Thinking Spatial

Thinking Spatial

Spatial analysis has come of ageAs time goes on, our world becomes more and more global.  We also capture more and more data as each day goes by.  Linking the location of this data with time and other attributes, can reveal very profound patterns; patterns at various scales like community to global.

We can answer numerous questions about a lot of different things using GIS software like ArcGIS.  Using the concept of data layers, we can start to analyze data in exponential ways.  We can go beyond statistics on a data table and evaluate changes over geographic space.  We can also use GIS to find the best locations and features with certain characteristics.

For example, Whole Foods uses many different data layers to identify the best locations for their store fronts.  They want the best location which has a population of 200,000 within 20-minutes. They also look for locations with at least 20,000 sq ft, a decent sized parking lot and ease of access along with highly visible (source).

Thinking spatial about some of my own interests, I have come up with two focus areas. The first being related to the “walkabout” I have been on over the past few years.  Where do I want to live as my forever place?  This GIS would take into account numerous data layers such as population, elevation, incomes, education, and access to parks and rivers. Using these data layers, and a few more, I can begin to scientifically hone down where I could settle down.

The second spatial project centers around my love of history.  I am currently reading a book about Red Cloud titled, “The Heart of Everything That Is.”  What piqued my interest was the impact of European Settlers had on the spatial and temporal changes in the new world.  With the arrival of settlers in the east, drove waves of Native Americans west as they fled.  But they fled with muskets, blades and disease.   As the book described this change, I was mesmerized trying to visualize this on a map and in the context of the time.  Throw in some explorers, desperadoes, and outlaws and you have quite a story. But I want to build an interactive story map to illustrate these profound changes.

To think spatial opens the mind, builds the curiosity and becomes a book of its own right. What ways can spatial analysis impact your life? Your curiosity?

 

A Pending Economic Shift

Climate change is here. The Federal Government is corrupt and politicians are out of tune with their constituents.  Corporate America cares far more about profit than well-being for their country or their employee.  Our economy is breaking and we are heading toward a major economic shift.

Why is our economy breaking?

  • The fossil fuel based economy is a primary driver of climate change.
  • The economic gap is the widest it has ever been in modern times.
  • It is harder than ever for a citizen of the US to start their own business.
  • Lawyers outnumber doctors in the US.
  • The economic conditions favor stockpiling cash.
  • Competition is squashed by buyouts due to stockpiled cash.
  • The tech industry is automating everything, increasing unemployment and creating a society of lazy, dumb people. (We don’t want to be an idiocracy.)
  • How we measure economic health is flat-out wrong.
  • Everything, housing, internet, healthcare, has become a privilege.
  • Poor mental health is on the rise, suicides are up
  • General happiness is at an all-time low.
  • Innovation and manufacturing in the US has stopped growing.
  • A mad-man sits in the oval office who doesn’t know what he is doing.
  • The global economy matters more than ever. Nationalism is suicide.

I don’t mean to paint a picture of doom, but we are heading for a shift in our economy.  The economy we have today can’t keep going the way it is.  We must solve the economic gap, we must make sure everyone has access to housing, to healthcare, and equal access to basic needs.

What sort of an economy do we need?  We need an economy that flips the power of money on its head.  We need the concept of worker co-ops, where businesses can be managed by employees and those employees reap the rewards of the business.  Currently we have too many 1%-ers reaping the rewards of the work of millions of employees.  That is wrong.

We also need an economy which respects our need for a health environment to survive.  We must move away from fossil fuels and long commutes to one of the renewable energy, self-sufficiency, and walk-able commutes.  We must reorganize our society to align with a healthier environment.

The economy must represent the global needs.  Nationalism must take a back seat to global well-being.  What happens in China and Japan, for instance, has consequences for those living in the US and Brazil.  The new economy must connect local communities across the globe and respect local solutions.  National and Global legislation can be detrimental to local economies.  We need an economy which favors environmental responsibility and general well-being for all above all else.

Economies do not change overnight.  Unless we are invaded or a government coup occurs, we are unlikely to wake up tomorrow into a totally new economy.  We must take one step at a time and move toward a more favorable, happy economy for all.

 

Reframing a Dysfunctional Life

Reframing a Dysfunctional Life

Patterns and Creativity of a Dysfunctional LifeIt can be risky letting yourself by vulnerable.  It can hurt at times, but it can also be superb.

As I embark on a new project to write a book, I ask for your patience, acceptance, and open-mind.  As I look back over my life, I see some awesome experiences, some not so great times, and I see a childhood rooted in dysfunction.  This dysfunction made me who I am today, for good and bad.

