It was nearing the end of the the quarter and the Vice President of Sales sent out an urgent email asking his reps to email him a copy of their latest updated forecasts immediately.
The salesman, who had been sandbagging a deal or two, decided to now
include the extra several hundred thousand dollars in potential sales,
look like a rock star, and take the opportunity to ask for a raise. So
he attached his file to the response email, but not before entitling it,
A few moments later his email was returned, acknowledging the great
effort in drumming up new business. But there was no comment on the
file name or his likelihood of getting a raise.
It was then that the salesman noticed that his attachment had been
returned and the name of his file had been changed to, "Fat_chance."
Moral of the story. True sales professionals know that when it
comes to negotiating wage increases, it always pays to do it face to
face. Be bold and assertive, Letting management know that you are
going to be in their face until you are justly rewarded, will often work
in your favor. However, being meek and hiding behind file name changes
to get your point across, will never go anywhere. Those tactics are
too easy to get rid of, or ignore.
The same can be said for sales in general. Want to close a big
deal? Go out into the field and meet your customers face to face.
Make it impossible for them to ignore you. Or you can stay in the
office, send out a bunch of templated emails and hope that "Tinkerbell"
waves her magic wand and whisks you away to quota attainment. The
choice is yours.
"The price of anything is the amount of life you exchange for it." - Henry David Thoreau