How to Know If You Are Doing Your Job

By Bill Farquharson
In March 29, 2016

“I am failing,” he said. “I’m not writing any orders and every day is a struggle. I feel like I am getting beaten up on an ongoing basis.”

I agree. And it is he that is administering the beating on himself all by himself.

The coaching call went on for a while with my client talking about how miserable he felt. As I listened, it became clear to me that he believed he was not doing his job. Therefore, he was experiencing stress and disappointment and unhappiness. Why? Because he wasn’t selling what he felt he should sell. That was his measuring stick. That was his answer to the question, “Am I doing my job?”

I took a different tact. I asked the rep how many calls he made in a day’s time. His number rhymed with “clean.” That a good sign and a healthy number. I asked about his time management and preparatory skills. Again, strong. I asked how many appointments he had this past week. Impressive. I asked about next week. Impressive-er. When I was done with my Spanish Inquisition, I asked the rep if he was doing his job.


“Well, I guess we have a different perspective, huh?” he drawled. Yes, I guess we do. I believe that if you make quality sales calls using a process and make them with diligence, success in inevitable. Start every day with a plan. Run that plan daily. Repeat. You are doing your job.


“You know, maybe things aren’t as bad as I think they are. Maybe my efforts will pay off and I will find success. Maybe I just need to stick with it and redefine ‘doing my job.’ ”

Not maybe. Just yes.

The Sales Challenge will drive your new business. It starts on the first Monday or every month and costs just $97/person/month BUT you can try it out for a month and pay just $30 by using Promo Code “30for30” when you enroll. Go to or call Bill Farquharson at 781-934-7036

Bill Farquharson

Epicomm Vice President Bill Farquharson previously served as President of Aspire For, a sales training and consulting firm in Duxbury, MA, and is a 30+ year sales veteran in the print and form industries. He has trained thousands of print sales representative, sales managers, and “selling owners” with a highly successful, no-nonsense “old school” approach. His unique training programs—The Sales Challenge, The Mobile Sales Club, and Tuesday eWorkshops—have become an industry standard for driving new business. Bill has trained and coached sales people from Xerox, Fuji Xerox, HP Indigo, Heidelberg, EFI, Konica-Minolta, and others. An active columnist and blogger for Printing Impressions magazine,, he also shares two weekly electronic eblasts each week with thousands worldwide: Monday Video Sales Tip and Friday Short Attention Span Webinars. Bill received a B.A. degree in Marketing from the University of Massachusetts/Amherst and worked in sales at UARCO Business Forms, Advanced Form Systems, and Print Tec Network, prior to founding his own firm.

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