PEO Canada Blog

Why is the profession for sales so hard?

peo.canada — Mon, 30 Apr 2012 16:14:45 +0000

I know the title will be hard for many to relate to but – “sales” is hard.

No… it is not a complex job. Certainly, as many will believe, there are times that some of the activities involved in sales can be enjoyable. Going to a “function” seems easier than working on some spreadsheet report where you cannot make the numbers work. Taking a client for lunch certainly must be more enjoyable than trudging your way your paper bag lunch at your desk. And most definitely participating in a business golf tournament is miles ahead on the fun factor than eight hours in the office. Maybe, but…

Those things are not as much fun if you struggle walking up to some stranger in a room of strangers and introducing yourself hoping you don’t stutter or say something inappropriate. Lunch is not so enjoyable if your client asks why his last order was not right and it cost him a lot of money to make his client happy. Golf is not easier if the closest you get to the pin is when you pull up the flag for everyone else after they asked you to “just put down a 10 and forget about putting”.

From someone who did not naturally go into sales, the process of sales is certainly easier than many careers out there. But, it is arguably the hardest job I have ever had. Why? Because, every day you have to figure out a way to earn a living.

• Who do I talk to?

• How do I convince them to buy my product/service?

• What if they don’t like me?

• What if I don’t hit the metrics and expectations of my sales manager?

The answers to those questions –

• Everyone

• You don’t

• Who cares

• And, don’t worry about it.

What I learned when I was in the selling game was that you have to talk with a lot of people to get to the few who might be interested. Trying to talk someone into buying what you have is a losing game. Build a relationship of trust and the sales will eventually come. People will like you if you are likeable. So just be likeable. And, meeting the metrics will come with the above and your sales manager, if they are worth it, will see that and do what they can to help you succeed.

There are a lot of great books on selling. Most have information that will help you get better. But there is no “magic pill or “silver bullet”. There is just a great attitude and hard work. The best sales people I ever worked with were likeable whether you bought from them or not and also out-worked the rest who looked for something magical to find success.

Written by: Bill Leesman

Mental Health – Just as important as Physical Health

peo.canada — Tue, 17 Apr 2012 14:36:30 +0000

Are you ready to celebrate Mental Health Week: May 7-13, 2012?

There are many reasons why mental illness occurs, and it is much more common than you may realize. Mental health problems affect Canadians of all ages, genders, cultures, education and income levels. Studies indicate that in any given year, one in every five Canadian adults under age 65 will have a mental health problem.

It is likely that mental illness will indirectly touch every Canadian at some time because a family member, friend or colleague experiences mental illness. Most of these individuals say that the stigma associated with mental illness is worse than the actual symptoms itself.

Many don’t ask for help out of shame or fear. A recent Canadian research study found that almost half of the people surveyed considered a mental disorder was just an excuse for poor behavior.

Some 18% of young people (ages 15–24) in Canada are estimated to suffer from a mental health disorder. Suicide is the No. 2 cause of death in this age group. Ninety percent of people who commit suicide have a diagnosable disease. People with mental illness are really the vulnerable ones. They not only battle a disease that is invisible, they battle society’s perception of who they are and what they do.

Mental illnesses are chronic; in other words, they are lifelong. With treatment and support, the symptoms of mental illness are treatable.. Like any disorder – physical or mental – treatment will vary, depending on the illness. Treatments include counseling, medication, support and training by mental health professionals. Although you too can play an important role as a member of the team, you need to keep in mind that the responsibility and choices around recovery are up to the individual affected.

Common types of Mental Illness are:

Mood disorders, Anxiety disorders, Eating disorders, Attention deficit (hyperactivity) disorder (ADD or ADHD) and Schizophrenia. Other diagnosable conditions include dementia, personality disorders, and substance use disorders (addictions).

Learn all you can about mental health issues from reliable sources. For further information, please go to the Canadian Mental Health Association at http://www.cmha.ca/bins/index.asp .

