Going Beyond the Box

Think outside the boxBoxes are great for containing things. Whether moving or just trying to clear the clutter, a box comes in very handy.  You might even choose a box with some character, scratched out handwritten labels, shipping stickers and ancient yellow packing tape.  Yes, the box is a great thing.

But a box can also describe the perspective we live in.  Along the lines of “stuck in a rut,” living inside the box is a familiar place.   The box is the universe we live in, not only the physical space of home, work, the grocery store and the coffee shop, but also the mental world, the thoughts, the emotions, and the perspectives on the world.  By this definition, the box can start to take on a different feeling.

The life you live is the sum of the decisions and actions you make.  These decisions have many different types of influences, be it from your friends or networking group or from the thoughts which pass through your mind.  While many of us are quite content with the box we’ve built for ourselves, others may not be.

Change is how your box changes shape, color, and even location.  “Think outside the box” is a phrase we often use to set loftier goals for ourselves.  In fact, personal growth happens most when we step outside the box we’ve come to love.  A life of learning, new places, and new people is a great way to keep your box changing forever.

Here are some ideas to go beyond your box:

  • Take an online course – many are free and cover a wide variety of topics.
  • Join a book club – Sure, Oprah comes to mind, but reading is a great way to expand your box, as is engaging in discussion.
  • Invite a peer out to lunch – Not only do you get to experience a new atmosphere, but you share the experience with someone and bond with them.
  • Learning a new language or instrument – Learning to speak German or how to play Pachelbel’s Canon on the piano, the process of learning something new stimulates brain activity and makes you feel good.
  • Meditate – breathe, let your thoughts go, and relax.  Reflect on the thoughts which come up naturally and be prepared to write them down afterward so you can take action.
  • Take a vacation – it does not have to be an exotic place like Thailand, but a change of scenery is enough to get you thinking differently and open your horizons
  • Take a different route home from work – this is one tip I love and practice daily. You never drive home the same route day after day.  This opened me up to new routes and I found some places to visit at the same time.

While the box is a really cool thing, it is okay to think about life outside the box.

A Decade of Learning

For a bit more than the last decade, my career has focused on data and data visualization within sales, marketing and finance.   From understanding data architecture and database design to deploying insightful and effective reports to teams across the organization, I have come to appreciate the profound role data plays in today’s highly competitive marketplace.

Understanding how to use data and integrating it into one’s daily routine is a challenge for many.  As I reflect back on my career and the challenges for sales reps and analysts ahead, I chose to shift gears and focus on sharing my experiences with a greater audience.

Saalun - Sales Analytics University for Reps and AnalystsWith the purpose of sharing my skills, I created Saalun.  Saalun is short for Sales Analytics University.  The subscription based service is geared toward sales reps and analysts.  While sales leadership can also benefit, the product is to help reps get the training they need without relying upon corporate leadership to provide it.

While we are just launching an early preview, we will open the doors in Q4’17 with content, newsletters, webinars and podcasts.  Head over to our site and signup for notifications, early previews, and the latest news on this exciting project.

3 Parts to a Sales Compensation Program

Sales Compensation is not easy.  Throughout my career, I have seen plans which break the sales budget to plans which do are insulting to the rep as they pay too little for a lot of work.  I refer to sales compensation programs as a form of art which requires a bit of science.

3 Parts of Sales Compensation Program

Science is pretty easy as it is understanding how your team should be selling your product and how it translates to the pipeline and corporate goals.  This understanding translates to key performance indicators (KPIs) which one can use to monitor rep performance and team performance.

The art plays in as you develop the actual plan and which KPIs enter that plan.  Average Deal Size, Number of Meetings, or Conference Attendees may not necessarily be the best indicators of sales.  With a mix straight sales revenue compensation (say 2%) and additional kickers and bonuses, the art of using plan structure for influencing rep behavior can take trial and error to get right.

Finally, the best compensation programs leverage transparency, reporting, and recognition. This is plan implementation where making sure the rep understands their KPI progress and how it translates to their paycheck.  Regular reporting and team leaderboard distribution are essential, motivating and drive revenue. A proactive analytics program can ease the calculation and payout of compensation at the end of the quarter.

As a specialist in the field, I encourage you to follow Spiral Analytics, my consulting firm dedicated to sales team optimization and small business promotion.  Follow us on Facebook