The Sales Challenge

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at, and live presentations. Contact him: or (781) 934-7036 to discuss your sales challenges.

There is persistency and then there’s fruitless pursuit. The sales rep, while diligent, knows his/her limits when it comes to tracking down a prospect. In this week’s blog, Bill Farquharson applies a little Kenny Rogers’ thinking to the pursuit of sales.

If the world were fair, salespeople would be paid a fair wage for a fair job and not influenced by their paycheck.

What is your reaction if your sales rep walks out the door at 2 p.m. on a Friday? Depending on his/her sales standing, it ought to be "Hit 'em down the middle!" with the sincerest of back slaps. Is it, or do you silently (or perhaps not so silently) stab him in the back as he leaves? This week's blog by Bill Farquharson explains why this age-old habit should be honored.

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