If you own your company or have become a leader in your company, there will come a point where you will need grow and you will need to hire a manager/leader or you will need to train your replacement manager/leader so you can advance in your position. Many times you are tasked with training your new leader just after you have grown your business or have just become a leader yourself. At this point, many times, small business’s bring family in, or friends. The large business’s hire the up and coming business graduate. One of the biggest mistakes in starting to train your leader is to avoid asking yourself if you are a leader. Look in the mirror and really try and nail down if you are a leader or are a keen business negotiator or perhaps an expert in your field or even just a great salesperson. The issue lies in that none of these traits make you a good leader.
I was recently asked, “Need a Salesperson?” “NO I DON’T, “I said. “but I do need entrepreneurs” the conversation stumbled as the guy looked at me puzzled. “How do I be an entrepreneur inside your business, don’t Entrepreneurs start their own businesses?” My response was “Yes they do” I got even a more puzzled look.
Recently we lost a valued friend and advisor to our little company and in reflecting on his presence it was amazing to me the impact he could have in just a “Hello”. Most of us go on with our days with the pleasantries, “Hello”, “how are you”, “ I’m Good”. Yet how many of us truly mean it? How many of us really do care how you are? What about the kind of hello that starts with a handshake but then becomes so much more. The kind of hello that lingers on your soul.
Mention the word change and a collective groan is often heard in conference rooms and offices regardless of your location. Change is painful, we too often believe. Change will be uncomfortable and may create a scenario wherein you lose control. You may not like the end product; then you have to change it back. Change just might break your business, or a relationship, or you personally. Change is a six letter four letter word. Why?
On this day, not only is International Pipe & Supply celebrating its 40 year anniversary but my father, Al Karchmer, the oldest known steel pipe distributor, is turning 98 years old.
Many sunsets ago when I was in the Army National Guard we were in the field doing training with our sergeant and Squad leader, who was an older gentleman. Of course, I was 20 something so he just seemed old 😊 . Anyway, we were working on map training and navigation by compass for the day.
Trucking is one of the hardest battles we are fighting in the industry. Who, will go where for what amount? We have all heard the discussion, 20,000 drivers short, Electronic logs, new regulations, large companies consuming small ones etc. On top of all of that, only a small percentage of those trucks are flatbeds.
How many sales people do I need? Well, that’s easy, take your total sales for the last five years, no…the last 10 years…well maybe we can use the last 7 years… anyway, take that number, ( NO not what you paid taxes on, the REAL number) get the average of that time period. ( if you can’t do that, then go back to sales). Anyway take the average sales for the time period, figure out your gross sales, take that number multiply it by 20%. Divide that number by half the days in 6 years. Multiply that number by Pi and then carry the X… hell I have no idea how many you NEED. I don’t think they taught me that in school.