Another good article from Benefits Canada: http://www.benefitscanada.com/benefits/health-wellness/overcoming-the-mental-health-stigma-27802

CMHA’s Mental Health Week is an annual national event that takes place during the first week in May to encourage people from all walks of life to learn, talk, reflect and engage with others on all issues relating to mental health.

Submitted by: Dawne Helischauer

Federal Budget 2012 Tax Treatment of Employer Paid Premiums for Critical Illness and AD&D

peo.canada — Wed, 11 Apr 2012 19:30:01 +0000

The recent federal budget, announced March 29th, 2012, has implications that will likely impact you as an employer:

Employer Paid Accidental Death and Dismemberment (AD&D) and Critical Illness Plans.

Currently, the premium paid by the employer for AD&D and Critical Illness is a non-taxable benefit to the employee.

Starting in 2013, the premium paid by the employer for these benefits will be taxable to the employee. This means that any premium paid on behalf of the employee for these benefits will need to be added to the employee’s T4 slip as income.

Further, payroll systems will need to be updated to reflect the change in tax treatment.

This change will not impact Health, Dental, and Health Care Spending Accounts. The employee is not taxed on premium paid by the employer for these benefits.

These changes can be found on pages 394 and 395 of the federal budget.

Proposed Changes to Long Term Disability Plan Funding

The government is proposing to table legislation that will make it mandatory for employers that currently self-insure Long Term Disability, to insure this benefit on a go forward basis. The rational for this legislation is to protect disabled employees from employers who go bankrupt.

This proposal can be found on page 180 of the federal budget.

Prepared by: BenefitLink

REMARKABLE ENTREPRENEURS

peo.canada — Tue, 03 Apr 2012 20:05:54 +0000

Recently, Robin Sharma (a renowned leadership author and speaker), wrote a list about “remarkable entrepreneurs”. At some point, anyone who has an entrepreneurial spirit will relate to many of the items. This list is not just for the business owner, but for everyone who decides they want to be considered a leader in their organization. Some items will resonate more with you than others, but all have value and will elevate you to new levels.

For more on Robin Sharma, go to www.robinsharma.com.

THE 44 MASTER MOVES OF REMARKABLE ENTREPRENEURS

By Robin Sharma

1. They get that the #1 way to build a global brand is one customer at a time.

2. They obsess around having an impact vs. growing their income (and so their income soars).

3. They listen more than they speak. And they deliver more than they promise.

4. They use their most valuable hours to do their most valuable work (don’t check email first thing in the morning).

5. They get that you can’t have an A-level company if you hire B-level people.

6. They are deeply aware that jealousy is the tribute mediocrity pays to Mastery. And so they fearlessly pour their Genius into the world.

7. They understand that what the amateur calls genius, the professional calls practice.

8. They are fanatics around building a systems-driven company. Everything has a system built around it. This ensures consistently fantastic results. And allows the entrepreneur to take extraordinary amounts of time off.

9. They trust their vision when everyone else is doubting their vision.

10. They provoke their teammates to do work they never imagined they could do.

11. They know that good enough just isn’t good enough. Outright perfection is their ideal.

12. They have discovered that extra hard work is Success’ true best friend.

13. They use flight time to get ahead and review their plans vs. playing Angry Birds and watching bad movies.

14. They get that progress often shows up in failure’s clothing.

15. They invest deeply in their education and development knowing that the fastest way to double your net worth is to triple your rate of learning.

16. They focus on value versus cost.

17. They hold themselves to performance + ethical standards higher than anyone could ever expect of them.

18. They make the time to think, plan and prepare – understanding that clarity breeds mastery. And there’s no point in brilliantly executing the wrong things.

19. They get that their 3 most valuable assets are their mental focus, physical energy and internal creativity. And so they protect them ferociously.

20. They are “Apple-like” in their willingness to think differently and ensure their products leave customers breathless.

