We just passed the end of the month. In our house the end of the month comes with comments and discussions that sound like this…
“Well, I’ve got 3 days before I know about my month….”
Or
“I’m 15% over my month…”
Or
“It looks like I’m going to hit my month…”
Etc.
Darren is a sales rep and his job revolves around his month.
He was talking strategy with me yesterday and I was fascinated to learn something I guess I already knew.
He is a Liaison.
What’s a Liaison?
Good question.
In aptitude terms (that I am quoting from my favorite aptitude folks, YouScience), a Liaison “thrives in any workplace or academic situation where they can use their expertise or specialization while contributing to a group or project. They can relate to the viewpoints of others, but they also have their own unique vision.”
What makes Darren such a good salesman is his aptitude for adaptability. He has a natural ability to relate to others while still furthering his own vision.
In his words, “If everyone doesn’t win, I haven’t made a good sale.”
Not to get too much in the weeds on this, but instead of just asking an optician’s office which frames they want to order (serving only them) or telling them what he thinks they should order (serving only him), he takes the time to really dial into 1) which frames they currently have on their boards, 2) which frames they’ve sold, 3) what is selling best in the area, and 4) any incentives his company is offering that can set them up to receive more product for less money.
Then, when he’s told them those four things, he asks this question, “What makes sense to you?”
In fact, if they order too much product and he knows they won’t be able to sell through it, he tells them. It hurts him in the short run, but the trust he builds with them pays off a hundred fold.
They have more detailed information, he has more specific sales.
They have a say, he has a say.
Win. Win.
Unlike Liaisons (like Darren), “Specialists see work as an extension of themselves. They are most comfortable and effective when they can make a contribution from an expert or unique point of view and tend to work best individually or independently.”
And “Generalists are most comfortable and effective with teams, on committees, and in organizations. They understand intuitively how others react and feel. They have the ability to move from job to job as needed. They always have their eye on what’s best for the team.”
Specialists may be not adaptable enough, and Generalists might be too adaptable. Those of us who are Specialists or Generalists actually have a lot to learn from Liaisons.
In fact, according to YouScience, “in a group where most of the workers are Generalists, a Liaison probably appears to be a Specialist. But the reverse is also true: in a group where most of the workers are Specialists, a Liaison probably appears to be a Generalist.”
That’s because Liaisons have things balanced just so. Their adaptability = Win. Win.
Anne Converse Willkomm gives us 4 ways to boost our adaptability:
Change Your Thought Process.
Let go of the “Well, that’s the way we’ve always done it” mentality. While change can be scary and intimidating, embrace it and look at change as an opportunity to improve, learn, and grow.
Force Yourself to Take Risks.
Little progress is made without risk. For some, the idea of risk is so adverse that they will run from it as fast as they can, but taking risks is a key part of being adaptable.
Encourage Yourself and Others to Be Open Minded.
One of the best ways we can develop an open mind is to encourage others to do the same. This creates a more open atmosphere in and around us, thereby further encouraging our open-mindedness and continuation of the cycle.
Embrace Learning.
People who are curious and stay current tend to be adaptable. This means we need to embrace learning. Read, take classes, ask questions, study.
I can’t wait to hear about how you’re working on fine-tuning your Liaison-like adaptability. And if you need any assistance with it, I’d love to help.
PS Yes, he did make his month.
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