by Tim Roberts
Once upon a sales time there was a wise old retired manager who loved to give back to the people he enjoyed working with during his career - his fellow salespeople. Each Friday he would drive to his old office and listen to all the reports the "street guys" would share with each other. He loved listening to the victories won and the battles fought hard. He especially enjoyed listening to the enthusiastic promises of things to come from the younger sales reps.
"He told me he really liked me!" extolled one rep scanning the room for nods of approval. Another jumped in saying, "I have a prospect that liked my proposal so much, he wanted me to share more. He's secretly pulling for me and told me that if I could lower my price, I'd get the business!" Still another crowed, "I have a prospect that bad mouths his current vendor every time I go there. Man, it's a big one and I'm real close to getting it."
What troubled the wise old manager was the fact that the veteran salespeople said nothing and actually seemed to be jealous of all the bravado. The old manager knew these calls were filled with nothing more than hope and he felt sad.
Finally, a Friday arrived when the new VP of Sales came up to the wise old manager and asked, "Why, good manager, can't we grow anymore? Why can't my people close any new business?" And the kind, wise manager simply said, "Expect what you tolerate."
At Sandler Training, Trustpointe we teach salespeople how to write effective reports. To learn more about wise men, false bravado and high need for approval call Tim Roberts at 317.845.0041 or tim.roberts@sandler.com
But don't call me vendor.
(Special thanks to Eric Jones from Muncie Power Products for his thoughtful contribution to this article)
