7 Key Takeaways from Outliers for a Successful Career in the Salesforce Ecosystem and Beyond

This weekend, I finished reading Malcolm Gladwell‘s eye-opening book, Outliers: The Story of Success. As I was reading, I couldn’t help but think about how the insights in the book apply to the Salesforce ecosystem and our upcoming Dreamforce event.

In Outliers, Gladwell explores the factors that contribute to extraordinary success. He argues that while talent and hard work are essential, they are not enough. He also emphasises the importance of opportunity and access to resources.

Salesforce is a company that is working to democratise opportunity and make it possible for anyone to succeed, regardless of their background or circumstances. Salesforce’s free training platform, Trailhead by Salesforce, is a great example of this commitment. Trailhead provides anyone with access to the skills and knowledge they need to launch a career in Salesforce.

Dreamforce is another example of Salesforce’s commitment to opportunity and access. Dreamforce is the world’s largest customer relationship management (CRM) event and is open to anyone. Content is streamed for free on Salesforce+. At Dreamforce, attendees can learn from the best and brightest in the Salesforce ecosystem, network with other Trailblazers, and explore the latest innovations in CRM.

Here are seven key takeaways from Outliers that are relevant to the Salesforce ecosystem and Dreamforce:

1. The 10,000-Hour Rule: Master Your Craft

Gladwell’s 10,000-hour rule states that it takes 10,000 hours of deliberate practice to become an expert in any field. While the 10,000-hour rule is not a magic bullet, it does highlight the importance of hard work and dedication.

Trailhead makes it easy to start with Salesforce and rack up your 10,000 hours of deliberate practice. Trailhead offers a variety of modules and trails that cover all aspects of the Salesforce platform.

2. The Matthew Effect: Early Opportunities Matter

The Matthew Effect is a phenomenon in which those who have already achieved success tend to have more opportunities to achieve even greater success. While the Matthew Effect can be discouraging, it is important to remember that there are always opportunities available, even to those who are just starting.

Dreamforce is a great opportunity for people of all experience levels to learn about Salesforce and to network with other Trailblazers. Dreamforce also offers a variety of sessions and workshops that are designed to help people get started with Salesforce and advance their careers.

3. Cultural and Environmental Factors: Embrace Diversity

Gladwell argues that cultural and environmental factors play a significant role in success. He points out that people from certain backgrounds are more likely to have access to the resources and opportunities they need to succeed.

Salesforce is committed to creating a diverse and inclusive ecosystem. Salesforce’s Trailblazer Community is a great example of this commitment. The Trailblazer Community is a global community of Salesforce professionals who are passionate about learning and helping others.

4. Opportunity and Timing: Stay Agile

Gladwell argues that opportunity and timing play a significant role in success. He points out that people who are in the right place at the right time are more likely to succeed.

The Salesforce ecosystem is constantly evolving, and there are always new opportunities emerging. Dreamforce is a great place to learn about the latest trends and innovations in Salesforce.

5. Hard Work and Determination: Persevere

Gladwell’s emphasis on hard work and determination is universal. While there is no guarantee of success, even the most talented people need to work hard and persevere to achieve their goals.

Salesforce is a company that values hard work and determination. Salesforce’s culture is one of continuous learning and improvement. Dreamforce is a great place to be inspired by the stories of other Trailblazers who have achieved success through hard work and perseverance.

6. Grit and Resilience: Bounce Back

Gladwell argues that grit and resilience are essential for success. He points out that people who can bounce back from setbacks are more likely to succeed in the long run.

The Salesforce ecosystem is a supportive community where people are always willing to help each other. Dreamforce is a great place to network with other Trailblazers and learn from their experiences.

7. The Power of Community: Connect and Learn

Gladwell argues that community is important for success. He points out that people who are connected to a supportive community are more likely to succeed.

The Trailblazer Community is a global community of Salesforce professionals who are passionate about learning and helping others. Dreamforce is a great place to connect with other Trailblazers and learn from their experiences.

Conclusion

Outliers underscores how unique access to opportunities, education, and resources has historically created outliers. However, Salesforce’s commitment to democratising these opportunities, epitomised by Dreamforce and Trailhead, has reshaped the narrative. Success in the Salesforce ecosystem and beyond is no longer limited by privilege; it is open to anyone willing to learn, grow, and connect.

Title: Mastering the Art of Negotiation: From Complex Deals to Toddler Tussles

Sales recruiters, gather ‘round for a tip that might just change the game!

