Honoring Salespeople

In a great April 26, 2009 New York Times column entitled “Attention Must Still Be Paid,” Ben Stein makes an important statement: “When the recovery starts, [salespeople] will be the ones making purchases happen.” In other words, it will be salespeople who will lead us out of this recession.

I think everyone in Toy Nation, no, make that everyone in business, needs to read what Ben Stein has to say about salespeople. He, in quoting Arthur Miller, is right: “Attention must be paid.”

Let’s listen to Stein:  "Sales — when done right — is more than a job. It is an art…It is learning the product you are selling, learning it so well that you can describe it while doing a pirouette of smiles for the customer and talking about the latest football scores…At its best, selling is taking a doubt and turning it, jujitsu style, into a powerful push. Selling is making the customer feel better about spending money."

Not only do salespeople deserve these kind words, they deserve the eloquence. Sales is a profession (and believe me it is a profession) that demands much of those who choose to saddle up. It asks, no it demands, that you be smart, resilient, articulate and, above all, aware. And, that doesn’t include the extra’s like being funny at your own expense, being able to play golf and not win too often and being able to drink booze without getting drunk. In short, to be a great salesperson, you have to be wonderful.

Let me finish up with one final quote from Stein: "[Salespeople] are where the rubber of production meets the road of consumption."

Good job Ben Stein. Great job salespeople!