Tuesday, May 18, 2021

"Nobody Wants To Work."




Maybe, if you treated employees better when they were working for you, they'd come back to you today.

"We can't find any good employees and we're just starting to come back."

"People do not want to work and who blames them? They can stay at home and make just as much as I would pay them!"

Well then, maybe you should pay them more.  Maybe you should have valued them more when they did work for you.  Maybe, you shouldn't have demanded they stay late, and miss their kid's soccer game.  

"Our employees don't want to come back to the office.  They are the least engaged."

Could it be that after nearly 100 years of office working, everyone is recognizing that engagement with a corporation is a one-way escapade?  

That corner office, 401k, and 12 days of vacation are all part of the trap.

Companies have convinced employees that long commutes, cube farms, terrible co-workers, hostile working environments, company policies that defy logic, 2.5% pay raises, over time, water coolers, ping-pong tables, and company half-barrels are worth the cold dinners, missed little league games,  red-eye flights, brainless managers, and corporate disloyalty.

They've convinced you that your worth is determined by who you work for, how many hours you put in, and how loudly you tow the company line.  They had you believing that if you worked anywhere but under the florescent sting of an open floor plan, you wouldn't get anything done.

Remember the companies who just 12 months ago were saying, "We're all in this together.  We want what's best for all our employees." and are now treating the same employees like nothing happened you are shameful.  They worked in a completely unfamiliar environment and learned more about technology, human-to-human communications, getting things done than a dozen of your "corporate training sessions" could ever muster.

Your revenues went through the roof.  Company travel costs approached zero - no client visits, no hotel, dinner, or drinks on the expense reports - FOR A YEAR.  Sure, bigger companies still paid rent - but utility costs tumbled, and what about all those government loans?

Every one of your employees who worked at home deserves a HUGE increase in salary, a bonus, or both and you know it. 

Additionally, the mantra, "Everything has changed because of the fear of COVID19." is true - so why are you going to manage your workforce the same way you did in 2019?

But if we let our employees work from anywhere, we'll lose that personal touch and will kill our corporate culture."

Personal connection in the business world is a fallacy - it does not and can not exist.  Any bond established under the influence of business transactions is by definition, impersonal.  All the relationship-building, all the dinners, lunches, and drinks spent with a client or prospect are designed with one goal in mind, get their money into your pocket. 

Don't play the "personal touch" card in an effort to force employees back to the cages. 

By the way, work from anywhere doesn't kill the corporate culture, it IS corporate culture.

The argument for returning office workers back to the office revolves around:
  1. A need for centralized management built on mistrust and insecurities.
  2. The Luddite view of "getting back to normal".
  3. An effort to bolster commercial office space return on investments.
We are witnessing the struggle between indenture and freedom; between value and being unvalued.

The good news is that your skills are transferrable to organizations that want to be part of the future and understand monolithic structures of management are part of a bygone era.  Find those companies and go work for them - from anywhere on the planet.

Cheers!





Friday, May 14, 2021

The Age of the Introvert Salesperson



Sales has changed. You remember how it used to be, right? Waiting in the lobby for that big appointment. Impersonal boardroom meetings.  You sat across the table from each other; you didn’t tell him too much and he didn’t give you any clues as to what he was thinking.

You bantered and built trust through non-verbal communication techniques — the ones you read about in the sales book du jour.  Or maybe during a sales meeting, one of the more seasoned professionals imparted you with knowledge. “Pace your prospect,” he told you. “When he leans in, you lean in. When he crosses his arms, so do you.”

Your presentation skills involve walking the room, waving your hands, smiling, nodding, looking people straight in the eye. All this comes easy for you, doesn’t it? You are an extrovert.

Back in school, you were the center of attention.  You have no fear of attending parties by yourself. Peers, prospects, and colleagues consider you outgoing and engaging. You’re boisterous, lively, energetic, entertaining, maybe charming.

Friends and family have been telling you for years, “You’re such a people person, you should go into sales.” So one day, you took their advice and jumped into the sales profession.

Read the rest, here.

Tuesday, May 4, 2021

If Your Company Wants You to Work in The Office - Quit.


Updated June 21, 2021

"Getting back to normal" is the new mantra.  

True, people are sick of fearing Covid19 and want to get back to business. Also true is the undebatable fact that Covid forced you to work for home and you loved it.  While at home, your productivity went through the roof as middle management lost the traditional facilities of control.

You've proven yourself more productive. You are a Zoom Room king.  Heck, over the last 12 months, you've learned more things than in the past three years.

You're happier now, aren't you? No 10 hours a week commute.  You've reconnected with your kids and missed fewer dinners.

Above all, you helped the company get through the largest global catastrophe ever.   That's right.  You weren't "lucky" to have a job.  Your company was most fortunate to have YOU there.  Through all the challenges, changes, insecurities, and unknowns, you were loyal to the company.

And how does your company reward your loyalty?  

They tell you to "Come back in, but stay six feet apart, get tested, and get the jab...", drive back and forth, miss your kids' games, let your dog whine, remain in a frazzled state of mind, and go further into debt.