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THIS MONTH'S GUEST ARTICLE
Across a wide range of business and engineering topics, these articles are presented with the intent of sharing knowledge and provoking thought, possibly even serving as a catalyst for action. Send us your topic suggestions and abstracts. We are always in search of engaging professional content. Contact us at news@vaeng.com for details.

How Human Are You?
February 2019

Prioritizing People over Profits
By: John Waid

How human are you? At work do you care more about profits or people? In sales, are you and the company more interested in making quota than taking care of the customer?

If you’re being honest, business today is about profits over people and quotas over customers. So what is missing in people that keeps them from striking a balance to make companies and sales more human? Have we lost our humanity? If so, how do we regain it?

The intense pressure in companies for short term gains leads to a focus on profits over people. That focus on profits leads to selecting people that will generate them. Managers generate profits in the short term so they’re placed in leadership positions. These results-oriented managers squeeze the people to generate profits which can lead to the dehumanization of organizations.

It’s estimated that 95 percent of businesses would experience huge advantages by injecting some humanity in their operations. Take for example a company that was doing really well with its employees and profits and decided it needed to undergo a higher rate of growth. The top decision makers installed a tyrannical micro manager to lead the business with a finance person as second in charge. The decisions the company made started to change. They started to cut benefits like Christmas parties, incentive trips and began to see people as numbers in a spreadsheet instead of creators of value. This led to the best people leaving, and instead of viewing this as a warning sign they saw it as a great gift as they could replace these people with others that were younger and cheaper. People became expendable. What has this change for the sake of growth caused? The company is now half the size it was in profits, earnings and people, with previously valued employees departing in droves. This company went from great to mediocre by bleeding out the humanity. The lesson learned should be that if you remove the humanity out of a company the humanity will leave, literally; and by the way, so will the profits.

Here are a few practical ways to bring the humanity and profits into balance.

1. Live the people-first mentality. Understand that no matter what business you are in you are really in the people business. Focus on employees first, customers second and profits third for more profits.
2. Focus on the values and behaviors (culture) of your people and hire and fire for it. Select people for attitude and train for aptitude. Become a Culture-Driven Company.
3. Remember that business success is all about people and how they behave. Provide a transcendent purpose (other than money) and let this and your culture drive you. Your employees will serve your customers and your customers will buy more.

How human are salespeople? There is a classic joke that goes like this, “How can you tell when a salesperson is lying? His/her lips are moving.” Salespeople have gained one of the most inhuman reputations out there. The barrage of unsolicited phone calls these days continues to erode the reputation of the sales profession. One of the Noble Prize Winners of 2018 in Economics did not answer the phone call from the Nobel Committee that called to congratulate him because he thought it was a sales call and did not want to answer it.

To some, salespeople are viewed as not just inhuman, but subhuman. To make this worse, most of the sales training that salespeople receive is based on processes that make the whole thing feel “robotic.” So where has the trust and humanity gone? By squeezing salespeople with sky high quotas that force them to do everything under the sun (including even unethical things) that further erodes their reputation. Wouldn’t it be nice for the entire sales industry to undergo a transformation based on humanity, and for customers to once more see sales associates as friends not foes?

In order for this to occur, salespeople should be trained based on values and behaviors (a sales culture) that makes them pay attention to being human beings first and of helping people to buy (not sell) second. Stop the sales process trainings that further erase the humanity out of an already highly dehumanized profession. On top of that, you should train the sales managers to also coach and lead their Culture-Driven salesforce. The leaders of a salesforce at a large company decided it would be a good idea to yell and scream at their salespeople to meet objectives that were set way too high. The lack of humanity in the managers led to the best people leaving the company. The politics also started to get out of control as less qualified people were promoted to fill the spaces of the excellent salespeople which had left. Today, this company is suffering from a profit and morale problem that will not be solved until they retrain or fire the inhuman managers, bring back the humanity, and focus on people first and profits second.

Here are some tips for salesforces to become more human and also produce more growth and profits.

1. Sales managers (who are already good at holding people accountable) should also focus on leading and coaching. Focus on creating a sales culture vs. just sales processes and strategies which do not necessarily create best practice habits. Become a Culture-Driven Salesforce to instill best practice habits in your salesforce.
2. Focus on coaching your salespeople and encouraging them with specific praise and dramatically minimize the urge to just talk quotas. Focus on efforts to get better results. The more you praise effort and result, the less you will have to reprimand.
3. Salespeople are humans. Treat them that way and emphasize that they treat their customers that way. Customers want to buy from salespeople they like and care about them. Respect, trust, support, fun and other values should be emphasized and practiced.

So how human are you? Be honest and see if you too have lost humanity and need to bring life back in to balance your business and salesforce. Become more conscious that you are human for a reason and remember that this very humanity is at the core of what makes your company and salesforce great. Start focusing on culture as much as you do on strategy, structure and processes for better results with people and profits.

ABOUT THE AUTHOR:
John Waid is the founder of C-3 Corporate Culture Consulting, a keynote speaker and author of the book, Reinventing Ralph. With a specialty and passion for corporate culture, sales and global business, John believes culture is the engine that drives companies to better results, higher morale, and increased profitability. An active speaker, trainer and subject matter expert, John Waid holds an enduring belief that corporate culture is the key to success for companies. For more information on John Waid, please visit: www.CorporateCultureConsulting.com.



Guest Articles
Below are listed the 12 most recent Guest Articles.
To see the entire list of Guest Articles, visit the Guest Article Archive.
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How Human Are You?
February 2019

How human are you? At work do you care more about profits or people? In sales, are you and the company more interested in making quota than taking care of the customer?

By: John Waid

VCU is engineering for Amazon HQ2’s workforce
January 2019

As Virginians, let’s not be overly concerned with where Amazon is in Virginia. Amazon HQ2’s influence — and its needs — will be too big to be confined to Northern Virginia.

EDITORIAL:
Barbara D. Boyan, Ph.D.

Connecting with Customers Through the Keyboard: Getting Your Chat Service Right
December 2018

Providing exceptional service via chat involves more than simply choosing a technology platform.

By: Kate Zabriskie

Giving Yourself Permission Slips to Succeed
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Joan was sitting at a round table when a hand descended over her right shoulder and slapped a piece of paper down on the wooden surface. A permission slip lay before her. Joan wondered, “Why do I need a permission slip?”

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Three Simple Training Tips to Dramatically Boost Company Performance
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By: Jeffrey W. Foley

1+1=7! Leveraging Intangibles for Business Wealth
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Every day, businesses lose money by not understanding or leveraging their investments. When one considers the financials of organizations, it is clear that a significant portion of those investments are not captured in financial statements.

By: Baldwin H. Tom

It Wasn’t Raining When Noah Built the Ark: Prepare for Family Business Quarrels Now
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Monitoring Power Quality and Electrical Testing
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The demand for clean and safe power in mission critical operations is advancing overnight due to the rapid pace of technology improvements.

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What Do My Employees Need to Know About Cybersecurity?
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A cybersecurity awareness culture is critical to the success of your company. Employees need to understand how their actions positively and negatively impact the cybersecurity posture of your company.

By: Bryce Austin

Seven Best Practices to Budget (and Spend) for Marketing
March 2018

For anyone charged with allocating marketing dollars, it can seem like an arduous and even dicey process to decide how much to spend annually, and on what.

By: Andy Slipher


Guest Article Archive
 
 
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