The Alphabet Blog Series – A Series of Asides (A Supplement to The Alphabet Article Series)

While all 3 D’s in this week’s article are important, I know from experience that one of your biggest challenges will be the middle “D”, Discipline 

So here are a few D’s that might help you with it: Donald Duck, Ding Dongs & Diplomacy 

Donald Duck is infamous for his simple one-liners, the most famous of which is, Aw, phooey!”  

OK, Mike, now you’ve really lost your mind. What could Donald Duck possibly have to do with my sales or my sales team? 

If you’ll bear with me, I’ll tell you. I bet during your tenure as a business owner or sales manager you’ve had at least one put-off, change-resistant, nay-saying, easily-frustrated, sometimescombative Donald Duck on your sales team. They get heated easily, their feathers are ruffled at the thought of having to work with others or implement a new change, and usually they quack first and ask questions later.  

Yup – you know the one I’m talking about… 

 So how well do you think an institutionalized concept like DISCIPLINE is going to go over?  

Exactly. Like a lead zeppelin. So, what to do about your quacker, who by the way is sometimes your best producer?   

You start with the one of the best dang Hostess snacks ever invented – Ding Dongs. Conceptually at least. Sometimes it is the small things that make people tick. Yes, most salespeople are driven, autonomous, and like the hunt and reaping the rewards. But do you know that sometimes a snack cake (again conceptually) can mean as much as the big commission. It could be acknowledgement, it could be demonstrating genuine care about a personal matter, and remember what I said back in the “B’s” about belief and buy-in? 

And, of course, sometimes even when offering something as tasty as a Ding Dong, a little diplomacy goes a long way. It doesn’t mean you scrap your plan, or alter things around a single ego, but having a bit of panache from the start, especially when implementing changes or more regimented expectations, can go a long way. 

You already know…you get more flies with honey than vinegar, right? 


P.S. Be sure to join us next week when we talk about the 3 E’s – Engage, Evolve, Elevate