Just as the salesman's son was learning to walk, his wife took
him to the office so he could see where dear old dad worked. The
salesman's son staggered around for awhile, then he dropped to his hands
and knees and took off at top speed towards the office of the Vice
President of Sales.
The salesman made a dash for his child. But it was too late. Junior had already made to the VP's desk. In fact, the VP had already picked him up and said: "Who do you belong to?" With a smile he turned to the salesman and his wife stating: "Smith! I should have known. You often enter my office the very same way!"
Moral of the story. True sales professionals know, when dealing with management, it's best never to be predictable. If you only go into your boss's office when you have problems or when you want a raise, your boss will associate your presence with something negative. And you don't want that do you? So mix it up a little. Ask your boss out to lunch, or to a ball game, have your wife drop by the office with your young kids, anything that will break old patterns. Give your boss the opportunity of getting to know you as a person instead of just a fixed percentage of his own quota attainment. Besides, in tough times, who do you think it will be easier to fire? Just a number on a page who darkens his doorway from time to time? Or someone he knows as a friend?
"Four short words sum up what has lifted most successful people individuals above the crowd: a little bit more. They did all that was expected of them and a little bit more."
- A. Lou Vickery
The salesman made a dash for his child. But it was too late. Junior had already made to the VP's desk. In fact, the VP had already picked him up and said: "Who do you belong to?" With a smile he turned to the salesman and his wife stating: "Smith! I should have known. You often enter my office the very same way!"
Moral of the story. True sales professionals know, when dealing with management, it's best never to be predictable. If you only go into your boss's office when you have problems or when you want a raise, your boss will associate your presence with something negative. And you don't want that do you? So mix it up a little. Ask your boss out to lunch, or to a ball game, have your wife drop by the office with your young kids, anything that will break old patterns. Give your boss the opportunity of getting to know you as a person instead of just a fixed percentage of his own quota attainment. Besides, in tough times, who do you think it will be easier to fire? Just a number on a page who darkens his doorway from time to time? Or someone he knows as a friend?
"Four short words sum up what has lifted most successful people individuals above the crowd: a little bit more. They did all that was expected of them and a little bit more."
- A. Lou Vickery
