Seventh in a series:
OK, just to recap our journey with Jim Holvay:
- Former hit songwriter and rock-n-roll musician finds himself at a career crossroads.
- Pays $25 for a fake resume to break into sales.
- Wears a blue velvet suit to work.
- Claims 34 dependents on his W-2 so that he can get all the money he can on each paycheck.
But after six months or so of going out, trying to sell, and not doing very well for his company, he comes to a crossroad early in his sales career...
"Every week, my manager would ride along with me and go on calls. You know the drill...they tag along, fill out the official ride-along form, the whole deal. All during the day of calls, I was reciting from the company sales script, but nothing good was happening. I knew something had to change, but didn't know what.
"So, there I was at lunch sitting with my manager at a coffee shop. And she says to me, 'Jim, you're two different people. In the office, you're real funny and loose. In the field, you're stiff and ultra-formal.' I reply, 'Judy, this is professional sales here!' like I'm explaining things to her.
"She comes back to me by saying that if I really decide to commit myself to the job, I could be a star. I'm thinking, 'But I AM committed!' Then she says something I'll never forget...she said, 'Don't B.S. me, Jim. You're going through a divorce right now, right? Things are tough, right? Well let me tell you something...when I went through a tough time in my life I coped with it by burying myself in my work. It helped me get through it. I'm telling you, Jim, you're not into this."
So, it's the moment of truth for Jimbo (as I call him). How does he uncover the secret to success in sales?
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