One of the primary roles of any CEO is to be a salesperson for the company … perhaps to be THE primary salesperson for the company. You want your team to believe in your company probably even more than you want any individual potential client to believe, because if your people are “sold” on the virtues of your company, products and services then selling clients will be much easier.

As a CEO who came from a sales background I should have a “leg up” on that aspect of the job … but no matter how good a salesperson you might be, or might have been, you can never become complacent. I believe that it is critical to always be upgrading your skills, practicing your trade and “sharpening the saw” as Steven Covey suggested in his 7 Habits of Highly Effective People.

One of the things I do is to subscribe to the Canadian Professional Sales Association (CPSA) and along with that membership comes a regular newsletter with great articles and leading edge thinking. I have referenced this organization many times in previous blogs … in January 2008 I gave some reasons for joining CPSA and referenced an article about 6 trends sales people should be aware of. In march this year I blogged about the CPSA magazine and an article about 12 Golden Principles of Selling. In July 2007 I referenced an article about some common sales mistakes, again an informative article from CPSA.

If you are in sales … and certainly I believe EVERY senior executive should consider themselves to be a salesperson representing their company … the CPSA is a great resource.

One of the other things I do is to bring in sales expertise to work with our company. We have had several people over the years who have brought fresh ideas and new approaches to the team. I fully participate in this training (a) to ensure that what is taught is consistent with our company culture also, (b) to ensure that I know what my team knows and (c) for me to learn new “stuff” … because if you are in a leadership role and stop learning new things, then you should consider giving up your role.

In addition to the CPSA resource and our own internal sales training programs I also read many business books, typically through the Executive Book Summaries resource … which I have spoken about often. Books such as Exceptional Selling by Jeff Thull, Bag the Elephant by Steve Kaplan and Customer Centric Selling by John Holland and Michael Bosworth all help me to keep looking at how I can be a better sales person.

Selling is the life blood of any company. If you don’t sell your product or service then in all likelihood you are a “not for profit”, a government agency … OR out of business. The sales profession has a chequered history, not always covering itself in glory, but a professional sales team can make every difference.

If you sell then continue to invest in yourself … join professional sales organizations, get training, get certified in sales (CPSA have a Certified Sales professional designation), read and continue to learn. Do whatever you can to be a professional!

Its Friday, the weekend is here and for most of us it is a time to recharge the batteries, spend time with friends and family and forget about work for a little while.

Do you make the most of your “down” time?

When is the last time you actually put some thought into what you could/should do with that time?

Maybe you could do that this weekend.

Are you in a rut? Do you do the same things every weekend out of habit?

What else could you do with your time?

Could you start an exercise program, start to read a book, learn to dance, enjoy nature, get the bike out, visit someone you haven’t seen for a while … just do something a little different!

Try it … it doesn’t have to be radical, but it can be quite refreshing to try something new.

Go to a museum, be a tourist in your own city, be a volunteer … or just have a “movie marathon”.

You might find a new hobby or discover that you have been missing out on something

You only live once … don’t stay in that rut!

How many times have you struggled through a project … whether at work or at home … learned some lessons the hard way, and then moved on to the next “project’?

It never ceases to amaze me how often we do that in business and at home, we end up making the same mistakes, and learning the same lessons over again.

So … whenever I am faced with a new “project” the first thing I like to do is think about how we can capture the “lessons learned”, and develop a standard “framework” that can be used for similar projects going forward.

The first and probably most critical step is to find “experience” elsewhere … who has done this before and what lessons have they learned? Better still do they have a framework that we can use? The elements of this are very familiar to anyone in the project management world … but as I have mentioned previously even those people don’t necessarily learn and capture their lessons in a structured manner. Witness my experience with our new condo that I wrote about recently.

I firmly believe that technology could be a great aid for this type of approach … but it is not absolutely necessary. What IS necessary is:

1. a standard set of Tasks
2. the actions required to complete each Task.
3. a timeline that shows what needs to be done before other tasks and what can be done concurrently. (critical path)
4. the resources (how many and what skill sets) to complete each task.
5. the types of barriers encountered and how they were overcome (lessons learned or frequently asked questions)
6. A set of contacts who could be useful as advisers through the project
7. A set of resources that would be useful … eg where to find “stuff”
8. A description of the best approach (subjective) to ensure the project gets off on the right foot.

