TOA, manufacturer of high end professional audio equipment, firmly believes in the value of professional development. And in our CSP program specifically. The Summer 2008 edition of ERA's Representor magazine has an article written by Allan about the value of Certification.

Read Allan's comments about CSP and register for yourself. You'll be glad you did. And if you're not, we'll refund your money!

Wow! What a start to the NAED WII conference!

Marilyn Sherman spoke about a Win List…a place to record the highlights of your life. We all have them, but can we remember them when we are having 'a moment'?

I flipped to a blank page in my planner to create my Win List.

I’ve been with MRERF for a year as Communications and Marketing Director. Before that, my mom, Janet M. Lindberg, was on the first Board of MRERF. Before that there was the C. Edward Lindberg Memorial Library. 

This lending library was established in my dad’s memory in 1980. There were books and tapes and money set aside to improve the library. It was difficult to optimize the resources, so the books and funds languished in Chicago. When MRERF was born, the funds given in memory of my dad were combined with other memorial donations and funds raised to honor folks. This is EXACTLY what my dad would have liked. He loved the rep business. He would help competitors to become better reps, knowing that he was improving the industry. After his death, mom continued that tradition until she died in 1997.

Coming to work for MRERF has brought me back to my roots. And those roots bring me to my Win List. Earlier this year, my brother made the simple statement “Mom and Dad would be proud of you.” A simple comment. Yet not so simple. It is a highlight I have duly noted on my new Win List. Mom and Dad were leaders in their industry. And to make them proud gives me a boost whenever I think of  it.

Thank you, Marilyn Sherman, for sharing the Win List. Thank you, Scott, for the kudos. Thank you, NAED and the WII conference for setting many women in motion that will have far-reaching effects from the Ordinary to Extraordinary!

In the electronics industry, where I come from, we sold commodity items. High quantities, low prices. We once had a Manufacturer justify their commission cut thus: “It’s only a 1% cut in commission. We’re going from 5% to 4%.” 

That isn’t even the 'new math' I was threatened with in the 70’s, it’s just plain bad math! Yes, if you take 1 from 5 you end up with 4. But 1 of 5 is 20%.

I’m confident that there aren’t many people that would continue to work for their boss when told they were being given a 20% pay cut.  

In the most recent FSMA Newsletter, Tom McCarley, Executive Vice President of Ventura Foods, states that they are actually increasing commission rates to help their reps  sell their way out of tough times. They’re not trying to save their way to the bank. Good thinking, Ventura Foods!    

For Manufacturers, Reps are the greatest invention since sliced bread since Reps only get paid when they sell something.

The good vibes continue for the duration of the program. The nightly chatter in the lounge revolves around what will be different after this class. The potential is awesome.

The class is CSP. Certified Sales Professional.

Three days of intense, interesting interaction that will change not just our business, but our entire life! Folks file into the CSP class expecting another dull sales class. After the first break, attendees are surprised with the content of the course “This is good stuff.” By the end of day one, everyone is jazzed. They are thrilled that they took time out of their schedule (or that their boss signed them up). CSP is not, after all, just another sales class.

CSP is the real deal. It’s the whole enchilada.

CSP offers insight into ourselves as well as our customers. CSP gets us to understand goal-setting. Why do we NOT set many goals? Why don’t we reach the goals we DO set? How do we set GOOD goals, monitor and reach them?

And, wow(!), do these tools work!!!!