Cash Cow vs. Sales Parrot

                  Cash Cow              vs            Sales Parrot

These two functions have been arm wrestling for dominance since forever and a day. Each believes itself to be the more important half of the pair. As a 35 year Credit Manager in just about every Industry including a Collection Agency, today is an opportunity to set everyone straight!

On the credit side, we have the generic opinion of salespeople as fixated on making the sale at whatever cost. They seem to have tunnel vision which totally bypasses the probability of ever collecting on the account. At worse, they are seen as pushy parrots whose sole calling is to repeat the same sales pitch to new prospects without regard to the risks these prospects pose to profitability. At best, they are incentive driven, quota focused, glad-handers who would "give away the store" to make the sale.

Sales has a different take. They wonder if the credit department people have a clue as to what's going on in the "real world." They see credit as obsessively focused on details that have little impact on the big picture. The credit manager seems to come up with endless ways to delay, pick apart, set up road blocks to, and eventually kill the sale. They say, credit has earned the title of sales prevention. Credit, it seems to them, is oblivious to the fact that sales drives revenues and are the life blood of the company.

Hmmmm, so Cash Cow vs Sales Parrot! Each has its own view, its own side of the story. Each is certain the other does not understand its importance or the challenges it faces. If only the other would get on board and see the larger vision (defined by their particular agenda), all would run smoothly and profitably.

The solution to this sparring match actually does lie in focusing on the larger vision. But that vision is greater than the agenda of either sales or credit - it lies in the overall success of the company. And, for that success to be realized both departments must effectively perform their functions. Interestingly, neither can perform effectively without the other. Ha-try to wrap your arms around that one!

So, here are the cold, hard facts. Credit has no purpose without sales. The credit function was birthed to facilitate and support sales. But before all you salespeople start gloating over a victory, because I know some of you are reading this, HEAR THIS! Without credit, profitable sales - the kind that consistently bring in revenue and make for a successful company - are not possible. Remember, the purpose of sales is not to meet quotas or win incentives, but to bring in the cash. Need I repeat that again? REMEMBER, THE PURPOSE OF SALES IS NOT TO MEET QUOTAS OR WIN INCENTIVES, BUT TO BRING IN CASH!

Cash only flows when accounts are paid according to terms or are collected by the credit department. The probability of collecting the cash rests squarely on the shoulders of the credit department's decision to extend credit to begin with or in my business to protect our receivable once a purchase order is accepted.

Are you getting the picture - or should we say, larger vision? It's in everybody's best interest to not only let each department do its job, but to cooperate and even collaborate with each other for maximum impact on the marketplace.

The successful company relies on credit and sales working together to bring in the kind of business which results in overall growth. By agreeing on this as their mutual goal, replacing stereotypical characterizations with relationships, and adding in a good dose of humor and patience, these two functions can work together. And, maybe, even enjoy it. Hopefully, at this point, you get my point that sales and credit are on the same side. Approach working with each other from that standpoint. One of the best places to start is by improving communication.

My best days as Credit Manager was when I had the opportunity to teach the sales force what credit was really all about so that they understood A sale isn't a sale until the money is collected. As the company cash cow, I can make them look better and get paid there commission faster. On many occasions we played Good Cop, Bad Cop sitting in the same room together. We worked as a team, we shared offices so I was always aware of what was happening. We shared Information. Successful credit management is based on the availability of complete, accurate and timely information. This information, shared across departments in a cooperative environment, will help eliminate misunderstandings and improve the effectiveness and efficiency of both credit and sales.

It became clear to the sales force that I was as interested in making the sale as they were. I made them understand that the more information supplied, the greater the likelihood that I would be able to find a way to approve the account or develop a compromise solution. I was able to teach them how credit can secure riskier transactions that would otherwise not be approved, and how sales can help that process to benefit their bottom line. After all, aren't we all just customer service reps?

I invested time in the sales force which helped remind everyone our jobs are interactive. The sales force and credit department should be trained to recognize the needs of each department in establishing Cash, COD or Open Account customers. Credit should attend sales meetings and give presentations on various aspects of credit as well as the use of alternative arrangements when open credit is not appropriate. By working together in the same department, we were effective and a dynamic force. This "walk-a-mile in my shoes" exposure provided a better understanding of the challenges and frustrations that each of us go through. Sound easy?   Ha - if your a credit manager you know its not!

Again, Cash Cow vs Sales Parrot? Which is the more important function? As long as the wrestling match continues, both lose - because the organization as a whole is adversely effected. The winning strategy is teamwork - two vital, interdependent functions in agreement on creating an environment that gets results and benefits the organization. Credit managers and sales people are on the same team; the team that sells.

