Starts with a Great Foundation

I am often questioned why I work so hard teaching and emphasizing the Sales Basics. We all want to hear and learn about the latest and greatest thing that is going to help us grow sales. It’s almost as if we look or wait long enough we will find the easy button to success.

Until we find that easy button, the key to being successful in nearly anything we do, including sales, starts with a Great Foundation.

It starts with a Great Foundation

I was raised in a Construction Family. My Dad and many of my Uncles were General Contractors and built or helped build many of the recognizable buildings in our town. Most of these buildings were built back in the fifties, sixties and seventies (you can tell I’m getting old as this doesn’t seem so long ago) and are still standing today. While some of these buildings don’t look the same as they did back then, they continue to be great buildings with thriving businesses occupying many of them.

I have no doubt the reason these buildings are still standing and in such good shape is their foundations are strong. I’m sure there was never a thought of cutting corners especially on the foundation. Dad knew the foundation had to be done correctly to ensure the building would be strong and last. I remember Dad using the same people throughout his years of contracting. Not because they were the cheapest but because he knew he could trust them to help build the best building possible starting with the foundation.

The Bank Building

One building in particular is a fifteen story bank building which resembles the United Nations building in New York. Dad was initially hired by the Architectural firm who designed the building to oversee and inspect the project to make sure it was built in compliance with the plans. Not long after the project started he became the Project Manager and later the General Contractor finishing up the building. All this leads up to the point that he knew the building was built right and strong.

Within in a year of the building being finished it was struck head-on by a very strong and deadly Tornado. At the time it was the strongest tornado ever recorded. The May 11th tornado devastated our entire downtown and unfortunately killed 26 people. While other buildings were left to rubble or twisted so badly they had to be condemned the bank building structurally stood strong.

I remember shortly after news that downtown had been destroyed, Dad jumping into his truck and heading downtown. Within a few hours he was back at the house making calls to suppliers and sub-contractors to begin securing the building. I didn’t think much about it until recently but even with such a devastating hit on downtown he never questioned the strength of the bank building’s foundation and structure. He knew it was built strong and never feared it collapsing or needing anymore than just “fixing up”.

Back to Sales

Much like building a building, a successful career in sales (or anything else) must start with a strong foundation you can trust. If we get the foundation right we can build a strong and long lasting career. With a commitment to making sure we have sound and strong fundamentals in place, we know we can weather any storm. If we have the basics down and continue to practice doing the fundamentals right, we will be prepared for any set back and when the latest and greatest thing comes along we will be ready.

Personal Note

Dad passed away nearly twenty years ago. It brings me great pride to see the buildings he built and knowing how proud he was of his work. I also know that he and Mom worked hard to build as strong a foundation in me and my brother as he did with his buildings. They never skimped or cut corners. Always encouraging and sometimes making us be our best. I believe he knew the foundation he built for and in our family would remain strong and last for years. He knew that we could survive the worst of storms and would need no more than a little “fixing up” from time to time.

So when asked why I spend so much time teaching and training on the basics I guess it’s because I was raised that way.

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Thank you for taking the time to read this article.

Now let’s get out there and over-deliver!