Sir Isaac Newton was an English physicist, mathematician, astronomer, natural philosopher, alchemist, and theologian, who has been “considered by many to be the greatest and most influential scientist who ever lived.”

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You may recognize the name, and you will also recognize his principles – and yes, they do relate to sales.  Yes, it may seem unlikely, but his principles relate to the occupation of sales in a less than scientific way.   These are actually Newton’s Laws of Motion, and they are universally accepted.  Physics is physics and math is math, yet some things are naturally transferrable to what we do, and these fit that bill.

We will quickly examine two of Newton’s more famous laws and how they relate to sales and the sales process.

Law – Every object in a state of uniform motion tends to remain in that state of motion unless an external force is applied to it.

This is the law of inertia.  It relates to us that nothing changes until someone does something to change it.

Example I - A sales professional sits in the office contemplating the future, and trying to figure out how he or she is going to make their quarterly goals.  The sales manager calls the rep in and advises that in the last two quarters the quarterly goal was not met.  The manager advised, “Something has got to change quickly and we will be sitting down and discussing it two weeks from now.”

Object – The Sales Rep

State of Motion – Inaction, lethargy, sitting on one’s rear end

External Force – The manager’s promise that action will be taken and the admonition that it would be discussed two weeks from now.

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Example II – A highly performing regional sales unit, the best in the country for this Fortune 500 organization, was doing everything correctly.  The sales unit recently was noted as 21st out of the 22 regional sales operations for the company.  Sinking so low has been difficult, but it was suggested that it was because of the numerous defections from the sales unit.  They had lost their best sales professionals, and the results showed it.

Object – The sales unit

State of Motion – High performance

External Force – Personnel losses, recruitment of the unit’s sales professionals, depletion of talent

Law - For every action there is an equal and opposite reaction.

The strength of this law is that you must anticipate the reaction when you take the action.  This is the best known, and one that is particularly relatable to sales and the sales process.  If you ever step off of a skateboard onto a platform, you feel the skateboard move opposite the way you are attempting to advance.  The movement of the skateboard is considered the reaction.  If you are not careful, you will fall flat on your face.  It is only logical in physics, and in other activities.

Example – A notable employer plans a lucrative sales ‘sprint’ contest to attempt to spur the sale of widgets as it is the most profitable product in the portfolio.  In the process, the sales of the company’s flagship product, ‘gizmos’, suffers and the organization, long considered to be number one in sales of gizmos falls to the number 2 in the sale of that product and thus loses its leadership position and notoriety.

Action – Imposing a sprint campaign to sell widgets

Equal and Opposite Reaction – Sales markedly decreased in the sales of another important product to the point of losing market leadership; activity and presumably sales increase on widgets.

Law – What goes up…must come down!

We cannot forget the most well known of Newton’s Laws: The Law of Gravity. This one is well known, and very simple.  It is the saying that you heard from y0ur mother, your father, or even your coach.  Don’t act like a jerk when you are on the top or on the way to the top, because very few sales professionals get to the top and never come down.   Success is not necessarily fleeting, but it is obvious that many sales professionals forget that over the long haul it is not promised.

We all know sales professionals that have had problems with that issue.

The Balancing Act!

Everything that is done to the sales force by an employer has a reaction, and everything that you do as a sales professional has some ‘physics’ attached to it well.

Be calculated and careful in your moves and anticipate how those moves will be received, as well as whether they get the intended results.

One of the best manager’s I had the pleasure of working for (J.G.), continuously stressed to me that many actions could have unintended consequences, and we should think things out carefully and be prepared for all consequences.  Sometimes you can do everything right, but affect other variables in a way that will one day manifest themselves as ‘a problem’ as a result of your actions.

I have always said that you should “Do the Right Thing!” (Excuse me Spike Lee!), but in many cases, there is a possibility that there is more than one, “Right Thing”.  Have business confidants (people you trust that have good judgement) that can help you with decision making and always make your decisions in light of the advice you get as well as your best judgment.  Businesses have the same problem that individuals do.  Manager’s who run sales operations need to take the same course as individuals, using proper judgment and analysis.  The difference is that managers who make mistakes usually affect more than one person, and usually several in fact.

Newton’s Laws of Motion (these three) are important as when applied to the sales area they can speak to making decisions and the effect on you, your company, and your customers.  It would not hurt to know them as the concepts are universal.

