QUARTERBACKS > SALESMAN

Words are powerful.

Coronavirus caused people to avoid Corona beer.  Sales were up 5% anyway  (The media is not our friend; they don’t report the good news often.)

Drexel has made a shift away from “Account Manager,” a term we used for what we used to call our “Outside Salesman.”  THEY ARE NOW QUARTERBACKS.

We shifted away from Outside Salesman, or my least favorite term OSR (outside sales rep), for what we perceive as a negative connotation in our industry.  An OSR… THE STEREO TYPE ANYWAYS…  is a white middle age male with 20 years of experience that makes milk runs to jobsites, dumps work on his team, is disorganized and spends his expense account on beers at the bar, golf rounds, and burgers for lunch.  Although I do like beer, golf, and burgers…

We are better than that.  Much.  Since our people’s goal is to be “organized on our client’s behalf” we felt… account manager was way better.  Our organization has talented people with a supply happiness mission, each specialist that work with an account manager to manage a contractor’s account…. to simple MANAGE THE ACCOUNT.   EH…. that was ok.

But we are sports related company, we are Drexel Building Supply.  WE ARE DIFFERENT.  Account manager is pretty… normal.

The “former” account managers have green lighted the term: quarterback.  Not in the pompous arrogant, jock sort of way.

But in the good way.

Quaterback:  Teammate who directs and lead an offense.

A LEGENDARY, HALL OF FAME QUARTERBACK, DOES ALL OF OUR CORE VALUES….

SO GOING FORWARD… WE DON’T HAVE ACCOUNT MANAGERS…WE HAVE QUARTERBACKS!

THOSE CORE VALUES IN QB TERMS!

HAVE FUN.  WITH THEIR TEAM. CELEBRATE THE WINS.

 

Hold others ACCOUNTABLE.  DEVELOP TEAM MEMBERS (especially the inexperienced.)

 


WINNING ATTITUDE

BALANCE


COMMUNICATION

ETHICS * RESPECT * TEAM WORK * CHANGE

WATCH UNTIL THE END!  ALL 3 MINUTES!  GO!

“EVERYONE IS BORN A SUPERSTAR.” – LADY GAGA

TGIM!

Oh baby…

So what did I learn recently?

The best people DO NOT make the best company.

The BEST CULTURE makes a great great company.

Great people are EVERYWHERE.  All over the globe.  For instance, sometimes we hire from our competition.  They SUCK.  But there is a GOOD PERSON THERE.  So yes, find great people, but the culture you create with them…that’s the magic sauce.  That’s everything.

Leadership is driving CULTURE.  It is GIVING VISION.  It is holding down the core values.

The TEAM, each individual needs to bring their best, why God made them, to work every day, and their VOICE, their ACTIONS must be heard.  They must be empowered, engaged…that drives the company. NOT VICE VERSA.

The power of “downtown”, “captains”, “leaders”, “head coaches” … is not to DICTATE TO YOU… but to guide you… to help you… to EMPOWER YOU!

We must constantly cultivate that drive.

That CULTURE.

We all need to strive for this.  Hopefully you are considering joining CULTURE CLUB.  If you are not, ask yourself why not?  Fear, boredom, a belief you are not a superstar?  Shame on you!

You are.  You are all superstars.

Also… why we need to FIRE PEOPLE that don’t fit in with this style of leadership.  If they don’t want to love, serve, care and be a leader of where they are… with great core values, they simply are not a fit.  THAT IS 100% OK.

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One more topic:

Our head coaches swapped for 2 weeks.

What a sacrifice for them to stay humble.  To realize they are influence but do not control.  To be authentic.  To show this is ONE TEAM.

They have realized I believe from their feedback.   They need to teach, rally, set the pace, learn, listen… and that our team is amazing.   A summary from each of them… at least what they told me… not exact but close… A very, very brief summary from what I took from what they told me.

Nick Whitty, “The flooring team doesn’t know how amazing they are.”

Craig Johnson, “It’s a new store.  Daily, minute to minute learning lessons.”

Keith Batenhorst,  “20 year store.  Runs smoooth.”

Steve Herriges: “Pace.  We can go much faster.”

Steve Larson: “Welcome to the zoo.  Teams empowered to go on their own and do it.”

Matt “Gronk” K:  “New categories, but things still run the same.”

WE CAN ALL LEARN A LOT FROM THE SWAP!

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Lastly….

EAT CHANGE FOR BREAKFAST.    EMBRACE CHANGE IN EVERYTHING YOU DO.  LOOK FOR IT.  OWN IT.  LOVE BEING UNCOMFORTABLE.  THAT’S WHERE THE MAGIC HAPPENS.

GO!

