Um, About That Expense Report…

There are certain comments in life that stick with you. Perhaps it was the perfect comeback or the perfect wisecrack.

Or the perfect advice.

I was reviewing my coaching progress with a company president/owner and we started talking about George. I got him up to date, gave an assessment, and talked about where we were headed next. That’s when he said, “You know what I like about George? He spends the company’s money as if it was his own.”

What an interesting reveal. Owners and managers notice little things like that and while they don’t keep score they do keep track. It matters on those occasions where there is a decision to be made about that rep. Perhaps they have asked for the price concession or maybe it’s something as extreme as their job is in jeopardy. Someone who spends the companies money frivolously will be shown the door a lot faster than someone who spends modestly while on the road, or finds a better airline fare, or stays in an economy hotel.

“Character” is defined as what you do while no one is looking. Salespeople need to know, managers are looking they are paying attention and they are taking note and it does matter.

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Whatever sales challenge you are facing, someone else has overcome it. Get help or contact Bill Farquharson at BillFarquharson.com. You’ll find information on his sales tips books and training programs.