Story Matters: Are You Willing to Change?
Ryan Sauers is back from taking a break to write his new book, "Would You Buy from You?: Your Brand Makes the Difference."
Once upon a time there was an "old school" print sales rep, named Bob, who was extremely reluctant to change. His sales were declining and he rarely prospected.
Every day, Bob was told by his boss, Mike, that he must change his ways and learn to sell value and not printing. Bob did not believe this to be true as he had sold printing for 25 years.
One day in an act of frustration, Bob suddenly quit his job knowing there were better jobs out there. Because of that Bob was finally free to look for work at other printing companies where he knew someone would appreciate his vast print knowledge and experience. He found, however, that nobody was looking to hire "old school" sales reps who sold in outdated ways.
Because of that Bob could not find a job and decided that his only option was to go back to his (previous company) and ask Mike for another chance. Bob promised Mike he would learn to sell in new ways that were relevant to 2015. And he did. Bob worked very hard and became the best salesperson in the company.
Until finally Bob had reinvented himself so much that he was referred to only as Sales Guru Bob...who sold value. And printing was very little (if anything) of what he ever talked about. Bob continued to sell, teach others, and grew into a sales management role. Bob’s employees saw the value of his change and followed Bob’s new style of sales. Mike, Bob, and the company continue to learn and grow to this very day.
Moral of the Story: If you want to change badly enough you will find a way...and if NOT...you will find an excuse.
Ryan T. Sauers has spent 25 years leading and/or consulting with printing, graphics, promotional and visual communications related organizations. Ryan is President of the independent consulting firm, Sauers Consulting Strategies, founded in 2010.
Key areas of focus of the firm include: sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs in the world and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in US to achieve all 3 rigorous certifications related to human communications, personality & behavior).
Sauers is working on his Doctoral degree in Organizational Leadership and hosts a radio show in Atlanta (Marketing Matters). He is author of the best-selling books Everyone is in Sales and Would You Buy from You? More info at: RyanSauers.com