In “Patterns and Creativity of a Dysfunctional Life”, I hope to share my life along with some educational and restorative exercises to help anyone who is willing to try them.  Having grown up with the false sense of what a perfect life was supposed to be, I struggle a bit to create the life I want and dismiss this concept of perfection.

While we are all different with varying needs, various interests, and equally varying skills and personalities, defining success isn’t so hard as it is time consuming.  The life you create does not have to be based on the learned behaviors of a dysfunctional environment.  In fact, the life you create must be based on your true soul, your true passions, and not from any other source.

Join me on Patreon (cancelled) as I begin this journey.  It seems a bit scary, but the product of being vulnerable will have an impact on our society.  A positive impact, I hope.

The Math Every Sales Must Do

As a sales rep you need to deliver closed won deals to meet your quota.  As with all journeys to a goal, there is a hard, rough road and a superhighway, fast and smooth as a baby’s butt.  To earn your commission the most efficient way possible, wouldn’t you want to be on the superhighway? Of course!

The Math Every Sales Rep Must Do

Let me show you how to do some math to start you down your sales superhighway.  The key is to leverage data as much as possible along your journey.  To get started, you’ll need a few data points.  If you don’t have historical trends to use, an estimation is fine.  In fact, you might want to do the math a few times using different number so you understand the impact each variable might have.

Here’s what you need to get started:

  • Monthly, Quarterly, and Annual Quota
  • Average Deal Size
  • Sales Cycle
    • Ideally, Lead Create to Opp Close, but Opp Create to Opp Close can work for expansion reps
  • Win Rate / Close Ratio
    • Both Count of Opps and Value of Opps
  • Lead to Opp Conversion Rate

We will use these metrics and KPIs to calculate a few additional data points.  The first is translate our quota numbers to the number of deals we’ll need to close.  The second is to understand what size pipeline we’ll need to target to hit our number.  Finally, we’ll calculate how many quarters we need to project out and how much pipeline we need.

  1. The Deal Count

The first calculation is quite simple and uses quota and average deal size.  Simply divide the quota for the period by the average deal size and it will tell you how many deals you need to hit your number.  As a best practice, add 1 to the number you get:

(Quota for period / Average Deal Size ) + 1 = number of deals you need to hit your quota

Write these numbers down in a book or journal so you can refer back to them.  You may also want to use an Excel spreadsheet and keep track of the number of deals you need and which accounts will give you those deals.

2. What Size Pipeline Do I Need?

Once we know how many deals we need, we also need to know what size pipeline we need to close those deals.  This is where win rate (also known as Close Ratio) comes in.  You should have two win rate numbers, one based on  COUNT of opportunities and another based on DOLLAR VALUE of opportunities.

Depending on which you want to calculate, use the appropriate set for count of deals and quota.  The math is:

Count of Pipeline Size:  number of deals needed to hit quota +1  / win rate of count

Dollar value of pipeline needed:  quota for period +  Avg Deal Size / win rate of dollar value

Again, write these number down.  This is the size of the pipeline you will need to build to make sure you hit the quota number based on your historical win rate.

3. How Far Do You Plan Ahead?

You may be wondering why we haven’t used Sales Cycle yet.  While we aren’t going to use it in a calculation, we will use to see how far ahead we need to be planning. to hit our number.

Sales cycle can be calculated  a number of ways so be careful and understand what the number you have means.  For instance, many clients I have worked with in the past have used a sales cycle which measures Opportunity close age, i.e. Opp Close Date minus Opp Create Date. This is misleading if your business includes prospecting.  A true sales cycle uses either Lead/Contact create date or Account First Activity Date.    Make sure the number you are using a sales cycle which represents the true time frame you need to work your leads/contacts and close your opportunities.

quota period in days / sales cycle in days

If your sales cycle is 45 days, planning one quarter ahead is sufficient.  But if your sales cycle is 105 days, you must plan two quarters ahead.

It’s a Wrap

With these three pieces of math in mind, you are well on your to establishing the foundation for your superhighway to 100%.  Understanding what it takes to hit your quota number, how long and planning far enough ahead is huge and gives you a head start against your peers.  You may be amazed at how many reps don’t DO THE MATH.

 

My Views on the 2016 Presidential Election

My disclaimer:  I am not normally vocal about my political views.  Politics are best left for the debate table and not for work or other sensitive environments.  But, my feelings and observations regarding the 2016 Presidential election are so strong, this blog post is a fair expression and my right of Freedom of Speech.

The results of the 2016 Presidential election were none other than shocking.  For so long, the media hyped Trump as unfit for the office of President and fed us poll after poll of Hilary Rodham Clinton’s (HRC) lead.  In the late hours of November 8th, it was clear that Donald Trump was to be our 45th President.  As floored, shocked, saddened, and scared as my reaction was, reviewing the results over the past few days have begun to change my opinion.

