn’t really matter because (a) it is inevitable and (b) it means YOU need to change things up!

Here are seven ideas that can help you to change what you are doing … and just might help you get back on track!

1. Set aside parts of your day (or week) for calling clients. It sounds simple but so many people don’t do it … they let their calendar run them instead of driving their calendar.

Example: Block out from 4pm till 5pm for calling clients to (a) get meetings (b) understand if there is current business opportunity (c) get referrals to people who might have needs.

2. Take a few minutes to write hand written cards each day (or week). They don’t need to say much, but they need to be personal and relevant.

Example: Send cards to all of the executive assistants you talked with this week telling them you appreciated their help. Send cards to all of your clients that gave you business this month and thank them … “Joe, I just wanted you to know I really appreciate the business. Thanks”.

3. Set aside time each week to call people you don’t know. They don’t need to be COLD calls, you can get introductions from other people, there are lots of ways to make “WARM CALLS” but just call people who are not in your regular list.

Example: Always ask for referrals when talking to clients and people in your network. Set aside time to follow up with those people every week.

4. Change up your routine and get out of your comfort zone. We all tend to get into a groove which we follow day in day out, week in and week out. If you want to increase your sales then you need to do something different.

Examples: Come to work a little earlier or stay a little later and use the time to plan better. If you always call clients after 9am, try calling people very early, maybe before you leave home (you might be surprised how many people start early).

5. Change your dress code, buy some new clothes that make you feel GOOD!

Example: If you have been a very casual dresser, then opt for suits and ties for a while. If you have been very formal, then loosen it up just a little. Obviously you need to dress appropriately for your role, but there is leeway in there.

6. Join some new groups. Maybe Toastmasters, an industry association, a charity group or just a social group of some kind. This helps expand your network and adds new contacts that may help you with leads, or just advice.

Examples: I spent a couple of years in Toastmasters which was great for my confidence, presentation skills etc. Charities expose you to senior people from many different industries, exposure to the industry association broadens your contact base and helps you better understand your competition.

7. Invest in your self development. Get some formal training related to your role.

Example: If you sell in the tech world then do a tech course. Do sales courses such as the CPSA certification training. Do time management, negotiation or writing courses. There are tons of options.

There are many obvious things that you can change to effect better sales, but so many sales people just don’t do it.

Just the mere act of changing things up will change the most important thing … your attitude.

If you get into a mindset that embraces and welcomes change, then you have the best chance to be successful in sales.

Try it! 

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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