A trained, informed and motivated team that fosters inter-departmental cooperation will help your company offer those customers top-notch service. In the end, EVERYBODY WINS!

 

Everyday Brave

I was never that someone to just sit around and let 'life" happen!  I've always been that person that wanted my everyday life to have a little more umph, a little more celebrating time and and a little more (for lack of a better word) LIFE!  I never wanted to wait for that special sometime, but instead wanted those special sometime moments in my Every Day.  Once I started looking, it wasn't hard to find the special moments in my EVERY DAY( maybe a special song on the radio, running into a long time friend, completing a project, hearing and saying the words "I love you") and I embraced them and was thankful!

This brings me to why I laid awake last night; I think the same can be said for choosing to be "Brave" . We often think that being "Brave" is something that only happens when we stand on a cliff or jump out of an airplane or get on a flight across the ocean. What if there is "Brave" in your everyday?

It's "Brave" to get out of bed in the morning, when you think you have nothing to smile about. It’s "Brave" to open the Bible when you feel disappointed with where you are in life. It’s "Brave" to go to a funeral when your heart is broken. It’s "Brave" to apply for the job when you aren’t sure you're qualified for it. It’s "Brave" to say yes to the date when it's time for you to move on. It's "Brave" to pick up a phone and call a friend and tell them you NEED them. It’s "Brave" to choose Jesus when those around you don’t know Him yet.

We all wish we could be a little "Braver", but fear can still jump into our day to day activities. It keeps us from taking action, keeps us from loving each other, makes us scared to start new relationships, progressing at work, and even causes us to procrastinate. For me, I need to tap into my "Bravery", boost it and take on every day with courage.

"Bravery"  is mental toughness,  knowledge, and confidence all wrapped up into one trait. With "Bravery" you can make tough decisions, take action without wasting time, and approach uncomfortable situations comfortably. You need "Bravery" when you take on new tasks at work, confront others who rub you the wrong way, and even on your day to day general journey because you're afraid of doing something less than perfect. When you become "Braver", you become more capable of taking action and handling the things that come your way.

 "Bravery" is not something you're born with, though, and it's not something you can acquire overnight. Like all desirable traits, it's something you work at developing.  If you want to be "Brave" , you need to Be terrified of something, Do it anyway, Be less scared than the first time you do it and repeat. Otherwise there's only one alternative. Be terrified of something, Do nothing!  Just sit back and let life pass you by, because your still terrified.

Of course, there's more to it than "doing it anyway." It's important to note that bravery is just as much about understanding who you are as a person as it is about confronting your fears.  What "Bravery" really comes down to is learning how to repeatedly turn uncertainty—which is what drives most of our fear—into being approachable, and opening our hearts and minds to risk!

Unfortunately, it's hard to be "Brave" with something if you've never been exposed to it. By doing what you fear, little by little, you slowly, but surely take away the uncertainty of it all. If you're afraid of heights, go somewhere high up. Not too high at first, but just enough that you're still afraid. Experience it. Feel it. Next time, go a little higher. As you go, you'll see how small the risk really is, and you'll be braver for it. Learn how to handle things little by little.

It doesn't matter what it was, as long as you were "Brave". For example, say you made a mistake at work. Your dreading telling someone because you were afraid, but it had to be done. Once you finally got it over with, think about that moment when you said to yourself, "here goes nothing..." Someone taught me along time ago to call these my "power moments".

Try to notice those times when you're feeling strong and competent. Pause and take a few slow, deep breaths and tell yourself, "This is who I am." The more you recognize when you're being strong, the more fearless you'll become.

Big or small, "Brave" moments are fuel for future "Brave" acts. That fuel rolls over any time you need it. When you're scared, you can just remind yourself "Hey, if I could do that, I can do this."  When I do something "Brave", I try to capture that feeling in a mental bottle.  I Celebrate it, take a picture, find a keepsake, anything that can remind me of how awesome I felt at that point in time.

Others see me as "Brave"!  People think I'm all put together, because I made a choice not to show fear! Sometimes being "Brave" is just a matter of looking at things from the outside. I have obligations, I have people who depend on me, so I continually find ways to  look at my situations differently so I can tap into my Every Day Brave! If I wasn't afraid, I often wonder how much better of a person I would be!   When we reflect and look at our situations from a different perspective, we may find that we really are capable of doing things wholeheartedly, without fear.

If I can't seem to find "Bravery" in the moment, I pretend that I'm not afraid.  "Fake it 'til you make it", is the phrase and I do! Others see me as "Brave" just the same, and sometimes I just convince myself that fear is all in my head.  Most people never see the fear behind the smile, but it is a constant battle for many of us!

