Sales sucks. I quit.

This is a familiar story:

"I really had no business succeeding. In fact, it’s a minor miracle. I knew nothing about sales. When I looked around the office, I saw success everywhere but in the mirror. It was a very difficult time for me. Every morning I’d come in to the office and try to pysch myself up for the day. Every night I’d leave the office defeated. I’d think, ‘Sales sucks. I quit!’ only to wake up the next morning and say, ‘Well…’"

This story is familiar not only because I’ve heard it come from the lips of others, but it is mine as well. The “natural born salesman” label is BS. You can be a good talker and even look the part, but it takes training to develop the skills necessary. Call it the “Warren Harding effect.” You know that story, right? He was made president by the political machine because he “looked presidential.”  Turns out, looks ain’t enough. Who knew?

Yup, Sales is tough, and I think everyone things their era is the toughest ever. I remember hearing veteran reps bitch that their time was harder than the present day. Funny, now that I am “Sir,” I feel the same way.

One of my favorite movies is A League of Their Own. At the end of the movie, Geena Davis (the star of the team) is in street clothes, having decided to leave the team and join her husband (UMass’ Bill Pullman) who is home from the war. As she walks to her car, the team manager (Tom Hanks) shuffles over and asks her she is going. “I quit,” she replies. “It just got to be too hard.” Hanks, all hung over and scruffy, grunts back, “It’s supposed to be hard. If it wasn’t hard, everyone would do it.” Then, he delivers a line that every Veteran sales rep would agree with: “The hard is what makes it great.”

Amen, Brother Tom. Amen.

If you are new to Sales and struggling, don’t quit. Remember the words of Mel Fisher: Today’s the day! Now there’s a guy who knows a little bit about perseverance. Look him up at melfisher.com and compare your measly efforts with his.

The single most important factor in your making it as a sales rep isn’t your price, quality or delivery. It’s not your print capabilities or your pedigree. It’s diligence. So, stop reading this Blog. Get off your ass and make some more sales calls. Now. NOW!

After all, today’s the day!

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