21. They stick to their convictions – especially in the face of criticism.

22. They relentlessly stay true to their clearly articulated vision – even when confronted with the most heartbreaking of obstruction.

23. They adore the mantra: “How may I best serve the most people?”

24. They challenge the way they worked yesterday for the sake of even bigger work tomorrow.

25. They get that either you disrupt the status quo in your industry (and within your life), or you will be disrupted. And it will hurt.

26. They spend their days doing real work versus fake work. And getting important things done versus being really busy being busy.

27. They know that if they’re not frightened a lot they’re not achieving a lot.

28. They appreciate that Leadership’s no longer about ensuring compliance but inspiring connections, being of service and getting great things done.

29. They work hard to craft a high-performance culture, understanding that the culture of the organization stages the performance of its people.

30. They are more fascinated in building a company that will endure the generations than an enterprise that is hot for a few quarters. Iconic is their obsession.

31. They get that failure is the foundation of innovation.

32. They are acutely aware that the winning formula that made their company successful just might be the one that makes their company obsolete. And so they break what works. And stay foolish and hungry.

33. They deliver results versus voice rationalizations.

34. They view angry customers as breathtakingly great opportunities to create fanatical fans.

35. They know that if people are not laughing at your 24 Month Magnificent Obsession, you have the wrong vision.

36. They perceive connections with their community as the main aim of commerce.

37. They are devoted to getting into their absolute best physical condition. They have zero desire to be the richest people in the graveyard.

38. They understand that the greatest gift you can give a teammate (or a customer or your child) is the gift of your undivided attention.

39. They know that logic is the dream killer. Instead, they trust instinct, creativity and passion to lead them to where they need to go.

40. They have learned that few things feel better than the pride you’ll feel on a job beautifully done.

41. They are good at starting things. And even better at finishing them.

42. They get that confidence grows via the doing of difficult things. And so they pursue discomfort.

43. They identify themselves as virtuosos. Best in World is the only place they play.

44. They bravely donate their lives to a cause larger than themselves. And – in this way – transform the world through their presence.

Submitted by: Bill Leesman

The visual message is just as important as the spoken message

peo.canada — Tue, 27 Mar 2012 14:45:54 +0000

Many times leaders forget that often their actions and what they don’t say are just as important when communicating with employees.

Often times the unspoken messages are trusted more then the spoken words. Have you ever had someone tell you that you are doing a great job, but with a stern or blank expression on their face? It doesn’t really make you believe that you are doing a good job, does it?

If the same leader were to greet you with a smile and shake your hand while complimenting your performance, it probably would mean something to you and is a lot more believable.

Below is a link to an article that discusses 5 communication issues that many leaders face and often are not even aware they are doing. I think everyone can attest to being on either sides of these communication issues at one time.

http://www.asliceofleadership.com/international-leadership-blogathon/5-ways-leaders-botch-communication-without-saying-a-word

Written by: Diane Heavens

“Can you please teach us something new in sales?” “Ok, but what do you want to achieve on your sales calls?”

peo.canada — Wed, 14 Mar 2012 15:39:26 +0000

I once had a sales rep respond, when we told them that we were investing in on-going education for them, “can you please teach us something new”?

I am not sure what the team expected as an answer. Were they expecting some panacea, some hidden secret that will get them to success? Certainly there are a lot of people coming into a sales career, or who are struggling in the sales position, that a whole industry has arisen about “secrets to success”.

The amount of literature on successful sales is enormous and people in sales should continue to hone their skills and knowledge through reading, seminars, and continuing education. Staying sharp and at the top of your game is critical to long term continuing success. I encourage every sales professional to read, upgrade and take part in seminars that will keep you excited.

But in the end, little is really new. There are a lot of spins on the same old game. Concepts that Dale Carnegie and Napoleon Hill put out half a century ago that have been re-worked, revised, and updated to meet a contemporary market are still true today.

So what could I give the team that would help them?

I simply said BAMFAM! Book A Meeting From A Meeting. If there is one thing that I can think of that will help a sales person trying to get direction, remember that statement.

