Getting to Know The Mañana Man --DeWese

I believe that all salespeople can train and discipline themselves to prospect for and get new business. The salespeople who are naturally good at prospecting will still be superstars, but the gatherers can at least make themselves active and successful prospectors.

I have represented selling shareholders of many printing companies who sold their companies because the companies weren't growing with new accounts and achieving a level of profit that could finance the new equipment and technology necessary to compete. Successful salespeople don't have to understand corporate finance, but they do believe that profitable companies are healthy companies.