- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
05/07/2025
Sales Quiz
Source: Bill Farquharson, May 5, 2025
Many years ago, the mayor of New York City was a guy by the name of Ed Koch. Mayor Koch is remembered for one quirky act: Whenever he was speaking in public, he would start by loudly asking, “How am I doing?” and, invariably, the crowd would roar back its approval—more as a reflection of his zaniness than an actual answer to the question!
You have probably asked yourself this exact same question when it comes to your sales, and especially when things aren't going so well, you added the question, “What am I doing wrong?” As a way to help you with this issue, here are a few points you can ponder in private, thus ensuring the most honest assessment:
On a scale of 1 to 10, answer the following questions:
- “I know the best companies to call on” (1=100% No and 10=100% Yes)
- “I research companies ahead of time and learn about their business needs, trends, and direction” (1=100% No and 10=100% Yes)
- “I’m not ‘selling,’ I’m solving” (1=100% No and 10=100% Yes)
- “I have a step-by-step sales process for new business” (1=100% No and 10=100% Yes)
- “I follow that process diligently” (1=100% No and 10=100% Yes)
- “I set specific sales activity goals” (1=100% No and 10=100% Yes)
- “I have someone holding me accountable” (1=100% No and 10=100% Yes)
These seven answers will give you an idea of what needs improving. Now, if any of them are hard for you to answer, you should see that as a sign. For example, on the subject of researching a company to learn about business needs, if that doesn’t make sense to you, stick a pin in it and spend some time learning why it’s important.
Sales success happens when you know the ingredients and put them together in the right recipe. There is always room for improvement. Hopefully, you will give yourself an honest assessment and start from there.
***********
I’ll throw in one more: “I have a community of peer salespeople.” (1=100% No and 10=100% Yes). If you answered “No”, join The Sales Vault at SalesVault.pro or call Bill Farquharson at 781-934-7036
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.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
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.
Other Vault resources:
FINAL CALL: ENCORE 2026 Is Just Days Away!
This is it! The 2026 ENCORE Leadership Conference is just days away, and time is running out to get yourself and your emerging leaders in the room. Six sessions. One powerful day. Ideas your team can put to work immediately.
Read MoreLAST CALL FOR GOLFERS: There’s Still Room on the Tee!
Been meaning to register? Consider this your reminder! The 21st Annual GMA & Sterling Distribution Golf Tournament is just days away, and we still have room for a few more golfers. Grab your clubs, grab your team, and join us October 6 at Royal American Links!
Read MoreGMA Member News: Brothers Printing Begins an Exciting New Chapter
We’re excited to share some great news from longtime GMA member Brothers Printing. After more than a century of serving customers, the Cleveland company is entering its next chapter by joining forces with Foote Printing, bringing together two Cleveland-rooted companies, expanded capabilities, and the same trusted team and commitment to service.
Read MoreMichigan Members: A Limited-Time Opportunity to Take Control of Natural Gas Costs
Michigan members have a unique opportunity through GMA’s partnership with TogetherSolve to gain greater predictability over natural gas costs before winter arrives. The window to participate is limited, so now is the time to explore whether this opportunity makes sense for your operation.
Read MorePRINTING United 2026 Showcases the Energy and Momentum of Our Industry
Congratulations to PRINTING United Alliance on another successful Expo! GMA President Andrew Schall joined thousands of printing professionals in Las Vegas for an impressive showcase of technology, innovation, and industry connection, while spending valuable time with GMA members and partners from across the country.
Read MoreWhy New Reps Fail
Bringing a new sales rep onto your team takes time, investment, training, and a whole lot of hope that you made the right hire. But hiring the right person is only the beginning. This week, Bill Farquharson looks at what can derail a new rep’s success and what sales leaders can do to give them a better chance of succeeding.
Read More