How to Know If You Are Doing Your Job

“I am failing,” he said. “I’m not writing any orders and every day is a struggle. I feel like I am getting beaten up on an ongoing basis.”

I agree. And it is he that is administering the beating…on himself and all by himself.

The coaching call continued on for a while with my client talking about how miserable he felt. As I listened, it became clear to me that he believed he was not doing his job. Therefore, he was experiencing stress, disappointment and unhappiness.

Why? Because he wasn’t selling what he felt he should sell. That was his measuring stick. That was his answer to the question, “Am I doing my job?”

I took a different tact. I asked the rep how many calls he made in a day’s time. His number rhymed with “clean.” That a good sign and a healthy number.

I asked about his time management and preparatory skills. Again, strong.

I asked how many appointments he had this past week. Impressive. I asked about next week. Impressive-er.

When I was done with my Spanish Inquisition, I asked the rep if he was doing his job.


“Well, I guess we have a different perspective, huh?” he drawled.

Yes, I guess we do.

I believe that if you make quality sales calls using a process and make them with diligence, success in inevitable. Start every day with a plan. Run that plan daily. Repeat. You are doing your job.


“You know, maybe things aren’t as bad as I think they are. Maybe my efforts will pay off and I will find success. Maybe I just need to stick with it and redefine ‘doing my job.’ ”

Not maybe. Just yes.

Bill has five free webinar recordings for view on his website: Each focuses on a different print sales-specific topic. Contact Bill at

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."
Related Content
  • Mark Henry

    It’s all down to conversion rate. You can have the greatest set of daily action steps of any salesman, ever, but if you can’t convert a prospect to a client you’ve got nothing to show for your effort but overhead.

    Start with a detailed sales plan, anchored by long term (24 to 36 months) sales goals, then figure out how you’re going to get there. Schedule monthly status planning meetings to go over each channel’s progress towards the goal, adjust as necessary. Finally, develop daily action steps that support the monthly progress (call it mini-goals) and off you go.

    If you don’t have clear, realistic goals and a road map to get there your salesmen will never know if he/she is making headway, or just wasting time.