Picture this: I was at the playground with my spirited 4-year-old last week, deep in negotiations over how many more rounds he could conquer on the colossal blue slide before we reluctantly called it a day. Now, here’s the golden nugget I discovered — if you want to assess someone’s sales prowess, watch them skillfully convince a young child to bid farewell to a playground paradise!

As someone who’s clocked in years ‘in sales’ and now a few more years ‘in parenting,’ I’ve stumbled upon a fascinating revelation. The skills honed in my professional life have remarkably intertwined with the ones necessary for running a household, and vice versa.

Negotiation, a true art form, doesn’t just exist within the confines of the conference room. It traverses boundaries, encompassing everything from sealing million-dollar business deals to orchestrating the delicate dance of persuading a tiny human to embrace their vegetables.

In this blog post, we’re set to embark on a delightful exploration of the astonishing parallels between the intricate realm of business negotiations and the delightful, if occasionally challenging, art of managing a determined pre-schooler.

Active Listening:

Both arenas demand an exquisite sense of attentive listening. Much like you would artfully pick up on subtle cues from a client to expertly cater to their needs, deciphering a child’s non-verbal cues can be the make-or-break factor between a serene bedtime routine and a raucous, sleep-evading escapade.

Presenting Your Case:

Imagine a triumphant sales pitch: it’s reminiscent of persuading a resistant toddler to embrace the delights of a soothing bath. Just as you’d spotlight benefits and tug at emotional strings in a corporate setting, coaxing a little one into the bathtub transcends mere cleansing; it evolves into a grand aquatic expedition!

Handling Objections:

Negotiating with a determined child, adamant about sporting a superhero cape to the grocery store, mirrors the diplomatic dance of addressing client objections. Acknowledge their concerns, offer alternatives, and sometimes, a dash of compromise can pave a surprisingly smooth path.

Creative Problem-Solving:

Much like you’d brainstorm innovative solutions to cater to a client’s demands, conjuring imaginative ways to transform broccoli into enchanting miniature trees has the magical ability to convert a fussy eater into an enthusiastic veggie crusader.

The Power of Timing:

Timing reigns supreme — whether it’s nailing the closure of a business deal at the opportune moment or orchestrating a toddler’s nap schedule like a seasoned conductor. Attempting negotiation during a meltdown or right after a hearty lunch might not yield the desired outcomes in either scenario.

Win-Win Outcome:

Both arenas champion the coveted win-win scenario. Bestowing a child with a sense of agency in picking bedtime stories can be as gratifying as clinching an advantageous deal for your corporate clientele.

Patience and Persistence:

The virtues of boundless patience and relentless persistence seamlessly thread through both the realm of intricate business negotiations and the nuanced choreography of handling kids. Consistency remains the cornerstone, whether you’re chasing quarterly sales targets or embarking on the potty-training odyssey.

Conclusion:

The art of negotiation, a universe brimming with strategy, empathy, and adaptability, transcends boundaries — be it orchestrating multimillion-dollar contracts or navigating the whims of a pint-sized human. While the stakes might differ, the tactics employed share an uncanny resemblance.

So, the next time you’re sealing a contract set to revolutionise the game, keep in mind that the art of negotiation extends far beyond the conference table. And remember, you might not need to persuade your client to munch on peas, but the artistry of negotiation remains the star of the show!

Unleashing the Spin: 5 Life and Business Lessons from Shane Warne

As the Ashes unfolds in England and we go to Lords for the second test, there’s a bloody great void in the cricketing world. It’s been more than a year since the passing of one of the greatest spin bowlers of all time, Shane Warne. His absence is deeply felt, not only for his on-pitch wizardry but also for his profound insights as a commentator.

As a Brit who grew up watching the Ashes and witnessed England being challenged by Warne’s unparalleled brilliance, I couldn’t help but reflect on the invaluable lessons we can learn from this cricketing legend. Here are five principles inspired by Shane Warne that can empower us in both life and business:

1. Embrace fearlessness.

Shane Warne’s career epitomised fearlessness. He fearlessly confronted opponents and took calculated risks, no matter the circumstances. As entrepreneurs, we can adopt his bold approach by embracing challenges head-on and pushing beyond our comfort zones. Warne’s philosophy of never giving up resonates deeply: “You can’t afford to live your life with regrets.”

2. Master the art of adaptability.

Warne’s mastery of spin bowling was not solely based on his natural talent; it was the result of his relentless commitment to adapting and evolving. Similarly, in life and business, we must embrace change, continually learn, and adapt our strategies to navigate the ever-shifting landscapes. Warne understood the art of making the batsman doubt: “You can’t always bowl the same line and length. You’ve got to be able to mix it up.”

