TRUTHS ABOUT THE ENDEAVOUR OF PEOPLE IN DIRECT SALES

ST Jimmy | Monday, September 26, 2011 | | 0 comments


Foreword: This article is specially meant for consumption of my many friends who are already in or aspiring to be in the direct sales profession. My purpose is to share with them my observations which I feel should be useful as food for thought. I hope my sharing now would cast some light on the related perspectives of their endeavour.

First and foremost, I wish to qualify the term “direct sales”. In this context, I refer to all sales force members or sales personnel whose job is to sell their products directly to potential customers - whether they are in their own respective enterprise, or with an agency contract tied to a principal, or are company personnel  on incentive packages offered  by sales-oriented organizations.

Whilst “sales” in its generic term correctly defines the key focus of their role, yet there are some holistic “truths” of the task which many are unconsciously aware of. I intend to point out these related aspects for recognition. 

·         You are in a business:
Selling itself is a business. Because you are in a business, it is incumbent on you to mean business; the only way to reflect you mean business is to be totally serious about the business. To be serious means to be totally committed.

·         You are in a people and relationship building business:
You call and see people with the aim of selling to them. You deal with people every day. How you interact with your potential customers, how you approach, how you present your ideas, how you build relationship, and so forth, will have a bearing to your sales scores. Selling business entails “people buy people”. Your potential customer or prospect must “buy” you first, based on your overall personality, disposition and quality, before he is prepared to consider your products. He must first feel comfortable dealing with you before he buys from you. An effective sales person is one who can convert a prospect into a customer, and then from customer into a client. Why do I say that? For example, your customer who has bought one product from you may not be your client as yet. He becomes your client if he buys all related products that you have, from you only and from no one else. Whether you are deemed to be sincerely taking care of customer needs as your priority, or concerned about your own needs like your earnings, will have different impact in terms of your image. Once you can win over the full trust of the people whom you build relationship with……..bingo!

·         You are in a mission business:
A mission is an endeavour that a person pursues out of ardent love. Ask yourself whether you love meeting people. Ask yourself whether you love talking to people about your products. Ask yourself whether you get great satisfaction from your tasks. Ask yourself whether you fully believe in what you do regarding your business.  Ask yourself whether you have high self-esteem.  If all your answers are unequivocally “yes”, then there is no doubt you are in the right vocation. If your answers are half-heartedly positive, then you should do some soul-searching …….soul-search what you can do to instil higher passion in you so that you feel being on a mission rather than mere business. For example, read testimonies of customers who express the goodness of your products or services. If, after soul-searching you still feel that sales is not your cup of tea,  it is apt to exit quickly than to hang on aimlessly.

·         You are in a challenge business:
Driving sales itself is a challenge. You must be prepared to challenge yourself to hit your goals year after year. You must be willing to overcome all obstacles that crop up along your path. Like it or not, changes  transpire continually, and some changes may pose as disadvantages to your mission; so you have to be resiliently optimistic to embrace inevitable changes as part of the challenges you face from time to time. A resilient optimist perceives opportunity in every disadvantage he encounters; a relenting pessimist perceives disadvantage in every opportunity that knocks on his door. Whether you are a resilient optimist or a relenting pessimist depends on whether you are a challenger or deserter. You are in the wrong vocation if you are not willing to accept challenges.

·         You are in an environment business:
The office surroundings, the atmosphere, the aura, the situations, the activities, the type of peers – these constitute the overall  phenomena  that  either boost or otherwise dampen your spirit. Attitude is not inborn; instead it is cultivated. A sales person may be most positive at the beginning, but if he is not alert, negative elements can slowly creep into his mental frame and erode the positive ones. To keep your spirit high, always remember to assimilate the positives but meanwhile be consciously alert to stay away from the negatives. You have your choice. You should get in the midst of positive surroundings, atmosphere, aura, situations and activities, but refrain to be part of the otherwise.

·         You are in the creativity business:
Ever heard of creative selling? Active presentations are invariably creative enough for capturing prospective customers’ attention. Imagine two sales persons proposing the same product to the same prospective customer: The first one deploys a creative method, the other just runs through facts. Needless for me to say who will attract the prospect and then close the sale. Avoid being mundane. Learn to be creative.

