Ball of Confusion

By Jeff Seeley, CEO, Carew International

Last night on the way home, I happened to hear the incredible Temptation’s song, Ball of Confusion, written in 1970. As I listened, it became obvious that this song was as applicable today as it was over thirty years ago. “Aggravation, humiliation, obligation to our nation. Ball of confusion, oh yeah, that is what the world is today…Politicians say more taxes will solve everything…” and the band played on… “so, round and around and around we go. Where the world’s headed, nobody knows…” These were just some of many lyrics that resonated about today’s environment.

So you might be asking, “What does this have to do with business and, more specifically, Sales?” The reality is… when confusion reigns, fear is inside each of our heads as tension increases. When this happens, we become paralyzed in our strategy, tactics and actions. We cease to stay focused on the task at hand.

The reality is our customers need us more than ever, and these times of confusion require us to step up our GAME. The GAME is real.

G oal - Set daily, weekly goals for prospecting, customer interaction, doing exploratory calls, taking care of yourself, workouts, time with family, children and friends… things that make you happy. Achievable goal setting is critical in times of Confusion.

A ttitude - Is the one controllable we all have. Our boss, customers, family, spouses, environment, news… you name it… can influence our attitude, but cannot control it. Look for one positive at the beginning of the day, at lunch and the end of the day. As my friend Parker once said to me, “What was your chocolate milk today?” Find it and use it to motivate yourself.

M otivatation - Do you have it? Attitude gets you up in the morning. Motivation gets you out the door. Are you motivated to focus on your customer and their needs? Are you looking for new and creative ways to help your customers? Are you letting the depressing news of the day keep you at Starbucks all morning, or are you willing to lay it on the line and rock your customers’ world?

E ngage - There are so many E’s… Engage, Energy, Enthusiasm, to name a few. In this time and place, I believe it is all about engagement. You are going to hear more bad news and rejection, especially in the sales and business world. Engage your customer and create value. It is no longer about the product or service. It is about the development of value. Make your customer better. And more importantly, make your customer’s customer better. Engage and create.

Despite the fact that it’s a Ball of Confusion, your band must play on. And with perseverance, success will come your direction. There is no doubt we are in a recession. This is not our first, nor will it be the last. But we cannot let the events of today control our destiny. Get your GAME together and create your own destiny. Don’t put your destiny “In the Lumberyard” (Ty Webb to Danny Noonan in Caddyshack).