emotional benefits of a greater sense of security as profits grow, of a greater sense of pride in your accomplishments? Both? Compare these benefits against those you get from performing all the lesser activities that occupy so much of your time.
For example, do you spend time calling on customers with minimum potential for significant orders? What if instead you used the time to learn ways to improve your professionalism level? Once you make changes and your profitability increases, won’ t you feel a lot better about what you did? You need to make changes if you expect results to improve. Continuing down the same path takes you to the same destination.
Make a commitment to access the learning resources in the member area of the MANA website and implement what you learn. You won’ t regret it.
Jerry
Leth
Jerry Leth, MANA’ s vice-president and general manager, started as membership manager in August 2000. Previously, he owned and operated Letco Tech Sales, Inc., a MANA member, multi-line professional outsourced sales agency he founded in 1989. Before starting his own agency, he managed a network of manufacturers’ reps as vice-president of sales and marketing for torque and tension equipment. Leth graduated from Stanford with a mechanical engineering degree. He started his career at Hills Brothers Coffee in San Francisco in engineering and production before embarking on a sales career.