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03/24/2026
A Job-Saving Sales Action
Source: Bill Farquharson, March 23, 2026
There are two types of bosses.
- The former salesperson.
- The non-sales manager.
The former salesperson understands pipeline development takes time. They are not questioning your whereabouts when you aren’t around the office.
The non-sales manager? Not always. They may expect results faster than reality allows.
That makes communication critical…job-saving critical (especially if you are new to sales).
Your job is to constantly connect your activity to future opportunity. But you also need to keep your boss informed—if not over-informed—of that activity.
For example, “This week I made 40 prospecting calls, connected with 9 decision-makers, and secured 3 meetings for next month.”
That sentence buys you credibility. Silence does not.
If you’re trying to survive the first few months in sales, understand this, silence creates doubt. Documentation creates confidence.
Over-communication isn’t insecurity. It’s strategy. Because when your manager asks, “Is my rep doing their job?” You’ve already answered the question.
And that can make all the difference in your early sales career, to the point where it ensures you HAVE a sales career.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
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Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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