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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."


The Best Way to End Your Day

My first job in sales was with UARCO Business Forms. The wife of the then president Greg Barker established a company-wide edict whereby all salespeople would clean their desk and their office space prior to leaving each day. Her wish became his command and his command became law.

Last night, I was rushing out the door to meet my daughter for dinner. As I headed down the stairs, I turned and looked back.

And stopped cold.

Suddenly, I was a 21-year-old salesman again and could feel the admonishment of 31 years (Wow? Really?) prior.

Setting down my things, I returned to my desk and quickly cleaned up. I left with my backpack, my laptop, some nighttime reading material, and a good feeling of organization and accomplishment.

Have a look at your desk right now. Do you have any idea what color it is or is it completely covered with paper and technology? Channeling my inner Mrs. Barker, wherever she may be, I’d like to ask you to clean off your desk and arrange your office neatly prior to leaving. Your reward will be a good feeling tonight and a good feeling in the morning.

Now, tuck in your shirt, fix your hair, and play nice with others in traffic. Well done, Beaver.

Why can’t you be more like that Haskell boy?

Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of printed reps and selling owners. Contact him at (781) 934-7036 or

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