My grandfather was 91 when he passed away – he was an amazingly beautiful person in so many ways; I wish I’d got to know him better.

He had an innate ability to make everyone feel special, everyone. If you were speaking to him it was like you were the only person in the world.

I learned so many things from him, the two most impactful on my life were his love of learning and the importance of human connection.

One time when I was about 20, I helped him paint his house. Upon finishing I was reading one of his Time magazines when my lift arrived so I asked him if I could take it; in a completely inoffensive way he said “No, I have not read it as yet and I might learn something”. I thought jeez I have just helped paint your house….. and what do you need to learn (at 80ish) but it instilled in me a love of learning, a curiousness and sense of wonder.

The other was once when he said, “Never take a job that can be one day be done by a machine, it is only a matter of time before someone invents it”. He went on to say that he had seen so many “labour saving devices” invented during the course of his life – the microwave oven and computers were his two favourites - he was a very wise man.

The combination of these two conversations confirmed my personal view is that whilst machines and computers (now through AI) can do many, many things, they will never replace the magic that happens between human beings.

The engagement and connection delivered via the voice, smile or laugh; the gratitude when someone delivers or surprises; thoughtful gestures from the heart; all of these separate us as human beings. As Tony Robbins says, “humans are differentiated by our ability to think”.

CRM, LinkedIn (with respect), Face Book, RSVP.com, Instagram, Twitter etc…etc..etc all have their place and can support human connection at a very basic level but AI / computers will not ever be able to replace this magic. More specifically these systems have created a vacuum, where people are:

- Communicating but not connected
- Listening but not hearing
- Looking but not seeing
- Attending but not present

This in turn creates a huge opportunity for skilled operators to practice the art of effective one to one and one to many communications to stand out and make a difference to others and their own lives that is far more enriching.

Thanks Pop, I cannot express my gratitude enough.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators.

Whether we realise it or not, most people’s careers are reflections of themselves, whatever their mix of skills, experiences and motivations has brought them to a point where they are doing what they are now doing.

A recent study by Gallup revealed that 60% of employees are not engaged and 16% are disengaged at work creating a major challenge for individuals (mental health), businesses (profitability) and our economy (productivity).

After speaking to many people over the years, I think where we work comes down to three criteria:

Who you do it for & who with?

• “People join companies and leave managers” which supports the global statistic of 60 – 70% of employees leaving their jobs because of their relationship with their one up managers. 

• People either enjoy the culture and leadership or they don’t, they are accepted or not – this is everyone’s responsibility.

 

• The War for Talent allows people to change companies so those wishing to grow will need to keep building their teams and retaining corporate memory or mismanagement and toxic cultures will see it walk out the door.

What you do & where?

• The tasks you perform are a combination of your basic skills, interests and maybe (if you are lucky) your passion. If you are good at something you will generally do it well and if you can’t, you won’t.  Good leadership can make just about anything fun and likewise poor management can make what sounds like the most amazing experience ordinary at best and suffocating at worst.

 

• Also, the location of your workplace is another key factor in deciding on where you work. My experience is that if you love what you do, time disappears and if you hate it, 15 minutes can seem like a life time.

How much you get paid?

• The majority of people do not make their decision to stay in a business is about money; they will often use it as an excuse because it is easier than the hard conversation, that and exit interviews generally go nowhere, ask any whilsteblower.

 

• I have worked in several businesses over the years where staff have asked to return to their old job after realising they had made a mistake. Thankfully the good companies I worked for were practical and broadminded enough to welcome them back and have continued to prosper; the not so good ones are probably still wondering why they are losing profit and the War for Talent…..

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**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators.

​Last week I posted a video called 8B48 that summarised 8 different things one can do before 8am to help set operating rhythm for the day ahead, sleep was at the top of the list.
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I walked up the street this morning and saw someone selling “The Big Issue” outside our local supermarket. This week on the cover was “Counting Sleep” and, with 30% of us suffering from insomnia at some level, I thought it was worthwhile to share some of the key things that you can do to improve your chances of getting a good night’s sleep.

With screens, alcohol, caffeine and the stresses of life in the 21st century, etc. all working against us, the following six tips will ensure you get a good night’s sleep:

1. Exercise (preferably not too close to bed time) as it helps boost natural sleep hormones such as melatonin
2. Stay away from caffeine, alcohol or excess sugar (eg chocolate)
3. Make sure your bed & bedroom are quiet and comfortable
4. Develop rituals such as writing up tomorrow’s “to do list”,  a cup of chamomile tea and / or meditation exercises to let the stresses of the day go
5. Only use your bed for sleeping or sex, no screens or work
6. If you can’t fall asleep in 20mins, get up and do something boring, that shouldn’t be too hard for most of us.