If this is captured electronically then it is easier to modify, update, share etc. If project management software is used it allows for the diagramming and modification of critical paths quickly … however some knowledge of the software and project management is required.

This approach can be applied to any situation that might be replicated. Eg. building something physical, writing a report, planning a trip, developing a business plan, a home renovation project, learning a new language … just about anything. Each can have its own methodology so that you get it right every time!

I think your goal in starting any new venture should be to NOT reinvent the wheel. No matter how clever you are you can always learn from those who have been there before you. Worst case you learn what not to do … best case you inherit best practices that will save you time energy and grief!

You have to love the internet … it provides us with information about almost anything you could want. If in doubt “Google it”!

Here in “blogosphere” we also have the ability to voice opinions and I guess some bloggers will create an appearance on anonymity when they make their opinions public … which, it appears, can occasionally backfire.

The latest case making the rounds was the Canadian fashion model Liskula Cohen, who was apparently accused of being a “skank” and a “ho” by an anonymous blogger.

Ms Cohen took exception (and who could blame her), sued Google to reveal the name of the blogger and won her case. I happen to think that was the right answer … but of course everyone is entitled to their opinion (I just air my opinions in the open).

Google revealed that the blogger was Rosemary Port, a 29 year old student of Fashion … I guess I could make a comment about why she might still be a student at 29, but I might invite a lawsuit.

Ms Port took exception to the fact that Google complied with a court order and revealed her name … and now people know it was her who said all the nasty stuff! How fair is that? Not good at all according to Rosemary, who is suing Google for $15 million!

I suppose if you are a 29 year old student then $15 million might seem like a good amount to set yourself up for life.

I suppose that if a lawyer is willing to take the case on for a piece of the action you have nothing to lose.

However what a total waste of court time, of the energy of Google’s lawyers, of everybody involved. If you call people names and get “outted” too bad. I don’t expect anyone tied her fingers to the keyboard (not sure how you would do that) and made her type that stuff. Get over it!

So … if you want to post an anonymous comment about this entry feel free. I won’t get a court order to find out who you are

However if you want to start a blog and call people names then you probably should just do it in the open … or think again and not do it at all.

This isn’t a book review … but it is a “book reader” review! I will state up front I am not being paid for this!

I recently bought a Sony Ereader … I have to admit that I was the second person in our house to own one, my wife bought hers a couple of days before me. We researched what was available and the major competition (Amazon’s Kindle) is not available in Canada, however its proprietary nature means we would likely have settled on the Sony anyway.

I like to read … typically I choose to read novels, but I also end up reading a fair bit of business literature too. Since buying this ereader my book consumption has increased a lot … a good thing!

I subscribe to Executive Book Summaries and every month receive another two or three 8-page book summaries, but sometimes it can be months before I actually play “catch up” with those. Thus I can end up with a file full of paper in my briefcase that invariably gets carried around with me from city to city. Not any more … I just load them on the EReader.

My modus operandi for reading novels was to read a bit each night before bed, and it might take me quite a while to get through a book. When on vacation I would read a couple or three books in a week.

The convenience of the ereader has me reading a lot more … if I have a few minutes of down time in the evening I am reading again. In the time I have had the device I have read two novels, in just a couple of weeks. Which is a big increase in my reading again.

It can hold 150 books which means there are always plenty available to read, no more running out of reading material while on vacation in a foreign country or while on a several hour flight!

I thought I would miss the familiarity of reading an actual book, but not at all! The ereader is compact and easy to hold/read. In fact I find it easier than a substantial novel when reading in bed!

I wondered if the print would be easy to read … it has 3 different sizes of print and I was even able to read while exercising this morning … something I usually can’t do!

I was curious about the battery life and how is it charged … a charge can last up to a week and it is a standard USB connection to your computer.

