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Whitepaper on Customer Messaging Must have Adobe Reader 8.0
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Making A Difference My career began differently than it has turned out. I was on a career path to become a clinical psychologist. I worked in psychiatric units for six years. While waiting for admission into the graduate program, I took a job in sales, just for something to do for the next few months. That was thirty-three years ago. I did go back to graduate school after being gainfully employed in sales. My career began with a desire to help other people. I didn’t realize at the time I took the sales job that was really our mission; I thought it was to move product. Over the past three decades, I’ve come to the realization that we work in the best profession in the world. First, someone else hires us to run a business (a sales territory) and gives us the inventory and support staff to make it successful. Second, if the compensation plan is equitable, we are paid what we are worth. This means if you’re dissatisfied with your compensation you know what you must do. Third, a lot of people depend on our doing our jobs. If we don’t sell, production need not produce. Drivers need not deliver. Accounting people have little to account for. I once read that every salesperson supports twenty-five other employees. Whew! That’s responsibility. Fourth, and this is the best part. We get to make a difference in someone else’s life—the customer. If we accept our mission as making a difference, we will make all the deals we can handle. If we define our success as helping others succeed at whatever they want to succeed at, we will experience wild success. If our daily mission is to help customers get the most value from our proposition, we will be able to extract maximum value from the relationship. Wow! When I think about what we do, it is really no different than what I set out to do thirty-three years ago. |
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