JOEL

Random Thoughts

TGIM!

RANDOM THOUGHTS:

Take notes. Be a Life long learner & listener.  A Doer.

How frightening it can be to think any moment we can die.

Also how liberating. We will die. So there is an end game. Screw it up. Fail. Who cares.

Anxiety, pressure, being the best version of yourself can be exhausting.  Learn to LET IT GO…

Discipline is freedom.

Smile. More.
Smile a lot more.

Get shit done.

Social media is a curse. A demon. A time suck. A trap.

 

What’s the biggest problem in your life or work.  Are you fixing it?  Is it fixable?  If it’s fixable find a solution and do it.  No excuses.  If no solution realize the obstacle IS THE WAY.  (A good book by the way.)  Embrace that obstacle!

SOMETIMES I AM FRIGHTENINGLY INTENSE.

NEXT TIME I DO NOT GIVE A SHIT.

COULD BE THE SAME TOPIC.

I DO THAT INTENTIONALLY BASED ON THE TEMPERATURE OF THE ROOM, OR THE STORY I AM TRYING TO TELL… 

BOTH ARE OK.

Life of course is not how many obstacles you have, it’s how you deal with them.  That’s the purpose.  That’s what  you will be judged on I believe.

 

GO!

Joel

RANDOM THOUGHTS #12

TGIM!

RANDOM THOUGHTS:

 

ONE WORD.  ONE GOAL.  ONE FOCUS. I HAVE BECOME A BIG FAN.

2017 TEACH  2018 LISTEN 2019 FACIL (EASY IN SPANISH) 2020… 

My one word is GO!… many of you think I already GO! fast enough.  Too fast.

What does GO! mean to me.  It means simplify, focus, be educated, THEN HAVE NO FEAR AND GO!.  It means less of the little shit, but more OF THE PURPOSE STUFF.  It means to teach the over thinkers (not the analytical, I have come to LOVE THE ANALYTICAL)  and simply let it live, AND GO!

SIMPLY DO YOUR JOB, STAY FOCUSED, BUT WHEN YOU SEE OPPORTUNITY, LIFE, FUN, ATTACK IT!

GO!

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1 of 2 things WILL PROBABLY HAPPEN TO YOU … if you set goals this year!

Great new things.  New you.  blah blah blah.

 

  1. YOU HAVEN’T GIVEN ANYTHING UP.  SO YOU WILL FAIL.

WHAT DID YOU GIVE UP?  You were busy before all this new you shit?  GIVE ME ALL THE STUFF YOU GAVE UP.  THAT’S THE HARD PART.  You don’t have more time… so

  1. EITHER YOUR PLAN WON’T WORK
  2. YOU WILL TRY TO KILL YOURSELF DOING MORE
  3. YOU WILL PICK THE WRONG THINGS TO GIVE UP
  4. YOU LIKE YOUR OLD SELF MORE THAN YOU THINK

I’ve been there.  I drink less.  I watch almost zero TV.  I barely golf.  Some of my friends I had to let go a little.   If you noticed I haven’t been at your location.  I can’t do that and plan out 2020.  I didn’t go to the Packer game, I am NOT going to any INDUSTRY conferences, IBS, roundtables or 1,000 other things.  I am not doing NARI, builders associations, Lions Club events, or any of that sort.  Shame on you JOEL you should.  NO I CAN’T.  I HAVE TO GO! ON WHAT I DEEMED MORE IMPORTANT.  YOU CAN. NOT. DO. IT. ALL.

YOU ARE NOT LISTENING….

CAN NOT.  I had TO SAY NO, TO SAY YES!

2.  YOU ARE NOT TOUGH ENOUGH FOR YOUR GOALS.

You are SIMPLY NOT TOUGH ENOUGH TO DO YOUR GOALS.

GET TOUGHER.

PERIOD.  IT’S THAT EASY AND THAT HARD.

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They may forget your namebut they will never forget how you made them feel.” — Maya Angelou.Jul

THEY MAY FORGET PROCESSES, PROCEDURES, THE PRODUCT THEY BOUGHT FROM YOU, THE TRAINING YOU HAD, THE TRUSSES YOU BUILT, THE DESIGN YOU DID…

BUT THE INTERACTIONS… THE WAY YOU MADE THEM FEEL…

THEY WILL NEVER FORGET!

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SOME OF YOU ARE BUSY BEING BUSY.

WE NO LONGER AS A COMPANY ARE PROUD OF YOUR WORK HOURS, WE ARE PROUD OF YOUR PRODUCTIVITY.

BUSYNESS IS A CURSE!  A LIE!  A DEMON!

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I WANTED TO WRITE MORE… MUCH MORE…

BUT IT IS…

GO!

TIME.

