Ary excuse for sluggtsh sales is. o. an excuse

By Bill Blades William Blades, LLC Scottsdale, Az.

l\ /I'ANY organizations blame the IYleconomy for sluggish sales. What a timely crutch they found.

Blaming the economy means that when revenues rise, we can also thank the economy. That's as idiotic as my opening sentence. Even during the Great Depression, I am sure there were some enterprising apple sellers who didn't just stand there hoping to "sell" an apple for a nickel. Maybe they provided a napkin with each apple or even gave a free shoeshine if someone bought six apples. Some just started the day earlier and stayed later. The message then is the same message today: What are you doing differently to grow your salesby 25Vo? Recently, I was in the boardroom of a multi-billion dollar computer industry firm that had just experienced their first layoff in history. I asked what the sales department had done differently when they saw the slowdown coming. The answer? "Nothing." So they wanted me to provide them with a motivational speech. Sure, that would work. The successful outcome of a rain dance is determined solely by great timing.

This firm didn't change before the storm and their board would not let them "spend" the money to get out of the mess they were in. They did not understand that they needed to change faster than their industry was changing or face a more severe downturneven extinction. Sales practices and diapers have one thing in common: they should be changed regularly and for the same reason.

Another firm ran into tough times for their first time ever. I arrived with a standard proposal calling for me to consult with them four to five days monthly. The president and executive v.p. boosted it to 13 to 15 days monthly. Folks. I'm talking serious money here. So were they. Within three months, they were setting all-time sales records. Why? They embraced chanse.

The University of Michigan conducted a study that said all construction knowledge is replaced every six years. My client is in that industry. They are ,.i:.... on track to reinvent :!':i themselves in l8 months. They have the philosophy that in two days, tomorrow will be yesterday.

I am a firm believer that for an organization to be very successful they must have an unconventional person at or near the top rung. Most innovation comes from those people who are never satisfied with things being pretty good. They don't have to blame the economy as their competitors do. Even during an economic slump they continue to do well while others just pull in their horns.

There must be passion at the top. A fire in the belly, if you will. Yearning to always get better is much more fun than doing the same boring stuff. I suggest you rate your group on a 1 to 10 in both passion and fun. Low scores will hurt your sales results. Guaranteed. Remember, a positive attitude doesn't always work, but a negative one does.

Another passion must include learning. Everyone shows up with raw talent, but that's only the entrance price. Every organization must invest in learning and fully expect individual growth. When people have a zest for self improvement, they simply become more talented than their competitors. Talent wins in sports-and business.

It's not the economy (stupid). It's the power of change, fun, learning, passion and being unconventional. Never be afraid of trying new things. It may help to remember that amateurs built the ark while professionals built the Titanic.

- BiLl Blades, CMC, CPS, is a professional speaker and consultant specializing in sales and leadership issues. He can be reached at (480) 563-5355 or bill@ williamblades.com.

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Home Depot this month opens a new home center in Fairbanks, Ak., and a relocation in Oxnard, Ca....

Home Depot wants to build in Beaverton, Or.; is waiting on a ruling from the San Juan Capistrano, Ca., planning commission, and will face a ballot measure on a proposed store in Mountain View, Ca. ...

Lowe's Cos. opened new stores early this month in Surprise, Az. (Chris Carter, mgr.), and Santa Clarita, Ca. (Anthony January, mgr.)...

Lowe's has broken ground on a 178,000-sq. ft. unit in Slest Valley, Az., for ala& 2AAZ opening and is looking to build a 181,403-sq. ft. store in Lodi, Ca., on a site Home Depot had considered last year

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Diamond Home Improvement, Klamath Falls, Or., prior to Christmas gave away approximately 150 Christmas trees free of charge because ofa surplus

Ace Hardware Corp. received 190 new member applications during 2001, up 23Va over 2000; of those, 172 already have been con-

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verted to Ace stores, 867o switching from Truserv

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llUxorx*nl/tlru;lcrut Ets

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Agate Sales, Grass Valley, Ca., has changed its name to Pacffic Crest Door & Milling

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