I continue to tap into my EVERY DAY BRAVE, as I move forward in life's journey! As I leave the past behind me, I am continually challenged to be Brave and move forward! I look around daily at the lives of others and what they're going thru.  I find courage and hope thru all of lives HEROES!  The obvious is our WAR HEROES, POLICE OFFICERS, FIREMAN, EMTS, DOCTORS, NURSES, ETC and I am so thankful for them.  But I'm talking about the Everyday Heroes in each of our lives! I'm surrounded by Family Heroes who have overcome, I'm surrounded by young women who continue to empower me daily, I'm surrounded by friends who have suffered great loss and others who have fought tremendous Battles.  Together in all walks of my life, I have the greatest role models, the greatest Heroes and the greatest example of "BRAVE"!

So my friends, to those of you who are hurting, I think the everyday "Brave" is the stuff that will change your world. The "Brave" in your home, your office, your church, your relationships and each other. These are the "Brave" moments worth celebrating. It doesn’t have to be big gestures or loud announcements. Just be "Brave" in your life, whatever is before you, PRAY and watch what GOD does in those everyday brave moments.

From experience I've learned, The hardest "Brave" of all is to hold on when you want to let go OR let go when you want to hold on!  I've always known who I am but was reminded this morning thru prayer to Continue to CELEBRATE LIFE AND CELEBRATE FAMILY AND FRIENDSHIPS and know that for me THIS MEANS.....


My "Brave" is to be a unique "ME" in a world that celebrates ordinary.

Welcome to Pageant Week

 Welcome to Pageant week Girls -

I thought it was time to talk a little more from my heart - so forgive me if my candidness affects you!  Instead I hope it inspires you!

The desire for approval often stops us from truly following our hearts. If you are looking for validation, hiding your true self and trying to prove yourself to others, then please stop it. I am saying this from a loving space because I spent most of my early years doing exactly this. I stopped log ago trying to get people to like and accept me. I started thinking about living the kind of life I’d always wanted. In my moments of questioning myself, I go back to remembering how controlled I felt and what a big job it was to try and make everyone like me.  It's much nicer to be self-confident and self aware. I have learned that I don’t need the approval of others in order to succeed. I also don’t waste my time and energy worrying whether others disapprove of my choices.

You Don’t Need Approval, yet I see many girls caring too much about what others think of them or feeling they have to change who they are in order to fit in or be accepted.

The trouble is you can’t please everyone all of the time, nor should you try. Our true beauty lies in the complexity of our emotions, our vulnerabilities and our imperfections. When you decide to embrace the authentic YOU, ( THE REAL YOU) instead of who you think others want you to be, you give yourself the opportunity to experience real success and real happiness in your life.  You do not need the approval of others to validate yourself or to succeed in life.

Consider this – it’s better to be hated for who you are than be loved for who you aren’t.

Maintaining a facade is hard work. You are not relaxed and give off a nervous vibe that people pick up. I see this a lot in young women.  Your judges too, will pick up on this!  Their trained to look for the phony! And although occasionally they are fooled, it is not often.

My advice to you is to drop the pretense and let the real YOU shine brightly. You already have a unique personality that can be the very DNA that the judges are looking for! Stop comparing yourself to others and trying to be someone you‘re not just because you think that is what you must be in order to wear the crown.  When you can be yourself around others, you become magnetic. 

It doesn’t matter if we are talking about your family, your facebook page,  your blog, friendships in real life or the title of Miss California. The bottom line is that people are drawn to authenticity so quit seeking approval or “borrowing” from others. BE YOU!

It’s very easy to constantly ask for opinions and approval from all of those around you but trust your  intuition.  At times you may well find yourself in a difficult situation and need help or a second opinion. But do you do this all the time? The trouble is that most of us just aren’t in touch with our feelings. It’s easier to look for outside approval than do the work of getting to know ourselves better.  DO THE WORK - learn to know and love yourself!

 

Doesn't this go back to my favorite question? What do you see when you get up in the morning and look in the mirror?  You've rehearsed the pageant answer, but what's your REAL ANSWER!   Learn to trust your inner voice because only you know what’s really right for you.

Right now, Start!  This is pageant week and some of you are struggling emotionally.  Check in with yourself and listen quietly! Don’t put any pressure on yourself to “get it right.”  You can only do your best in that very moment, but that choice is yours!

If you make a mistake in a particular phase of competition, you let it go and move to the next phase, stronger - giving your all every moment and never being defeated!