So I am very pleased with this purchase … this is a thumbs up for the Sony Ereader.

Check them out!

I have written about the subject of diversity a few times now … back in February I blogged a little about the regular updates we get from our HR department explaining different “special days” and their importance to different cultures.

The last couple of months I have been struck by a fairly common theme for these special days. If you think about 4th of July as a celebration of Independence from England for the United States it apparently sets the theme for a couple of months!

August sees a few special celebrations of independence … from England!

Pakistan’s Independence Day is observed on August 14 also known as Yaum-e-Azadi. It was on this day in 1947, that Pakistan became independent from British rule, also known as the British Raj. The day is a national holiday in Pakistan. To celebrate this day, flag hoisting ceremonies, tributes to the national heroes, fireworks and cultural programs take place in the provincial capitals. Families and friends get together for lunch or dinner, or for an outing.

India’s Independence Day is celebrated on August 15 to commemorate its independence from British rule and its birth as a sovereign nation on this day in 1947. The day is a national holiday in India. In India’s capital, New Delhi, a colourful pageant showcasing India’s cultural diversity, symbolic depictions of the country’s advances in science and technology, and a joint display of India’s military capabilities by the armed forces are an essential part of the Independence Day celebrations.

Celebration of Independence Day in Afghanistan takes place on August 19th. Afghanistan was an ancient focal point of the Silk Road and migration. It has an important geostrategic location, connecting South and Central Asia and Middle East. Because of this, the land has been a target of various invaders and conquerors, as well as a source from which local powers invaded surrounding regions to form their own empires. On August 19, 1919, following the third Anglo-Afghan war, the country regained full independence from the United Kingdom over its foreign affairs.

Now I was born in England so what am I to think here?

Should I be embarrassed that we were a colonial power that conquered countries and kept them “under the thumb” so to speak.

Should I rally for a new move to repatriate these colonies back where they belong?

All joking aside reading about these celebrations reminds me about just how fast our world changes and that a celebration of diversity is a good thing. People will strive to create their own cultures as long as there are humans.

Today the Afghan people are at the polls, 90 years after winning independence from Britain. Let’s hope they can soon reach a state where our soldiers are no longer needed to assure their right to peaceful self government!

I was looking for inspiration for today’s blog entry and my ipod came to the rescue when the U2 song Sometimes You Can’t make it on Your Own started playing. Bono probably didn’t envisage a business perspective to his lyrics but the sentiment can actually apply to many situations.

One of the interesting things for business leaders is that they often don’t have anyone to talk with about the issues they face. They cannot share their fears and concerns openly with their employees, because they need to project the positive messages and be the cheerleader rallying the team. It can even be difficult with their fellow executives because often decisions made and courses chosen will affect those individuals too.

There are however options for those business leaders willing to reach out for help. There are “peer” groups such as President’s Clubs, and I have belonged to several over the years. They can employ coaches and external advisers, and they can have a board of directors to go to for advice.

Business leader or not there can be times when all of us need some help. I don’t care how independent or self-sufficient you are as an individual there are times in your life when you need an ear to listen, a hand to help or just a friend. So, Bono is right … sometimes you just can’t make it on your own.

It really is not a good thing to wait until such times arrive before you start to develop networks. You need to have a plan. For some people its easy, they have lots of relatives close by, they maintain contact with their old school friends and they always seem to have people around that are supportive.

Other people don’t have those networks. I was born in Liverpool and can barely remember the names of people I went to school with, never mind keep in contact. I emigrated to Canada alone and my family are all back in the UK.

So … how strong are your support networks?
Who do you turn to when you need help?
Do you have close friends … or do you have social acquaintances?
When you have tough life decisions to make who will help?
We all need friends, but are you making the necessary investment in those relationships? Are you willing to “be there” for your friends?

Life is about give and take … if you are not prepared to give, then you can’t reasonably expect to take. Whether it is advice, comfort, support or just companionship you need to invest in relationships.

How will you fare when you need that friend?

