The Sales Archaeologist

"I like this man Grant - he fights"

That is what Abraham Lincoln said about Ulysses Grant after the battle of Shiloh and it did not take long for him to be appointed head of the entire union Army. The president had been through a run of Generals, all of whom were better strategists, organizers, examples or more in tune with modern technology than Grant. But they lacked on crucial ingredient - action.

Grant had a reputation as a drinker and a slob and his tactics were sometimes barbaric often resulting in the loss of thousands. None of this was good however he was not scared to take action and ultimately his continuing pressure on the south is what led to their defeat. General Lee was a far better general but he lacked resources and was brought to his knees by Grants relentless action.

What about your sales people? What about you? Are you a doer or a talker? Do you organize and strategize to the point of failure?

If I was given the choice between managing sales people that are disorganized but not scared to act or those that are great organizers and theorists but lacking in action I know whom I would pick. There comes a time when the selling just needs to happen, things need to get done and the bottom line is that those who can are the ones that do!