Hawaiian shirt day

Bill Lumbergh: "Oh, and remember: next Friday... is Hawaiian shirt day. So, you know, if you want to, go ahead and wear a Hawaiian shirt and jeans." [Office Space]

Training is almost done with. It’s been a really, really long slog. Really long. In fact, I was discussing this with one of the other MBAs going through this experience with me, and we realized that we’d been studying medicine non-stop for the last 60 days. I’m practically ready to open my own practice.

This last week of training has been different, since it has involved attending a real live Regional Sales Meeting. These are events held every few months where the sales force of a large geographic region – Chicago in this case – comes together to hear about the latest updates from management, discuss performance-to-date, and study the latest articles/research that has been published regarding their drugs. But it all starts with Hawaiian Shirt Day.

That the people in Sales are different is by now old news to me. But the way this difference manifests itself in all aspects of a salesperson’s life continues to surprise me. I’ve attended regional meetings before when I was a consultant, and they are usually serious events with some revelry on the side. Sales meetings are revelry with some serious events on the side.

We started with Hawaiian shirts, which we were all asked to wear for the first day of the three-day meeting. This was to get us in the right spirit of accomplishment, since the most successful salespeople (the “All Stars,” as they are called) get to win an all-expense paid weeklong vacation to Hawaii at the end of the year. These All Stars represent the top 10% of the sales force, and attaining this ranking ensures that great stardom will accompany you everywhere you go. The difference in making an All Star versus winning a consolation cash prize for second place is measured in the tenths of a percentage point, which means that things get pretty competitive. It’s an interesting concept, and not one you see repeated too frequently in industry. Sure, there are performance appraisals that lead to higher bonuses, and some sort of chairman’s awards that lead to a desk display piece, but the prizes are generally not the kind that great memories can be made of.

This particular regional meeting opened with goody bags, Beach Boys music, and hula hoop concerts. I didn’t know anyone there other than my fellow trainees and the sales team that I had done some field travel with, but it seemed every other person was best friends with everyone else. There was a lot of hugging, high-fiving, and merriment for the first hour. Although the day eventually progressed to more serious discussions of the state of the business, things quickly got back on track towards the end with music and limbo contests. Yours truly decided to get into the spirit of things, but rapidly realized that a) I’m too tall to limbo, and b) I have zero hip flexibility. How cool would it be if other industries lightened up like this? Can you imagine a regional meeting of strategy consultants partying it up, with the managing partner teaching a group of junior consultants the finer points of hula-hooping? The world would be such a better place.

Although part of my brain is completely fried from all the training that I’ve been attending, the wiser part of me realizes that life is going to be different once out in the field for real (next week), and that I’ll be praying for the next sales event just so that I can wear a Hawaiian shirt again.

Throwdown on Church Street

Saeeda and I have been diligently hunting for houses in the Chicago suburbs, while I've been in Sales training, . Although my Sales rotation will keep me downtown, it is only a matter of time before I am transferred back to HQ, which will then require a horrendous 2 hour commute (one way) from downtown Chicago. So we've been mostly concentrating on looking at places in the northern suburb of Evanston, from where both of our commutes are going to be manageable.

We taken our time, probably more so because of the great buyer's market that we're in right now. Home sellers are receptive to cutting prices, houses are staying on the market for months, and buyer are generally not competing for the same property. I say generally, because this past weekend it became clear to us how quickly things can change.

On Sunday Saeeda and I returned to a new housing development that we had first visited in July, just when we were starting our housing hunt. Located conveniently close to public transportation, this development on Church St. pushes up against the lower-income part of Evanston, and so our concern for this entire time has been whether this is going to be a good investment. This Sunday we wanted to revisit to see how much more construction had taken place, and what units were still available for sale.

The sales office was a zoo. There were prospective buyers everywhere, and the agent working that day was clearly overwhelmed. Luckily, we were one of the first people there, so we were able to corner the agent and ask most of our questions before he got pulled away by another lady. It quickly became clear to us that interest in this development had picked up significantly in the time that we had been exploring our options elsewhere in Chicago, so we decided to put down a reservation on one of the units. The reservation was a refundable amount of money that would simply enable us to spend 10 days to decide whether we wanted to put in a contract. So we pulled the selling agent away as soon as we got the option and told him of our decision. The agent gladly got us the forms, which we filled out and returned to him. At which point he turned a little pale.

Apparently the other lady that he had been attending to had decided to put down a reservation for the same unit. It was amazing how quickly our entire mindset changed. Faced with the prospect of losing a desirable property, we completely abandoned the laissez-faire attitude we'd had for the last three months. Panic set in. The agonizingly long debates that we'd had each night debating the pros and cons of the 30 or so properties we'd seen so far instantly became irrelevant. The list of top properties we had been considering for the last few weeks quickly whittled down to one - Church Street. We had to have this place.

Which is when our real estate agent stepped up her game and earned her keep many times over. Nancy had come recommended to us by a friend of mine, and had been the perfect complement to our easygoing attitude during our entire real estate hunt. Not pushy, always supportive, and a pleasure to be around, Nancy was more a nice older relative than real estate agent. But the moment she realized that there was going to be a rumble, and that some tough negotiating was called for, she transformed before our eyes.

With quiet, commanding authority, Nancy calmly told us to leave the sales center, as things could get ugly. She told us to immediately head home to retrieve our checkbooks - the reservation amount was completely refundable and it would give us an edge against the lady now looking to reserve the same property that we wanted. As I left the sales office, I could clearly hear the other lady begin to complain loudly upon learning that someone else wanted the house that she did.

The drive home to pick up our checkbook was an enlightening one. I realized that this whole time Saeeda and I had been suffering from option paralysis. Just the fact that we could take our time and look at all the houses that we wanted meant that we were stuck trying to figure out exactly what we wanted. Facing a high-pressure situation had quickly whittled down our options and forced us to make a decision, one that we had been agonizing over for months.

It took us 40 min. to return to the sales center, where we were met by Nancy - there was no sign of our competition and the house was ours to reserve. I would find out later that Nancy had negotiated quickly and efficiently to find flaws in the other lady's candidacy, and to instead promote our own. Faced with the option of picking, the builder's agent had decided to go with us. The relief was immense, as was the gratitude I felt for Nancy's ability to negotiate hard. I know I've learned this stuff in class, but theory is one thing and the practical reality of a situation is another completely.

Now begin the 10 days of making sure this is the perfect place for us. I wonder if we're going to wait until day 9 to make that final call...