Wednesday, April 14, 2010

Taking Risks in Sales!



According to "Sales Cowboy", nobody knows about risk and reward better than salespeople do. They get into the field because they believe in themselves and their abilities, and understand that they control their own destiny. They don’t sit on the sidelines and wait for things to happen. They’re not fans, they’re players. They know the rewards (large pay days) and they understand the risks (termination).

When 2010 Masters Champion Phil Mickelson was asked after his recent thrilling win...
what’s the difference between a great shot and smart shot he replied, “A great shot is when you pull it off. A smart shot is when you don’t have the guts to try it.” It’s an interesting line, one to mull over if you’re in sales.

Those who follow golf know that Mickelson is a risk taker who can pull off memorable, how-did-he-do-that? shots at crucial, nerve racking times (as he did on the 13th hole yesterday), as well as make some bone-headed moves, like his “I’m so stupid” moment on the 18th hole of the 2006 US Open.

Always true to himself, Mickelson lives and dies by his risk-taking ways.
Playing it smart is playing it safe is what Mickelson is talking about. Certainly there’s nothing wrong with playing it smart, playing the percentages, containing yourself, not trying to do too much.

The flipside is: How can you grow if you don’t take chances, don’t challenge yourself? Well, you can’t. Playing it safe might be smart but it’s never going to take you places you need to go... namely success (and failure). The successful salesperson builds on success and learns from failure.

How many sales managers out there are encouraging their employees to roll the dice and "go for it"? How many leaders are telling their teams, “Go after that hard to reach prospect, experiment with your pitch and post-pitch, be bolder, don’t be afraid!”? Salespeople in a leadership role should encourage their employees to take chances, take risks, and have fun doing it.

There is a certain joy about watching Mickelson play golf. He’s fun to watch because he’s having fun and he’s unafraid. And for those people out there who believe that you need to be steely-eyed, cold, and robotic to be successful, well, you didn’t watch the Masters this year and you didn’t see how being risky sometimes pays off—pays off big time!

Friday, April 9, 2010

Public Confusion over Implementation of Health Care Overhaul!



By MARGARET TALEV
McClatchy Newspapers


WASHINGTON -- Two weeks after President Barack Obama signed the big health care overhaul into law, Americans are struggling to understand how - and when - the sweeping measure will affect them.

Questions reflecting confusion have flooded insurance companies, doctors' offices, human resources departments and business groups. "They're saying, 'Where do we get the free Obama care, and how do I sign up for that?' " said Carrie McLean, a licensed agent for eHealthInsurance.com.
The California-based company sells coverage from 185 health insurance carriers in 50 states.
McLean said the call center had been inundated by uninsured consumers who were hoping that the overhaul would translate into instant, affordable coverage. That widespread misconception may have originated in part from distorted rhetoric about the legislation bubbling up from the hyper-partisan debate about it in Washington and some media outlets, such as when opponents denounced it as socialism.

"We tell them it's not free, that there are going to be things in place that help people who are low-income, but that ultimately most of that is not going to be taking place until 2014," McLean said.
Adults with pre-existing conditions are frustrated to learn that insurers won't have to cover them until 2014 (though those under 18 will be protected in late September); then they become both hopeful and confused upon learning that a federal high-risk pool for them will be established in the next few months. "Health insurance is so confusing. You add this on top of it and it makes it even more confusing," McLean said.

The Obama administration is embarking on a years-long public education campaign about the overhaul, including a Web component. However, much of the guidance will depend on Department of Health and Human Services regulations that are still being developed.
Parents of young adults, including those who are preparing to graduate from college this spring, have heard that the overhaul will let them keep their children on their insurance plans until they reach age 26. That starts in September, however; they have to determine how to cover them until then.

A new wave of inquiries could come next month as federal COBRA subsidies for laid-off workers dry up. Ann Wooten of Austin, Texas, a breast cancer survivor, said she didn't understand whether the health insurance overhaul law meant that she should try to access private coverage again someday. She was diagnosed with breast cancer in 2008 after she lost her insurance in a divorce, and soon after she lost her job at a convenience store as a result of the economic crisis.
Medicaid has covered her treatments but she must apply regularly to renew the coverage. She went back to school to learn hotel management and is seeking a good-paying job with benefits. She doesn't know how the health overhaul will affect her options, and hasn't yet found the time or energy to investigate.

