By: David Henderson, Global Security Consultants
When I was green in this industry starting out as an installing technician, I had to learn and adapt many skills to sustain myself in the trade. Whether it was drilling, mounting an alarm appliance or how to use a fish tape, questions often arose where I would stop to ask someone I respected in my same line of work. Generally, I found those who are more experienced will be happy to share their knowledge if you’re willing to watch, listen and learn.
As in any industry for anyone in a new role, mistakes are almost a certainty. Also, not specific to our industry, making mistakes is not exclusive to the level of employee in an organization whether it’s sales professionals, seasoned technicians, managers who oversee these teams, and yes, even business owners, too. How do I know this? My career has included positions at all the levels mentioned.
The most important takeaway regarding making mistakes at any level isn’t not making the mistake in the first place, but rather not using the mistake as an opportunity to grow your understanding and become a better professional.
Mistakes are a great opportunity to educate yourself. In my last article, I implored readers to utilize all resources available to expand your knowledge through trade magazines and educational media, as examples. These mediums allow for a great chance to learn from articles authored by folks who have been around and seen and walked a path to success. They also provide a glimpse into what trends and technologies are available or on the horizon via the various advertisements. You might find a better tool or tools to equip you to becoming a better professional.
There are also endless avenues of consuming continued education whether it be through manufacturer’s training or through classroom or online training which often times focuses on a specific venue or technology. You will learn from the trainers’ tricks that they know that can help you install and or program the products more efficiently. Accessing the available training during my days as a technician greatly helped me become more efficient whether it was performing an install or service call.
In the same vein, my transition to the world of sales was another steep learning curve. What shortened it was using the same principles which helped me as a new technician. For anyone who is entering the industry as a sales professional, seek advice and knowledge from senior sales reps, sales management or even from the top level sales people. In my early days in the sales force at Honeywell, that person was Keith Baird, a man who many in this industry knew then and still know now, even after his somewhat recent retirement. Keith was a great mentor primarily because he guided me to the resources and tools to help me best sell the products that we represented.
Another was Ben Cornett, who at the time was the CEO of Honeywell Global Security. Ben’s consistent message to me is one that I still share today when working with young sales professionals: sell the product before you sell yourself. It helps to be a person someone wants to do business with, but first be a person who can provide the solution(s) needed.
Once I became more seasoned and comfortable in my sales role with Honewell, I was able to achieved salesman of the year as well as keeping a place in their Presidents Club over multiple years. I can attribute it back to Ben and Keith who are still valuable teachers to me.
As the years have progressed, my career took me down a different path by entering into the world of starting and building large-scale Emergency Operation Centers in Asia and using this accrued knowledge to assist Chuck Doljes at Pinkerton Shanghai with some issues he had. Leaning on other friends and mentors like Ken Boyda the CEO of GE Security and retired Lt Col Chuck Doljes USMC were pivotal when building EOC’s using then cutting-edge ESi software WebEOC, now owned by Juvare.
The key takeaway I hope all who read this no matter what role you serve or who it is you report to, if any, never let yourself believe there is nothing left to learn, especially when a mistake was made in which you had something to do with. Seek those you respect most, utilize the resources available to you, and most importantly, remember what made you successful in the first place.
Dave Henderson
Dave Henderson is the President/CEO of Global Security Consultants, Limited. Previously, Dave served in Sales and Managerial roles for Honeywell Global Security, including involvement in starting and developing Emergency Operation Centers internationally. Vsit: globalsecuritycooperative.com
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