 

JOEL

GO PACK GO

 

 

 

SEND FOOD TO YOUR TOP CUSTOMERS FOR CHRISTMAS- or not

TEAM,

Just a little tip.

A long long standing tradition of sending your client something (especially something generic) like Christmas food is probably money wasted (unless of course it’s homemade cookies or something sentimental, then please do!!!!).   I would almost tear up when a CUSTOMER of ours Laurie Wenger from Wenger roofing would bring in a pile each year.    That’s good stuff.

20 years ago or so, I don’t even remember the person or vendor, I guy bought me wild rice he picked himself.  Led to a story and I still remember it.  Kind of cool.  Weird.  But cool.

I’m talking the generic stuff: cheese trays, popcorn, etc.

While it’s never WRONG to send something to your client.

BE BETTER.

They Irish to the core?  Send em a bottle of Jameson on St. Patricks Day.

Do they eat out every Saturday night at Schwartz’s?  Call Schwartz’s tell them next time they come in you got the tab.

BE BETTER.  BE AMAZING.  BE THOUGHTFUL WITH EMOTIONAL INTENT.

Send a book on a follow up to a conversation you had with them.

Don’t believe me, here is an actual picture of food people brought into Drexel at our downtown building just today.

Who knows who it came from!!!?  Of course kind of sad, but reality.  And I am sure reality at most places.   Surely, not what our valued partners that sent it to us hoped!  I know they envisioned me opening it up, reading the card, saying, josh that was nice, thank you.  In reality, I walked by grabbed a chunk of cheese and moved on.

 

 

BE THE THINGS YOU LOVE

FROM THE DESK OF STEVE HERRIGES,  HEAD COACH CAMPBELLSPORT:
“Be the things you loved the most about the people who are gone.”
That one was shared by Ben McCarty – and I really like it!  Thanks Ben!
Yesterday I pulled up some notes from 10 months ago when I took over the Head Coach role, and at the top of the page were these quotes/comments that I had on there to set the tone for the rest of the mission. The mission of leading this team. Supplying Happiness. Earning people’s trust, etc..  These are great reminders/motivators for everyone, and considering it fits into the quote-of-the-day theme, I wanted to share:

-No such thing as a bad day.

-Lead By Example

-Always Remember to be Kind

-People may not recall what you did/said…but will remember how you made them feel.

-Make sure your servant’s towel is bigger than your ego.

-It’s never wrong to do the right thing.

-Our minds don’t lead people, our hearts and our values do.

Notice, the start of my 5 pages of notes and goals had nothing to do with sales, or margin, or metrics of any sort. Those things come naturally when you focus on the roots. I would encourage anyone to do the same. And remind yourself of your priorities every day.
Donny and Richie Weyer have been working side by side for many years. In the past decade, they have been working most frequently in Kewaskum. Both retired I believe….or at least of retirement age, but just have a passion for swinging a hammer.  Last weekend Richie had a heart attack on his way to church. He passed away days later. It was his time. It didn’t matter how many nails were left to pound or how much money in the bank or whatever other goals he had. The good Lord had other plans. That’s how it works, and that’s why you should live the way you want to be remembered. Stay the path. Keep the faith. Be good.
Take care team!
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MOTIVATION WEARS OFF LIKE DEODORANT

TGIM!

Team,

State of Happiness was now 2 weeks ago.  Gosh, seems like forever to me.

Like putting deodorant on, or some fresh cologne.

Feels fantastic.

Then two weeks later… we are back to stinky, stinky!

That’s motivation in a nut shell.

So #1, constantly find sources of motivation.  That’s on you to find that.  But that can be hard.

#2 maintain a list with deadlines. That will force you to stay on task.

MOST IMPORTANTLY BECOME OBSESSED WITH:  DETAILS.

DETAILS.

DO YOU WANT TO BE AVERAGE OR EXCELLENT?

MOTIVATION = Average.  You don’t really change anything, you just get a little blood flowing once in awhile.  It feels good, but it’s not something that will carry you.

EXCELLENCE= DETAILS

Whether you feel like it or not, things require WORK.  Boring, lazy, routine, work.  No matter your role here  or your life, it can be pretty damn average.  Actually I think all of our lives are pretty damn average.  And we should embrace that.

Hugging a love one, following up on a task, having a hard conversation, are what in the end — what mattered.

DETAILS.

The more detailed you are, the quicker you can be, the better you can get.

You might think I’m all big picture and work on cool shit.

Not really.

I buy vacuum cleaners for the office sometimes too.

And then in my detail orientated mind, I made a video of it.  Took me 10 whole minutes.  DON’T OVER THINK SHIT.  GET SHIT DONE!