Americans who already have good coverage aren't so worried about the immediate implications, but some admit that they're plenty confused. "Why does it take so long for certain health care things to take effect?" said Sandra Preston, a state employee in Paterson, N.J.
Ben Wiesen, a software engineer who works for a small company in Tarrytown, N.Y., said he'd read up on the overhaul but remained concerned about the unknowns.

"The timelines have been pretty clearly stated," he said. "It's the execution and the details: How are they really going to roll out the changes, and who ultimately will be the arbiter and decision-maker?" Actor Sam Robards, the son of Lauren Bacall and the late Jason Robards, was visiting Washington last week with his children and Danish-born wife. Chatting in front of the White House gate, he said he tried to follow news coverage of the overhaul but conceded that "I'm not totally clear" on the details. He said he was glad that he got good coverage through the Screen Actors Guild so he didn't have to worry about it.

The couple previously lived in Denmark, which has universal health coverage. They applauded the overhaul's aim of extending coverage to nearly all Americans. Many small-business owners are nervous about requirements being phased in. "Members are still trying to wrap their head around everything that's in this law," said Michelle Dimarob, the manager of legislative affairs for the National Federation of Independent Business, the small-business lobby.

Dimarob said the lobby's primary concern was that its costs would rise over the next four years as a result of fees, taxes and coverage mandates related to the overhaul.
"The next question that comes out of their mouths is: 'What do I have to do right now?' They need to start talking with their accountant, depending on how they're organized, what industry they're in and whether they're offering insurance now and what kind they're offering. We're suggesting they talk to their agent or broker."

Tanning salons face a new excise tax starting in July as part of the overhaul. Other business owners are trying to understand new Internal Revenue Service reporting requirements related to business-to-business transactions that will kick in as a result of the new law. Others are looking ahead to coverage mandates for 2014 and calculating how many part-time versus full-time employees they should have to best contain costs.

While Obama has been touting a tax credit for small businesses that offer employees health coverage, Dimarob said many small businesses wouldn't be able to participate. First they must do research to see whether they qualify. "It requires them to understand the intricacies," she said.
The president has begun traveling the country to talk about the new law to ordinary Americans. In Maine last week, he explained many highlights of the four-year phase-in. However, Obama's remarks were laced with enough political rhetoric to dilute his policy message.

Many organizations have produced timelines explaining when provisions are to be phased in. Still, it's confusing for consumers, and until the administration issues more regulations, many details can't be pinned down.
"The first meeting the president held with the team post-passage was on implementation," White House press secretary Robert Gibbs said. "Obviously this is a big task, and a campaign to ensure that people understand what benefits are coming online when obviously will be tremendously important."

Thursday, April 8, 2010

Small Businesses See Economic Conditions Improving!


DOW JONES NEWSWIRES

More than half of small business owners see improved economic conditions for their companies compared with a year earlier, according to the Capital One Small Business Banking survey.

One in four respondents said business conditions improved and another 28% said their businesses were in a better financial position than a year ago.
Among the most heavily hit by the recession, financial conditions for many small businesses have remained relatively constant over the past year.

"The lack of further deterioration and a growing access to capital are reasons to be cautiously optimistic as we look ahead," said Robert Kottler, executive vice president of small business banking at Capital One.
The survey, conducted between December 2009 and January 2010, polled small business owners to assess their businesses during the recession. More than two-thirds of respondents said they had access to the credit and financing they need.

Most businesses owners surveyed, however, said they had no plans to make major investments in the companies in the next six months and only 28% said they planned to hire.
Over half respondents said the primary business challenge over the next six months is the ability to acquire new customers, while maintaining existing customers and finding new revenue streams are among top concerns.

-By Jodi Xu, Dow Jones Newswires