Vol.10 Better Full than Empty

Attention all organizational sales communities: Read, or do not read the body of this article, your choice. One request - please read a letter written specifically to you found at the end of this article.

All others: Please proceed per usual??.

The previous “Vol.9 Lasagna” was only the beginning. Although learning and awareness about the layers of truth is a good thing, it’s not enough. The real work begins through the intentional act of actually talking action. Spoken words of trying to understand humans is a good step. I challenge you to dive deeper.

Probably not a surprise to my loyal readers, I actually enjoy the physical (and mental act) of writing articles and newsletters, and trust me, that was not always the case.?

Throughout my multifaceted career, I’ve had to compose multiple “something or others”, only to find myself stare endlessly into the abyss of the horror of the blank page. Although the page is blank (like an empty dinner plate), it’s most certainly not empty. ?

Ready for Action

If the dinner plate (page) were actually empty, then why is taking action so hard sometimes? I convinced myself that the emptiness and blankness represented nothingness. Wow, was I wrong. So why is the emptiness so intimidating? I’m better than that, aren’t I?

Am I afraid, confused, tired, hungry, feeling empty inside? Seems so easy, write something, take action, don’t wait (if only all actions in life were that simple).

I convinced myself that there’s no greater emptiness (or horror) on the planet then the blank page (empty plate). I gave it the power to be my nemesis, I am the only one fueling the situation, it’s just empty, and that’s the problem.

Afterall, how hard can writing be??I’m fairly smart, somewhat worldly, moderately educated, and love to tell a good story.?And there it is, as always, the blank page of emptiness stopping my every move (the force is real).

I can write volumes about the ‘why’ and probably facilitate a master class on the blankness, but in reality, that would be what I want, and not what you need. Often humans act for themselves without thinking about the entanglement with others. ?

The Food Connection

This series always has a food connection. This time there is nothing but an empty dinner plate. The stories typically have a change management connection, this time, it does not.?AI and technology you’re wondering? (nope, not this time).

This week, I had the amazing honor of speaking at the SoftwareOne annual NORAM midyear event. My enthusiasm and knowledge about a topic was on full display (the subject isn’t important for this article (okay, fine, shhh it was about AI readiness)).

The SoftwareOne Connection

SoftwareOne has a new ritual led by the amazing work of Renee Piquette Dowdy, APTD and Jacqui O'Bree ; a ritual to encourage deep connection. They provide our employees with the opportunity to express gratitude to each other.

The concept is simple, a few pens and index cards on the conference tables, a simple instruction to take the time to express gratitude in written form, then give the cards to the person you had in your mind (and in your heart).

This is optional, this is not a forced activity, this is an activity of love and healing, an exercise in connection and humanity.

Last year, I received cards and keep them with me in my laptop bag. They serve as reminders of my impact, my belief in myself, and the connection that we have.?This year I received more, and they will go with the rest.?Each card adds to the story of my life.

I also received gratitude in the form of a call that quite literally brought me to tears (yes, I cried, it was very emotional), this was about a deep bond and connection, and reminded me of my battle with cancer.

And in case you’re wondering, being human (and all of the wonderful baggage in the package deal) absolutely belongs in the workplace. Disagree? Let’s talk and try to change each other’s mind.

You see, gratitude runs deep (ha, take that AI, I’m human and you’re not).

During the event, I spoke with Shane Cronin , VP of Sales.?I expressed my gratitude, and asked how I can help with the sales motion around the conference topic.

Shane gave me great advice, “keep it simple. Sellers have so much to worry about, so many people demanding their attention, keep the message simple”.

Conflict is NOT Normal

Then, something hit me, something very profound. Something I’ve seen throughout my career and haven’t taken the time to write it down. In every company I’ve ever worked with (contract, employed, consulting, etc.) the sub-plot of the story is always the same.?

Said by product teams, operations, tech, etc. (everywhere): “Salespeople, and sales leadership just don’t get it”.

Said by salespeople and sales leadership (everywhere): product teams, operations, tech, etc., they just don’t get it”. ????

There's a gigantic gap, between sales and the rest of most companies.?

US vs. THEM, and THEM vs. US

Does this sound familiar in your organization? Even the most functional companies struggle with this gap. This takes many shapes and forms (also present in family dynamics).

How can you take action? Are you focused on gratitude? Focused on bringing people together, or adding to the gap between?

Pro Tips in Gratitude

Pro tip 1: Warning: do not engage if not genuine, dire consequences may result. Expressing gratitude takes heart and must be authentic. Specifics over vagueness, make it real.

Pro tip 2: Stare into the emptiness of the bank page, open your heart, and start writing. Face the emptiness of the blinking cursor (or page), and express gratitude for them, not you.?The emptiness actually contains all of your thoughts and provides you an opportunity to put it all together. Sellers fill our plates, take the time to fill theirs, with gratitude.

Pro tip 3: Get going. I hope the following ‘love’ letter serves as a model for you to bring your organizations together. There are many techniques, this one comes from my heart. You can use this as a model, but you are not allowed to use my words (they’re mine and you can’t have them). Okay fine, you can use as needed.

Better Full Than Empty - A Love Letter to My Team

Dear Sales (all sellers) and Sales Leaders,

Thank you for doing what you do. It’s because of your work that I get to do what I love every day.?Your activities and relentless pursuit of your quotas feeds our company and allows us to grow. You fill my empty plate and quite literally feed my family. I know you don’t always feel the love, and I’m writing to tell you there is love to be felt. You are my customer; I am here to serve you so we can be the best for our clients. It’s my job to provide the food for you to feed to others. This is a partnership and I’m all in. Individually we are great, together we are unstoppable.

~ Kevin Bernstein

I have many tips and coaching items to write about, but what fun would that be? I'd rather talk instead.

I love this topic, let's have a conversation.

~Kevin (aka "The Cloud Therapist")

Please submit topics and questions for future volumes (I'm listening)

A quick note to my readers - thank you for your feedback, support, and encouragement. I strive to bring you relevant thought-provoking content.?#grateful?that you choose to spend your time with me.

I appreciate your commitment to reading these all the way through. I know they can be quite lengthy. My goal is to bring you unique perspectives and things to mentally chew on.