Work a Full Week

Work a full day.

I met Tim Bender at a conference in New Orleans in 2000. He and I were part of a team of consultants brought together by the International Prepress Association. After those meetings were complete, Tim and I found our way to the golf course and stayed in touch when we returned home.

At the time, Tim was running a print company in upstate New York. One Friday afternoon, he called me with a request: could I fly in Sunday night and be in his sales meeting first thing Monday morning?

Tim was pissed.

Earlier that week, Tim had informed the Production Department their hours would be trimmed due to a lack of work. At 2 o’clock Friday afternoon, the head of Production came into his office along with several others. They politely asked for Tim to follow them. Curious and a little nervous, he complied.

Walking into the Sales Department, it was empty. The head of Production said sternly to Tim, “We are losing hours and money out of our paychecks because the sales reps of this company are not doing their jobs. It’s 2 o’clock on Friday and there’s not a salesman in sight.”

Tim went back to his office, sat for a long time thinking it all over, and then called me with his request.

Starting that Monday morning, the reps experienced a much different work environment. Sales activity goals were established. Accountability was introduced. Coaching improved call quality.

And the Production Department got their five hours a week back.

Salespeople, this message is for you. Regardless of whether you personally are on quota, if your company needs business, you have a responsibility to every other person in the plant. Being in sales affords a lot of flexibility and while I believe that to be a well-earned job perk, all bets are off when the presses are quiet.

Work a full week. Put in a full day. Be a good team member.

Want more? Drive your sales using the ideas and motivation found at SalesVault.pro. Bill Farquharson can be reached at 781-934-7036.