Other than hard work itself, always remember the goal of every contact you have, whether it is a prospecting phone call, a presentation of your great product, or a follow up meeting with your best client, is to book another meeting.

When you make a cold call, do not try to sell them your services on the phone. Book a meeting!

When you make a presentation to a prospective client, don’t go in with the attitude that they have to have a decision so you can move on to the next one. Have the expectation that your presentation will open enough doors to get another meeting.

When you have your quarterly meeting with that client who consistently calls, walk away only when you have next quarter’s meeting booked.

No matter what, if you make this your goal from every contact/call/meeting you make, you will find success. It might be with them or someone they know. It doesn’t matter. If you are successful in that, you will continue to build relationships and what are sales in essence? Relationship building!

Written by: Bill Leesman

Mens sana in corpore sano (A Sound Mind in a Healthy Body)

peo.canada — Wed, 07 Mar 2012 14:42:47 +0000

Job changes… Illness, bills, personal life…You can’t always control what causes stress, but how you cope can actually minimize your chance of developing heart disease. Although it may not be the primary cause of heart disease, uncontrolled anxiety can affect other risk factors like high cholesterol or blood pressure. Don’t give up; try these tips to help you stay calm and healthy.

Exercise, exercise, exercise

Studies show that people who are more active during the day sleep better at night. Physical activity not only clears your mind, it also releases natural good-mood-boosting chemicals called endorphins.

Make Time for Yourself

Close your office door to take a few deep breaths, listen the spring rain drops, or take a soak in the tub before you start preparing dinner… just let life slow down a bit. You’ll feel more patient and refreshed when you resume your normal activities.

It’s OK to Say No

Have you ever agreed to something because you didn’t want to disappoint somebody? We all feel guilty saying no. But you can end up feeling resentful when you feel pressured into accepting an invitation or signing on for a project you don’t really want to do. Remember, it’s healthy to be “selfish” by considering your own needs as important as everyone else’s.

Get Your Daily Dose of D

Vitamin D, the “sunshine vitamin”, is also crucial for helping your bones absorb and retain calcium. Take a break from work or other activities to walk outside in the middle of the day when the sun is at its peak and don’t forget to take your “D” supplements.

Try to avoid the bad habits

Instead of reacting to stress by smoking, eating more, exercising less or drinking too much look for healthy ways to resolve what’s bothering you.

Share the Workload

Is your mantra, “If you want something done right, do it yourself?” Maybe it’s time you learned the joys of delegating! While it’s unlikely that anyone else will tackle a task exactly the way you would, sharing the burden helps you accomplish more, which in itself reduces stress.

Develop a Positive and Realistic Outlook

Nobody’s perfect. So cut yourself a break when you make a mistake or don’t reach all your expectations and enjoy the moment.

Healthy Heart is made by a Happy Mind

Over time, negative emotions can take a serious toll: raising your blood pressure, weakening your immune system, even increasing your risk of heart disease. So don’t let stress or anger get the best of you. Enjoy the world around you. Count your blessings. And make time for the people closest to you—including yourself.

Remember: “Life isn’t about waiting for the storm to pass… It’s about learning to dance in the rain.“

Submitted by: Andreea Dragomir

Minimal Wage Updates

peo.canada — Wed, 29 Feb 2012 14:37:57 +0000

As per PaySource February 2012 Edition

Minimal Wage Updates

British Columbia

Effective May 1, 2012, the British Columbia minimum wage will increase to $10.25 per hour up from the current rate of $9.50 per hour. As well, the special minimum wage for liquor servers will increase to $9.00 effective May 1, 2012.

New Brunswick

Effective April 1 2012, the minimum wage will increase to $10.00 per hour up from the current rate of $9.50.

