Open Letter to a New Account Executive, Part 1‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ ‌ 
What Your Sales Manager Wishes You Knew Practiced Daily, Part 1
Open Letter to a New Account Executive

“I think sales is the most important skill set young people can learn.”
-Jennifer Hyman

Dear Richard,

I’m overjoyed that you got the new sales job! I believe everyone can sell, but you come across as a natural at it on first impressions. That’s how you got the job. You sold yourself. That’s a big asset that you already have going for yourself.

Most organizations will spend several weeks teaching you about the company, the products and services, as well as how to help a new client or buyer sign a contract. They may even spend time familiarizing you with the territory. I have been in sales and this is the standard routine for almost every organization. But they want you out on the street or on the phones as soon as possible making money for them. And now reality sets in…

What they will not do is teach you how to sell. They hired you because they thought you already had that skill. However, it’s been my experience that most sales account executives get hired because they can talk (not because they can listen), dig for prospects or even close a sale.

I want to help you as you start out so you will rise to the top of your new organization and excel. Here’s what you can expect to do if you want to be successful in the new position...

1. Strive to be the best at what you do.
This should go without saying, but did you know that 20% of the sales people are doing 80% of the closings? Ask your sales manager and they will sadly nod, “Yes.” If you work hard, put up with all the turn downs, learn new selling techniques, refine your “pitch” constantly and can motivate yourself, you WILL be in the upper 20%. Get close to the successful sales people and don’t hang around the “sludges” who won’t put in the effort. You can’t fly with eagles if you hang around turkeys. If I learned anything from the classic TV show “WKRP in Cincinnati,” it’s that turkeys can’t fly!

“The top salesperson in the organization probably missed more sales than 90% of the sales people on the team, but they also made more calls than the others made.”
-Zig Ziglar

2. Spend time getting close to your sales manager. Most sales managers got the job by...


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A child of a broken home, he ran away and was raised by his maternal grandmother. Arrested for stealing candy and soda from a convenience store, he had become something of a problem, when at the age of 16 he decided to drop out of school and join the U.S. Marines (He lied about his age).

Upon his discharge, he enrolled at the University of Illinois to study Journalism, but left to go to New York and pursue his dream of doing radio. He studied at New York’s School of Radio Technique and worked at several radio stations in the Midwest.

While at the Pasadena Playhouse, he and a classmate were voted "Least Likely to Succeed." The classmate was Dustin Hoffman. He failed out of the playhouse after 3 months and moved to New York. He had received one of the lowest grades the school had ever given (1.3 out of 10).

Who said, "The difference between a hero and a coward is one step sideways."?


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Wander Your Organization

Walk the floors. Visit the cubicles. Go out into the “field” to visit your sales staff and customer service representatives. Spend a day with each branch manager or vice president. Spend quality time with front line workers, sales people, customer service representatives, call center/telephone receptionists, supervisors, help desk personnel, etc.

Ask them what they like about their work. Ask them what improvements they wish you would make to streamline their job or please the customers. Take a notebook with you and write down everything they tell you.


Encourage their...



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Buy it today!
Will Rogers

“A man learns by tow things. One is reading. The other is associating with smarter people."

“You must judge a man's greatness by how much he will be missed.”

“It's not what you pay a man but what he costs you that counts.”

“The income tax has made more liars out of the American people than golf has.”

“Outside of traffic, there is nothing that has held this country back as much as committees.”

"I never met a man I didn't like."

Jim Mathis

12472 Lake Underhill Road, #322
Orlando, FL 32828 USA

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