One of my dad’s favorite sayings was, “I am glad I don’t have a real job.” 
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Of course, my dad had a real job. He was a salesman. But what he meant by that was that he loved getting paid to build relationships and help people solve problems. He was my hero growing up, and he set the bar high. Everyone respected him, and he was always happy in his work.   
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My life was full of other great sales role models too. My Uncle Charles, a WWII veteran and salesman, traveled the world. Mr. Davis, a traveling salesman, drove a Cadillac. Mr. Nixon ran his own company. Mrs. Brown, was a successful real estate agent. Mr. Ross sold commercial electrical supplies. Like my dad, these people were smart, kind, and all seemed to really love their work.     
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Is it a surprise that at the age of 12, I announced to the world that I was going to be a sales professional? While my friends were making plans for their professional skateboarding and football careers, I was dreaming of being a salesman. 
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My first sales job (while still in high school), quickly taught me sales is not as easy as it looks.  Thus began my constant observation and study of salespeople. I was determined to find the “secret” that makes some sales professionals so much more effective than others. 
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After college, at my first ever corporate sales banquet, I found myself captivated with the winner of the coveted “Salesperson of the Year” award. I was shocked, after watching and then talking to him, to find out that he was just a regular guy - nothing outwardly amazing about him! From that point forward, I knew that anyone could be a good salesperson if they had some basic skills, really strong desire, and a willingness to learn. That’s when I knew I could achieve the same and help others to as well. 
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Fast forward a few decades, after many extremely successful years in sales, sales management, and marketing, I had the opportunity to develop a sales training program from scratch for a leading medical equipment company. Since then, I have had the privilege of developing and executing sales training programs at two additional companies.  These opportunities gave me the chance to work closely with hundreds of sales professionals and observe over a thousand sales calls. 

 

I have both bought and sold. I have observed buying and selling. These decades of experience have confirmed my suspicion that there is no “secret” to successful sales. However, there are definitely some things great salespeople and sales leaders do (and don’t do) differently than others.   

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My career in sales has been even more rewarding than I had ever hoped. Now my career purpose is helping good sales professionals get better. I think sales is the greatest job in the world and I want to do everything I can to help elevate the profession of sales and everyone who makes their living participating in it.   
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If you have good sales professionals and sales leaders on your team who want to get better, or if you are a dedicated sales professional who would like some personalized coaching, let’s talk. Maybe we can help.

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