Interpersonal Business

Dedication and patience are essential to early success. A new position should be approached wearing blinders, and with an objective, positive attitude. Initially, the first secret of success is simply “showing up.” You must also accept the reality that bad days are part of the deal. Everyone will get their share; trust the process. If you are organized, well prepared, creative, and show consistent effort, you will find more than your share of success.

At some point, a manufacturer’s expectations for growth will exceed even the super human efforts of your top producing sales person. Management should encourage the sales person’s options of hiring office help, service assistants, or bringing on a customer service associate to handle a portion of their accounts. While territory divisions and line packages are ultimately the responsibility of management, a single executive decision to divide a territory should only be made as a last resort.