3. Cultivate mental resilience.

Cricket, like life and business, is filled with highs and lows. Warne’s ability to bounce back from setbacks is a testament to his mental resilience. He never allowed failures to define him but instead used them as stepping stones to success. His words remind us of the importance of living a regret-free life: “You’ve got to be able to cop a bit of criticism and come back stronger.”

4. Nurture strategic thinking.

Warne was not just a bowler; he was a master tactician. His strategic thinking and ability to outwit opponents were legendary. In the world of business, strategic thinking is equally crucial. Warne’s belief in the simplicity of cricket holds valuable lessons for us: “Cricket is a simple game. You just gotta outthink the other guy.”

5. Champion the power of passion.

One cannot discuss Shane Warne without acknowledging his bloody great passion for cricket. He played with unbridled enthusiasm and a love of the game that was infectious. This passion fuelled his success and inspired others around him. As we pursue our endeavours, let’s channel Warne’s passion and dedication. As he said, “If you don’t love what you’re doing, you’re never gonna be good at it.”

Conclusion:

Shane Warne was a true legend of cricket, and his legacy will continue to inspire people for many years to come. He was a fearless competitor, a master strategist, and a passionate advocate for the game. His life and career are a testament to the power of hard work, dedication, and never giving up.

Call to action:

What are your favourite memories of Shane Warne? Share them in the comments below.

Fact check:

Warne played 145 Test matches, taking 708 wickets with an average of 25.41.
In the Ashes, Warne played 36 matches, claiming 195 wickets at an average of 23.25.
These remarkable numbers stand as a testament to his unparalleled skill and impact on the game.

Vale ‘Warney’…

Taking a career break — 7 tips to maximise the experience

In 2015 I took 8 months off work to travel through Latin America and learn Spanish. The following year I returned to the workplace feeling rejuvenated, recharged and ready for a new challenge. What’s more, the time off gave me time to assess the direction I wanted to take my career and what work I enjoy.

Time off to travel was traditionally just the preserve of students, either pre or post university. Having not taken this opportunity myself, I was always envious of my friends’ amazing stories of an unforgettable summer working and back packing across Australia, Asia or South America. Admittedly, we saw a lot of travellers who fitted this remit, but there were also a large number of people like us, and much older than us, who wanted to experience something new, and do it before they were too old to do so.

Up to 90,000 people every year take some sort of career break (about 60% women). Typically, it’s people who are in their late twenties or early thirties, although an increasing number are in their forties and fifties (independent.co.uk).

So here are 7 tips for those looking to take a career break. They are designed to not only help you have the time of your life, but also to ensure you don’t damage your career prospects along the way.

1. Work out your budget.

When doing this, make sure you add plenty of wiggle room. We added on an amazing, totally unforgettable 6 day hike in Torres del Paine in Patagonia, which I’ll be telling my great grandchildren about. When you’re on the road you will hear about amazing things to do you’ve not heard of before, so make sure you have flexibility in your schedule and your budget. We booked our accommodation and school ahead of time, but needed to change this throughout as we learnt of activities we wanted to add in and we sort a more even balance between study and travel. The school were flexible but didn’t offer a refund and charged us for each change, meaning we were left with credit at the end. I’d therefore recommend not committing yourself to anything more than a month a time. Even if just staying near home to spend time with family or to get more involved in your hobbies, you’ll notice that life when you’re not commuting and have more time can be considerably less expensive, so your day-to-day costs will be much lower. This is particularly true in some countries, but do your research. We expected Argentina to be cheap but this is only the case if you can trade US dollar notes on the ‘blue market’. Prior to travel, do your research, and be prepared to cut back on the little things to focus on the experiences. Will I be telling my friends about that new iPhone in 2 years? Probably not. But I’ll definitely still be talking about where I’ve been and what I’ve seen.

2. Get your ducks in a row as to your finances before you go.

Make sure you have travel insurance paid up for the trip. If you’re renting your house out, make sure you have money set aside for ‘problems’. My boiler packed in the first month I no longer had a pay-cheque. Have a look at your government and personal pensions and make sure the time out isn’t going to effect your contributions. Can you pay more in advance, or what will you need to pay extra to catch up? Put some extra money aside for after you finish travelling to see you through until you start work again. If you want a bit more security then you can…

3. Ask your company for a sabbatical.

I didn’t do this as we were planning on changing country, but was surprised how many people we met who had. Some were still even being paid during their time off, whilst others had their jobs held open for them on their return. Many companies these days are supportive of employees taking time out, especially if there is flexibility as to timing to avoid a busy project or deadline.

