The_Christmas_Bluebird

 

T’was the week before Year End, And all through HQ,

The office was silent, with not much to do.

Except for one employee, a Sales Rep named Mike

Who although an “A” Player, his number was light.

 

It all looked so good, at the start of Q3,

The pipeline was fat, with qualified leads,

But budgets eroded, and companies preferred,

Another solution, and so they demurred.

 

And now he needed more than an iota,

To salvage a year spent missing quota,

The president’s club, that he always attended,

Was a distant daydream, the streak would be ended.

 

When all of a sudden, The phone rang with terror,

Mike checked caller ID, Thinking it was an error,

Top Account was calling, the CTO named Tom,

Why had he dialed? Had something gone wrong?

 

Mike answered his phone, and prepared for the worst,

More bad news, of this holiday burst,

“Hello” said Mike, in a softer tone,

“Hey Mike” said Tom, “I’m glad you answered the phone.”

 

“I’ve got this problem, I was hoping you could end,

I’ve got leftover budget, which I need to spend

If I don’t apply it, next year’s is reduced,

And our new IT center won’t be of much use.”

 

“I need a cutting-edge solution, for this new IT Center,

Do you think you could get a proposal together?

I need a response within 48 hours,

Because shoving this through procurement will take all of my powers.”

 

Mike sprang to his feet, but restrained his delight,

And said, “Tom, let me see, I believe we just might”

He thanked him for the call, and hung up the phone,

Then called his SE, and said, “Get out of your home!”

 

They built the proposal all through the night,

And sent it to Tom, who said it looked right,

“I still have to get it through procurement though,

But I think in 2 days you’ll have a PO.”

 

Their year was saved, with no time to act,

By a last minute fax of a signed contract.

But Mike now reflected, and thought so long,

Why he needed a longshot, when the year started strong,

 

Next year will be different, He promised himself,

I’m going to build out a plan that will help,

Prioritize accounts, and align my sales efforts,

And start planning ahead on sales call endeavors.

The_Christmas_Bluebird1

 

So to all you sales reps, still wishing on deals,

As the year comes to close, and the big paycheck nears,

If your year begins with a well-defined plan,

A resolute goal, and a strong personal brand.

 

Strong customer knowledge, and a sales process

And able sales coaching, from disciplined bosses,

You will get to enjoy holiday respite,

Instead of a hoping for a bluebird like the sales rep named Mike.

 

So finish this year strong, close all of your deals,

Begin your new year with appropriate zeal,

And a president’s club will be well within sight,

Merry Christmas to all, and to all a good night.

 

ABOUT THE AUTHOR

Drew Zarges

Helps small business owners overcome their biggest sales and marketing challenges to accelerate revenue growth.
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Prior to joining SBI in 2011, Drew worked in the intermediary investment sales world. During that time, he worked his way up the ladder from client service representative to leading and coaching his former company’s sales team on the west coast. At SBI, Drew has served some of the company’s most prestigious accounts as a consultant. For these clients, he successfully executed everything from sales process and lead generation projects to highly technical account segmentation work. He now serves as the General Manager of SBI OnDemand, a unit dedicated to applying the firm’s battle tested concepts and projects to the small business community.

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