The Five Books You Must Read

 

When I started my technical sales career at Pharmacia Biotech, the sales department had a well-planned sales and product training program that to this day remains my gold standard of training.  It consisted of comprehensive course: two weeks at headquarters for sales/marketing product lectures, hands on product training and Professional Selling Skills training. After the second week, the trainers sent you into your territory with your manager for two weeks applying everything that you just learned.   After that, back to HQ to focus on different product areas and more selling skills for another two full weeks and then back into your territory.  This cycle repeated for over four months and the team selling/coaching sessions with your manager lasted another three or four months after.  During this period, it was also expected that you continue with your own self-study on the products and your customer’s business. On top of that, you were required to hit your monthly sales targets and complete your admin duties consistently.  It did get a lot easier once you mastered the product line, your customers, and learned what’s important to manage your manager. (See the 80/20 rule.)    This methodology of constant and never-ending improvement became part of a very healthy corporate culture and a team driven to lead the market in best in class products, technical sales and customer satisfaction. The lifelong skill that this method taught me is not only learn new skills and how to apply new developed skills. Knowing is not enough, one must apply. Continue reading “The Five Books You Must Read”

Hosting a Time Traveler

Time Travel. I’ve always been fascinated by time travel themed movies and having the ability to change just one thing that would affect my future.  Not the Back To The Future, Marty McFly stuff that messes up the space-time continuum and the whole alternate 1985 bit either.  I’m talking about going back in time and give advice to myself of a certain age.  For me it would be 1977, right after the photo was taken that was used in the Leader List Article  http://www.fromthebachrow.com/the-leader-list/.   I’ll cover that advice to my 16 year-old self in May. It turns out we can do selective time travel when one interprets the code messages in   blogs like this one and the one in the link below.  Continue reading “Hosting a Time Traveler”