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

---

Sales Coaching... Fact or Fiction?

The old adage in selling has always been, "Find out... Read More

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

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

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

How to Improve Your Management Procedures Usability

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

The Sales Carpenter

I remember moving my family to Argentina as Vice President... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

How To Use A Powerful Leadership Tool To Step Up Sales Results

Good sales people can close, but few "step up" for... Read More

How to Win Over the Man in the Chair Salesmanship, Repetition, and Direct Mail

In a classic business-to-business print ad from the late 50's... Read More

How to Organize a Seminar or an Event

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

Sales Competence Isn?t About Quota Performance!

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

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 1

Business executives and sales managers frequently bemoan "80/20" performance on... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... 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

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

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Sales & Marketing Plan Strategies

Design and Implementation of a new Sales & Marketing campaign... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Small Business Marketing: Overtaking Your Competitors

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

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

14 Top Lead Generation Tactics

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

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully.... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More