If you are in sales you hear comments like that heading all the time … and over time they become background noise …

Stop waiting for the phone to ring.

Get out and find the business … its not going to come knocking on your door.

What you hear is blah blah blah blah …

What you think is Tell me something I don’t know, why don’t you help me?

Here are some thoughts that just might put those “sales manager”-type comments into perspective:

1.  The way that you find out what is happening in your market is by talking to people.

2.  EVERYBODY has an opinion … so talking to one person gets you one opinion.  (How many times have you heard there was nothing going on in an account only to find out later that your competition has an inside track?)

3.  Every conversation that you have does not lead to business … but every conversation that you have can (a) build on a relationship; (b) give SOME insight about where to have your next conversation; (c) just might lead to business.

4.  You don’t need to talk to the “big boss” to understand if there is opportunity.  Assistants, receptionists, junior staff, supervisors, managers and even competition will all have some knowledge if there is “stuff happening”.  Once you understand possibilities then just maybe it can lead to business!

5.  Being “out” in your market talking to people feels good, feels like you are achieving something and provides you with accurate information about the realities of the market.

6.  Sitting at your desk just leaves you open to those comments and it doesn’t feel good either!

It is dangerous to get to the point of hearing “blah blah blah” when your boss talks. 

You know you need to “do something”. 

Just try talking to as many people as possible and finding out if it really does lead to business … PS. don’t forget to document those calls! 

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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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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 not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” … Patricia Fripp.

The best salespeople are driven, they really want the sale, they will work towards the close and will not sit back and wait for things to happen. The traits necessary to be a successful salesperson usually involve an ability to relate to others, a sense of urgency and a likeable personality. If you have these traits then potentially sales could be a profession to consider … but there is far more to being a successful salesperson.

The successful salesperson WILL fill their days by talking with clients and prospects, understanding their needs and working to solve their problems. They will invest their time on any activity that will generate sales.

The successful salesperson WILL NOT spend time on activity that is not focused on generating business … busy work, personal activities, excess paperwork etc.

The successful salesperson WILL be organised, have good time management skills, be a master of the CRM and religiously commit to their “to do” list.

The successful salesperson WILL NOT float through their day, waiting for things to happen, waiting for the phone to ring and an email to pop into their inbox.

The successful salesperson WILL always be looking for ways to get better at what they do.

The successful salesperson WILL NOT rest on their laurels, expecting that their previous success means success tomorrow. They know they need to invest in themselves.

There are many misconceptions about the sales profession. The reality is that every business needs sales and the sales professional is responsible for the success or failure of those companies. Sales is a rewarding profession but in order to be successful it requires hard work and dedication.

“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect” … W. Clement Stone

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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 works in the same way “glass half empty” people can have a “downer” affect on your mood, and “glass half full” people can give your mood a lift. 

If you spend more time with people who are professional, career driven and want to get ahead, then you will adopt the positive aspects of that association and they will reinforce those qualities in you.  If you have entrepreneurial aspirations and you associate with entrepreneurs then you will find that to be a positive influence on your goals.

YOU need to decide who you want to be … be your own person!  It is OK to choose to live your life with, OR without, career aspirations …  just do it consciously, not because the people you associate with are like that.

Once you decide who you want to be then choose who you spend your time with carefully … spend the most time with people who help you become who you want to be! 

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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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General Observations:

From a job market perspective, the first quarter of 2012 here in Canada has been very similar in many respects to the last quarter of 2011.  The unemployment rate has bounced around a little but today at 7.2% unemployment it is somewhat better than the 7.5% unemployment rate in December.  After a couple of months of little change we added 82,000 jobs in March which means that Canada has added 197,000 jobs in the last 12 months.

The high price per barrel of oil is the primary driver behind the “hot” job market in Calgary, yet that is somewhat dampened by the strength of the Canadian dollar which has been at or close to par with the US dollar for some time now.  The continuing extremely low prices for Natural Gas have somewhat dampened the demand for talent in Western Canada, if you can believe it.  A high gas price would result in a severe shortage of talent!

The financial sector in Canada remains strong and hence is a strong source of employment, with new projects and initiatives creating jobs that impact primarily the GTA and Montreal … and we continue to see demand in those cities. 

