March 21, 2014 — I’m often amazed that businesses, governments and associations, etc. pour millions of dollars into the study of a particular topic and then the person or persons involved in the research and interpreting the data are credited for their findings, go on speaking tours, write books and earn the big bucks for doing so. Yet we, the common folks, had known all along what the ‘studious ones’ had ultimately concluded after their expensive, exhaustive research and analysis.
So Here’s The Scoop: For example a new study just released suggests that when a Facebook user posts a negative comment or suggests they are in a bad mood and then blasts that to all their friends and their friends pass it along to others – and still others to others, etc. – the originator’s mindset becomes contagious and many of those recipients develop a similar attitude. It was also suggested in this study that a positive or upbeat message passed along results in a positive attitude or mindset by the recipients.
Which brings me to the Land of Time, specifically for those troops in the marketing and sales trenches (management, too) where said working environments can often be — at least behind the scenes — inundated with negativity, pessimism and/or sort of a gloomy atmosphere, resulting in an unconstructive charge in the air, so to speak, that ultimately infects nearly everyone on ‘staff’.
As I have been warning specific ITG readers for some time, if you’re going to be in ‘the biz’ for the long haul (as in developing an actual secure career with achievable retirement goals and objectives) y’all best get on board with a company that is well managed and led by its ‘captain’ – a company and leader clearly demonstrating a professional business doctrine towards their reps such as incorporating ‘associate’ practices, policies, principles and procedures, etc. that are as reasonable as can be within a structured corporate environment.
We have become an exciting and viable worldwide industry with a 50-year (five-decade) history, and I for one have been around for several of those decades involved in all aspects of sales, sales training, marketing and management, all the while the industry provided me a darn good living, lots of fun, friends and travel, too.
And to this day I still admire our industry, our individual and collective accomplishments including the products/services we conceived, created, market and sell and I also respect many of the administrative, sales, marketing, and management personnel including selective developers who made it all happen.
However, at times it’s been a bumpy ride. The world and the hospitality business have and continue to change, and if I were starting ‘today’ — and knew now what I had learned over the years (sometimes the very hard way) and speaking globally — there are only a handful (big and small, Independent or Brand) of TS Developers/Companies where I would hang my hat in order to build and secure a prosperous future.
The rest of ‘em are nothing short of a less-than-stellar underperforming working environment where they breed negativity by their very business theories & management style. Sooner or later those practices infect everyone as the negativity spreads from the admin personnel to the front and back-end sales reps (liners/closers/FB’ers), marketing reps, the PD, SM, DOM, VLO, Exec Management and even the room host or hostess.
Their only attribute, from a working perspective, is perhaps for a rep to have a place to hang for awhile and generate an income. But for those sales/marketing reps who are realists and crunch the reality numbers of income, lifestyle, health, long-term family peace and financial security as well as getting ahead, etc., play-time with the poorly managed companies will ultimately become, in most cases, a career loser’s game for the individual akin to most playing poker for a living!
With that caveat out on the table and for those reps (management, too) who are serious about their careers & futures (especially those who’ve only been around for a handful of years or less who, I might add, arguably have the most at stake) then from this point on keep in mind the adage of HINDSIGHT (or IF I ONLY KNEW THEN WHAT I KNOW NOW), as your futures can be exciting, secure, personally and financially rewarding, fun and the outcome will be predictable and incredible.
As an industry we do have that 50-year iron clad track record that involved all levels of sales, marketing and management personnel, including mostly a status quo mindset of many developers who created and then continued to use unethical, unprofessional, immoral, and now-antiquated business practices, policies, structures and procedures as they relate to the very personnel who made and continue to keep those specific developers wealthy.
And, globally speaking, many of today’s developers, not all, but more than enough still treat and manage their ‘reps’ in the same negative manner as most of the original developers did beginning in the late 1960’s. And those developers today will continue to do so well into the future. ‘They’ are indeed a stubborn lot, won’t change – not even if changing would generate them more revenue (money). And that is the way it is – PERIOD!
Remember, over the past 50 years tens of tens of untold thousands of ‘reps’ came and went before you and though some ‘reps’ did really really well the vast majority — perhaps 85% (+) — failed miserably with their ‘careers’ and financial well-being in our industry.
I don’t make this stuff up – it’s a fact!
And if you don’t believe me then just take a look around your current working environment today and ask yourself where are all the reps (management, too) who were working there 3, 5, 10, 15 or 20 years ago? Where are the ones who will soon earn the ‘Gold Watch/Parachute’ – or those now living decently from their earned & company-contributed retirement plans?
And of all those reps (management, too) not ‘present’ today I can assure you the majority, like you are, were talented, ambitious, dedicated, loyal, hard working and played by the (mostly) unwritten rules of the game; but nonetheless they did not prevail and were ultimately sent down the Camino – either by force or they ‘walked’ by choice.
Big or small SIZE does matter, as does the quality and/or lack of professional sales training and today, as it has been every year over the past 50 years — again, globally speaking — most marketing/sales training is either non-existent, pathetically weak or just plain sucks.
And as a result, throughout the ½ Century of our industry otherwise good hard working & talented marketing and sales reps were never properly trained to succeed in the first place and were simply tossed into the old swim-or-sink earnings environment. Most failed, continue to do so to this day and unfortunately will for many tomorrows to come.
Commissions, tour quality, livable base salaries, benefits, bonuses, management style, etc. would be the next categories to cover but I’m not going to go any further today other than to highly recommend that all reps reading this take immediate action and get on board with the few progressive TS developers who provide real career opportunities and who are meeting the challenges of ‘today’ all the while guiding their company’s future towards – and able to navigate – the irrefutable challenges that lie ahead – in the REAL WORLD!
And lastly, in the private sector — be it in the Land of Time or any other business — there are the few long-term players who will continue to succeed, grow and prosper as will those associated with them. And then there is everyone else, for whom failure is darn near assured — at least for the ‘individuals’ (aka: YOU) associated with them.
As I mentioned, this is an exciting and explosive industry that will continue and grow for some developers and for you, too, as long as you continue to hone your skills, maintain a positive attitude, play nice with others and become a permanent long term team player with the best company possible.
So take control of your futures even though where you are right now you may believe “failure, it’ll never happen to me – I have it made in the shade”.
I assure you that the individual internal window (slots) of opportunity with the best developers is rapidly narrowing so do not fool yourself and do not let those other developers fool you – as they did to others just like you and now long since gone. And whatever you do – do not become yet another one of the tens and tens of thousands of forgotten timeshare ghosts of the past.
Good Luck Out There!
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services — and, of course, all the ‘Good’, the ‘Bad’ and the ‘Ugly’.
Stay tuned for what is sure to be a fun ride and check back to Timeshare Scoop du Jour each week for more of the inside scoop.