·         You are in a discipline business:
Those who have reaped great results repeatedly follow a rigid regime of making appointments. They adhere to a rigid timetable starting in the morning till evening. They ensure they spend sufficient time in the field to call on contacts.  They do not while away their time in vain chat over long coffee break in the office. Because of their discipline, they are the ones who continue to stay high continuously. They do not believe in achievements for one or two years, but for long term. Self-discipline goads them moving on without turning back.

·         You are in personal development business:
In my years of involvement in the insurance industry, I have had witnessed some friends in the sales force who groomed up from plain to dynamic personalities. When they first joined the line, they were quiet and subdued in demeanour. Due to their eagerness to “grow”, they attended seminars and programmes to gain more exposure. They attended courses conducted by industry “gurus” to build up their self-confidence. They enhanced their mental capacity through reading, reflecting, analysing and perhaps meditating too. They also frequently engage in meaningful fellowship with positive-minded individuals for exchange of ideas. Now, they move around with aura of confidence in the manner they express and gesture. Charisma is attained through a process of personal development.

Quotes: “Nothing in life is to be feared. It is only to be understood” – Marie Curie.

             “Our life is what our thoughts make it” – Marcus Aurelius.

             “Your greatest challenge is yourself. If you stop accepting challenges, you stop 
               progressing" - unknown.




Growth factors favour Malaysia - My Article which was published @ NST; 2nd Sept 2011

ST Jimmy | Thursday, September 22, 2011 | | 0 comments

I wrote an article which was published in the News Straits Times on 2nd September 2011 (also published on their website: http://www.nst.com.my/nst/articles/18ECO/Article), under the 'Letters' column.
 
The article is reproduced herewith for your reading pleasure: 

Growth factors favour Malaysia

In the face of global uncertainties, a question in the minds of local investors, business circles and market players would be: how much will we be impacted?

If one were to postulate that the recent events in the United States, regarding the raising of the debt ceiling and the downgrade of the debt rating from AAA to AA+, would have minimal negative impact on markets in Malaysia, the statement would be subject to debate. Likewise, the statement that an imminent threat of stagflation encompassing the eurozone would not have much bearing on investment or stock market sentiments here would also be equally debatable.

The Kuala Lumpur Composite Index recently lost momentum, albeit to a lesser extent than its counterparts in Asia, in reaction to the negative events in the US and eurozone.


Malaysia has insulation against such uncertainties. Allow me to cite substantiating points.

The New Economic Model and Economic Transformation Programme serve as development efforts to sustain continuous growth in line with the drive for high-income nation status by 2020.

Notwithstanding doubts cast by some quarters on the efficacy of implementation by the government, about half of the outlined 131 entry point projects have taken off.




To reassure public and investor' confidence that the government is bent on boosting the country's competitiveness, six strategic reform initiatives have been identified for roll out.

They are public finance reform, government's role in business, human capital development, public service delivery, international standards and liberalisation, and Bumiputera small- and medium-scale enterprises.



The Global Peace Index ranked Malaysia as the most peaceful coun try in Southeast Asia, fourth safest in Asia Pacific, and 19th safest and peaceful out of 153 countries. This should paint a positive scene for foreign investments.



Foreign direct investment (FDI) appears on track to exceed US$10 billion (RM30 billion) this year.

The first quarter scored US$3.7 billion. Last year's total FDI was US$9.1 billion while 2009 recorded a low US$1.4 billion. We can see a revival in FDI.



The ringgit outperforms the dollar. The US credit downgrade is expected to push down the dollar's value further.

Analysts predict the ringgit-dollar exchange rate to fall to around 2.75 by the end of next year. Supported by favourable interest rate differentials, liquidity inflow into our country could be strong.



Foreign investors seek safer alternatives. Attraction is being drawn to Asia (except Japan), including Malaysia, because of the region's healthy economic fundamentals.

More inflow into Malaysia will, in turn, strengthen the ringgit, and pave the way for favourable financial markets.



The first half of this year showed a surge of interest in corporate bonds, with 12 per cent growth.

Sixty-eight per cent of the RM31.2 billion bonds issued up to June were from new issuances. The strong increase in issuances depicts the corporate bond market as a sought-after avenue for funding.



Large-cap Japanese companies with substantial cash reserves are keen on buying assets or mergers and acquisitions in Asia, including Malaysia.

