“Not very,” Marsha admitted.

“OK,” Gardener said. “So wouldn’t you get bored

with such an easy life? Isn’t it the hard work and chal-

lenge of beating off the competition and really driv-

ing home a great customer solution that makes it

fun for you?”

“That’s it,” Marsha thought. “The thrill of the

chase.”

Gardener went on. “What if you were to build a

sales activity plan that supports your vision to accom-

plish those tough tasks, easily and profitably?”

“I know what you’re driving at,” she said. “I’ve got-

ten so focused on the big-ticket sales in my top five

accounts that I’ve almost stopped

going for the building-block sales

in my second- and third-tier

accounts. After all, you need

some of those in your garden,

too. Solid, steady plants that con-

sistently produce over time.”

Gardener chuckled. “That’s

what having a vision is all about.

I remember a guy in my compa-

32

SPROUT!

EVERYTHING I NEED TO KNOW ABOUT SALES

Positive pictures give you

energy and create

optimistic feelings that
will carry you through

the day.