4. Use the time usefully.

One of our biggest concerns was how the time off would be perceived by potential employers. We also didn’t want to feel we were just drifting in life, and wanted to give real purpose to what we are doing. I’ve always wanted to learn a second language and thus we chose to base our travels around Spanish schools in South America. There are many options, and students range from the old to the young. You can live independently or also have the opportunity to live with families and really get to know the people and the culture the way someone just travelling through never could. There are lots of options to volunteer or do a ‘work away’ program, where you swap work for food and board. You can volunteer in so many ways.

When looking for work, treat your career break as if it were a job on your CV and LinkedIn profile, with a clear title, dates and bullet points on what you achieved. For example, “Unpaid sabbatical to travel across South Africa and Mozambique — Sept 2013 to Sept 2014” with a description of how you project planned the trip, taught English and IT, and volunteered in the local community. Your CV will now have something unique which will help you stand out from the crowd. It’s also a great icebreaker during any interview.

5. Start looking for work before you get back.

If you’re like me and haven’t gone down the sabbatical route, then you don’t necessarily have to wait until you land back in your home country to start looking for work. The majority of job searching is done online these days, through the likes of Indeed.com, LinkedIn etc. Make sure you’ve uploaded your CV and got your profile correct. You can even carry out initial interviews through Skype, especially if you aren’t planning on working in your home country after the trip. Admittedly some employers will want to see you face-to-face, but probably not until after they’ve done at least one screening interview. I’d say that you can start looking up to 2 months before the end of your trip, but you can definitely network the entire time. It’s amazing how much decent wifi there is in the world and how easy it is to grab timeout at the end of a busy day doing something amazing, to get your head back into the business world.

6. Use the break to have a bit of soul searching.

Sometimes we get trapped in a job, for a whole load of reasons. Maybe the money is really good, or you’re scared of being out of work. You’ve fallen into a career and it’s kind of taken you along a path. Taking this time out can really help you increase the soft business skills, take time to work out what you really want to do, and look for a career that will make you happier. Sometimes you need to take a step backwards and have a look at the whole picture. We had originally planned to move back to the UK, but after spending time in Australia we strongly felt that it was a better match for us. We love being outdoors, in the sea or at the beach, being active and love the sunshine. We enjoy a healthy lifestyle and an environment where people are always exercising, where it’s safe to run or cycle. As such we will now be moving to Sydney in the next month to start work.

7. Make a record of your time.

Whether it’s a personal diary, a blog or just heaps of photos, make sure you capture this time. It’ll go quickly and if you’re like me you’re going to see and experience so much. It’s great to be able to share that with family and friends back home who will be very interested in where you are and what you are up to. Be prepared to be told ‘you’re an inspiration’, and as such live up to the responsibility. Many people wish they had the courage to do what you are doing, so show them what a great time you are having.

We had such an amazing time, saw so many places and experienced a whole different culture and lifestyle. We added a whole host of new skills and talents which will definitely enhance our careers. We completely changed the geographic direction we had planned our lives to go, based on what we know we like and what we want for our future. It also taught us that we need a lot less to be happy in life. The act of packing up your life and cleaning up before you travel is very therapeutic. It’s amazing how much clutter we gather through the years and a career break offers the chance of a fresh start. I’ve discovered I really only need a good bed, decent wifi, a safe & comfortable spot to relax, good company, great wine and strong coffee.

If anyone ever asked me whether they should take a break out, then my answer is a most definite ‘yes!’

5 things we can learn from Muhammed Ali to make us better in business and life.

Yesterday the world lost one of its greats. Probably the most talented boxer to ever live, certainly the most famous. He wasn’t nicknamed ‘The Greatest’ for nothing. An icon, a person who truly changed the way people looked at boxing; racism; war; religion. He spoke his mind and wasn’t afraid to take a chance.

A man who transcended the political landscape of the 60s and 70s, standing up for his rights and being oppressed because of his beliefs. More than that, in his later life as he struggled with Parkinson’s, he highlighted the dangers of this brutal sport. This would be a bout he couldn’t win, but he maintained his dignity and his status only grew during his 30 year struggle. Ali truly had a transformative role in society.

We can learn a lot from the man, but I’ve distilled this into 5 key points.

1. Preparation is key

“I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champion.”

Ali was a great natural talent but his success was built on the back of a hell of a lot of hard work. He started training at 12 in order to get revenge on a kid who’d stolen his bike, and 6 years later he was a Olympic gold medalist, light heavyweight champion.