A good night’s sleep is like a holiday – paramount for one’s physical and mental health – as well as helping find and keep operating rhythm more easily. Almost every single day I ask my children if they have a good night’s sleep, it really is THAT important, good luck.

 The Importance of Sleep 
Click here to know the 8 scientific health benefits of sleep + sleep tips

​**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

In the frantic and noisy world of commerce these days, the ability of companies to cut through by differentiating via relationships and solution selling is even more challenging.

Relationships create environments where meaningful exchanges of support and products serve to develop organisations’ bottom lines in addition to peoples’ needs for community and fulfillment.

It was Zig Ziglar who said, “People buy off people they like, know and trust”, relationships must work both ways to ensure mutual benefit or it becomes like an unbalanced see saw with something breaking or someone falling off.

The three keys to relationships are:

1. Regard – what are others trying to achieve and empathy for appreciating their perspective.
2. Respect – why others are working towards their goals and how can you help.
3. Results – understanding personal and professional goals of others.

The alignment of values between two organisations leads to significantly more success with the right balance of Regard, Respect and Results.

Many years ago, the company I worked for found that our ideal and most profitable customers were similar in size, scale and ownership structure to ours – this combined with (often unsaid) understanding of values led to positive and substantial results for all.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

After starting my own business a few years back, I have spoken to so many people about “profit” or a distinct lack of it, many of them are “busy” but most are not maximising their potential when it comes to generating sufficient amounts of it.

The “Lucky” Country
After nearly 50 years of economic prosperity apart from the odd blip (eg “the recession we had to have”) Australia has enjoyed an unprecedented degree of economic stability and earned the envy of the rest of the world.
The way the society (via the press) demean “Profit” is irresponsible, detrimental and disgraceful. Slagging off about the HUGE profits made by companies making no reference to the amount of investment or number of people they employ is wrong, but it sells papers, generates uninformed debate and feeds (rather than starves) our tall poppy syndrome. 

Self Fulfilling
A lack of investment in the development of front line teams has created an environment of “cost plus” selling where sales people think 25% (for example) is a good trading margin (because overall it is 18%) when 35% or more could have been on the table.
This lack of awareness stifles profit growth via selling on price rather than value which it is the top of a very slippery slope.

Financial Literacy
These challenges for businesses specifically and society more generally has created an opportunity for good businesses to improve their overall financial literacy, not just in a limited number of functions.

More effective margin management has a huge impact on the bottom line in addition to improving the intestinal fortitude of front line sales teams who can then begin to understand how much control they actually have.

The reality is that profitable (or healthy) companies give pay rises, increase bonuses, help with mortgages, feed our families and send us on holidays – who doesn’t want more of that?
We all need to get better.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

Some time ago I wrote about the keys to successful networking which I have spoken to a few times over the last couple of months.  It is a topic that is dear to my heart - I am hard wired to connect and help people wherever and whenever I can. I am quite sure some of this is nature (paternal & maternal grandfathers), and some of it is nurture having both parents in the health profession.

Fast forward to last week where I heard Narelle Gillies present a wonderful session on ‘Awareness’.  Her session was all about working to your strengths rather than worry about trying to fix your, or others,  weaknesses and was backed heavily by more contemporary research than past and current practice. This shift in mindset is helped by looking at the language we use on ourselves -  what others have said about us; we are not good at or will never accomplish; and have hung onto over many years.

I reframed  my self-talk:

• “Disorganised” = “Creative”
• “Stubborn = "Dedicated”
• “Not a team player = "Independent”

This made me reflect a little more about my own strengths, weaknesses and most importantly my internal dialogue. Self-discovery is most certainly not an easy journey.

Socrates said many years ago: know thyself.

When you work out your super power, whatever it is, practice and use it daily in pursuit of your purpose, you will become unstoppable and even more importantly - content.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

I have often thought about where I’ve come from, why I am like I am and why I am now doing what I am doing, how much of it is nature and how much is nurture?
 
I have written before about my maternal Grandfather HERE, who no doubt had a significant influence on my life, I was never fortunate enough to meet my paternal Grandfather, the person I am named after Charles Bernard Pidcock. He was my father’s father, at the age of 53 (over 50 years ago) he woke up with a headache and was dead by smoko from an aneurism – tragic in so many ways.
 
Stories from family and friends of his character are famous - his leadership, entrepreneurialism, sense of humour and drive are all legendary on the North Coast of NSW in the timber industry.
 
This letter he wrote a few years before his death to the local council is in response to their request for a donation to a public road– it’s worth a read if you have the time.
 
I can definitely see where I got some of my attributes though he was far more ahead of his time than I, lots of this is still a challenge for society these days.
 
Enjoy….

Working for yourself by yourself after nearly 30 years in organisations working for people with teams creates a variety of challenges and opportunities - some predictable others not.