What worries me most about the events of the last few days is how disrespectful people have been.   I received a number of harsh responses to my tweets on Twitter regarding my shock and disdain for the “The Don.”  These people were quick to judge me as a wrong for my point of view in a very disrespectful manner.  While I knew the conversation wasn’t going to civil, nor productive, I simply asked them to respectfully disagree and show some respect for a fellow human and American.  Once we lose our respect for each other, we lose America. Politicians may have lost respect for each other, but citizens are better than them and we can lead be example.  Always be respectful.

Here are some points to consider:

  • Was the media biased against Trump and trying to sway the public toward HRC?
  • America didn’t vote for Trump as much as we rejected HRC
  • Those who did vote for Trump, did so with a short-sighted view of the world
  • Voter turnout was at an all time low
  • The DNC was oblivious to the changed voter sentiment and still stood by HRC as their candidate, offending the ever important Sanders voters (myself included)
  • Clinton was so arrogant about her quest to be POTUS, she lost site of reality
  • Bernie Sanders would have been a better candidate, but was forced out by Clinton
  • The political establishment needs a shakeup, Trump might actually be good for this country
  • Clinton received the majority vote of the population, but the electoral college went to Trump; let’s rethink “democracy” in America
  • America is bitter and divided, but we must find a way to respect each other.
  • Protests and riots did follow the election of Obama eight years ago, calling out protests against Trump as unfair is unfair in itself.
  • On Dec 19th, the Electoral College could still sway to Clinton

While I will never go out of my way to support Donald Trump, I do respect the Office of the President of the United States (POTUS).   I think we do owe him a chance to lead this country and begin a process of unification.  I am scared to death of what could happen if Trump is really tied to Putin’s Russia.  On the other hand, Trumps presence as POTUS could be the shake up this country needs to rebuild its middle class and set America back on a course of innovation, prosperity, and best practice.

If he does not lead with compassion for all Americans, continues to berate fellow citizens and world leaders, and shows disrespect to the office of POTUS, I will be one of the first to sign a petition to start impeachment proceedings.   Let keep an open mind in the interim.

Understanding Our Past: Support LIDAR Mapping at El Pilar

In the late 1990’s and early 2000’s, while I was attending University of California, Santa Barbara, I had the honor of working with Dr. Anabel Ford and her resilient crew on various projects surrounding the Maya site of El Pilar.   From archaeological excavation to mapping, to cutting trails, analyzing artifacts, and building predictive models, the time I spent on this project was phenomenal.

Recently posted on my Facebook page was a notification the Dr. Ford is undertaking a new project, mapping El Pilar with LIDAR to better understand Maya settlements beneath the thick rain forest canopy.  Please follow this link for more details.

Support the El Pilar LIDAR Mapping Project

They are currently seeking $2,700 in funding via Experiment.com, a crowdfunding platform for scientific research.  $2,700 is a bargain for the wealth of data and insight this team of researchers will acquire.  At 30% funded with 22 days left, let’s push it to 100% and beyond!

Cheers!

How a To Do List Alone Is Not Productive

Stress is at its highest when one is unprepared.  Managing tasks, putting out fires, and meeting deadlines is difficult without a proper task management solution.

Whether you use the latest smartphone app or just pen and paper, you probably have some form of reigning in all those tasks, big and small, you must get done. Each of these tasks is multi-dimensional in that each has a priority, an effort level, deadline, and could even be related to another task or appointment.   Managing these dimensions is the key to being proactive and productive.

The problem with the to do list, is just that, it is strictly a list.   Making a list of your to do items is critical, but it does not give you the ability to set priorities in a complete manner.  In fact, the longer the to do list, the more overwhelming and difficult to mange it will be.

The solution is pretty simple.  Of course you need a list of task items, but you need integrate both the priority and scheduling.  The easiest was to do this is to schedule them on your calendar just like you would schedule a meeting or doctor’s appointment.

Scheduling your tasks takes care of a few things in one shot:

  1. It automatically sets the priority relative to not only other tasks, but your appointments.
  2. It gives you a clear start time and end time to tackle the task.
  3. It allows you focus on the immediate tasks for the day without getting overwhelmed by seeing tasks for a week or month.
  4. It sets the amount of time you need and have available to complete the task.

Using your calendar, be it a Daily Planner or Outlook, to manage your tasks is a very efficient way to be productive.  By managing a list of tasks and taking the extra step of putting them on your calendar means you are serious about being proactive and productive.  Try it today!