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July 2011

Fail 7 out of 10 times? You might become a legend.

One of the most frustrating parts about being a salesperson is the constant rejection, the constant stream of failure.  The more neophyte salespeople I work with, the more I see the frustration over this simple fact of sales.  Sales is a numbers game.  You can’t win them all, and you have to get out there and talk to lots and lots of people, to find those people that need your solution, have the means to pay for your solution, and decide that you have the correct solution against all the other alternatives.

More math = less sales

A sales person that used to work for me called me last week to get my opinion on a new position he was considering.  We chatted for a while about the position and the opportunity, and I was very excited for him.  Its a great company, a great product, a great team – and I think it will afford him quite a bit of opportunity to advance his career.

Then we started to figure out if the comp was right for him.

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