b'BUSINESS BUSINESS MATTERSBack to the BasicsBOB SHAW // INDUSTRY CONSULTANTA ftermylastarticle,anumbercom-The greatest gift in life is enthusiasm: doBe authentic. The crew can see right throughmented on how they enjoyed readingyou and your leaders have it? And remem- any act and honestly want to know where you the old chestnut about the secret ofber, when things are tough leaders are re- stand. And they will figure out your integrity a good cruise: board early. If you are readyquickly. At the end of the day, just do the right 15 minutes before boarding, you wont be onthing and good karma will flow back to you.your heels and will provide superior customer service, a significant accomplishment in an eraThe greatest gift in Be that positive role model. Ride the boatsof understaffing. This feedback got me think- and take interest in your crew and custom-ingaboutotheroldhabitstomake2022alife is enthusiasm: doers.Providethatvisibilitysoeveryonecan normal season. you and your leaderssee you: dont stay in the office or on Zoom screens or on a nine to five schedule that pre-CULTURE have it? And remember,cludes the evenings and weekends when you They say that the message isnt truly heardmight be busiest.until the team starts to mimic its leaders. Forwhen things are tough me, culture is the top business key (along with Culture makes or breaks you. Others cantrelentless promotion of and focus on key met- leaders are responsiblecopy your culture and with it youll be able to rics). What better year to hone in on culturedo more with less.and ingrain in new crew what made your or- for their own morale. ganization unique, and now enduring? SALESThelifebloodofeverybusinessisgettingThebestleadershavehumility.Arrogancecustomers and hence revenue. We need ourimpedes respect while humility makes an or- sponsible for their own morale. Find peo- sales teams focused on nothing but custom-ganization open and able to discuss real prob- ple who want to excel because it is in theirers; give to others the many business distrac-lems so they can get solved. Are you low key,hearts, not because we created systems totions. This became a motto of sales is the listening, and fully engaged? motivate them.center of the universe. Revenue is like an airplanes altitude: with it you have lots of options,withoutiteveryonestartspuck-ering. When you get frustrated, remember that a good salesperson will take 10 years off your life. But in normal times salespeople have a pressure-packed job meeting key quo-tas amid daily rejection. Sales team retention builds customer renew- als. Once I had a key client whom the compe-tition coveted. But over seven years, I had one account manager while the competition had a different one every year. They didnt stand a chance. In your software, document every contact, conversation, and detail so the op-RELIABLE POWER FOR Aerations team can provide superior service or DEMANDING SCHEDULE train another account manager should yours get promoted or move on.Your business cant compromise when it comes to maintaining a demanding schedule. Thats why Entrepreneurship is the pursuit of opportu- customers count on reliable John Deere PowerTechnities beyond resources currently controlled. marine engines. With high torque and low-rated rpm,The sales team is closest to the markets buzz John Deere engines deliver dependable power and quiet operation. and will nurture new opportunities if we lis-ten carefully enough. Then we can invent a Full power range of marine engines 60 to 559 kw (80 to 750 hp) new future. JohnDeere.com/MarineFOGHORN 28'