Every year, about this time, I get a little hectic. I’ve decided it must be me, because every job I have had for the last ten years, regardless of industry or emphasis, seems to go absolutely crazy at this time, and it lasts right up until about Christmas or just before New Years’. In previous years I attributed it to planning, that process where you decide how much money a given individual is responsible for; in recent years I had attributed it to the frenzy of “finish what we said we were going to do by end of year”.
Now that I am in a Retail Organization, I realize that I was but a Baby Developer/Analyst and had No Idea what the Real World was like.
I am finding comfort, and redoubling effort, in light of something I learned at my old job: Be a Traci.
Each year, at this time, in my old job, I was part of a process in which we divided up something on the order of 1 or 2 Billion Dollars (it changed over the years) to 8 or 12 individuals, in terms of responsibility for the coming year. In short: Jane Roe, Jon Doe, and George Smith, you are now responsible for $1bn/x for the next 12 months, and if you don’t generate that cash volume in your area the Whole Company will look down on you with a mixture of derision, pity, and disgust.
As you can imagine, having someone (especially a Dev Manager) tell you “Here is your number, based on my Excel spreadsheet and near-sociopathic bent for analytics, have fun with that”, is not fun. I got a reputation for being “apolitical” and someone took me aside at one point to tell me that “No and no” was not a reasonable response to email.
However, the mitigation for this at the time was to get all 8 or 12 people into a room, for 8-10 hours, with me, a laptop, a projector, and dubious catering service. In that meeting each person would grab their PowerPoint and their skills in persuasion to indicate to the VP’s that Be why they should be able to put 10, 20, or 30 million dollars back in to the pot. After two rounds, I could tell you, in advance, who was going to sandbag, who was going to like it and lump it, and who was going to knock it out of the park.
Traci always knocked it out of the park.
I met Traci formally in Las Vegas during one of these meeting events, she was responsible for San Diego and was an up-and-comer. Traci was a Manager at the time and therefore a bit more down the hill that these monetary expectations rolled down. The next year, though, she was one of the 10, and she grabbed her Power Point, her very cute shoes, and her Excel Spreadsheet, and did something remarkable:
She accepted her number, and said how she’d do it.
Her number that she was allotted was audacious. It was not easy. I remember thinking she had to have balls of solid steel to accept it, and this was in a meeting where at least three other people who had been Directors, longer, put money back on the table. She didn’t act overzealous, she admitted the number was aspirational, but she detailed her plan.
She made her numbers.
She made her numbers every year for five years.
She has been a VP for three years running at a Fortune 500 company,
When there is a problem to go solve, they send Traci.
And every time, she rises to the occasion, grits her teeth, and gets it done. In cute shoes.
There are relative few heroines for women in the working world, apologies to Sandberg and Mayer. The fact that I can only think of two off the top of my head (without getting political) is sad (note: I have a whole blog post about Lean In coming). And the fact of the matter is, Traci and I are worlds apart in the actual work we do. But I cannot forget her tenacity, and I cannot dismiss the infectiousness of her attitude.
Traci once had a long conversation with me about the 20-odd ways there are to say “No”. I like to say “No” the way I learned to: “No”. But in modern business, you need to say “No” without actually saying it: “I need to review our resources”, “Perhaps XYZ tactic will work better”, “I will take that back to management and we can review”, and so forth. It was one of the best lessons I had ever had in management, and I use it to this day.
So these days, when I feel overwhelmed and like the Powers That Be are dumping more on to my plate than I can handle, I remember Traci, and that meeting in Vegas. I’m armed with my Excel spreadsheet, and my Power Point. Now all I need is cute shoes.