|
 |
SalesNote |  |
|
||||||||||||||||||||||||||||||||||||||||
Gravy Time
It's time to reap what you've been sowing. The kids are back in school, the customers are back from vacation, the sales meetings are happening and the internal organizational kinks have been worked out (at least for the rest of the year). No more excuses. It's "Gravy Time".
As a college student I sold books door-to-door for 3 summers with The Southwestern Company of Nashville, Tennessee. It was the hardest yet best summer job I ever had. I learned a lot about hard work, selling, and motivating myself and others around me. We'd hit the first door at 8:00 in the morning and the last door at 9:30 at night, 6 days a week. The time between 6:00pm and 9:30pm was called Gravy Time because that's when both husband and wife were home and could make decisions to buy. My biggest sales were during this time.
In any environment the salesperson with the right sales mentality loves this time of year. It's an all out sprint. Whether at IBM or any organization where I managed a territory or sales force, or today when I coach and train organizations, the 4th Quarter is when it all comes together. Gotta love it - it's Gravy Time!
Top Sales World Site Features MXL Partners "We're pleased to invite the Silicon Valley's Mike Griego to be part of talented contributing team," says internationally recognized sales strategist and Top Sales World founder, Jonathan Farrington. "I'm honored to be associated with noted sales luminaries as part of the Top Sales World team," says Griego. Michael will participate in Top Sales Roundtables, Panels, Webinars and Masterclasses as well as contribute articles and his sales resources.
DSG Consulting Teams Up with MXL Partners DSG Consulting is an established national firm with core expertise in helping companies convert strategy into improved and sustainable sales results. Their client list includes Adobe, HP, Juniper, Cisco, Philips, RSA Security, Citrix, Toshiba, Boeing, McKesson, Siemens, among others. MXL Partners, a Silicon Valley-based sales training and consulting firm, will operate as a west coast partner firm for strategic sales training and sales process consulting projects.
Put it all Together There is less than five minutes left in the 4th quarter of a high school championship football game. The score is tied 7-7. The All-American tailback catches the punt at the 50-yard line and returns the ball to the 5-yard line. On first-and-goal the quarterback in the huddle calls for a "Pop Right" - a play in which he takes the snap from center, turns to the right and hands the ball off to the team's All League fullback who dives into the gap between the right guard and right tackle. The play is stopped cold for no gain. On second-down the quarterback calls the same play. This time the fullback runs to the three-yard line. It's now third-and-goal. With the clock running, the quarterback calls for a "Pop Left" - the same identical play except to the left side of the line. As they approach the line of scrimmage, the left guard glances at the left tackle and they both nod their heads, as if to signal "it's now our turn." As the left guard gets into his stance he recalls all the blocking fundamentals that have been ingrained into his head by his coaches for many hours over years of practice. Stay low, explode into your man, drive the legs, dig, dig, dig, don't stop until the whistle blows. When I think about it, I can still smell the grass as I lay face down in it, my chest across the goal line, that All-League fullback lying over my shoulder holding the ball. I was the left guard. We scored the touchdown. We won the game. We won the championship. ...The clear memory I have was the flashing across my mind, at the exact moment of truth, all that I had learned and practiced to make me effective at that needed time....
4th Quarter Push
|
||||||||||||||||||||||||||||||||||||||||
 |
 |