The only way to change things in your life is by taking total responsibility for everything you do. You are the only person who can make things happen in your life. You are the person who decides whether to be great or ordinary. This kind of self-awareness is essential if you want to take charge of your life and by doing so change the course of your future. 

 

What makes you feel alive on stage, will be what's in your heart come pageant night!  So do yourself a favor, Calm down and be a woman of integrity, honest, open, engaging, intelligent and show the judges your passion for life! Focus on YOU and bringing the best YOU not only to pageant week, but everyday after!

The need for approval affects all of us at one time or another but it can paralyze you from pursuing the very things that make you happy and feel alive inside.  Do you love that dress and feel beautiful in it?  - Then YOU ARE beautiful in it!  Have you rehearsed current events and interview and know you can answer the questions?  Then YOU WILL! 

It’s important to be true to yourself!  Speak your truth, and be Confident!  Walk your path with confidence and don’t expect everyone to “get you” along your journey. Listen to your inner voice and follow that, regardless what other people may think or say. Let it go girls - don't let your fears or what anyone has said, affect you!  Then you have defeated yourself.  Instead Breathe, Stay calm, F O C U S!  You've worked hard - you deserve this! 

Take care of yourselves this week and pamper yourself, REST, HYDRATE, EAT - Your hard work comes down to next week, HAVE FUN WITH IT!  None of what will happen next week, will be the end of the world!  Instead it will BE a new beginning full of blessings! It's God's plan, not ours!!!!

I love you all and am soooooooo very proud of each of you and what you bring to this program!  Each of you have touched my life with your stories and successes.  Because of each of you, I am once again reminded of why I invest my time and my love into this program.  You inspire me to be a better person daily!  Thank you for letting me be a small part of your journey!  May God calm your nerves, lift you up and Smile on your week and make all your dreams come true! 

Congratulations, YOU MADE IT, now go out and ENJOY IT!

Hugs, Hugs and Hugs,

Junann Smith Amaral

Executive Director

Miss Tulare County Scholarship Pageant

 

holier–than–thou

Simple Definition of holier–than–thou (having or showing the annoying attitude of people who believe that they are morally better than other people)

Matthew 7:1-5  – “Judge not, that you not be judged.” One of the biggest objections to Christians and the church today is that we are too judgmental. On the one hand, the world condemns us for our judgment against sin but, on the other hand, God requires that we live holy lives. Our culture would prefer no moral absolutes or code of conduct. Jesus calls us to righteousness.  “Do not judge, that you be not judged.”

The reality of the world’s critique against our judgmentalism is that there is an element of truth to it. Like the religious leaders of Jesus’ day, we are prone to condemn the very things that we ourselves participate in. We all know about fallen preachers. There are so-called Christian politicians who support morally-based public policy like traditional marriage and a pro-life agenda. But when it is revealed that they are having affairs or other moral failures, they completely discredit the moral stands they have taken. If they have claimed to be a follower of Jesus, the world mocks us even more. So what are we to do? Eliminate all moral discernment so that the world can be free from a burdened conscience? Of course not! Jesus said for us to “let our light shine before men.”

“Judge not, that you be not judged".  Why do you see the problems, the storms, the mistakes in some one else's life, but do not notice the ones in yours? You hypocrite, first look at your own life, and then you will see clearly to help and love, NOT JUDGE!

Only my opinion as I write this today and that’s What Jesus is not saying…

Jesus shifts his focus to relationships. From the beginning his teaching on individual character has penetrated beneath the simple veneer of performance, like that of the religious leaders, but Jesus has cut right to the heart. Having dealt with the character of a Jesus-follower, he addresses the essential matters of living together with other people. Christianity, after all, is a “team sport” – a community affair.

“Judge not, that you be not judged.” The question that we have to answer is “what is the meaning of ‘judge not.’” When confronted with their sin, some Christians get very defensive saying, “that’s none of your business” or “who are you to judge me?” You’ve probably heard it before. But the responsibility for moral accountability to each other remains.  Jesus always tells us to help our brother who lives in sin – after we’ve removed the sin from ourselves, of course.

What Jesus is saying, in my opinion is this: to judge means to separate, to select, to choose. You’re making a decision about what is right and what is wrong. This is where we struggle a lot because we do try and maintain a high moral standard. But we tend to be harsh with others in our assessment of their behavior! Instead we should be addressing the heart of the matter. A judgmental person is a fault-finder who is negative and destructive. He or she loves to see people fail. The judgmental person assumes the worst possible motives in others. They do not know grace, but can sure talk about it!  They extend no mercy in their own perceived moral superiority.

