Sherman's Blog

I’ll strive to answer each question in turn.

What are you trying to accomplish in the marketplace as a generator of revenue?

I have carried a direct responsibility for sales since 2005, since I became a managing partner for my company. When it’s your company, you cannot just wait for others to bring you business. You feel an urgent need (almost daily) to go out to talk to people and generate leads for the business. I was never formally trained as a sales person. Yes, the individual steps made sense, and I could read books. However, I didn’t know how to go out and effectively represent myself or the business.

It’s been a challenging sales environment the past couple of years. It takes far more time and effort to complete a consultative sale and guide someone to the point where they’re ready to say “yes.” So, as a generator of revenue, I have been working approximately twice as hard to keep the front of the pipeline full. Sales cycles have certainly increased. You cannot rely on a deal to automatically move towards a contract. You have to shepherd it carefully, practically daily.

What motivates you? Fear, passion, or a deep sense of wanting to accomplish something of significance?

For me, this question represents the complexities of the sales process when you’re an owner. In a tough market, there’s always an edge of fear. You have to keep your eye on the ball, because the market can change so quickly:

1. Will my competitors innovate a smarter solution?
2. Will my clients’ needs change unexpectedly?
3. Will I be able to complete my commitments if a key person becomes ill?
4. What will I do if the U.S. economy doesn’t recover before 2015?

I don’t let fear paralyze me. Instead, I use it to motivate me when I get up in the morning, and I link my fear to my passion. Afterall, I am living a life that I love and deeply enjoy working with my clients and my team.