​I recently caught up with an old friend of mine, Tom P., who is the VP of Sales for an international electronics company. I asked Tom how his sales team is weathering the Covid storm. Tom responded:

“We initially didn’t know how to adjust to the changing market, so we just threw enough sh!t against the wall to see what would stick. Some of our ideas failed, and others were successful.”

We both laughed, and I applauded him for getting creative and trying new things without worrying about the possibility of some of their ideas failing. In this new market, you need to change it up and not worry about the outcome.

​How many of you sat down this time last year, put together a well-thought-out plan for 2020, had a strong start to the year, and then saw it all unravel in March?

For those raising your hands, how many of you adjusted your plan soon thereafter to adapt to the new market?

It was not an easy task for most of us since we felt like we were flying without instruments in an unpredictable storm. Who would think that our grandiose plans could be uprooted from something so unexpected? And the scary thought today is that we are still in the thick of it, yet many have learned to fly without instruments. Others have even been able to fix the instruments to allow them to fly above the storm.

We all remember the feeling when COVID first hit. The market was cruising at 75 mph and then the parking brake suddenly gets pulled causing several professionals to skid out of control. Many froze at the wheel not knowing what to do.
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The “Oh shit, now what?” feeling hit all of us to a certain degree.

One of the most challenging parts of business development is investing the time, patience, and perseverance to turn an initial contact into a trusting relationship. A relationship that can become a long-term client and often friend.
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The reward can be rich, yet the investment is often big. Many relationships take years to develop before they reach the “client” status.

Contrary to what many believe, NOW is an excellent time for business development!

When Covid first hit us 6 months ago, the parking brake was pulled on business development. Fear, uncertainty, and panic took over most of the market. The last thing people wanted to do was to impose on others’ lives while we were all trying to sort out how to navigate these troubled waters. A logical and appropriate reaction.
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Now, as we are all learning and understanding how to adjust to our new business environment, people are much more open to interaction and business conversations. In fact, many welcome this!

​One of the biggest reasons why professionals avoid reaching out to their contacts is the fear of rejection.

The dreaded lack of response to an email or voice message.

“I don’t want to come across too pushy or salesy” is one of the more popular reasons.

How often do you catch yourself not appreciating what and who you have in your life?

Your daily routine can overshadow the truly important things. It is human nature.
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Last week we experienced a devastating blow to our family. We lost one of our dogs, Annie, to a tragic accident. She was an integral part of our family and the loss brings pain that I wish on no one. As I reflect on the past 14 years with her, I appreciate all the wonderful memories we had with her. She was part of our daily routine which made it easy, at times, to not fully appreciate the love and attention she brought to us every day.

​Recently I heard a story about two Covid-positive patients who came to our small hospital in Truckee, CA, wanted to be treated, but refused to wear masks. Both gentlemen were in the elder high risk group and from out of town. Apparently, they told the hospital that they had no right to make them wear masks. One of them threatened to sue the hospital if they reported him to the Department of Public Health for refusing to wear a mask in public, let alone in the hospital. Both were denied treatment.