Almost three years ago i wrote a blog entry called Smile … its contagious. In this last year there have been plenty of reasons NOT to smile … the economy has been dire around the globe, we have seen major shifts in weather patterns and the onset of yet another potential pandemic, swine flu.

The hectic pace of the 21st century means that we are all working harder, under more pressure and just a little more serious than we used to be!

Of course these are the very reasons why we NEED to find reasons to smile! Three years ago I suggested that the world would be a better place if we all just smiled more … and that is still true.

One of my favorite sayings is Walk Fast and Smile … which suggests that the most important things we can focus on are energy/drive and attitude!

So … if you buy into my theory, then you need to find reasons to smile. Here are just a few of the MANY things that make me smile … maybe you can add your own list:

1. A puppy or kitten playing.
2. A cute child.
3. An unsolicited smile from a stranger.
4. A bright sunny day.
5. Riding my motorbike.
6. A great workout.
7. Success … when a plan comes together.
8. Seeing others succeed when they have EARNED it!
9. Nice memories.
10. My family.

I could probably go on and on … spectacular scenery, a glimpse of nature, music, a good book and so many more things can make me smile.

I smile a lot, and I try to appreciate ALL of the things that make me smile. If you can find more reasons to smile it will make you feel happier … try it!

The Canadian Medical Association says that 25% of Canadians are adversely affected in how they take care of their health, due to the economy. “The economic crisis is having an influence on the health of many people. This is something we were not expecting,” said outgoing CMA president Dr. Robert Ouellet.

I am surprised that THEY are surprised!

As of last month there were more than 1.5 million people unemployed in Canada! These are people without a salary … but they are also without benefits packages.

The people who still have jobs are worried (a) that they might get laid off; (b) that their company might not make it through the recession and (c) that even if they are not laid off they might be asked to take a pay cut.

If you have a business then you have seen the decimation first hand, have perhaps had to lay people off, find ways to cut costs, renegotiate contracts with clients and suppliers. You may even have lost your company, entered bankruptcy, lost all of your worldly assets under a debt load too great to carry.

Every second article in the newspaper for the last year has harped on about the recession, the job losses, the coming job losses, the worldwide issues and how long it will take to recover.

Why would any of this affect how people take care of themselves? Here are a few:

1. If you are worried about money you will cut back on non-essentials … visits to the dentist, new glasses, vitamins, elective surgeries will all suffer.
2. If you have increased stress then it will affect your health. Who has NOT had increased stress?
3. For many people their reaction to stress is to (a) eat more (bad stuff); (b) spend more time worrying; (c) spend less time exercising.
4. People will have foregone vacations … because they can’t afford them, but the positive affects of vacations are then lost too, adding to the impact on health.

The impact of this recession will continue to be felt economically for some time yet, but at the human level I think that even the most resilient of us will need to be very diligent in finding a way to recharge the batteries and get our health back in order!

Three years ago I wrote a series of blog entries about health and fitness for executives. There is something here for everyone … check them out, maybe these could help in that “post recession” road to health recovery!

The Healthy Executive

The Healthy Executive – part 2 – Diet

The Healthy Executive – Part 3 – Exercise

The Healthy Executive – Part 4 – Sleep

OK … I’m nagging again.

When is the last time you set some goals? When is the last time you measured your performance against goals?

Do you have a goal for your career? It doesn’t have to be a long term goal, it could be as simple as mastering a new skill, or achieving your next level of promotion.

Do you have a goal for your health? It could be about giving up a bad habit, or creating a new one. Maybe adding some exercise … walking after supper instead of watching TV, or it could be more adventurous like completing your first marathon!

Do you have a goal for your leisure time? It might be a vacation you would like to take, or a new hobby you want to start.

The thing about goals is that they give you something to “go for”.

Once you have that you can put a plan in place to reach your goal.

Setting and meeting goals is a very satisfying feeling and once you have achieved a few you begin to understand that saying … you can achieve anything you set your mind at!

I have written about goals many time … here are a couple of blog entries to check out.

Its a Great Time to Revisit (or set) Your Goals for 2009

2009 – Make it Work for You

Good Luck!