It's not rocket science

How can some salespeople be doing very well in the face of this economy while others are struggling to make ends meet?

Interesting question..isn't it?

One quick answer might be that some people are better salespeople than others. Sure that is a given but they all are operating in the same economy for the most part so why aren't they all affected the same?

Spend some time with the winners and the answer will become clear. One thing that sticks out is that they have an "attitude" or an "ego" that they will not quit. they will not give in to the economy or the competition. The old saying "when the going gets tough, the tough get going" seems to personify this group.

Another common denominator appears to be their work ethic. The clock strikes 5 PM but if there is still work to be done then their day is not over. Whatever it takes to get the job done is what determines when their work day starts and ends.

The Vernon Company's fiscal year runs from March through February so this week was D-day as far as getting orders in for the end of our year. Lots of things were at stake. For some people it was making sure that they qualified for their group health and dental insurance. For others it might be getting over the hump to win the incentive trip...a six day vacation to the Big Sky Resort in Montana. Last but not least many were shooting for personal bests or trying to make sure that they were in the top groups to be recognized at our National Sales Meeting Awards Banquet in St. Petersburg, Florida in three weeks.

Regardless of the reason or the goal our top notch salespeople were driven...not by the home office...but rather by something within themselves. They were self motivated to the nth degree!

So what separates the top achievers from the rest? Three things make my list...

1. Attitude or Ego
2. Work Ethic
3. Motivation

So how do you match up in these areas? Do you have lots of highs and lows or do you stay somewhat even in your approach with a single purpose to succeed?

Are you a 9 AM to 5 PM worker or are you committed and willing to do whatever it takes to be the best?

What or who motivates you? Does it come from within or do you need a push from someone other than yourself?

How did you answer these questions?

You know what...it really doesn't matter today because you have the power to alter the answers with your behavior going forward.

If you find that you get down on yourself change it...give yourself a break, get back on your feet, get out there and keep making the sales calls!

Have you noticed that at 4 PM you stop working every day. See what happens if you go the extra mile making two or three extra calls each day. You just might be surprised at the results!

Last but not least recognizing that you alone are responsible for your behavior will allow you to do what is needed before someone tells you what to do. Doing this on a regular basis will make you a more confident and successful salesperson.

So to sum it all up...IT IS NOT ROCKET SCIENCE!

Any one can do it.....so the big question is why do so few actually do it?

We will leave this question for another day....

Home Sweet Home - Are you there?

As I read about the economy and as I watch some of the things going on around me in this industry I feel very good each and every day about where I am in my professional career. Working for The Vernon Company a 4th generation family owned business located in the mid-west I find myself very comfortable.

I have noted recently that there is feeding frenzy of sorts going on between several large companies in an attempt to pick off some of the distributor owners and salespeople who have been less fortunate than me. By less fortunate I mean that they find them self in a position where they do not have a "home, sweet, home" for their valuable clients and their business.

If you too find yourself in this position what are you looking for in a new home? I think it is very important for you to ask this question before you start to look around. The Vernon Company would provide a great home for most people looking for a place to continue their career. We recognize that it might not be a great fit for everyone. Again a lot will depend n what your objectives are for the future.

We recommend that you do an in depth financial analysis of any prospective employers or suitors. While I will not throw stones at any other companies, many other will, so for that reason do not believe everything you are told....by me or anyone else for that reason. Do your homework and your due diligence.

See this excerpt from a letter that our President, Chris Vernon recently posted on our website for distribution to customers and prospects....

Vernon Company has an impressive balance sheet showing over $23 million in assets, $15 million in equity, $4 million in cash and ZERO long term debt! We are a conservatively managed business and are structured to prosper in any economic environment.

We know of no other large distributor in this industry who can make this statement and more importantly back it up with audited financials. This is huge if you want to find a place to call home, sweet, home for your orders for a long time to come.

If your business or the company that you work for is surviving and doing well I say congratulations and keep it up. This is an indication that it is being managed properly keeping costs in lines with revenue. It is at times like these that the well managed companies can not only survive but they can thrive!

So if you find yourself shopping for a new home remember it is the foundation that supports the house and in this case it is the financial foundation that it going to be critical in your decision to give you the confidence in knowing that you will not be home shopping again two or three years down the road.

Financial stability and the company leadership have to be the most important things that you consider when making a change. You can learn a lot about stability by pulling a Dun and Bradstreet Report. Ask any prospective employer for their D & B Number. You can also ask for two to three years of financial statements. If you ask us for either of these two things you will have them right away! If you ask some others you might not get them at all....What does that say to you? To me it would not instill a lot of confidence in my choosing them for future employment.

What do they have to hide? H-m-m-m-m-m?

It makes me wonder! How about you?