In this issue:
The value of accumulation
Food notes from a road warrior.

The Value of Accumulation

When I went to spin class this morning, the value of accumulation was impressed on me once again. For two years I’ve been taking Pilates and spin classes, which, for the uninitiated, involve paying people to scream at you and push you to do unnatural physical acts.

The pattern with spin classes in pretty predictable.

Beginners’ spin class goes something like this:

• The first class, you think you’re going to die.
• The second class, you think you may live (but you’re not sure).
• The third class, you actually get the hang of it and do a pretty good job.
• The fourth class, you do much better and think, “I’m ready to move up from this to the regular class.

Regular spin class goes something like this:

• The first class, you think you’re going to die.
• The second class, you think you may live (but you’re not sure).
• The third class, you actually get the hang of it and do a pretty good job.
• The fourth class, you do much better. And so it goes . . .

This morning’s spin class was my first after getting back from two weeks on the road, and you know what? It was tough, but it was doable. And the next class, day after tomorrow, will be just another day at the gym.

The reason for this happy state of affairs is the law of accumulation. The law of accumulation refers to the cumulative, or compound, increase in a variable, be it money, knowledge, or a skill.

If a person reads a book a week on a particular subject, in a few years they have a substantial body of knowledge on that subject.

If a person works out at a gym for several years, they have a fitness level that is quite beyond someone who’s been on the couch all that time.

And if a salesperson has been selling for some time, they will have an accumulated knowledge base and skill level that will serve them very well in tough times. That accumulation of knowledge and experience propels us right through times of adversity, when we’re up against the wall.

Research backs this up. Science tells us that most people need a thousand hours of practice/experience to perform a task well, and ten thousand hours to achieve “mastery.” I think, in most endeavors, these numbers hold true.

You see this in golf. On Sunday in a big tournament, when the pressure’s on, if the choice is between a seasoned professional, who’s been in the final pairing on Sundays in big tournaments before, and a talented newcomer, my money will be on the seasoned professional every time.

Experience counts.

In business, experience teaches what grad school can’t: things like business acumen, performing under pressure, and judgment.

Take a look at your sales team, and be sure you’re using your experienced people to fullest advantage. I’m talking about the ones who have a track record of performing well and have been through a few times like these. They may not have the stamina to make the number of calls the youngsters do, but when they’re head-to-head in a competitive situation, and the pressure is on, they’re your best chance to close the big sales with good margins.

So here’s to talent, and here’s to youthful enthusiasm, but also, here’s to experience—and the accumulation of knowledge, street-smarts, and a steady hand that goes with it.

Good negotiating to you.


Food notes from a road warrior.

I travel a lot in my profession. Last year was my “year in Asia,” with seven trips there—all to different locations! The bad news about that much travel, that much waking up not knowing where you are, is what the time changes do to an already abused body. (I’m not Keith Richards, mind you, but this kind of travel for twenty years takes its toll.) The goods news is that I get to experience different cultures and worldviews and a lot of wonderful food!

My travels took me to New Orleans a few weeks ago, and it was a delightful visit! My hometown, San Francisco, has some great eating places, but New Orleans offers dining experiences that are just hard to find anywhere else.

If you’re headed to the Big Easy anytime soon, work in an evening at Galatoire’s (they pronounce it “Gal-a-tway’s,” with a long “a”). Now, I’d love to tell you about some out-of-the-way place that no one knows about and that has the best food on the planet—we all want those, so we’ll feel like part of the “in” crowd. Because of that, I hate to agree with guidebooks, but in this case, they’re right! Galatoire’s is a great place!  It’s noisy, but that’s because it’s filled with people (mostly locals) having a good time and enjoying seafood fixed the way you can’t get it anywhere else! (People in New Orleans take their food seriously.)

For a quieter evening but still great food—more of a fine dining experience—go to Arnaud’s. At both places, the service is great and the wait staff helpful and professional, and from the moment you walk in, you sense that everyone involved wants you to enjoy your meal and have a great time.

Good dining to you!

Bob