The Edge magazine, in its Aug 1 issue, wrote: "Japanese firms are most aggressive in Malaysia. They have also been the top foreign acquirers here over the last 12 months, accounting for 34.5 per cent of foreign acquisition deals valued at about US$2.07 billion, according to data extracted from Bloomberg."

One of the reasons cited is the operating cost in Malaysia that is still lower than the rest of the region because of subsidies and good management.





One aspect commonly concurred by analysts is that Asia will be the key driver for economic growth over the next two decades.

China is set to overtake the US as the largest economy by then.

In 2030, the Asian giant is predicted to constitute about a quarter of the global gross domestic product while the US and eurozone will lag behind.

Malaysia, together with its Asean members, has an intertwined relationship with China as a result of trade agreements and memorandums of understanding.

Malaysia also has economic ties with the other big brothers in Asia. Malaysia and Asean will be interdependent with the bigger Asian nations as far as the economy is concerned. In short, if China and Asia do well, Malaysia will, too.



As for the near term, analysts remain bullish on local equities in anticipation of the next general election being held by the end of the year.

They say there will be a run-up in the local stock market before the polls.





JIMMY S.T. FOKKuala Lumpur

 

Basic Ingredients Of A Sales Force Member: Source, Element & Essence

ST Jimmy | Wednesday, September 21, 2011 | | 0 comments



I refer to my previous article, BASIC INGREDIENTS OF A SALES ORGANIZATION: SOURCE, ELEMENT & ESSENCE, which was posted on Sep. 14, 2011. 

This time, as its sequel, the same principles of SOURCE, ELEMENT & ESSENCE in a different perspective are applied to sales force members in a sales organization. I will continue to use the same analogy of reference to agriculture whereby seeds, soil and environment constitute the basic ingredients  for quality produce. 

Source: The Seeds

Seed as a collective group is broadly represented by the circle of contacts of a sales force member. The seeds include previous and existing clients, previous and existing  associates, referees or alternatively known as centres of influence (COI), friends, relatives, social acquaintances, fraternity/association members, service providers etc…….and the list goes on.

The broader the circle of contacts and the larger the number of individuals in it, the richer is the source of “seeds”. However, bear in mind that work must be done to identify, qualify, select, collect, organise, increase etc.  in order  to  “hone”  (in this context, it means to develop) the seeds. Source by itself can be a passive (not of use) ingredient;  it requires to be developed and processed to become an active resource -  i.e. serving as incessant supply of the source - then it becomes  usefully active. For example, a sales force member may get to know two new acquaintances who are seated beside him at the same table in a dinner function. If he just introduces himself, shakes hands, exchanges name cards, engages in nonchalant conversations by the way, and then bids them goodnight at the end of the function, the two new acquaintances will only be his passive new contacts. On the other hand, if he could strike up an interesting subject of discourse with his two new acquaintances and secure their eagerness for get-together fellowship again,  then that could lay the beginning of friendship which could be honed. A passive contact is of no use. An active contact serves as a useful resource. A passive contact is left as a mere idle contact. An active contact is honed, and it involves some efforts. See the difference?

Element: The Soil

In agriculture, the quality and condition of soil must be suitable for seeds to germinate. In the case of a sales organization, element is represented by the type of leadership. In the case of a sales force member,  personality plus capability constitutes his element. This personal element is a prerequisite. Whether  the sales force member concerned can convince his intended prospective customer to “buy” him first will make the great difference.  In short, his source of contacts must first be attracted to his overall personality before they are willing to be his resource. Overall personality is groomed – it takes efforts, time and a process. A sales person’s level of professionalism cum knowledge is emanated from a process of self-development.

Essence: The Environment

The right environment must prevail for seeds to germinate in the right soil so that plants or trees can spruce up well to bring about the intended good produce. Personal mental frame, attitude, paradigm and his surrounding atmosphere – all these eventually form  the sales force member’s aptitude, which in turn determines whether he would succeed in attaining high scores. Personal environment experiences cue the resilience level for sustaining a pursuit. It is thus important that he mixes around with positive-minded colleagues. It is important for him to participate in positive activities run by his sales organisation. It is important that he attends meetings so that he keeps himself abreast of the latest updates related to his job. Personal environment is self-imbued. 

A sales force member who holds a master plan for amalgamating the three basic ingredients in his sales endeavours will reap long-term achievements as his ultimate result.

