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When Did Selling Three Copiers a Month Become Acceptable?

Just because you're at work, does that mean you're working? 

Over my many years in the copier business I've seen many copier sales people come to work, and I guess that's sort of an accomplishment because they at least they showed up.

I've also encountered many sales people who don't know how to work.  I'm thinking their comprehension of work, is that they showed up, they made a few calls, knocked on a few doors, took a late lunch and then knocked on a few more doors close to home. These sales people were happy that they sold 2 or 3 systems a month!!  When the heck did that become acceptable in our industry?

I get it, there's been times when I didn't  have the drive or the ambition to put in a days work.  But those days are few and far between. 

At one point in my life I didn't know how to work.  At 16, I was hanging out in downtown Iselin, nothing to do, but to get into trouble.  One evening I was approached by a person in his twenties, and was asked if I wanted to make a few bucks un-loading a produce truck.  Okay, since I didn't have any money and I liked having money, I went to work that evening, and ended up staying at that job for almost five years.

I can't tell you how many times, I was told to get my hands out my pockets, we don't pay you to think and there is always something to do when you're at work.  After many months of being verbally abused (that was OK in the seventies), I learned that in order to keep my job, I needed to think for myself and find things to do.  Thus, when I finished a task I didn't run to the owners and ask "what should I do next?", I learned to think for my self and find a task that would keep me busy.  From pushing a broom in the warehouse, making room in the dumpster, feeding the guard dog and picking up his poop. This is what I did to earn a buck. 

College was not an option for me, I was not a fan of school, however I was a BIG fan of making money.  Today, I contribute my success to the owners of the produce company who pushed me, yelled at me (gave me a thicker skin) and taught me how to work.

Today, when I've completed the follow up calls, finished the quotes,  and replied to the emails, it's automatic that I turn to prospecting whether it's phone calls, emails or LinkedIn, prospecting never ends. There is always something to do!

Which got me to thinking, why are there so many slackers?  Where did the mentality of just showing up meant that you are working?

Even though I'm not a manager (I was a Dealer Principal once), I get PO'd when I'm busting my butt, making the calls, setting the appointments, researching data, closing the deals and then watch others muddle their way through a day or work.

You know what?  I guess what it comes down to, is that I don't want to be average, I don't want to be like everyone else. I need and want to excel, don't you?

-=Good Selling=-

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Comments (4)

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Tom Koenig posted:
Well said Art,

I have always appreciated the effort you put in.

Thank you,
Have a Great Day

Thomas Koenig
District Business Manager
Dealer Division - Northeast Region

RICOH USA, INC.
5 Dedrick Place
West Caldwell, NJ 07006
Cell: 570-439-2864
Thomas.Koenig@ricoh-usa.com

TY Tom!!!  I love selling Ricoh's for you!!

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