Show E4 The Salt Lake Tribune H Putting your sales force on salary is like playing ball without keeping score: When nobody wins or loses nobody cares If you d&ide only to perform to the minimum standards make sure you have a good union protecting you or your dad owns the company The man who achieves makes many mistakes but he never makes the biggest mistake of all doing nothing BUSINESS V HARVEY MACKAY Im BY HAL LANCASTER THB WALL STREET JOURNAL Brian Silverstein has arrived at a crossroads i early in his career Four years ago Silverstein just out of college joined a major benefits consulting firm as an actuary He was placed on a highly visible team working with a large client and did well enough to earn a promotion to another team developing a new product But a year later the product hasnt sold well and team members have bickered over the crumbs of work available His salary increases have lagged along with the business and no relief is in sight despite several discussions with management Looking back on the past year he says I realize that I have gained little or no experience To him the signs are unmistakable: It's time to move on Sometimes despite best intentions and efforts jobs dont work out In the shaky job market of recent years many people decided to just grin and bear it But now advises Kate Weadleton founder e of the Five Oclock Club a organization theres no reason to suffer This is a terrific job market she says People who havent had a significant pay raise in a dfecade are going after their dream jobs Which brings us to the burning question: What are the signs that its time to move on to a new phase in your career? Some are obvious If youre getting ayerage gatekeeper B It never hurts to let the other person feel hes smarter than you - B Many people may listen but few people actually hear A dream is just a dream A goal is a dream with a plan and a deadline B If you wish others to believe in you you must first convince them that you believe in them A desk is a dangerous place from which to view the world John Le Carre Bits tough to stand tall in someones eyes until youve first stood in their shoes B It doesnt matter how much milk you spill as long as you dont lose the cow B Be like the turtle: If he didnt stick his neck out he wouldnt get anywhere at all Time is free but its priceless You cant own it but you can use it You cant keep it but you can spend it Once youve lost it you can never get it back B Friends are made by many acts and lost by only one If you want to climb the ladder of success find a job with a very tall ladder B It may be a global economy but it takes a local to knqjv the territory B Its hard to dress like an eagle when youre wearing the clothes of a turkey B They will never remember it if it comes in a plain white envelope I should know Make it memorable B When a person with money meets a person with experience the person with the experience ends up with the money and the personwith the money ends up with the experience Mackays Moral: A short saying often contains much wisdom Of the Story a junkie when it ctJmes to quotes aphorisms proverbs tence sermons or whatever sen- you want to call them I picked up the habit from my father who was an Associated Press journalist In the case of my nationally syndicated business column I call them morals They need to be short snappy and to the point A good moral must teach a lesson many of which Ive learned along the way My readers give me more amens than a Billy Graham sermon when it comes to my columnending morals Readers tell me that my morals are displayed on their refrigerators company bulletin boards dashboards and office walls Due to many requests Ive summed up some of my favorite Mackays Morals Ideas without action are worthless Make decisions with your heart and you will end up with heart disease Dont wait for the funeral before you pay a compliment Dont water your weeds Concentrate your resources on your best performers Failures dont plan to fail they fail to plan Be like a postage stamp Stick to it until you get there People begin to become successful the minute they decide to be Youre as old as you behave R Good habits are as addictive as bad habits and a lot more rewarding Theres always going to be a place in the wofid for someone who will say Ill take care of it People always remember two things: who kicked you when you were down and who helped you Sunday March 15 1998 Theres No Need to Stick Around in a Dead-En- d Ben Franklin H Getting through the fence to the top dog is easy if you know the And Now The Moral BUSINESS career-guidanc- performance reviews that you honestly feel you dont deserve miserly raises and no promotions you have been shifted from the fast track to a rural route Other signs of career decay: Youre not in the major loop positions you aspire to are being filled by outside hires your opinion isnt sought on major decisions and important assignments or increases in are going to others in your group Some people are staying in jobs where they know theyre not appreciated In such cases beware if your boss suddenly isnt on your case any more Wendleton says It often means theyve given up she says If theyre on you it at least means they still care theyre still trying to coach you Many times however the need to move isnt prompted by your performance or your bosses perception of same but by organizational infirmities A merger can create an instant rival for your job Management gridlock may be blocking your path or a change in corporate strategy has shifted resources to other divisions Perhaps the company has fallen behind the competition You could have a terrific assignment your bosses and peers could like you but if the companys going nowhere youre going nowhere ancyoud better pick another horse to ride Wendleton says The laggard business in the new product line and the political fallout it created prompted Silverstein to ponder the next stop in his career After all as the teams junior member he had no real authority Michael Farrow knows what its like to have PROVO CLASSES Intensive evening program for working professionals Nationally ranked and fully accredited by the AACSB th Offers a unique educational opportunity without career interruption Serves managers with strong records of achievement Capitalizes on the experience of other professionals Requires bachelors degree GMAT and 3 years significant experience Is taught by MBA faculty on the leading edge of their fields m velope Corporation 2100 Elm St Minneapolis MN 55414 Leave Comments from our graduates: Increased earning potential increased opportunities for promotion Greater success In the business world theory and practice e A demanding but fulfilling experience International Business Excursion was the perfect capstone for the program home to us and have the time of your life Worryfree Carefree Free as a bird Select a new beautiful detached NEW ONE PERSON BUSINESS! single-lev- Up-to-d- home inside a gated el Village neighborhood with open spaces and recreational amenities Phase Tw o is now available with two decorated model homes Come for a visit and stay a lifetime 7000 South 7Q0 East Open daily Play to win 2 gumballs for 25$ Noon-- 6 569-- 1 Salt Lake Class Begins August 1998 Provo Class Begins August 1999 155 DEMAND FOR GOOD BUSINESS LEADERS ALWAYS Locations established - service 2-- 3 times per month Capacity 1700 gumballs jawbreakers rubber balls Approximate cost to fill $3400 - Gross $42500 No electricity New to your area No competition EXCEEDS SUPPLY INVEST NOW FOR THE FUTURE Dr Gary McKinnon Investment Required at local seminars Gil - or by SALT LAKE CITY AND UP- - See our unique new machine revenue-ge- EXECUTIVE at HskreeyMackaycom at site http: wwwmackay-coor by mail at Mackay En- your job change shape under you He fears his job as manager of finance for Warner Bros International Television is slipping from the A dead giveaway companys mainstream that it is time to move on to a new position is when you have no voice mails and your inbox is empty he says If things are this quiet you must not be doing anything that is seen as important to someone else in the company Farrows job once dealt with critical nerating issues but now is focused on the expense side You want to be involved in things that people care about he says You can also grow stagnant by staying in one place too long At the small company where Elizabeth Alvarez works employees have come and gone so frequently she wonders if she has stayed too long Granted I do have added responsibilities she writes but I feel like Im missing out on opportunities of getting a better job Whether to leave in a case like this depends on whether youre learning new skills that will increase your marketability or just serving your companys needs Ron Krannich publisher and author of career-related books says many people decide to move on because their interests change Thats a particular problem for people at midcareer they just want to do something else with their lives he says Often they start their own businesses or move into the nonprofit world But dont be too quick to jump ship he says Maybe you can your career with some additional training some new goals or another job within the company memo-and-meeti- Mackay can be reached via Web Job appointment Director Berteison Program Administrator 637 TNRB Provo UT 84602 (801)-378-36- 22 Phone 888-699-02- 04 (Ask for Steve or Toni -- Ameri-Venture) le C O M PUTERS Utah's Largest Computer Retail Chain! iCw See Wfty ! 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