Quote For Ponder:

Plans without appropriate actions are mere dreams;
Actions  without appropriate plans are nightmares;
Appropriate plans amalgamated with appropriate actions turn dreams into realities.

Best Regards.

Unit Trust & Investment Link: To Go In Or Not Now?

ST Jimmy | Wednesday, September 14, 2011 | | 0 comments

A friend who read my commentary on "Latest Updates/Events Pertaining To Economic & Market Overview", posted on Sep. 12, posed me this question: "What about buying unit trust (UT) now? Don't you think UT funds could be considered as safer or less risky assets, or deemed also as defensive assets, in the current downturn market experience?"

I replied that I concurred with him. For that matter, I also said the same statement may be applicable to investment link  (IL) product, which essentially is UT plus some some life insurance coverage. I would be inclined to classify single premium IL in the similar category as UT.

Why do I opine that now may also be the opportune time to go for UT or IL? My rationale for saying so is as follows:

* Fund managers of UT and IL funds place the money received from customers into varied baskets of equity stocks (for customers who prefer to go for equity assets), thus the investment risk is more contained by spreading out across a range of stocks.

* Many fund managers use specific indexes as benchmark reference. In some ways, their investment philosophy or approach may somewhat be in line with the list of stocks in the specific index. If I recall correctly, this is termed as Relative Return Strategy (Note to my friends who are well-versed in this territory - please correct me if I am wrong).

* Allow me to illustrate by way of a simulated situation. Let's take the scenario of the previous recession period of year 2008 when the key local stock market index,  KLCI (now FBM-KLCI) plunged to around 800 points. Presume that you had invested in a UT or IL equity fund which traded in the varied stocks in the list of the index at that time. FBM-KLCI hit almost 1,600 points at its peak this year, and it is now hovering around 1,400+ points in the latest bearish market situation. Even at 1,400+ points now, your simulated investment would have seen noticeable gains compared to the time of purchase three years ago when the index was around 800 points.

That's all I want to add. I welcome comments.

Disclaimer: The above are my personal opinions. You are advised to form your own conclusion with regard to my sharing. You may choose to concur or disagree with me. Please be notified that should you decide to invest in UT or IL now, it is your personal choice based on your own conclusion or opinion

Best Regards.

New Postings 1) On China & RMB. 2)On Basic Ingredients In A Sales Organization

ST Jimmy | Wednesday, September 14, 2011 | | 0 comments

ABOUT CHINA & RMB (YUAN): WHAT’S IN STORE FOR THE FUTURE?

We know that China is now the No. 2 world economy (overtaken Japan). We know it is in hot pursuit to chase up the US in the No. 1 position in the next 15 years or so. Judging from the prevailing trends of its expanding influence across the globe and the current hurdles faced by the US, China’s intended mission may even manifest slightly earlier than expected. At the same time, we have also read the news about suggestions from various quarters on the need to have an alternative international currency to the US Dollar.

Simple logic tells us that the No. 1 position also relates to the use of the No. 1 economy’s currency for international trade. What, then, are China’s plans with regard to the role of its Renmimbi (RMB), or popularly known as “Yuan”? My personal observations prompt me that this nation is well ahead of its plans.

A British news media just reported a few days ago an interesting development.  The article said China and the United Kingdom had agreed to develop an offshore trading hub for RMB based in London. UK Chancellor George Osborne was quoted as having confirmed this and announced that the agreement would involve the development of RMB denominated financial products and services in London.

The same news report revealed the two nations reaffirming commitment to double trade transactions equivalent to US$100 billion or £62 billion by 2015.

As of now, Hong Kong is the only place that China allows as a centre for deposits in RMB.

I can foresee that when the hub in London is in operation and works out fine, other European nations would follow suit.

From the holistic perspective, how do I perceive the future intrinsic value of the yuan overall?

US and a few other nations have been voicing out that China is suppressing the real value of RMB in order to ensure its exported goods remain more competitive in the international markets. On the other hand, we read news that China has started to embark on measures to orientate towards domestic demand and consumption instead of relying on exports for economic growth in its future route map. Before it can balance this up successfully, I can feel that China would want to try stalling a fast appreciation of its currency……at least for now.

Well, over to you to consider whether RMB is an investible currency asset for the medium to longer term.

