Wednesday, June 29, 2011

NEW! High Power Pin & Sleeve Devices

 
 
High Tech Connections now offers a complete series of high power AC plugs, connectors, scokets and complete cable assemblies. EN 60309 connectors are rated up to 415VAC and 125A for international applications, and up to 480VAC and 100A for North American applications.
 
These power connectors with circular housings are available in single and three-phase systems.  For prices and samples, email to:  sales@hightechcords.com   

Seven Personality Traits of Top Salespeople

If you ask an extremely successful salesperson, "What makes you different from the average sales rep?" you will most likely get a less-than-accurate answer, if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.

Over the past decade, I have had the privilege of interviewing thousands of top business-to-business salespeople who sell for some of the world's leading companies. I've also administered personality tests to 1,000 of them. My goal was to measure their five main personality traits (openness, conscientiousness, extraversion, agreeableness, and negative emotionality) to better understand the characteristics that separate them their peers.

The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). The responses were then categorized by percentage of annual quota attainment and classified into top performers, average performers, and below average performers categories.

The test results from top performers were then compared against average and below average performers. The findings indicate that key personality traits directly influence top performers' selling style and ultimately their success. Below, you will find the main key personality attributes of top salespeople and the impact of the trait on their selling style.

1. Modesty. Contrary to conventional stereotypes that successful salespeople are pushy and egotistical, 91 percent of top salespeople had medium to high scores of modesty and humility. Furthermore, the results suggest that ostentatious salespeople who are full of bravado alienate far more customers than they win over.
Selling Style Impact: Team Orientation. As opposed to establishing themselves as the focal point of the purchase decision, top salespeople position the team (presales technical engineers, consulting, and management) that will help them win the account as the centerpiece.

2. Conscientiousness. Eighty-five percent of top salespeople had high levels of conscientiousness, whereby they could be described as having a strong sense of duty and being responsible and reliable. These salespeople take their jobs very seriously and feel deeply responsible for the results.
Selling Style Impact: Account Control. The worst position for salespeople to be in is to have relinquished account control and to be operating at the direction of the customer, or worse yet, a competitor. Conversely, top salespeople take command of the sales cycle process in order to control their own destiny.

3. Achievement Orientation. Eighty-four percent of the top performers tested scored very high in achievement orientation. They are fixated on achieving goals and continuously measure their performance in comparison to their goals.

Selling Style Impact: Political Orientation. During sales cycles, top sales, performers seek to understand the politics of customer decision-making. Their goal orientation instinctively drives them to meet with key decision-makers. Therefore, they strategize about the people they are selling to and how the products they're selling fit into the organization instead of focusing on the functionality of the products themselves.

4. Curiosity. Curiosity can be described as a person's hunger for knowledge and information. Eighty-two percent of top salespeople scored extremely high curiosity levels. Top salespeople are naturally more curious than their lesser performing counterparts.

Selling Style Impact: Inquisitiveness. A high level of inquisitiveness correlates to an active presence during sales calls. An active presence drives the salesperson to ask customers difficult and uncomfortable questions in order to close gaps in information. Top salespeople want to know if they can win the business, and they want to know the truth as soon as possible.

5. Lack of Gregariousness. One of the most surprising differences between top salespeople and those ranking in the bottom one-third of performance is their level of gregariousness (preference for being with people and friendliness). Overall, top performers averaged 30 percent lower gregariousness than below average performers.

Selling Style Impact: Dominance. Dominance is the ability to gain the willing obedience of customers such that the salesperson's recommendations and advice are followed. The results indicate that overly friendly salespeople are too close to their customers and have difficulty establishing dominance.

6. Lack of Discouragement. Less than 10 percent of top salespeople were classified as having high levels of discouragement and being frequently overwhelmed with sadness. Conversely, 90 percent were categorized as experiencing infrequent or only occasional sadness.

Selling Style Impact: Competitiveness. In casual surveys I have conducted throughout the years, I have found that a very high percentage of top performers played organized sports in high school. There seems to be a correlation between sports and sales success as top performers are able to handle emotional disappointments, bounce back from losses, and mentally prepare themselves for the next opportunity to compete.

7. Lack of Self-Consciousness. Self-consciousness is the measurement of how easily someone is embarrassed. The byproduct of a high level of self-consciousness is bashfulness and inhibition. Less than five percent of top performers had high levels of self-consciousness.

Selling Style Impact: Aggressiveness. Top salespeople are comfortable fighting for their cause and are not afraid of rankling customers in the process. They are action-oriented and unafraid to call high in their accounts or courageously cold call new prospects.

Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do some salespeople succeed where others fail? Is one better suited to sell the product because of his or her background? Is one more charming or just luckier? The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success.

Author:  Steve W. Martin, Harvard Business Review

Debunking 5 Myths on Cloud Computing


For all the excitement and buzz created by cloud computing, the very idea of customers being able to access information in big data centers remotely over the Internet from anywhere has also spawned a fair share of questions, concerns and myths.

But that skepticism, about its security, compliance and visibility, has been widely overblown, says Michael Hugos, a former CIO and a principal of the Center for Systems Innovation, whose newest book is "Business in the Cloud: What Every Business Needs to Know About Cloud Computing" (John Wiley & Sons, Inc., 2010).

The evolutionary shift toward cloud technology will span several years, even a decade or more, some analysts say. Hugos believes people set the pace of technology adoption, and corporate data centers are filled with people whose skills and livelihood are fundamentally based on older technologies and mindsets.
Here are five myths about doing business on the cloud and why they shouldn't be believed:

Risk 1: Data security issues make cloud applications riskier than in-house applications. According to Hugos, the continuous harping on data security has more to do with threatening IT jobs than it does to any real security issue. This might not comfort companies that see high-profile attacks on companies such as Citigroup and Sony. But that misses a more important point, says Hugos.