A stable economy is essential for business to invest in growth, and while Canada has been very stable for some time now, we are affected by global economic conditions creating a dampener on job growth here.   This can be seen in the continuing fluctuations in the stock market with the TSX bouncing between 11,500 and 12,500 for about the last nine (9) months, yet performing very slightly better this quarter than last.

The multiple levels of Government here in Canada employ a lot of people and yet most governments have been struggling to reduce deficits and contain costs, which will affect the opportunity for work in this sector.  There will always be work with these employers even as lay-offs happen, but current restraint means there is a reduced demand there. 

The staffing industry is obviously a good indicator of the job market and the first quarter of the year has been quietly positive.  The Canadian Staffing Index is up about 10% over the same period last year but down a little from a busier last quarter of 2011 … again suggesting a “3 steps forward, 2 steps back” type of recovery.  On the professional staffing front here at Eagle we have seen demand from our clients increase by about 20% in the first quarter of 2012 as compared to the last quarter of 2011.

More Specifically:

For Eagle the GTA (Greater Toronto Area) has been Canada’s hottest job market for some time now.  This is because it is Canada’s largest city, with a large number of head offices and home to the greater part of the financial sector in Canada.  The Ontario Government is still hiring, but the opportunities are definitely impacted by a need to cut back costs.  The biggest drivers for growth have been the financial, retail, insurance and telecommunication sectors.

The continued strength of the oil patch keeps Calgary as the hottest job market in Western Canada with a continued demand for skilled resources at all levels and across all of Eagle’s lines of business.  As mentioned earlier a high Natural Gas price  would create serious skills shortages in Calgary, but the demand is strong based largely on the high price per barrel of oil.  Edmonton and Regina are also enjoying strong employment, so Western Canada continues to be a busy place, and jobs are there to be had.

Eagle’s Eastern Canada region is impacted largely by the Federal Governments cutbacks and reduced demand in Ottawa.  Montreal however continues to provide job opportunities, most specifically in the financial, insurance and telecommunications industries.  The Maritime provinces are generally tough places to find jobs however the ship building contracts for Halifax and the oil off Newfoundland should create some decent demand.  In SW Ontario the Auto sector has stabilised again but RIM’s woes cast a shadow in this region.

 Summary:

The first quarter of 2012 has been “more of the same”, a slow recovery (if we can still call it that) and unemployment rates in the low to mid 7% range.  The recovery remains tentative but probably more optimistic than 2011 as the US and Europe seem to be finding their way through their significant challenges.

Anecdotally (Eagle’s experience) and from a staffing perspective, there has been increased demand for people this quarter over the same period last year.  The indicators are that the pace of demand is increasing and that the second quarter should see that trend continue.

The Canadian Federal Government, along with many other levels of government are looking at ways to cut costs and reduce deficits.  This has led to lay-offs and a reduced demand for people and thus the bigger opportunity for jobs is the private sector.

The cities with the most opportunity remain Toronto and Calgary, with Montreal still showing good signs.  Some other markets like Edmonton and Regina seem to be faring well too.  Outside of that the Maritimes will enjoy some job growth associated with the shipbuilding contracts and oil business off Newfoundland.

The hottest markets are experiencing some skills shortages for the highly skilled professionals, and we expect to see these issues worsen in Q2.  I would also expect to see increased demand for skilled trades particularly in hot areas like Toronto and the oil patch.  By necessity, hiring managers are beginning to recognise the “need for speed” in their hiring decisions.  Thus I will end this write-up with my “standing advice” to ANY company needing people:

(a) Start the process now with a strong PLANNING phase;

(b) Develop very clean processes to find, screen, choose, hire and onboard these new resources;

(c) Know that you will have a lot of competition and therefore speed in decision making will be critical;

(d) The job doesn’t stop there … retention becomes the next challenge! 

That was my monthly look at the Canadian job market and some of its influences. 

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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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“The only certainties in life are death and taxes”.

There are no guarantees in this life … fact.

We can live our lives bemoaning that fact … or we can make things happen.

Don’t look for certainty … look for opportunity.

When you find opportunity … make it happen.

There is always risk … don’t let risk define you.

Make your decisions and act … don’t second guess or regret.

Accept that you are the master of your own destiny.

Dreaming without action gets you nowhere.

You can choose to act … or you can accept what life, and others, choose for you.

The picture is of Terry Fox who grabbed opportunity and raised the visibility of, and money for, the fight against cancer … instead of being “beaten” by life’s injustice! 