NOTE: The comments are of my personal views and analysis based on various sources of information. I shall not be responsible to affirm the veracity of the facts and contents. You may want to form your own conclusions, which may or not be in consonance with my comments.


BASIC INGREDIENTS OF A SALES ORGANIZATION: SOURCE, ELEMENT & ESSENCE

The title of this article on surface sounds complex and appears to be parable not easily comprehensible. In fact, it is a simple basic formula for a sales organization to instil and put into practice in order to achieve good results.

I will illustrate by referring to a fruit tree as the analogy.

In agriculture, the SOURCE is the type of seed. A good seed is the underlying basis for producing good fruits. The planter may have the best of everything else, but if the seed is not of good quality, the produce will never be of high grade.

In a sales organization, the source relates to the type of sales personnel in the sales force. If effective sales personnel are recruited and retained, then they represent the good cluster of seeds that have potentials to produce good fruits; in the real scene of a  sales organization, it translates into good sales results individually and as an overall group.

Next, comes ELEMENT. In agriculture, the element is the type of soil. The quality of soil is important – the nutrients in it, the texture, the conditions etc. When good seeds (source) are planted into the right soil and ground conditions (element), the higher the chances of getting good produce.

The element in a sales organization is the leadership. Leadership is not comprised of only one (1) individual, but all leaders, ranging from CEO to sales department heads,  who manage and guide the sales force. Good sales force recruited and retained by good leadership representatives  will have greater chances of achievements. A good set of leadership paves out the ground for ensuring the sales force perform  their sales tasks efficiently and effectively. (Note: “Efficient” means doing things the right way; “Effective”  means doing the right things. In short to be efficient and effective means doing the right things in the right way). How a leadership trains, guides, monitors, encourages etc. its sales force – how all these are implemented by the leadership  - will have a bearing to the sales results.

Now, the final ingredient. ESSENCE. In cultivating a fruit tree, the best seed may be used. The soil contents and conditions may be excellently suitable. But if the natural environment is not conducive, the tree may not even grow, let alone bearing fruits. The essence in agriculture entails a combination of sunlight, rainfall and overall climate. The right amount of sunlight, the right amount of water and the right climate will nurture the seeds so that they will grow up fast and ultimately become productive. The essence supplements and complements to give the extra “oomph”.

In a sales organization, the essence is the prevailing working environment. This is one element that many organizations are not consciously aware of its importance. It is important to cultivate healthy competition within a sales force while also encouraging a win-win situation. It is important to keep the organizational environment positive, dynamic, energetic etc. The work culture must be right. The setup must be right. The communication links must be right. The overall environment must be conducive. Bear in mind that a particular sales personnel may be positive-minded and energetic at the beginning, but if the overall environment in the organization keeps on transmitting  negative vibrations, he will surely turn negative-minded eventually. 

Once the three ingredients of source, element and essence are jived in efficaciously, much sweeter fruits of labour will be the end result. All three must co-exist and blend well  for good end results to take place.

My best regards to all.


Latest Updates/Events Pertaining To Economic & Market Overview

ST Jimmy | Tuesday, September 13, 2011 | | 1 comments

The investor circles at large, including my compatriots in Malaysia, are mired with reservations and cautious tread as they try to figure out what may likely be the scenario in the next one-and-the-half years from now, amid varying stories from different market protagonists about the global economy. There appears not much of improvements in the macro-economics of the US and Eurozone (needless for me to re-mention what the issues and concerns are). Japan seems to be busy re-constructing its infrastructure and supply chain, but we have yet to hear vibrant news about the success of its efforts to revive its economic standing in the global front.

Words like recession, deflation, inflation, double dip, correction, downturn, technical rebound etc. frequently pop up in the news media. I see less reference to depression and stagflation, and perhaps that may garner some comfort to intended market players. On the other side of the economic coin, we also come across comments that the situation is only temporary, and steadier tides should roll in after the rough waves recede......probably by end of this year or so? The conservative protagonists say, "Stay away from equities for the time being, go for safer assets". The adventurous ones say, "Now's opportunity to pick up good stocks at lower prices." As the perfect crystal ball does not exist for any party to predict exactly what will be the scene at the end of this year and the whole of next year, it is best that we make our own conclusions by being cognizant (consciously aware) of the present trends and events. By doing so, even if we do decide to head for the investment path now, we at least tread with some form of calculated direction.