Most of the time, we are too well-mannered to blatantly bring our judgmental charges to the other person. We’d rather destroy them and their reputation through gossip. We make our self-righteous judgments against someone and then we begin the whispering campaign.  This is hurtful, this is bullying and the actions are without grace! People you are going to reap what you sow, “…for with the judgment you pronounce, you will be judged.”

We've all been judgmental.  We have shown no mercy or grace for the adulterer, the mom who leaves her children, the divorcee, the addict, the thief, etc.,etc., etc.,  No mercy.

Do not be judgmental. “For with the judgment you pronounce you will be judged, with the measure you use it will be measured to you.” We have an ugly tendency to minimize our own faults and exaggerate those of others.  A judgmental person sees all others as responsible! Since when did "You" my friend, become master of all!   The Apostle Paul rebuked such an attitude: “Who are you to pass judgment on the servant of another? It is before his own master that he stands or falls” (Romans 14:4).

You see, when we take such an attitude toward other people, are you telling God he can't do his job?  He is the only rightful Judge. I saw it on FaceBook this week: “Never look down on anyone; only God sits that high.”

Virtually everything that came out of his Jesus mouth said:  “Blessed are the poor in spirit, for theirs is the kingdom of Heaven.” The root of so many of our faults lies in our failure to comprehend our own mistakes before God.

Jesus is in the heart surgery business. He is probing to the depths of our souls. Surface religion won’t do for the disciple of Jesus. He won’t allow us glory in our own self-righteousness that will ultimately lead to final condemnation by the "One" true Judge. Jesus requires authenticity – rather than empty hypocrisy. No game playing with God and with other people. My friends, if you want our church (meaning our faith) to be relevant and make an impact on young people and young adults, then put away the masks. You don’t have to be perfect…because you’re not. Just be real. This is the Good News that he came to bring. We don’t have to play games with God or with other people. We are free to be our imperfect selves because of the grace that God has given to us. And we are called to minister, and love those who are struggling.

Those who follow Jesus are to be radically different from the world. People of the world are always scratching and clawing and stepping on others in order to survive and get ahead. We don’t need to do that because God has already given us his grace and mercy in spite of our failures. We can freely give mercy to others because we have experienced it ourselves. We’ve been set free to give mercy and grace to other people. You see, Jesus’ teaching here against being judgmental is not so that we would turn a blind eye, but rather that we would be generous to others.

God doesn’t often speak to me in dreams and this example might seem a bit silly to you. But this week, as I was faced with this "Holier than thou" attitude, I had a strange dream where I was surrounded by
my contestants. The setting itself wasn’t so strange because it's what I do;  I’ve always believed and taught that if you are not getting what you want from your finalists it is my fault as their executive director. In my dream, I was really frustrated that they weren't watching me. (A common frustration for directors.) In fact, the teens were peeling paint off the back wall while the miss girls were rehearsing talent. Then I realized what the problem was. I had my head down – stuck in my phone. Here’s the cardinal rule: you can’t insist that the people watch you when you are not watching them. Be engaged with the sinner and love them like you want to be loved!

No one’s perfect. That’s the point. We all still have our struggles with sin. God has given us grace. He continually extends his hand of mercy to us when we fail. When we consider the faults of another Christian, we should look to ourselves first and see where we have failed. If we are honest with ourselves, we will find a heart of compassion and mercy with our brother or sister in need. As a church, we need this kind of attitude in our thinking about other churches and the people who fill the seats. It is all too tempting to be condescending when we think about others and their mistakes and shortcomings!

Most of you probably know the story of the woman caught in adultery from John 8. She was caught in the very act and dragged in condemnation before Jesus in the city square. Her self-righteous accusers stood, stones in hand, ready to administer capital punishment for her sins. Jesus quietly knelt down and wrote something in the dirt. I sure wish I knew what it was! And then he stood up, looked her accusers in the eye and said, “He who is without sin, let him cast the first stone.” They all walked away in shame. And in the greatest act of mercy, Jesus, the only one without sin, refused to condemn her but released her from her guilt and shame with the admonition to go and sin no more. 

 

We are to be transformed as Jesus-followers. We are to become more and more like him, in our homes, in our work, in our church, in our community, and to each other. Let’s help those who are struggling with their sins. But let us always be a generous people of grace and mercy.  And then the world will stop complaining about our judgmental selves and be happy with our grace and mercy that flows through us from the limitless love of Christ. 

 We are not called to live in isolation from each other. The Christian’s creed is not “live and let live.” No. We are our brother’s keeper. We are privileged and called to help each other in our journey. And when a brother or sister falls into sin or moral difficulty, we are to help restore and give grace! Have you put out your hand?