As we all navigate this new world with COVID-19 over our shoulders, as we need to be vigilant. Sure we need to wash our hands, wear our masks and avoid crowds; but I am talking about observational vigilance. Let me explain.

My area of the country, Maryland, is slowly and methodically re-opening up. Our Governor has taken a measured approach from the beginning and we seem to have COVID as under control as we can. Businesses are open at 50% capacity and the restaurants are all trying to expand that with outside dining while the weather cooperates. And after being cooped in for a long time, many (including myself) are safely venturing out. But things are different.

Gone are the days of the server flopping a check…

I have always found business development to be fascinating, the process of merging the efforts of two or more companies to create or enhance a marketing strategy. Whether another company is bringing a new idea to me or vice versa, the conversation is almost always stimulating. The merits of the idea go round the table, sometimes round and round the table, and each party alternately tries to make the shoe fit.

Sometimes it does and sometimes it doesn’t. 

I have many times sat in on meetings where such an idea is being evaluated. Naturally, when two or more companies co-venture an effort there are many considerations and unexpected possibilities. Everyone has their own goals to fit into the mutual…

If you don’t make things happen, chances are nobody will. You must make it your business to grow your business. You must take responsibility for what happens in your career and in your life… every week, every day, and on every sales call.

The outcome of your sales career is entirely up to you. That is one of the beautiful things about sales. Your hands are on the controls. You are driving the bus. Your future, for the most part, lies entirely within your power. You set the pace. You plan your day. You make the calls. You take the credit. You take the hits. You win… or you don’t.