He was quick, fast, agile, strong, powerful, and could take hit after hit and keep boxing. He was the best because he trained like the best. He trained 6 days a week. He’d start his day at 5:30am doing a 6 mile run in Army boots, in under 40 minutes. After stretching and a quick work out, he’d eat breakfast and then he’d train for another 3 hours. For dinner, Ali “always ate good: chicken, steaks, green beans, potatoes, vegetables, fruit, juice and water.”

“Before anything else, preparation is the key to success” (Alexander Graham Bell). Ali knew this, and that’s why he’d put the hard work in. If he’d not trained like he did, there is no way he’d have been a 3-time heavy-weight champion!

If the perfect opportunity was presented today, would you be ready? It’s better to always be ready and no opportunity arise than have one and not be ready. I see people in business who become complacent and start going through the motions. They stop preparing adequately for client meetings, to be different, offer something unique, stand out, to be insightful. They then wonder why their results aren’t what they were.

2. Take any setbacks on the chin

“Champions aren’t made in gyms. Champions are made from something they have deep inside them-a desire, a dream, a vision. They have to have the skill, and the will. But the will must be stronger than the skill.”

On October 30, 1974, Ali thought the then undefeated heavyweight champion George Foreman in Kinshasa, Zaire (now Democratic Republic of the Congo). Ali had been champion in 1967 but had been stripped of his title for refusing to serve in Vietnam on religious grounds. He’d been banned for 3 1/2 years which arguably would have been his prime.

He’d lost to Joe Frazier on points on his comeback for a world title, and had not been given another shot since. In 1974 Ali was 32 and Foreman 25. Foreman was undefeated over 40 fights, and had 37 knockouts. The fight is legendary and Ali used the now famous Rope-a-dope technique of leaning on the ropes and basically letting Foreman punch-out on body and arm shots. With Foreman tiring Ali through a 5 punch combination in the 8th that left Big George flat on the canvas and Ali back at the pinnacle of heavyweight boxing.

Ali had taken all the blows thrown by the governing bodies of boxing, the government and Big George, and he’d come out fighting! When we have setbacks, we can either let them knock us down, or like Ali when he received a big punch to the jaw, we can whisper to our opponent “is that all you’ve got, George?”

In life you will have many ups and downs, and the same for all companies and business. It’s how you learn and react to what’s happened before that will set you for the future. Be prepared to adapt, to change, to try something new to overcome your challenges. But if you get put on the canvas (like Ali was versus Henry Cooper), get up and get back in the fight.

3. Be courageous

“He who is not courageous enough to take risks will accomplish nothing in life.”

Ali stood up for what he believed and it cost him over 3 years at his physical peak. He could have gone against his sentiments but that would have meant compromising himself. Muhammed Ali was certainly not the type to give anything but 100%.

Courage is just as vital in business. Aristotle called courage the first virtue, and all good business leaders have deep courage. Courage to take bold, unpopular decisions. To break new ground, to make changes. In sales, courage is vital to be rejected and keep coming back for more. To be told no thank-you and then go to the next customer.

“People who become good leaders have a greater than average willingness to make bold moves, but they strengthen their chances of success-and avoid career suicide-through careful deliberation and preparation. Business courage is not so much a visionary leader’s inborn characteristic as a skill acquired through decision-making processes that improve with practice” ( HBR).

Courage can be learnt. The man who is afraid of heights can overcome this. It’s ok to be afraid, but courage is about not letting that fear stop you from doing what you need to do, or what you know is right.

4. Have Faith

“If my mind can conceive it, and my heart can believe it — then I can achieve it.”

Ali had both a strong Islamic faith, and also a faith in his own ability. He could never be described as a man lacking confidence. He was proud of his religion, of his beliefs, of his colour, of his background. Even when society was against him, he felt his conviction to his own beliefs would eventually be vindicated.

In business, we must believe in ourselves and what we are doing. Faith in one’s self, in your own convictions, in your knowledge and training brings about confidence and ability, and ensues that faith in others. If you don’t trust in yourself then it’s hard for others to have confidence in you.

5. Carpe Diem — Seize the day!

“Live everyday as if it were your last because someday you’re going to be right.”

Watch any footage of Ali in his prime and you’ll see a man who was enjoying what he was doing. Watch him banter in interviews, this was a man who loved what he did and was damn well going to enjoy his time doing it.

I’ve written before about your career being short, but it’s going to feel mighty long if you’re not doing something you enjoy. If you don’t like your job, you need to change it. Whether you want to make a difference, be happy, be successful, whatever, take the opportunities when you see them. Life isn’t about ‘what ifs’, it’s about ‘what you did’.

Muhammed Ali will be remembered as one of the great ones. But in your own way, in your own field, in your own circles, you can be too.