Nova Scotia

Effective April 1 2012, the minimum wage will increase to $10.15 per hour. The minimum wage for inexperienced workers, with less than three months’ experience in the work for which they were hired, will rise to $9.65. Future increases will occur in April, indexing the minimum wage to the low-income cut-off, which represents the threshold where people are devoting a significantly larger than average percentage of their income to the basic necessities of food, shelter, and clothing. This will be done based on the national estimated Consumer Price Index from the previous calendar year which is usually released in January.

Prince Edward Island

Effective April 1, 2012, the minimum wage in Prince Edward Island will increase to $10.00 per hour up from the current rate of $9.60 per hour.

Quebec

Effective May 1, 2012, the hourly minimum wage will increase to $9.90 per hour, up from the current level of $9.65 per hour. As well, the minimum wage rate payable to employees receiving tips will increase to $8.55 per hour up from the current rate of $8.35 per hour. As for the rate payable to employees of certain sectors of the clothing industry, it will rise from $9.65 to $9.90 an hour. For strawberry and raspberry pickers, the yield-based rate will increase to $0.77 per kilogram of strawberries and to $2.91 per kilogram of raspberries. In 2014, all farm workers will be entitled to the minimum wage rate.

Finally, the maximum deductions for meals and accommodation will also increase as follows:

● $2 per meal, up to $26 per week;

● $25 per week for a room;

● $30 per week for a dwelling that accommodates five employees or more; and

● $45 per week for a dwelling that accommodates four employees or less.

In addition, new requirements for rooms and dwellings will be introduced on May 1.

A “room” must contain a bed and a chest of drawers for each employee, as well as access to a toilet and a shower or bath. A “dwelling” must have at least one room and must have access to a washer and dryer, a kitchen with a refrigerator, a stove, and a microwave oven.

Salary Negotiations

peo.canada — Mon, 27 Feb 2012 22:29:02 +0000

Salary negotiations can be just like walking a tight rope. Every word must be chosen carefully and deliberately because the danger is apparent in every direction.

Below are links to some interesting articles that offer tips on the subject.

http://blogs.payscale.com/compensation/2012/01/salary-negotiation-tips.html

http://humanresources.about.com/od/salaryandbenefits/a/salarynegotiate.htm

Submitted by: Tim Jackson

Need the Flu shot?

peo.canada — Mon, 06 Feb 2012 17:32:38 +0000

The difference between influenza and the common cold.

Here’s the scoop:

Both influenza and the common cold are viral respiratory infections (they affect the nose, throat, and lungs). Viruses are spread from person to person through airborne droplets that are sneezed out or coughed up by an infected person. In some cases, the viruses can be spread when a person touches an infected surface (e.g., doorknobs, countertops, telephones) and then touches his or her nose, mouth, or eyes. As such, these illnesses are most easily spread in crowded conditions such as schools.

Influenza is commonly referred to as “the flu.” From November to April each year, 5% to 15% of Canadians are stricken with influenza. Although most people recover fully, depending on the severity of the flu season, it can result in an average of 20,000 hospitalizations and approximately 2000 to 8000 deaths annually in Canada. Deaths due to the flu are found mostly among high-risk populations, such as those with other medical conditions (such as diabetes or cancer) or weakened immune systems, seniors, or very young children. There are 3 types of influenza viruses: A, B, and C. Type A influenza causes the most serious problems in humans.

There are over 200 different known cold viruses, but most colds (30% to 40%) are caused by rhinoviruses. In Canada, the peak times for colds are at the start of school in the fall, in mid-winter, and again in early spring. Children catch approximately 8 colds per year, adults catch roughly 4 per year, and seniors about 2 per year. Many people confuse the flu with a bad cold.

People infected with an influenza or cold virus become contagious 24 hours after the virus enters the body (often before symptoms appear). Adults remain infectious (can spread the virus to others) for about 6 days, and children remain infectious for up to 10 days.

Originally posted by GroupNet health newsletter November 7, 2011

http://gwl.mediresource.com/english/channel_health_features_details.asp?health_feature_id=69&article_id=147&channel_id=9&relation_id=45455