 

This will save us tons of hours and MONEY  and STRESS going forward in a little way.  But LIVING LIKE THIS opens ME UP FOR LOTS OF GAPS AND ROOMS AND TIME TO DO OTHER COOL STUFF WHEN IT COMES UP.

The video is incredibly average.  Buying two was average.  Some would say “beneath me.”  I would never say that.  It had to be done.  So I did it.  NO BIG DEAL.

You have to known when to delegate and ask for help, but sometimes you have to know SCREW IT, I will do it myself.

It’s a fine balance.

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IF YOU WANT ONE MORE NUGGET:

Lastly, if you went to someone’s house or had people over, I bet you found time some how to clean up to PREPARE FOR THEM.   This winter, right now, act like you are having someone over (make room for that new project) and clean up.  Get ready.  That way if an opportunity or work explodes and presents itself you are ready (like having company over).   Even if the company never shows up, you feel good!

BE READY!

MAKE IT HAPPEN.

JOEL

 

 

HOW TO REALLY MOTIVATE AND CHANGE THE WORLD

TGIM!

 

We are in the very middle of State of Happiness.  Half of the team has heard from many of our leaders

on some exciting things happening.

We have shared our 2019 recap (a record year in many ways)

The future

And the “Whys” behind a few things we do.

An overall massive success and very motivating to be part of it each day.

But that is not the best way to motivate your team, and we can ALL motivate each other.

 

The GREATEST WAY TO MOTIVATE IS TO CARE.  WITH ACCOUNTABILITY.

You CARE SO MUCH that you are hard on your team.  You know they can excel.

You must do that with relationships.  If you don’t know them, and know them damn well, laughed and cried with them, you haven’t EARNED THE RIGHT TO BE HARD ON THEM.  So that comes first.

But then you must strengthen the commitment to our mission to our processes by working 1 on 1 and holding people to the HIGHEST OF STANDARDS.  And then CELEBRATING when you see it happen.

So to recap how to build, lead, and grow a world class winning team:

A.) 1 on 1.  Get to know your team as friends and family!

B.)  BE BRUTUALLY HONEST AND CRITICAL.  Show them and challenge them to be the BEST.  Don’t settle for anything less from them.

C.)  CELEBRATE WHEN YOU SEE IT HAPPENING!

I love the avengers series (and I don’t really like superhero stuff).  One big reason why… is they are HARD on each other.  But they do it, to save the world!  They call B.S. when they see it.  They are all very different, but work as one unit to save the world!

 

HAPPINESS IS SOLVING PROBLEMS

TGIT-

A quick one if you don’t have much time:

Speak life to others today. Share a kind word with everyone you interact with. You never know how much their soul might need it. “Anxiety weighs down the heart, but a kind word cheers it up.” Proverbs 12:25

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A deeper one:
HAPPINESS!
Team, it appears to me HAPPINESS comes from fixing problems.  Think about it for a moment.  We are not happy being content.  It leads to frustration, boredom, laziness and worse.  Rich people worry about money.  Poor people worry about money.   Healthy people worry about their health.   Out of shape people worry about their health.  It’s not enough to be good at something to be happy.   Life’s problems, rather the fixing of life’s problems, bring us THE MOST happiness!
So be problem solvers!  Oh… but that is not that easy.  If it was we would all do this.
Here are some pitfalls to consider.
1.  Denial.   Thinking or saying things like… I don’t believe this is a problem.  I don’t believe we have a problem.  “It’s just the way this works.  It’s just the way it’s always been.”  I believe that is fear and/or laziness or honestly just not being self aware.   That’s why outside perspective and critical feedback ARE GOOD THINGS.
2.  Not MY problem.   Oh how I loathe this one.  Loathe.  I wish someone would fix it.   This is garbage, but whatever.  Somebody has to train me.  Someone has to fix this.   This part of my job is so frustrating I wonder why the captain, coach, downtown, doesn’t see my problem.  PEOPLE BE ACCOUNTABLE TO YOURSELF!
3.  ENABLING.  The trickiest one.  So we are discussing how fixing a problem gives us joy!  And it does.  But if we are ENABLING and not fixing THE ROOT OF THE PROBLEM.  This will spiral COMPLETELY OUT OF CONTROL ON YOU.  Be aware of the enablers.  HELP THEM CHANGE!  They love enabling it gives them JOY!  But makes things worse!  Oh, and do they hate to be told that, all the HELPING they are DOING is HURTING THE COMPANY.    They MEAN WELL but must be made aware that their energy should be going to THE ROOT OF THE PROBLEM, FIXING THE REAL PROBLEM ONCE AND FOR ALL…. and that when that is done, they will find another ROOT problem.   We promise!
Facil,
Joel