What Quincy Jones Taught me about Sales

Me, my brother and a few friends decided it was time to get together to catch up on old times. We agree to meet in Los Angeles which meant it was going to take three hours to get there from where I started- 50 miles away.  Typical LA traffic!  We were sitting in one of those nice, snazzy Hollywood restaurants when all of the sudden there was a buzz all around us. The wait staff began to run around and squeal like a marauding troop of Hyenas.  Having lived in Los Angeles for a number of years I knew what this commotion was all about. The only question I had was who would be the famous person walking in this time?

The Q is coming!
Enter the entourage:  Superbly dressed, and looking like “people of importance” they entered the restaurant.  Many of them were so busy being pampered that they did not notice my modest crew as they slipped into their seats at the table right across from us. I did not recognize any of them until I saw “The One.” Typically, I am not a star struck person and believe that everyone is equal…however, there are some people that have what is called the “IT” factor. By all accounts, this individual had “IT” and then some.  It was none other than Quincy Jones.

But you’re the star.
Once everyone recognized this person to be “The Quincy Jones”, the Paparazzi style buzz began.  The Hyenas seized the opportunity and began the mad rush for pictures, autographs and handshakes.  After a few moments, Q’s bodyguard rescued him from the mauling and guided him towards his table. All the while, Q maintained a welcoming smile and an apologetic demeanor for not being able to spend more  time with his fans.  Once again, the “IT” factor. Right before he sat down, he turned towards our table and asked, “How are you fellas doing tonight?”  Thinking he was just being polite and was not looking for a conversation, we all said (probably in awestruck unison) “fine and you.”  To everyone’s amazement, he continued talking to us.  However, the conversation was far from the Ego driven, let me tell you how great I am monologue that one would expect from such a big star.  Instead, when my friend told him, “It’s an honor to meet you sir.  You are one of the greatest and most influential artists of all time,” Q’s response was totally unexpected. He said, “Look, I am not the important one, you guys are.”  He went on to say that he has already carved his path in the world and now it is time for young people like yourselves to do so.” He also said that he has been all over the world and can recognize greatness when he sees it…and that he saw greatness  in us.  I was floored by his comments. For the next 15 minutes or so, we had an amazing conversation about everything from success, restaurants, life, world travel, Michael Jackson, Stevie Wonder, Ray Charles and our overall life experiences.  He asked us just as many questions as we asked him.  That night, he made us feel like we were the renowned star not him.

Thanks Q
Mr. Jones, I am not sure if you will ever read this, but I just wanted to say how much you truly touched my life that evening.  I can’t tell you how inspirational our conversation was.  In my book, “What’s Your Sales Story?” I discuss the fact that one of the main reasons I went from being a struggling professional to a  successful one  is that I transitioned from wanting to be the star and feeling important to making everyone else feel like they were the stars and the important ones.  Meeting you that evening reminded me of that lesson. You will be remembered as one of the greatest artist, musicians and composers of all time.  I also want people to know that I will remember you as someone that made others feel important and like they were truly the star!

To Your Story!

Ja Marr Brown

Every night thousands of sales professionals find themselves discussing their day with a spouse or significant other.  For most of us, 90% of our day is spent working so that is typically the main topic of discussion.  That is why when you meet a person’s spouse or significant other, they usually say something like, “I have heard so much about you.”  And believe me, they have!  The question I pose is, “Do you know exactly what was said?”  Whether you like it or not, as the manager, you are the center of a person’s work life, you represent the company they work for and are the focal point of whatever emotion, positive or negative they are experiencing. There is no such thing as a separation of your professional and personal life.  I use to think that before my wife reminded me of just how much I talk to her about my work.  Is it any different for you?

The purpose of this article is to remind us as managers of the significant influence a salesperson’s personal life has on his or her career.  Remember that they take home to work every day and work goes home with them every night.  And by work, I mean you!  Not literally but figuratively.

What do you want your employees to take home?

Salespeople have to constantly justify their work to their spouse, family or significant other.  All of the ups and downs, highs and lows of their work play a significant role in the ebb and flow of their personal lives.  It goes without saying that as a manager, you have to abide by the standards, expectations and directives of your organization.  All I want you to think about is the fact that while you are doing the job you were hired to do, is that you remember that you are communicating with real people that have real emotions and feelings.  By no means am I saying that you should bend the rules or make exceptions for individuals that do not meet the required standards and expectations; all that I am saying is that you should try to communicate to your salespeople in a way that inspires them and makes them feel good about what they do and who they work for.  Believe me, if your salespeople take home a manager that appreciates and believes in them, they will transfer that positive energy into their home and will in turn receive positive reinforcement from their significant others. This will energize and make them even more committed to doing the best job they can…not just for the company, but also for you!

If you are a salesperson or a sales manager reading this, please feel free to share your stories and thoughts about this blog.

To Your Story!

Ja Marr