A Sales Carpenter
Subject: Sales, Selling, International, Planning
I remember moving my family to Argentina as Vice President of Sales for Latin America. I was in charge of managing five regional offices, Argentina of course being one of them.
In the company’s ten year history of selling into Latin America it had never exceeded $14 million (M) in annual sales. The Argentina office itself had never produced more than $400 thousand (K) in sales. My task was to increase the sales locally in Argentina, but more importantly throughout Latin America.
I remember sitting in my office one day, looking out the window and wondering, “How the heck am I going to grow this business with problems in Mexico, Brazil, Puerto Rico and other hot spots? “How can I grow this business beyond $14M when no one in the past has been able to do so?” Forget the movie Sleepless in Seattle, I was “Sleepless in Argentina,” trying to map out a strategy. How would I make “sales” happen?! ”
A confession to you the reader: I was scared! Please don’t tell anyone!
One day while on the phone with a customer, I heard loud noises from across my office building. After getting off the phone, I opened the window and looked at the shorter building next door. On the rooftop, I saw several men using a scrapping machine to rip apart the flat roof the size of two tennis courts. This noise went on for days.
Then one day I noticed the silence. I looked outside and discovered that the men had finishing stripping the rooftop and were now laying small ceramic tiles. Given the size of the roof I remember thinking, “That’s going to take them a very long time.”
A few days later to my surprise and amazement I looked outside and saw that they were three-quarters of the way complete. “Amazing! How were they able to lay so many small tiles so quickly?”
Satori,… a moment of enlightenment.
At that very moment, a new mindset was born for building sales. Instead of focusing in on the enormous task of increasing sales for the entire region (the whole roof), I would focus on building the company’s sales slowly (one ceramic tile or sales office at a time).
It was this paradigm shift, this Latin American version of eating an elephant one-bite-at-a-time that helped me maintain the patience and sanity needed to grow the business. I considered each country in Latin America a “tile.” I set out to make sure that each tile I laid was positioned correctly in the marketplace. The result? First year, we hit $14.3M. Second year $45M. By the end of the third year, the region’s annual sales had grown to $98M. The Argentina office itself went from $400K in sales to $5M.
Success, in sales and in life, starts when you break things up into smaller pieces; you begin to feel a sense of control. And as I began to take action, I began to feel a sense of momentum. Control and momentum became my engine for success. And every time I felt overwhelmed or anxious, I thought to myself, “Victor, let’s just lay one tile at a time.”
Confucius said, “It is not a matter of how fast or slow, but simply a matter of you moving.” I learned that progress or success never happens overnight, but over time…one tile at time. I learned how to become a sales ‘carpintero’ (carpenter who builds things).
Victor Antonio G., top Hispanic motivational speaker and author of “The LOGIC of Success”.
Copyright © 2004 by Victor Antonio G. All rights reserved. This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body. All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.
Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | Organizations | INFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not Collecting | Sales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success
Victor Antonio G., Sales Influence All Rights Reserved 2002-2009,
A business motivational keynote speaker for events and conventions
Travels from: Atlanta, Georgia info@SalesInfluence.com
For booking information call: (678) 895-6068
11770 Haynes Bridge Road, Suite 205-501 Alpharetta, GA 30004