You don’t have to be a scientist to think about these theories.

Be the Best.

Your comments are appreciated. You can reach me at Michael.Parker@BlackSalesJournal.com.

Entertaining your clients can be both fun and productive.  It can be used as a tool to strengthen relationships, and at the very least increase your familiarity with the customer’s key people.  Used incorrectly, it can reveal things, right or wrong, about you and or your company in regard to your class, morals, and standing that will be indelibly etched in your customer’s and co-employee’s memory.

Be Smart and Practical

In the universe of entertainment options your choices should be safe and time proven.  Fine dining, spectator-sporting events, golf and other sporting events are time proven.  Relaxing activities such as spas, manicure/pedicures, makeovers, and other activities are making a strong showing as well.

There is, of course, some areas best left out.  Engaging the customer at gentlemen’s clubs, also known as ‘strip clubs’, is totally off limits!  It lacks class, and is far from harmless.  There is no activity, which is in poorer taste than this, whether you are supporting (paying for) the activity or you have the gall to have your company pay for it.  For the most part it is in violation of most expense policies (see Black Sales Journal 4/4/11 Business Entertainment – Some Do’s and Don’ts).

Stand for Something!

Black professionals beware: Company expense policies should be observed, and the letter of the law in an expense policy is important, but more important is understanding the intent.  The intent should be followed without fail.  In establishing and retaining credibility sales professionals don’t need to run afoul of what is, or what should be, socially acceptable.

Gone are the days when sales professionals and executives can entertain at gentlemen’s clubs without scrutiny.  Everyone should be held accountable for relationship building that is socially acceptable and open to both genders, all ethnic groups, and all sexual orientations.

Even if your customer asks to participate in one of these activities, you should show an unwavering stance and say that it is not something that you want to do.  I think that you should have the confidence to say, “No, but I have something else that we can do that will be great.”  That effort to redirect will probably be accepted, but even if rejected, I think you will have shown your character.

Stand up for yourself in this.  A mentor of mine told me once, “If you don’t stand for something, you don’t stand for s—!”  Think about it.  What do you stand for?

The Real Costs!

When men get together and consider the gentlemen’s club option, just think how offensive and exclusionary that is, or can be, to female customers, or co-employees.  It is discriminatory, and totally unfair!  You lose your integrity, your credibility, and respect.  Hmmm!  I am not sure you have much left that is considered universally of value.

The same is true for female sales professionals.  Taking clients to an ‘all men’ review is equally poor in taste.  Protect your image as well.

I am not sure which would be worse, to leave your female counterparts or customers behind, or to be as ridiculous as to ask them to attend.  Show your character and avoid mindless activities.  Keep everyone engaged an involved.  Treasure everyone’s feelings in the process.

A Personal Example

I was once a regional sales manager in the Michigan/Ohio market.  This market is dominated by the auto industry, but also focused in southeastern Michigan, basically Detroit.  I enjoyed the 6 year stint there, but was continually asked to go either to 8 Mile, an area replete with gentleman’s clubs, or to Windsor, Canada, another area brimming with strip clubs and other attractions.

An executive vice-president of my organization visited our office with one of his direct reports, a senior vice president, in tow.  After the requisite meeting they ask me to take them to Windsor.  I will be honest, I felt some pressure as this was two steps up from my manager, an important company officer, and very influential.

I said to them, “I will not be going there, but you can use my vehicle to go if you are sure that is what you want to do.” It was met with the quick reply, “Come on, we are going to talk business with you!  You need to be there for us to talk about this stuff.”  The Senior VP then said, “Don’t give me this s— that you don’t go to strip clubs….”  I retorted, “You don’t want to hear it, but I don’t go to strip clubs.”

They smirked, but found someone else to take them.  I always wondered whether it would affect my career, but it did not do any long-term damage, although it was known in the short term that I was not one of the ‘boys”.  Remember, you have to stand for something!

Stand Tall

Find comfort in standing tall in situations like this. Don’t do anything because the ‘crowd’ thinks you should.  Whether you are male or female, Black or white, gay or straight, be you and eventually you will be appreciated for your stance.  If you partake of these activities currently, you should consider your image and take this opportunity to change.  See the light!

Your comments are welcome. You can reach me at Michael.Parker@BlackSalesJournal.com.