LinkedIn is recognized as one of the world’s leading sources of professional information. Today there are roughly 100 million profiles on LinkedIn and about 7 billion people in the world, equating to a multiple of about 70. LinkedIn also reports of those 100 million, around 300,000 are employed sales people and account executives. Based on the 70 multiple, this report suggests there are (70 x 300,000) 21 million sales people in the world. That’s a pretty big population of people hitting the pavement every day with the end goal of closing a sale. Yet, it takes a certain attitude and personality to not only be a sales person, but continue to be a successful one.
My first sales position was with Sherwin-Williams selling paint to local contractors. I eventually transitioned into my first medical device sales position; I felt proud, blessed, and excited to be in such a prestigious selling environment. I had gone from selling a product with simple applications, to selling complicated medical devices capable of changing clinical outcomes. It was a far cry from flogging paint, or as I liked to call it back then, “chemical coatings” (which made my product sound more sophisticated). Yet after selling medical devices for some time, I realized I did enjoy selling chemical coatings just as much.
It might be hard for some non-sales people to understand, but for those of us in sales, you know exactly what I mean: it’s in your blood and you thrive off of the rush of closing and making things happen. Aside from this rush, there is a particular characteristic I have consistently noticed through the years in those who build successful careers in one of the hardest and most stressful jobs—Perseverance. I came across a biographic account of a salesman, Bill Porter, who epitomizes this characteristic.
Born in 1932 after a difficult delivery, Bill developed cerebral palsy. This affected his ability to walk, talk, and control his limbs. By the time Bill was an adult most thought he was mentally deficient; the state agencies deemed him unemployable. This would mean a lifetime of dependence Social Services. Yet Bill was determined to work, be independent, and never collect a Social Services pay check. Bill refused to accept his condition as a disability and decided to obtain his independence by focusing on a sales career.
By 1959, Bill had applied to many sales opening, only to be turned down time and time again. Finally the Watkins Company reluctantly hired Bill, even though they believed he would not be able to effectively carry a sample bag. They gave Bill the territory in Portland, Oregon. At the time Oregon was a consistently vacant territory no one wanted. For thirty-eight years, Bill worked that same territory with a routine that was virtually the same every day.
Each morning on his way to work, he would stop by the shoe shine stand to get his laces tied as his hands were too disfigured to tie them himself. Next, he would stop by a local hotel to have the bell man help with his top button and clip on his tie. Each day, rain or shine, Bill would cover 10 miles by foot with his sample bag. To cover his entire territory it took three months to knock on every door. When he closed a deal, the customer would fill out the order form as Bill had difficulty holding a pen. In order to maintain his three month rotation, he would put in fourteen hour days. He would get home every night exhausted and sore, would have dinner, retire, and get back up at 4:45 AM the next day to do it all over again.
At first Bill had more doors slammed on him than you can imagine, but his persistence paid off as his customers started to get to know and expected him every 3 months with the latest and greatest products. Over the years, more and more doors started to open and stay opened; Bill started closing deal after deal. By 1984, after 24 years of his three month rotations, he finally reached his goal of being recognized as the sales person of the year at the Watkins Company. By the 1990’s Bill was in his sixties and continued to sell door-to-door, even though the buyer trends changed with the onslaught of big discount stores. He never once complained, but simply continued to do what he loved and did his best: hitting the pavement every day and selling door to door.
In 1996, at Watkins Company National Sales Meeting, Bill received the company’s most prestigious award, the “Chairman’s Award.” This award was given for remarkable courage, dedication, and perseverance. During the presentation, thousands of Bills coworkers rose to their feet, giving him a thunderous ovation. The CEO presenting Bill with the award was quoted as saying, “Bill represents the possibilities of what life can bring if a person has a goal in mind, then puts his or her heart, soul, and mind into meeting that goal.” Since then, a television film was made about his life, 20/20 has told his story, and he was a guest on Oprah.
Without a doubt, Bill Porter led a life of perseverance, proving to all naysayers that he was unstoppable no matter his seemingly physical limitations. I challenge myself as well as you to ask yourself, “Do I have the commitment, perseverance, and determination of Bill Porter?” With all the advantages we have, imagine the things we can achieve with not only the end goal of closing a sale, but the determination to persevere through any obstacle to get there.