Allow me to cite some pointers that may be pertinent to reflect on and then form your own overview about the markets for the nearer or longer terms.

* Notwithstanding differing opinions about what is yet to come, one salient concurred view that stands out is, current incessant volatility prevails in the global stock markets. It is more difficult for a would-be investor to foresee the level of stability of markets, at least for the immediate near term.

* Many investors now prefer the safer or less risky assets in the stead of equities. Bonds, like highly rated government papers, have shown greater demand. Gold has emerged as the sought-after alternative asset by people who are wary of the economic and market situations or those who are concerned with continual rising inflation. As it is, the demand hike for gold has uplifted its price to exorbitant levels.

* European Commission  chief Jose Manuel Barroso very recently declared that he did not expect Europe to slide into recession and that the European Union and the Euro was "strong and resilient". He was also quoted he did not anticipate a recession in Europe as the latest forecast by the European Commission showed there would be modest growth. Yet, there was another article which reported that growth in Eurozone services eased for the 5th consecutive month in August, and the bloc risked contracting in the 4th quarter if business conditions did not improve. Rating agency S&P meanwhile said the region should be able to escape a double-dip risk with a sluggish growth rate of 1.7%. Apparently, the reports paint varying scenes.

* On the Asian front, an outflow trend of foreign investments from the equity sector could be seen in the past two months. Foreign investors are the net sellers of Asian equities.

* Overall, GDP growth in overall Asia is expected to be slower this year and next year compared to 2010. However, the Asian Development Bank anticipates the growth rate for Asia to be 7.5% this year and 7% in 2012. China, the fast emerging big brother of the global economy, may grow by around 8.5% this year albeit at a slowing rate. On the longer term, Asia is deemed to be the region to invest in because of its strong macro-economic fundamentals. However, being export oriented and reliant on exports to the US, Europe and Japan for sustaining growth, Asia will invariably be impacted by any significant downturn in demand from the three major territories.

Now, back to my home ground of Malaysia. Some latest developments may serve as positive factors for the local investment and stock markets. Let's look at them (below).

*  Just recently, the Global Competitiveness Report released by the World Economic Forum identified Malaysia as the 2nd most competitive nation (after Singapore) in ASEAN and ranked 6th position in the Asia-Pacific region. Worldwide, it is at the 21st spot - a jump of 5 points from last year.

* Despite the slowing global economy, the progress of projects under the Economic Transformation Programme (ETP) still stays on track. As at to-date, 84 per cent of the 87 initiatives announced in October last year are undergoing implementation. News reports outline that 23 are already operational, 50 have commenced while the remaining 14 are in progress. At the same time, the Prime Minister just announced another 8 more initiatives which are expected to involve RM1.4 billion in investments.

* Foreign Direct Investments (FDIs) are flowing in prominently. For the first 7 months of 2011, the country attracted RM31.7 billion in FDIs, which already exceeded the whole of 2010's figure of RM29.3 billion and a huge quantum leap compared to RM5 billion secured in 2009. Of pertinent note is that 52 per cent of the FDIs valued at RM15 billion are in the manufacturing sector.

* According to one business magazine, some Malaysian investors have now shown preference to "defensive" stocks or those which may likely rebound in the short term. Defensive stocks are the ones which remain stable in different business cycles. During times of recession, they perform better than the market; but during expansion cycles, they perform below the market. They are not highly correlated with business cycles. They may also give constant dividends. Defensive stocks are companies which produce goods or services required by consumers in daily living, e.g. utility industry - every household needs gas and electricity regardless of the economy of a nation.

Lastly, my parting inputs for your consideration, and here goes.....

In periods of high market volatility, and when prices are near the bottom, it is better to take the medium to longer term view by selecting and picking good stocks. Look out for good bargains. Malaysians in particular may want to look at stocks which are linked to developments or initiatives under the ETP.

Special Note & Disclaimer: The contents of this sharing are mainly based on information extracted from various media sources, plus some of my personal observations/views. I shall leave to you to counter-check and verify the validity of the contents. I shall also advise that you conclude your own opinions, which may or may not differ from mine. Please note I shall not be deemed to be responsible in event of discrepancies that may arise.