One of the biggest challenges I’ve experienced has been finding and keeping operating rhythm or flow, I have tried a number of techniques and came across “Eight Before Eight” from Ben Hardy which has improved my effectiveness exponentially.

Eight before Eight:

1. Get +7hrs Sleep – Recently I went to a Productivity seminar, the number one thing anyone can do to improve how effective they are is get a good night's sleep.
2. Prayer and / or Meditation – Whichever you prefer. It has helped ground me, there are plenty of apps out there – free or paid & are worth every cent.
3. Journal - For between 5–15mins, the most productive days I have had is when I have done this morning & night, read more about the benefits here.
4. Hard Physical activity – Spin class, skip or power walk all wake up your body, get it ready for the day ahead by getting your blood to flow & heart pumping.
5. Courage – One of the more difficult on my list, many say that courage is like a muscle, the more you use it the stronger it gets.
6. Be creative – Paint, write, draw or build, see on TED Talk. 
7. Read or Listen to something uplifting – Spotify, TED talk, articles and other pieces – the list is endless – Neil Diamond and Cold Chisel are my favourites.
8. Invest in your key relationships – Social or commercial, meaningful relationships are well recognised and a significant contributor towards happiness.

I’ve built a very simple template that helps me keep track of how I am travelling, a bit of measurement / self-accountability which all seems to be helping me. Click here if you would like a copy.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

I wrote a few months ago about the concept of leading and lagging indicators when measuring sales performance which you can reread by clicking here.

More recently I read “Cracking the Sales Management Code” by Jason Jordan and Michelle Vazzana called which I highly recommend if you have the time.

The concept is fairly simple in theory but challenging in practice and based on AOR which stands for Activities, Objectives and Results, sounds easy right?

The authors analysis of over 300 companies found that only 17% of metrics are highly manageable in terms of their activities and 24% deal with business results – it really makes you wonder what we are doing to ourselves.

Good companies, who are clear about their Objectives only measure Activities that ensure these goals are met. Nothing. Else. Matters.

It is critical for organisations to be clear in their objectives or they risk running around in circles in measuring themselves to a standstill, it’s like swimming against a strong current.

As John E Jones said “What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated”.

When your team are clear about what to measure in terms of their activities, made accountable and then managed well it they will surely achieve the results or something else is wrong….

If you would like a summary of the book please click here.

**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au

In 1992 at the age of 22 I finished university; I am not sure which of those, or perhaps it was both that lead me to the thinking I knew everything, it took one day in sales to realise that wasn’t the case – ouch!!!

Thankfully, my managing director had the good sense to send me to a 3 day sales training course which changed my life. I remember thinking at the time that I could not believe that people could spend so much time at university learning (in lots of cases) useless information and something so important as practical interpersonal skills could be learned and applied with immediate effect.

The sales trainer became a lifelong mentor of mine and I recall him vividly saying that day, “there is a dearth of good sales people in Australia.” It was like he planted a seed in my brain and it became my life long journey to work it why.
It has taken a few years but I reckon I have got it nailed, mostly managers don’t do any of these as well as they could:

1. Recruit - They’ll look at someone and say to themselves “I’ve got a vacancy, he / she looks like a sales person, talks like a sales person, lets give them a job”. I appreciate it is not quite that simple but thorough processes including multiple face to face interviews, profiling, reference checks are available to all though are rarely used with any consistency or discipline. Additionally, I have worked in organisations where HR have got sabotaged recruitment using “process” as an excuse for their ineffectiveness – please.
2. Induct - Most induction programs go like this…. “here are your keys, here is a phone and customer list now off you go and sell.” Often this is called the sink or swim mentality but for me this is like throwing a brick to someone who is drowning. I did this many years ago and ruined some great possible careers in sales and it still sits with me poorly – at best this is incompetence and at worst it is disrespecting people’s careers whilst demonstrating a total lack of empathy.
3. Training - Richard Branson said a few years back, “Train people so they can leave, lead them so they don’t want to.” Too many companies don’t train their people and the ones that do are most often ticking a box, spending what is in their budget regardless of the relevance or sending them on some generic cost-effective workshop (read cheap).
4. Coaching  - When an apprentice electrician is on site he has a foreman looking over his shoulder saying don’t touch the red & the blue wire because you will go, “bang”. Likewise, a graduate account has a finance manager saying that a journal entry will go in that column, not that one. A sales person goes out by him or herself going from prospect to prospect hoping that some one will speak to them and be interested in what they have to offer. No cosy desk, no fridge to put your lunch in, no support from someone in the next cubicle when you have had a tough conversation; they just must get on with their next call.  
5. Relationships – 70% of people leave their job is because of their relationship with their line manager – Sales Managers have a huge role to play here.

I’d love to hear thoughts and experiences. 
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**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au