Chapter 1: Early Influences

My father played an instrumental role in shaping my understanding of sales, albeit unknowingly. Throughout my life, sales and selling have been significant components of my career choices.

During my high school years, I would sometimes accompany my dad on his sales trips during summer vacations. A dedicated commission-based salesman, he spent most of his weekdays traveling. Each Monday morning, he would enter a new town, combing through the phone book to identify potential customers, typically noting down 20 to 30 prospects. (This was long before the digital age made such tasks easier.)

Next, he would reach out to a telephone operator, providing her with his list of prospects. She would then call these businesses to inform them that my father was visiting from Chicago, Illinois, and wished to discuss a new product. If a prospect showed interest, the operator would connect the call to my dad’s hotel room. While this may have seemed overwhelming, it was surprisingly effective.

As the calls came in, my dad had a well-prepared script to guide the conversation and secure appointments. Observing his selling approach, the challenges he faced, and the hard work he put in was fascinating. Over the years, I learned about the dual nature of sales—its rewards and its challenges. Witnessing my father's cycle of success and struggle ultimately dissuaded me from pursuing a sales career myself.

While his efforts brought financial stability to our family, the unpredictability of sales—the "feast or famine" cycle—made me wary of entering that field. However, the skills and techniques he demonstrated would later prove invaluable when I eventually found myself in sales.

Initially, my ambition was to work for a reputable company and retire—a vision aligned with the American dream. I enrolled in college to study Mechanical Engineering, but faced layoffs and job shifts due to market fluctuations.

I discovered my strengths lay in inside sales, where I managed warranty issues, expedited quotes, and handled after-sales service, invoicing, and collections. I thrived on ensuring customer satisfaction post-sale, which kept them returning for more.

In the mid-1980s, while employed at an oilfield company, I encountered an industry downturn. My manager recognized the need for increased sales to maintain operations and assigned me a territory. Although I hesitated for a moment, I ultimately accepted the challenge after my boss issued an ultimatum: either start selling or find a new job.

Transitioning to an outside sales role, I found myself with no formal training. The typical approach was to provide me with a desk, a phone, a few leads, and the expectation to sell quickly—hardly an inspiring setup.

Determined to succeed, I immersed myself in all available resources on sales—books, magazines, and advice from seasoned professionals. Drawing from my father's techniques, I began to adapt and refine them to suit my style. To my surprise, I discovered a genuine passion for sales.

My goal was clear: I wanted to assist customers rather than embody the stereotype of a "Used Car" salesman. With time, I found success in this pursuit.

Reflecting on my life, it's easy to overlook significant lessons learned along the way. My father's influence was profound, and neither of us realized that he was mentoring me for a fruitful career in sales. Sadly, he passed away far too young, never witnessing my journey in this field. I am forever grateful to him, and I hope that, in whatever lies beyond, he knows the impact he had on my life and career.

If you have insights or thoughts on effective sales strategies, or if you're eager to learn more, please share your comments below. Thank you for taking the time to read this reflection!

Chapter 2: Embracing the Sales World

Randy Pausch's Last Lecture emphasizes the importance of pursuing one's dreams and the lessons learned along the journey. This resonates with my own experiences in the realm of sales and personal growth.