November 1977 – Time to Sink or Swim

Articles, Selling

I just finished watching “In Pursuit of Happyness” for the umpteenth time. The trials and tribulations of the main character, as he pursued his dream job, struck a chord with me. Despite all of the obstacles, the man would just never give up!

In November 1977 I had just finished my 6-month formal training with my first B2B sales employer, Monroe the Calculator Company. During my training, I received a whopping $150 per week plus a very small percentage of commission. As a senior rep I would be working on a straight 20% commission basis.

Before a trainee became a full rep, it was a common practice to sandbag a few jobs (don’t submit them until you are a full rep) so that you would have a leg up on getting started. It was Friday and I was to make the transition on Monday and I had … nada.

I was so depressed that I went home early. My dreams of a career and escaping my retail background were about to be flushed down the proverbial toilet. I had been making the calls but not getting the results. I planned for my resignation. Better than being fired.

Late that day my sales manager called me. A company who I had cold called and left my card and some brochures had just called for me. My manager happened to answer the phone. I had never actually spoken to these folks but he and I would be meeting with them Monday morning.

It got better. In addition to $300 to $500 calculators (our bread and butter), we also sold accounting systems that landed in the $10,000 range and that was what they wished to discuss. I remember the company, Golden West Billiards, and they bought one right away and later a second one. I was on my way and I’ve never looked back.

When my sales manager was promoted to a branch manager at another office, I took his place. That was in 1980. In 1982 I was given my own branch office and, at the time, I was the youngest branch manager in a national company with over 365 offices.

I learned a lot in November 1977. Never give up. When the going gets tough, the tough gets going. The harder I work, the luckier I get. No amount of planning replaces pure dumb luck. In the midst of chaos, there is opportunity. Luck is where preparation meets opportunity. All of those old worn-out axioms. They still hold true today!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
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