We get one go at this … make the most of it!

Words to LIVE by!!!

Large projects can be daunting … whether it is a project at home (a renovation, a new garden, planning a big trip) or a work project.  The trick is to break the project down into manageable pieces and to work your way through those pieces. 

Just a little more than a year ago I wrote a blog entry called Eating the Elephant … which was about this exact topic, with the analagy being to eat the elephant (the big project) one bite at a time(the manageable pieces).

So … when confronted with a large challenge

(a) don’t “freak out” … its OK to “freak out” a little but only inside yourself and just to get past the initial shock;

(b) then start to plan …

what are all of the things that need to happen,

arrange a timeline … some things will be dependant upon others happening first.  (You shouldn’t book hotels on a big trip until you know you can get there).

For each distinct task decide what is needed to complete it … tools, information. help, other resources etc. 

Then start to execute.

(c)  In essence you are creating a “project plan” just like any project manager … but it really doesn’t need to be complicated.

(d)  Of course if you need a Project Manager I’m sure we can find you one … for a price! 

The last word … the “small tasks” that you “bite off” need to be manageable (by your definition) or you WILL get into trouble.  Use the Keep It Simple Stupid (KISS) approach and you will amaze yourself at what you can accomplish!

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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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Some traits that I associate with good leaders …

1.  They make things happen … they make decisions, they find a way, they move towards a goal!

2.  They lead by example … they do not use the phrase, “Do as as I say, not as I do!”

3.  They treat everyone equitably … they don’t play favorites, they build a team culture.

4.  They strive for continuous improvement … they want to grow their organizations, to get better at what they do.

5.  They are empathetic … recognising that we all need an ear sometimes.

6.  They are tough … they make the tough decisions, they dole out “tough love”.

7.  They have a strong work ethic … they are productive, they don’t work less than they expect their staff to work.

8.  They are consistent … you always know where you stand with them.

9.  They listen … they are not afraid to hire strong people, and they listen to them.

10.  They are glass half full people … they motivate those around them!

If YOU want to be a leader then you should strive to be a good leader, and work on these attributes.  Good leaders are made NOT born! 

“Leadership does not always wear the harness of compromise.” … Woodrow Wilson

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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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This is my 30,000 foot look at events in the ICT industry for March 2012. What you see here is a précis of the monthly report I produce, which will be available in more detail at the News section of the Eagle website, where you will also find back issues.

A Little History of March in previous years … 

Five years ago, in March 2007 Cisco was “on a tear” announcing 3 acquisitions, including the $3.3 Billion purchase of WebEx, plus Microsoft paid about $800 Million for Tellme networks.  In March 2008 Microsoft announced three separate deals (one reputedly in the $100Million range); the biggest deal of the month was AOL’s $850 Million purchase of social networking company Bebo; Acer paid $290 Million for E-Ten and Synopsis paid $227 Million for another semiconductor company Synplicity.  Three years ago in March 2009 we continued to suffer through tough economic times and record unemployment.  Google was in the news for creating a $100 Million venture fund. There was not a ton of actual M&A activity in March 2009 but Bell Canada surprised, picking up “the Source” and the break-up of BearingPoint, post Chapter 11, benefited Deloitte and PwC amongst others around the world.  March 2010 saw a continuation of the economic recovery.  It was a quiet month for M&A activity with CA’s pursuit of the “cloud computing” world providing some activity with its two purchases, 3Tera for reputedly about $90 million and Nimsoft for $350 million.  Chordiant was bought by Pegasytems for a little over $160 million, and the other notable purchase was Avnet’s $340 million buy, Bell Microproducts.   Last year in March 2011 world events included Japan’s earthquake, tsunami and subsequent nuclear woes.  The big technology event of the month was AT&T’s announcement of a $39 Billion deal to buy T-Mobile … which subsequebtly failed and reputedly cost AT&T $4 billion.  While there were no other mega-deals of this nature it was a fairly busy month in the M&A world.  There were some big name companies out adding to their capabilities … Montreal’s Radian6 was snapped up by Salesforce.com for about $276 milion; Facebook made a couple of acquisitions in the mobile space Snaptu and Beluga; YouTube paid about $50 milion for Next New Networks;  McAfee bought database security firm Sentrigo; Cisco bought portal company newScale; Teradata bought data analytics startup Aster data … a continuation of the consolidation in the red hot data space;  and OpenText bought a mobile app development tool vendor WeComm.  Lots of activity in that mobile space!  

