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Market Sense, Inc. | Austin, TX | Phone: 512-241-3601

Karl Scheible

I was and if you were as well, then we were “reluctant prospects.” Think back…the more that you were forced to eat against your will, the more that you resisted. It’s the same in sales.


Way back in 2001 I was the president of a company that had roughly 25 salespeople. Looking back, I had a team of reps that resembled a collection of star performers, prima donnas, lazy workers, charming personalities, hard workers and trainees. Some were above quota, some below and most were floating along in their comfort zone. That would be my fault because we had no quantitive way of hiring salespeople.

Another year flew by and when you get over 50 like I am, the years go by even faster! If you are a current or past client, you know about the Behavior - Attitude - Technique triangle....

At least once a week I get asked, “I have an opening, do you know of any good salespeople looking for a job?”

I banked at Wells Fargo for 12 years and then over the period of a year, I shut down my personal and business accounts with them. I realized that there was dysfunction in the organization and it creeped me out.

I have recounted this story a few times over the years, but not nearly enough that it’s not worth repeating. One of my favorite pastimes is reading books on the early explorers. Something about their guts, vision and tenacity impresses me and fires up my imagination. One of my favorite books is the Dogs of God - Columbus, the Inquisition and the Defeat of the Moors. James Reston, Jr. wrote the book.

I just completed my favorite assignment of the year, the Acton Sales Challenge. I have written about this in the past and although I have run it at least 10 times previously, I learn or see something new every time. This year was no different.

I recently read an article titled “My Biggest Lesson Learned in Sales” so I thought that I would mention my story that just so happens to be in my book. My first memory of sales is as a nine-year-old kid, selling candy for the YMCA. My dad worked out a simple script for me and had me memorize it. I can still recite it verbatim 43 years later.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

How to Hire a Star Salesperson