"When private companies get hacked, it's rare they even discuss it," he says. "If they're not publicly traded, they don't even have to divulge that information. The notion that a Google or an Amazon isn't as good at data security as some small company is nonsensical. Their systems are being attacked hundreds or thousands of times every day, and they have a highly trained and continuously engaged security force who are learning the latest tricks that hackers are using.

"Security is part of how these companies make money," he adds. "When was the last time that a private company enthusiastically invested a whole bunch of money in something like data center security? Quite the opposite."

Risk 2: Cloud applications are less reliable than running systems in-house because you can't fix them in the event of a crash. This is another myth created by the idea that having a data center on premises gives a company more sense of control. Not true, says Hugos.

"Most companies are continuously trying to reduce data center expenses because they are a cost center, not a profit center," he says. "When you're a cloud vendor, your data center and your IT infrastructure is how you generate money, so you are always investing more money in it. For most other companies, it's the opposite. Its overhead and data center budgets are being relentlessly cutback."

Risk 3: The main reason for companies to move to cloud computing is to save money. Reducing IT costs certainly sounds great, but the most compelling incentive to move to the Cloud is to switch from a fixed cost capital intensive business model to a variable cost pay-as-you-go operating expense model, says Hugos.
"When you invest in a lot of new IT infrastructure and software, that's typically a big upfront capital expense," he says. "You might put down several millions of dollars in a new ERP system and then just hope that that system will actually still be relevant to your business and not become technically obsolete before you've even finished depreciating it."

A harsh reality of IT investment today is that technology with a supposed shelf life of five years can be obsolete in less than half that time. That element of risk is removed with the Cloud. If a company wants to pull the plug on a vendor after two years, there's minimal penalty, which counts for a lot in an unpredictable, volatile economy.

Risk 4: It is cheaper for big companies to run their own application systems in-house than in the cloud. Large corporations often compare the cost of provisioning a server in the cloud for three years and assume the spend is practically equal to just buying and owning their own data center. In truth, that's only the most surface form of comparison.

"What they forget to do is add in all of the indirect costs," explains Hugos. "You need more people to run those additional in-house servers. What is the additional cost of insuring those additional servers? What is the additional cost of the energy to run them and the air conditioning to cool them?"

Risk 5: It requires a whole new set of skills for companies to make good use of cloud computing technologies. This is arguably the most hot-button topic regarding the Cloud because entire departments within companies are now fearing for their jobs. According to Hugos, certain skills that have been traditionally dominant in most in-house IT groups will be threatened, such as system administrators, those who patch servers and install new operating systems and install new software.

"Those traditional skills have made up about 70 percent of any in-house IT group," says Hugos. "Those people will be much less in demand, but there are a lot of other skills that have been around for a long time such as business analysts, enterprise architects who know how to integrate different systems together."
What gets lost is that companies will not move their entire infrastructure to the cloud—only pieces. Because of that, there will still be the need to integrate cloud based systems with in-house systems.
No one in IT stands to gain from this more than business analysts and those who specialize in enterprise architecture.

"They will become more prominent," says Hugos. "Their skill sets will evolve, but it won't be entirely new. Business analysts have had a checkered career over the last 30 years. In many companies, business analysts have been reduced to being a glorified note taker. That person is suddenly going to become much more important because they're the ones who translate business needs into technical solutions. When I no longer have to worry about systems administration stuff, then all of a sudden the business analyst and solving the business problem becomes much more important than solving a technical problem."

Author: Peter Alpern of Business Finance

Monday, June 27, 2011

7-TIPS to Punch-up Your Next Presentation!


Sharlyn Lauby says there appears to be some noticeable trends when Microsoft PowerPoint is concerned. The first is elimination. Obviously, there’s a big problem with this option – with what do you replace it? The other trend is creating a deck of nothing but beautiful photos with no text!

While both of these techniques might have their advantages in the right situation, there are times when you have to create a PowerPoint presentation with words and bullet points. Call it old school, but in some highly regulated professions or certain educational events, traditional PowerPoint slides are de rigueur.
That doesn’t mean slides have to be boring.

Barbara Roche from The Wharton School of the University of Pennsylvania offered recommendations during her session at the American Society for Training & Development’s 2011 International Conference & Exposition in Orlando, Fla. Her approach is to have PowerPoint complement your spoken presentation, not compete with it. Some of her suggestions:
  • Use a 50-50 ratio. Design your session in such a way that you are speaking half of the time, with PowerPoint only half of the content. Not every thought needs a slide. Too many words will take participants off what you are saying and focus on slides.
  • Distinguish between displays and handouts. There might be detailed information contained in the presentation. Use a handout instead of a PowerPoint slide to cover the information.
  • Incomplete sentences are allowed. A good guideline is six words per line and no more than six lines per slide. Omit pronouns in your wording. Try using only two fonts, and keep with large sans serif fonts (at least 32 points).
  • Put information on multiple slides. If you’re in an industry in which you have to show a full sentence or paragraph on a slide — for example, a regulation — break up the information into multiple slides. Consider having a visual slide to introduce the idea, then a slide with a high-level overview and finally slides that go into detail.
  • Highlight key take-aways. Use a kicker box, a framed text box in a different color, to emphasize an important point. If you need more space, try a jolt slide, which has a different background. When placed in the deck, it will jolt or stand out to viewers. It’s a great way to break up visuals.
  • Animation can be your friend. Instead of using animation on every slide, use it to make a central point stand out. It also breaks up visuals for the audience.
  • Pay extra attention to slide headers. Roche said they should contain messages versus topic titles and serve as an outline of key take-aways.
As much as we might want to rid ourselves of PowerPoint, when done properly, it can enhance the session experience.