More Quotes For Your Ponder.......On Corporate Politics

ST Jimmy | Sunday, September 04, 2011 | | 0 comments


Current era corporate work environment is many times more complex compared to a few decades ago. Competitive and self-centric values have now become a prevalent culture of the corporate world. While there is nothing wrong in being imbued with the spirit of internal competition amongst peers in big organizations, and while there is also nothing wrong in being a self-centrist in order to climb the corporate ladder, yet executives of the current era should keep prudent watch on the grounds they tread on.

To make the story short, perhaps the following passages (below) may offer food for thought. These anecdote-type passages were coined and recorded by me for my personal reminder. Here goes.......

* Be consciously aware of the ploy of politicians and self-centrists in times of  turbulence. They can alternate their role as "angels of god" or "agents of the devil" to various contending parties without the latter realizing. Their single motive is simple: "I win, you all lose."

* A shrewd opportunist is one who serves as advocate and adversary to competing parties without them realizing his real motives. He can be within your party, beside your party, or outside your party. In times of turbulence, the opportunist comes to the fore to declare his sentiments...........only for the purpose of fulfilling his own agenda.

* Play no corporate politics. But be consciously aware enough, so that you can protect your back when situations warrant so.

* Do not readily fall for good story tellers.......you got to decipher what they tell. A good story teller may never be serious in what he says.........because he may not say what he means and may not mean what he says. After all, all he wants to do is to continue telling stories.

Once gain, happy pondering!





Businessman Mentality VS Adminstrator Mentality

ST Jimmy | Saturday, September 03, 2011 | | 1 comments

In my past 37 years of employment in three (3) private organizations prior to my recent retirement, I have had worked under the leadership of more than 10 CEOs who reflected either the "businessman mentality" or "administrator mentality" in management style.

Allow me to outline the traits of the two, below:-

Businessman Mentality Preference                               Administrator Mentality Preference

1. Business expansion.                                                  Business conservation & administration.

2. Marketing orientated.                                                Service orientated.

3. Sales staff and customers.                                         Documents, reports, admin. support staff.

4. Revenue and profits.                                                 Smooth workflow.

5. Public relations.                                                        Strategies and planning.

6. Articulate verbally.                                                   Articulate through writing.

7. Mobile - travel, move around a lot.                          Spend most time in office and home.

8. Socializing, sociable.                                                Homely, family conscientious.

9. Broad overview and key pointers.                            Meticulous - note all relevant details.

10. Leave processing details to others.                         Personal overseeing and supervision.

11. Discussions and meetings.                                      Paper work, reports, writing.

12. Creative and innovative.                                         Analytical.

13. Not so orderly, flexible, play by the ear.                 Orderly, structured, prioritize

14. Time management is an issue.                                Good time management.

Pertinent Question: Does an organization need a CEO who is more of the businessman type, or the administrator type?

My Answer:

* The best is a combination of both types, but that would be a tall order. Of the many CEOs whom I served in my 37 years of employment, I think I can only pin-point 1 who was able to keep a balance of the two sides to some extent. Although he was more inclined to the businessman mental frame, yet he did shift focus to the other side when and where necessary. That was the gentleman whom both the sales and administrative personnel at large were happy to work with, and that was the time (in the 80s') I had a strong sense of affiliation with the organization that employed me. The simple reason was because he knew how to take care of both the sales people and those in the administration. In fact, I was very proud working for that organization and that CEO at the period of time. And that was the period of time the organization achieved its peak in both business and service results.

If you are aspiring to be CEO one day, would you deem yourself to be in the left category (businessman mentality) or right category (administrator mentality)? If you think you may not have the combination of both sides, you would still have a solution: Hire a No. 2 in hierarchy who is strong in the category which you yourself are not strong in. However, one word of caution: Ensure he complements and supplements your efforts, and not negate your style of management.

Now, allow me to end this posting with a couple of quotes for you to think about:

"See and perceive more;
Listen more;
Gather more (information for your own file);
Talk less;
Mind less (especially matters not relating to your realm of work);
But when there's a right opportunity to do so, fan hard either by words or actions;
To stir up an unexpected breeze that jolts up other people!"

"The best way to confirm a person's true traits is to recall and analyze his past deeds, actions, behavior and demeanor. If a particular trend is eminently noticeable, then that reflects his inner character."

Cheers and best regards.
























                              
                                                                                       

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