Colleen’s Blog

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing. And one of them told me that he had been calling a particular customer for ten years before he finally got the break he needed to win their business. During one of his sales calls, he realized that he wasn’t just calling a single shop. In actuality, they had 120 locations.

Why are you good? Seriously. Have you asked yourself this question before? Let's face it. Salespeople often come with healthy egos, to put it lightly.

How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales. This is what's expected from salespeople.