Yesterday, an old employee at my previous employer left a comment reminding me of a story in Tokyo that she said would be worth discussing in the blog…
oddly enough — this story fits perfectly with todays theme…
It was 1998, Tokyo…..
When I got promoted to sales director of the Tokyo office … the office was doing around 6-10 delegate sales a week.
I was the top sales person in the region - selling sponsorship - so everyone in the office knew that I knew what I was doing, so my move into the position was an easy one.
That Friday evening, the first day I was officially the SD of the office, an office of maybe 8-10 mediocre sales people — I had a meeting before everyone left for the weekend….I told the office that I was starting a “Hugo Boss” club — and anyone who sold 10 delegates in a week ($2,500 a delegate) would get a Hugo Boss suit…
(this incentive was completely sponsored by myself)
I am certain that everyone sitting in the office that evening thought to themselves … “there is no way I can sell 10 delegates in a week…”
However, there was a young australian/japanese kid who was super dynamic and hard working … he came to me at the end of my meeting and told me that he would win the first suit..and he shook my hand and left.
Ken was very talented, but he had sold only twice in a month … and to be honest to the readers I did not think for a second he would sell 10 deals the following week…
Make a long story short -
Ken sold 12 delegates the following week … and very soon after, within a few weeks, 5 people had won the challenge (each sold at least 10 deals in one week) and the Tokyo office was definately the best dressed office in the company…
After being re-trained and understanding how to sell … these people also began to understand one of the secrets … and began to look at the job as a game.
Instead of pitching/selling 1 delegate … they would pitch/sell packages of 4-6 delegates at a time.
Although it was just a Hugo Boss suit … they wanted something so much that they made it happen…
Everyone knows about “LP” and his rolex challenge that he won … and his great sales figures, etc…
Yesterday, LP sold and contract back for a 290,000 euros lead sponsorship (400,000 US$) on a new event we are hosting — an event idea that he came up with and made happen.
The point of my mentioning this deal is NOT to praise LP in front of all the readers…
Of course - What LP did was exceptional.
However, simply put: He wanted something so badly — that he made it happen.
Gary in Cape Town … without going into too many details … he has single handedly, turned our “Ambition Africa” into something that has global appeal and surely this global series will be much more successful because of him.
He wanted to make this series work so much, that he made it happen.
Chuck in Dubai is one of the most talented/ if not most talented sales people in the company….excluding LP’s 290,000 euro deal, Chuck is currently the number one sales person in the company - BUT he could be so much better if he made it happen…
He is having a great week — but he could have the ultimate week if he just added that little extra passion and focus … Friday is deal day …. and he has a Hugo Boss suit challenge that is in his reach…
There are many great people at naseba making great things happen….but this entry is not about naseba nor all the great employees…
It is worth focusing/reflecting on the exceptional people around us … the exceptional ones….who are not necessarily the most/ or more talented than all the others … but because they focus and want “success” so badly, they achieve great things that others do not.
Just F…ing Sell…
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