Ahh, March.  The Bradford Pears and Cherry Blossoms are blooming throughout Atlanta.  The Bermuda grass is thinking about making a comeback.  Birds are building nests and deer are eating the periwinkles.  Oddly, the people aren't out.  They are glued to their TVs - watching basketball. 

Yes, it's that time of year when everyone becomes a "bracketologist".  Which teams are in the tournament and which are out and which are on the bubble?  I love thinking about what it means to be on the bubble.  The vision I have is of a basketball coach stretched out - arms and legs reaching as far as possible on top of a giant soap bubble as it rises and rotates with the rider desperately trying to find some way to hang on.

Yeah, it's fun to think about teams that are on the bubble, but what about you?  As the economy continues to fizzle and sales of all kinds sink to heretofore unknown depths, what is your status at work?  Are you in or are you on the bubble - desperately trying to find a way to hang on?

The bubble is no place to be whether you're an NCAA basketball team or a seller in the current economy.  Let me tell you how to make sure you stay off the bubble and become an indispensable part of your organization.

Deliver More Than You Were Asked to Deliver

This is a simple lesson best learned when one is doing chores around the house as a child.  Your Mom asks you to wash a couple of dishes - which you do.  Somehow she is disappointed because you leave scraps of food in the sink.  How can her focus be on the scraps when she asked you to do the dishes and never said anything about the scraps?  Because your Mom was not a literal person and the likelihood is that neither is your boss.

The next time you are asked to do something by the boss - endeavor to understand the figurative nature of the request in addition to the literal.  Find a way to be impressive. 

Be a Better Teammate

Impressing the boss can be done through direct and indirect contact.  The indirect contact comes from associate's referrals.  Make no mistake - the boss hears about your performance from other people even if she doesn't actively solicit the information.  Being a better teammate looks like one who is willing to contribute where contributions are needed.  Of course, a good teammate is one that delivers more than their fair share.

Stay Positive

If your sales are down it doesn't mean your head needs to be.  A cheerful demeanor coupled with a positive attitude is always welcome at work and difficult to let go.


Focus on Sales Behaviors

When the results aren't there for you and the entire team, your sales manager will focus on your sales behaviors.  Prospecting, Qualifying, Presenting - even in the absence of Closing - are critical behaviors that you must continue to perform.

Make Small Deals

Everyone loves to fish for the big ones.  Sharks put up a great fight and are very satisfying to boat.  But, sharks are few and far between and right now they are even harder to hook.  Cast your nets in shallower waters and catch smaller fish.  Perhaps, it is less satisfying but closing small deals keeps you off the bubble.

Get Noticed

The other day, our CEO was in town.  The Market Manager  walked him around the office introducing him to key players.  One of our Sales Managers disappeared at about that time and missed the chance to get some face time.  The entourage moved on and the Sales Manager re-appeared asking, "Is he gone?"  Big mistake.  While some may think that now is the time to fly under the radar, I think the opposite.  Get out in front and get noticed by the folks who make the employment decisions.  If you're doing the other five actions listed above, getting noticed will have the best possible outcome.