Mañana Man's Mailbag —DeWese
This year's training is on Strategic Account Development (selling to the executive level in our client companies), coupled with an initiative to sell 18 major titles we've identified as key prospects for the year. I'm calling it our Bagging Elephants initiative.
It's February 3, and we've already bagged the first elephant, with decisions on three more due in February. Do me a favor: keep the whole idea of selling above the production manager level the heck out of your column.
Seriously, what you're urging works, and it isn't rocket science. Catching up on your columns was a kick since it underscored just how right is most of what we're already doing. Now, if my competitors who read your columns will just stay in that 80 percent column...
A Sales Manager
*** Dear Sales Manager:
I had to disguise your identity and your company identity because about a thousand CEOs would be calling to recruit you, and you'd never get anything done. You have written a letter that is a much better column than I could have written. Your enthusiasm, your sense of humor and your spirited approach to sales management are quite refreshing.
You never once whined about the weak economy and, instead, bragged about getting stronger during these tough times. Keep doing what you are doing. I'm sure you've got your unworthy competitors on their knees begging for mercy.
*** Dear Mañana Man,
That stupid Everett Hutto has fired me and I need a job. He fired me over that stupid little $105,000 over advance on my sales commission draw account. I told him things was turning around from me and I would make up the shortage in no time. Can you get me a job in New York?
I hear they pay big draws and salespeople get to stay in their big cushy offices and wait for orders to come in. I am broke and will appreciate a loan for a plane ticket and hotel when I get to New York. I'll pay you back as soon as I can.