Steve

“The successful individual sales producer wins by being as selfish as possible with her time. The more often the salesperson stays away from team members and distractions, puts her phone on Do Not Disturb (DND), closes her door, or chooses to work for a few hours from the local Panera Bread café, the more productive she’ll likely be. In general, top producers in sales tend to exhibit a characteristic I’ve come to describe as being selfishly productive. The seller who best blocks out the rest of the world, who maintains obsessive control of her calendar, who masters focusing solely on her own highest-value revenue-producing activities, who isn’t known for being a “team player,” and who is not interested in playing good corporate citizen or helping everyone around her, is typically a highly effective seller who ends up on top of the sales rankings. Contrary to popular opinion, being selfish is not bad at all. In fact, for an individual contributor salesperson, it is a highly desirable trait and a survival skill, particularly in today’s crazed corporate environment where everyone is looking to put meetings on your calendar and take you away from your primary responsibilities! Now let’s switch gears and look at the sales manager’s role and responsibilities. How well would it work to have a sales manager who kept her office phone on DND and declined almost every incoming call to her mobile phone? Do we want a sales manager who closes her office door, is concerned only about herself, and is for the most part inaccessible? No, of course not. The successful sales manager doesn’t win on her own; she wins through her people by helping them succeed. Think about other key sales management responsibilities: Leading team meetings. Developing talent. Encouraging hearts. Removing obstacles. Coaching others. Challenging data, false assumptions, wrong attitudes, and complacency. Pushing for more. Putting the needs of your team members ahead of your own. Hmmm. Just reading that list again reminds me why it is often so difficult to transition from being a top producer in sales into a sales management role. Aside from the word sales, there is truly almost nothing similar about the positions. And that doesn’t even begin to touch on corporate responsibilities like participating on the executive committee, dealing with human resources compliance issues, expense management, recruiting, and all the other burdens placed on the sales manager. Again,”
― Mike Weinberg, Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

“When you put him down drowsy but awake and he cries hard, immediately pick him up for more soothing and try again some other time that day or the next day. If he makes very quiet sounds, wait and see. He might drift off to sleep or begin to cry hard. If he now begins to cry hard, quickly pick him up. Don’t be disappointed if he does not fall asleep when you first start to practice putting him down drowsy but awake; it just takes practice. Expect to become frustrated, because initially you may be successful only about 10 percent of the time during the first week. But by the end of the second week, you may be successful 20 percent of the time. This percentage may double each week, so after a few more weeks it becomes much easier. Be optimistic! After a few months of practice and the maturation of sleep rhythms, you will develop an anticipatory sense of when he will need to sleep. Later, when he is completely well rested, don’t be surprised if drowsy signs disappear altogether because you have successfully synchronized the timing of your soothing to sleep with the beginning of his emerging sleep wave. It’s like being good at surfing; you catch the wave for a long ride. Patience, practice, timing, and trial and error will guarantee success.”
― Marc Weissbluth, Healthy Sleep Habits, Happy Child: A Step-by-Step Program for a Good Night's Sleep

“Here is a report by a parent who usually had good timing, so most drowsy cues were absent: Drowsy in this context doesn’t mean about to fall asleep (half closed eyes, barely able to keep open). When my son was a baby he would become very still about 10 minutes before he fell asleep—he is a wiggle worm, so it was noticeable. He would also gaze for long periods of time at something. This was the window when he needed to be put down for his nap. If I waited until it passed and he was really tired, he would fight sleep. So when “the stare” appeared, I would check his diaper, swaddle him, and put him down. He would gaze at his mobile for a while and then fall asleep. The baby should be awake when you put her down for her nap. You aren’t trying to ease her down and then sneak out—you want her to be able to fall asleep on her own, without rocking, patting, and so on. Try to catch her in that drowsy pre-sleep period—for many babies it is right around one to two hours after waking for the day. Start watching for signs at around thirty to ninety minutes, and I bet you will soon be able to tell when she is ready to go down. Good luck! DROWSY SIGNS Drowsy Cues or Sleepy Signs as He Becomes Drowsy: Moving into the Sleep Zone Decreased activity, less animated, becomes quieter Eyes less focused on surroundings, appears glazed over Eyelids drooping Pulling ears Slower motions, less social, less vocal Less interested in toys or people Sucking is weaker or slower Yawning Past Drowsy: Short on Sleep (SOS) Distress Signs Begin to Appear Fatigue Signs: Entering Overtired Zone. Becoming Overtired Mild fussiness, irritability, cranky Crying upon awakening Rubbing eyes Think of these symptoms of overtiredness as signaling the distress of being short on sleep (SOS): “Help me, I need sleep!”
― Marc Weissbluth, Healthy Sleep Habits, Happy Child: A Step-by-Step Program for a Good Night's Sleep

“Sometimes at about 3 months of age, after the extreme fussiness/colic has dissipated, or in a baby who had common fussiness/crying, a child who had been sleeping well begins waking at night or crying at night and during the day. The parents also may note heightened activity with wild screaming spells. These children have accumulated a sleep debt and decided that they would rather play with their parents than be placed in a dark, quiet, and boring room. Parents who do not recognize the new sleep debt might believe that this new night waking represents hunger due to a “growth spurt” or insufficient breast milk. But when these parents begin to focus on establishing a healthy night-sleep schedule, when they put these babies in their cribs when the babies need to sleep, and when they shield their babies from overstimulation, the frequent night waking stops. If”
― Marc Weissbluth, Healthy Sleep Habits, Happy Child: A Step-by-Step Program for a Good Night's Sleep