Which brings us back to the present … 

March 2012 in many ways is a microcosm of what we have seen since the recession, some positive signs but no out and out “boom”.  Among the positive signs were many indicators that the US economy is “looking up” with Monster, Manpower, Randstad, the Conference Board and TechServe Alliance all producing numbers that were encouraging.  The good-ish news continued in Canada with a drop in the unemployment rate to 7.4%, but it was accompanied by a slight loss in jobs too … so maybe just more people stopped looking?  The Erozone continues to be a concern as it reached record high unemployment with a rate of 10.7% meaning unemployment grew by about 1.5 million people. 

On the M&A front there was some activity with a couple of young companies receiving significant capital Appirio ($60 million) and Hootsuite ($20 million).  Cisco made a couple of acquisitions this month, paying a wopping $5 billion for video software and content company NDS Group in addition to a smaller network management buy, ClearAccess.  NEC is paying almost $450 million for the information management business of Convergys and Avaya is shelling out $230 million for an Israeli videoconferenceing and telepresence company Radvision.  Other companies on the acquisition trail this month include DELL, EMC, SafeNet, Avnet and The Utility Company.  

Final word goes to SAIC who agreed to pay close to a half billion dollars to the City of New York related to charges it overbilled and paid kickbacks! 

Overall March saw many things continue to head the right way here in North America, but the Eurozone continues to weigh heavily on the world’s economic mindset!

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 April 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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On Saturday night the fifth annual Fight for the Cure took place at the Hampton Inn in Ottawa and the headliners were Canadian Liberal MP Justin Trudeau and Conservative Senator Patrick Brazeau.  There has been much written about the event both in the lead up and in its aftermath, and really that is what it was all about … visibility for the charity event that raises money to fight cancer!

Some of the pundits have been critical, suggesting it was all a “show” for publicity by the two politicians.  There were also critics who believe that boxing is barbaric and not suitable for 21st century consumption.  There were the people who thought Trudeau would get “smoked” and many of these writers ignored the primary reason for the event … to fight cancer.

I have a pretty good perspective on this because I took part in the event last year (that is me in the picture).  The previous October I started my five month journey from reticent participant with no boxing experience (and blogged about that) to the big night when I climbed into that ring in front of a packed house.  To get to that point all of the participants have gone through months of gruelling workouts, many many sparring sessions and have likely spilled a little blood along the way.  I had several bloodied noses and a black eye at various points during the training … as I’m sure did Trudeau and Brazeau.  I did not lose sight of why I was doing it, and nor did they … it was about fighting cancer!

I can tell you that on Saturday night I found some new role models to add to my growing list … and it is no small irony that the person I highlighted in my blog about role models was a politician who died of cancer last year (Jack Layton).  I add Trudeau and Brazeau to my list because I know what it took for them to step up, and they had the added pressure of being public figures.  It is tough to perform in front of so many and with the armchair critics taking their lumps.  They will however go back to work this week and remember they did it to fight cancer!

On Saturday night the two politicians had a battle ( the youtube video is embedded in this Sun article), and both can stand proud that their personal sacrifices resulted in a very classy event that raised a lot of money to fight cancer.  Justin Trudeau won the bout but both fighters won in the battle to fight cancer and perhaps even restore a little honor to a profession that does not always present itself so well.  I particularly enjoyed this Ottawa Citizen article about Truly Honourable Members!

Last year I gave blood in addition to my usual contributions of money and time, this year Trudeau and Brazeau joined the ranks of Fight for the Cure alumni who have done the same.  So two things …

1. Can you step up and give back to a great cause?  There are lots of great causes that need your help and you don’t even have to give blood!  What is most important is that you Get in the Game and Give Back!  If you want to support Justin and Patrick (and four other white collar guys who went at it on Saturday night) then this link will take you to the donation page.

2.  If you want to pass comment about the participants, question their integrity in this event or even their performance I suggest you try making the same kind of commitment.  I can tell you first hand that it is tough, it hurts and it takes guts! 

A BIG congratulations to Matt Whitteker, Rob Imbeault and all involved in organising FFTC 2012 on Saturday! 

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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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