Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
The Sales Carpenter > NetSparsh - Viral Content you Love & Share

The Sales Carpenter

I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.

In the company's ten year history of selling into Latin America it had never exceeded $14 million (M) in annual sales. The Argentina office itself had never produced more than $400 thousand (K) in sales. My task was to increase the sales locally in Argentina, but more importantly throughout Latin America.

I remember sitting in my office one day, looking out the window and wondering, "How the heck am I going to grow this business with problems in Mexico, Brazil, Puerto Rico and other hot spots? "How can I grow this business beyond $14M when no one in the past has been able to do so?" Forget the movie Sleepless in Seattle, I was "Sleepless in Argentina," trying to map out a strategy. How would I make "sales" happen?! "

A confession to you the reader: I was scared! Please don't tell anyone!

One day while on the phone with a customer, I heard loud noises from across my office building. After getting off the phone, I opened the window and looked at the shorter building next door. On the rooftop, I saw several men using a scrapping machine to rip apart the flat roof the size of two tennis courts. This noise went on for days.

Then one day I noticed the silence. I looked outside and discovered that the men had finishing stripping the rooftop and were now laying small ceramic tiles. Given the size of the roof I remember thinking, "That's going to take them a very long time."

A few days later to my surprise and amazement I looked outside and saw that they were three-quarters of the way complete. "Amazing! How were they able to lay so many small tiles so quickly?"

Satori,? a moment of enlightenment.

At that very moment, a new mindset was born for building sales. Instead of focusing in on the enormous task of increasing sales for the entire region (the whole roof), I would focus on building the company's sales slowly (one ceramic tile or sales office at a time).

It was this paradigm shift, this Latin American version of eating an elephant one-bite-at-a-time that helped me maintain the patience and sanity needed to grow the business. I considered each country in Latin America a "tile." I set out to make sure that each tile I laid was positioned correctly in the marketplace. The result? First year, we hit $14.3M. Second year $45M. By the end of the third year, the region's annual sales had grown to $98M. The Argentina office itself went from $400K in sales to $5M.

Success, in sales and in life, starts when you break things up into smaller pieces; you begin to feel a sense of control. And as I began to take action, I began to feel a sense of momentum. Control and momentum became my engine for success. And every time I felt overwhelmed or anxious, I thought to myself, "Victor, let's just lay one tile at a time."

Confucius said, "It is not a matter of how fast or slow, but simply a matter of you moving." I learned that progress or success never happens overnight, but over time?one tile at time. I learned how to become a sales 'carpintero' (carpenter who builds things).

Victor Gonzalez, top Hispanic motivational speaker and author of "The LOGIC of Success". For more info go to: www.thelogicofsuccess.com or by email victor@thelogicofsuccess.com

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Radio Ink

Meet One Of Radio's Best National Sales Managers
Radio Ink
At the Radio Show in Orlando next week, Matt Cowper's name will be announced following the Advertiser Breakfast, Thursday morning. Matt is a Radio Ink Radio Wayne finalist in the Stu Olds National Sales Manager category. The Beasley Media Vice ...


Sandler Training in Denver, CO Announces New Sales Management Course
Benzinga
Denver based sales training experts Sandler Training by SalesGrowth MD, Inc. have announced the launch of another 12 month leadership course geared to sales managers. This comprehensive 12 month course consists of 12 monthly 4 hour modules on ...

and more »

Six CRM best practices for sales managers
Security Systems News
If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided to offer the six best practices that I've seen help ...


The Real Deal

Millennium Management pays $30M for medical office buildings in Broward
The Real Deal
Health care real estate investment trust Welltower just sold two of its medical office buildings in Broward to Abraham Shaulson's Millennium Management for $29.2 million. In two separate deals, Welltower sold the Manorcare Health Services nursing care ...


Forbes

On CRM: Why Did Service App Zendesk Buy A CRM Company?
Forbes
It's a sales tool. It provides forecasting, opportunity, contact and sales management features as well as lead scoring and reporting capabilities that allow its customers - who are mostly salespeople - to do the traditional things you would expect from ...

and more »

Enterprise Irregulars (blog)

Using “Win Themes” to Improve Your Sales Management and Increase Win Rates
Enterprise Irregulars (blog)
Yep, forgot to ask that one. And, of course, that's the most important one. As I sometimes need to remind sales managers, while the process is great, let's not forget the purpose of the process is to win. (I've even met a few sales managers so wedded ...


Survey Finds 2 out of 3 Businesses Are Not Realizing Full Potential of CRM to Inform Sales Strategy
Benzinga
Two out of every three business leaders using a customer relationship management (CRM) platform have yet to implement sales forecasting, backend integration and social network integration to help inform sales strategies, according to a new report from ...

and more »

mediabistro.com

Title Manager, Penguin Publishing Group
mediabistro.com
Penguin Publishing Group is seeking a detail-orientated Title Manager to join their Sales team. Working closely with the Group Sales Director and Imprint Sales Director, this highly visible and fast-paced role is responsible for the day-to-day ...


Director-Portfolio Management
Built In Chicago
Own and oversee portfolio, account and individual fridge performance against our revenue goals;; Manage and grow high-profile accounts, acting as a post-close counterpart for VP of Sales, and reporting directly into the Chief Revenue Officer;; Track ...


Rental Equipment Register

Vandalia Rental - Sales Manager
Rental Equipment Register
The successful candidate will work in partnership with the Branch Managers and Operation Manager to evaluate and grow our business through each of the rental locations. The Sales Manager will be on the Strategic Management Team and will fully ...

Google News

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

As spring moves to summer, the forecast should be for... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

Sacking Clients: Brand Power Wheel

Remember in the last message we talked about your directional... Read More

How To Build A Worldwide Distributor Network

When your product is market ready and has a good... Read More

Hire A Six, To Consistently Produce Sales Success

For many years as a sales manager, I would only... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Poor Performance - Fix it by Coaching

Coaching is about finding out the cause of poor performance... Read More

Project/Program Management Best Practices for Success in ANY Industry!

Where is our success? Although there have been improvements, over... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More