The Sales Manager's Success Manual

The Sales Manager's Success Manual

The Sales Manager's Success Manual

The Sales Manager's Success Manual

Excerpt

He who is not prepared today will be less so tomorrow.

OVID

Ralph Waldo Emerson observed, “a person is what he thinks about all day long.” Our business associates see us clearly and react to us accordingly.

I worked at IBM with a short, fat, bald man with a round face and glasses. He wore a perpetual grin atop his perpetually rumpled suit. Bill was not the person you would pick out of a lineup as the top salesperson in the branch. However, he was.

I also worked with John at IBM. He worked like a dog, attentive to every wish of his customers. His suit was pressed. He had a ready “hello” and willingly lent an ear to anyone who needed one. Yet, he was our branch Willy Loman, habitually near the bottom in sales. What was the difference between Bill and John? John worked under rain clouds. You could read him as a victim all the way across the office. He was late (or lost the deal, or came in second, or had insufficient support) because of heavy traffic (or a sick child, or an overzealous competitor, or requirement to help his wife). The everpresent strain on his face showed him in a constant combat with all of life's exigencies, large or small.

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