| Show UWBp BUSINESS Sunday November The Salt Lake Tribune be asked if he decided to accompany a salesperson on a call Steve kept his troops motivated He fought for them and won more than his share of the inevitable turf battles within the company He always recognized a good effort and he ran a lot of silly little contests that other employees thought were dumb but salespeople loved Steve was direct and assertive He was not a big committee guy who would hide behind the bureaucracy when he had to make a tough call You could always disagree with him but you had better not bs him I know what most of you sales- BUSINESS HARVEY MAC KAY I Salespeople Make or Break Any Company people are thinking: Steve sounds too good to be true No such sales VP ever walked this planet Well that could be I admit it VP Steve is a figment of my imagination Instead of making Steve the vice president of sales they gave the job to Howard Howard is considered a comer by the company brass so they decided a tour of duty in sales would look good on his resume They were right However he doesnt particularly like salespeople and they dont like him One thing they never have to worry about is Howard making calls with them because Howard is an kind of guy not a field guy No bug ever feared being squashed to death on Howards windshield Howard isnt a people person He is a numbers person He Meet the VP not A1 No If knows and loves numbers All kinds of numbers From all over the company From all over the world The only numbers salespeople care about are total sales and total commissions and if pressed they could live without the total sales numbers How many companies are out there that have made Howard the head of sales rather than Steve? How many stars are there in the heavens? I get letters from you people all the time complaining that your peerless leaders arent true salespeople Now I will get more letters asking me how I knew about Howard You will point out that the general counsel of the company is always a lawyer The vice president of engineering is always an engineer So why isnt the head of sales always a salesperson? Because dear friends those who decide have decided: Sales is not really a highly skilled trade a profession practically a call to holy orders but is merely a form of human activity involving the use of shoe leather and a car rather than a shovel or a broom That isnt the way you and I figure it Sales is the engine that drives the company No sales? No company Sure sales techniques cannot be reduced to a mathematical formula and unless youve done it it's hard to explain how you do it But doesn't it make sense that if you are going to hire someone to lead and motivate salespeople Gore Steve Steve was the consummate salesperson He was made vice president of sales while still in his 40s because he felt salesmanship was the greatest of all the arts and he had the knack of communicating that zeal to his charges From the day he signed on with the company Steve hit all the rungs on the ladder He was a salesman a sales manager and a sales director He had hands-o- n experience in every sales situation that could come up the good the bad and the ugly Steve was no desk jockey He was always available to help on big pitches And he didnt wait to E5 30 1997 promoted to the job of sales manager who can only sell five cars a month How much respect do you think they get from the aces who sell 25 to 30 units a month? 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