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Success Stories

Updated xx/xx/2017
 

   Anyone who has ever purchased from a Sales Rep may
   have wondered if they were being fed a story right out
   of Grimms Fairy Tales. Be professional, keep it factual.

   Anticipate you may be called to substantiate your "tales"
   by talking to people there for validation. Those hiring
   may use this to validate your integrity and honesty.

   Everyone needs a "hero" and companies need all they
   can get. Document your great accomplishments; have
   someone review them for value versus personal pride.

   Then tell the world what you have to offer using "tales"
   that are supportable but NEVER tell them how you did
   it - that is part of your value and don't give away value.



     Preparing these items is much like writing a short story, as they need to contain:
      -  what was the situation?
      -  how did you discover the opportunity or problem (it can be one or both)?
      -  using a high-level narrative, what did you do to create the solution? 
      -  did you involve others to build your solution or get validation (brief statement)?
      -  were you allowed to move forward or was it something you could do yourself?
      -  ... and the biggie ... what was the impact to the organization?
          What were the values brought to the organization in dollars if possible?

   So when you find your success stories, where do you put them?
      1. Include them in your "Brag Book"
      2. Include the really high impact successes as a sheet of "big deals" you created
      3. Talk about them during interviews especially with hiring managers
      ALWAYS REMEMBER ... How you did it remains your secret and "value add" to
                                         the company. Giving it away makes them look great and
                                         decreases the value of having you around.


   AN EXAMPLE:
   Some of the magic is through the use of multipliers. One person shaved 15 minutes
   off a daily conference call. 15 minutes isn't much until you realize this was 5 days
   a week for 42 weeks a year involving a minimum of 80 attendees. At a very low
   estimate of $30.00 per hour for technical and management levels attending, that
   generated over $125,000 annual savings plus additional savings as salaries rose.
   
This simple solution paid reduced the cost of two full-time people each year and
   no impact to the people and the company become more effective and competitive.

   There were some negatives; managers who typically showed up late found they
   missed the entire meeting as meetings started on time and completed on schedule.
   A concept so simple and so rewarding people overlook these golden opportunities!

   AN EXAMPLE:
   A quarterly critical meeting was drawing smaller and smaller attendance. They kept
   the list of names who attended but no one tracked the numbers. This meeting was
   to provide awareness of other major projects in progress to help project leaders be
   aware of possible complementary action or activity that may create conflict or issues.

   So how do you draw more people into something they don't want to attend?
   You introduce innovation and creativity ... go outside "the box" of old tired solutions.


     1. Advertising was previously done by posting an ordinary 8.5x11 sheet of
         paper on walls around the building. This was replaced by an enlarged "movie
         ticket" but the event date, time, place and event title.  It was vert different from
         everything else ... and it got attention ... which raised interest and attendance.


     2. Surveys were taken during prior events but no one reviewed them and the return
         rate was dismal. To turn this around, vendors were asked to continue gifts for a
         drawing of completed surveys, in return these would be entries for a drawing to
         potentially receive a gift. Retail price on some where over $50 but could be
         acquired for a price under company policy for "gifts". The result was a dramatic
         increase in surveys and the information brought greater value for future use.
         Our cost for the gifts: listing the vendor's in our materials and thanking them.

     3. Invited Project Leads presented their project to attendees but rarely did they
         include any handouts, their name or other key information. So how that that get
         turned around?  
A website was created which held the presentation material for
         each project.
The lead slide contained the name and contact information of the
         Project Lead ... and a photograph of the Project Lead. Considerable "push back"
         was encountered from the photograph.
In talking to some of the Project Leads
         a year later they commented they had become a "Rock Star" as now people had
         a photo to tie a face and name together and they were receiving compliments
         from people they had never encountered before. Simple change, big impact.


     4. The advertising was an evident success by the increased attendance. But what
         was a reinforcement of this, was the office janitorial staff. Some had removed
         the "ticket" poster from the wall and brought it with them to the Auditorium
         seeing admission during their working hours to attend something that was clearly
         special but did not understand what it was.
Marketing people ... think about this.