It's All About You...Or Is It?

A Star Was Born

In 1970, after three miserable months in Life Insurance sales and after attending Dale Carnegie sales training, I landed my first career opportunity. My job was selling medical supplies to doctors in their offices. My sales manager, Earl Howie (think Dick Van Dyke), was the best sales manager I have ever had the privilege to work for or work with.

You Don't Know What You Don't Know

My territory was the East Side of the City of Detroit. I was unaware that the territory had never produced for the firm. I was grateful for the chance to work and support my young family. I received a salary for my first 90 days and then was paid with a draw against commission earnings. I also didn’t really understand or appreciate the path I was on. Was I a green bean, a cupcake or just plain naive? I was probably all three.

Real Leadership

Earl was dedicated to my success, his success and in the welfare of the company. During my first 90 days, I had a daily early morning appointment with Earl in his office for 30 – 60 minutes of personal training. He taught me everything I needed to know about the products, our customers and how to sell. His commitment to me went way beyond my expectations. Because of his training, I was able to sit for a test and earned my “Certified Consultancy” from the Health Industries Manufacturers Association.

Me, Me, Me

My commission earnings immediately exceeded my draw and I never looked back. I was a star at my company, with our vendors and in the local medical supply circles. I was the kid that did what others couldn’t do...make money selling in the city. I deserved a lot of the credit. After all, I studied and worked hard. I learned what I needed to do and performed.

Selling is a Team Sport

What I did not totally appreciate was the leadership, support and company infrastructure that was as important to my success as my newly developed skills and execution. My company represented the best product lines in the industry. They kept stock levels high and could fulfil the orders I entered. Our prices were competitive and my colleagues were the most professional group in the business. In other words…a perfect environment in which to succeed.

In Memoriam

There was something else I had never considered as a factor in my success. Many before me attempted to conquer the Detroit territory and had failed. In reality, the failure of those that had preceded me set the stage for me to reach the top. Their failures contributed to my success. The irony is that the last occupant of my desk was really close to making it. He was close. If he would have stuck it out a little longer he very well may have enjoyed what I inherited. He gave up.

The Lesson

Who you work for, who you work with, what you sell and who went before you are as important to your success as you are.