Buckle up: there’s turbulence ahead.
That’s the message we got from speakers at last month’s PPC conference in Atlanta. First there’s the economy. Emory University economist Jeff Rosensweig told us to brace for an economic downturn slated for 2018-2019. Then there’s the United States’ troubled trade relationship with China. Will trade conflict deepen or diminish? Only time will tell, but your company needs to keep on selling boxes regardless.
Paperboard packaging manufacturers are also struggling to find and keep skilled labor. Nona Woolbright, professor at Clemson University, told conference attendees that the industry is going through a major shift as legacy employees retire and Gen Z enters the ranks. In the middle are Millennials who are moving up and becoming increasingly influential in the workplace. Unfortunately, manufacturers haven’t aligned their recruitment and retention strategies with the needs of the new generations—and it’s starting to hurt.
Solutions to these major problems don’t come easy. No one can solve them alone. But what you can do is work to become more effective and productive—that way you can swim during these uncertain times rather than sink. Here are three ways to get started.
It Starts with YOU!
We can choose to work with or or against our natural tendencies, and productivity psychologist Dr. Melissa Gratias told Fall Meeting attendees to use human nature to their benefit. Gratias explained that humans are ritualistic beings. That inclination toward repeated activity is a superpowerfor improving productivity. She suggested scheduling daily, monthly, and yearly rituals. For example, block the first 15 minutes of your day for an opening ritual where you examine your calendar and select “must-do today” tasks. Or schedule an annual ritual to set goals. The idea is to intentionally schedule and carry out specific tasks that will make you more organized and better able to navigate the turbulent world.
Harness Technology
In addition to making the most of human nature, you should also use technology to become more effective. Beth Ziesenis, a self-professed tech nerd, told PPC that artificial intelligence (AI), while sometimes creepy, is an invaluable tool. She suggested platforms like Yva, which is an AI task manager. Additionally, Astro uses AI to clean up busy professionals’ email boxes. LastPass can solve password conundrums while Crystal demystifies the personalities of difficult prospects and colleagues. There is technology for just about any problem, so use it to streamline tasks and free up mental energy. Then you may have some extra time to tackle the big issues of our day.
Implement a Killer Sales Process
You can’t control trade issues. But you cancontrol the internal processes that make your business run successfully. Sales is crucial to any business, and luckily, there are tried and true techniques that keep customers coming. Veteran sales trainer Bill Farquharson shared his four keys to sales success during the PPC meeting. These include: (1.) Making high-value, well-researched sales calls; (2.) choosing the right/best target market; (3.) executing an effective prospecting process; and (4.) remaining diligent and pleasantly persistent. Harking back to Dr. Gratias’ philosophy, Farquharson encouraged planning and organization. He suggested a “closing ritual” where you set an alarm on your phone for 5:00 p.m. to stop what you’re doing and make a full plan for tomorrow. According to Farquharson, sales success starts when you “plan tomorrow today.”
Times ahead may not be smooth. But if you are at the top of your game—working as the most effective and productive professional you can be—you’ll be poised for success no matter the circumstances.