Do You Have What It Takes? —DeWese
Respondents related many compelling stories. They were suffering in this miserable economy, but urgently wanted to survive and prosper. The writers noted love for their companies and co-workers, and expressed that love beautifully.
It became more evident than ever that our industry is shrinking, and that there will be fewer companies coming out of this recession. The survivors will have the best salespeople, not necessarily the best equipment. Oh, they will have good machinery, good software, good management and good (low) costs but, above all, they will have dynamite salespeople working within and propelled by a superb marketing program.
Surviving to Thrive
The survivor companies will continue to differentiate themselves. They will excel in different markets, serving customers with different equipment. They will serve some markets where sophisticated buyers manage multimillion-dollar budgets. Other companies will reach buyers who are relatively unsophisticated, overworked and holding down multiple jobs within smaller companies.
The responses that poured in regarding my Stimulus Package reminded me that no matter the complexity and magnitude of your sales job, you all require the same skills. I have written about these skills many times. It's helpful, however, to review them to make sure you are growing as a salesperson.
If you want to be among the successful reps selling graphic communications in 2012, 2015 and even 2020, you should have shown improvement with every new client, with every new job with each passing year. If you assess yourself honestly and find that you are not growing, then you had better start carving out a new career path.
There will probably be great opportunities for bank auditors in the future. After all, we can't afford any more Washington Mutuals or Wachovias. There will also be many job openings at the SEC for investigators to look into hedge funds, and investment funds in general.