A Job-Saving Sales Action

Complete Story

03/24/2026

A Job-Saving Sales Action

Source: Bill Farquharson, March 23, 2026

A Job Saving Action To Take 1

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.

Watch Bill present this week's sales tip

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:

Check out the Sales Vault!

Printer-Friendly Version

2026 Print Week Celebrations

Tonight is the final stop on the GMA Print Week "world" tour. During this event, we will recognize the inaugural recipient of the Benjamin Franklin Innovation Award. This award recognizes exceptional leadership and forward-thinking contributions within the printing and graphic communications industry.

AEP Ohio Customers to Face Higher Electric Bills Starting April 1 Amid Rate Adjustment Approval

The increase is tied to a PUCO-approved rider, which allows utilities to recover certain transmission-related costs. While broader demand trends — including growth from large energy users like data centers — are part of long-term planning discussions, filings with the Public Utilities Commission of Ohio typically base these adjustments on specific cost-recovery mechanisms rather than generalized “market forces.”

Can Your AI Chat History Be Used Against You in a Lawsuit?

If you or your employees use ChatGPT or other generative artificial intelligence to help during a lawsuit, are the AI chat histories and other archived data fair game during discovery, or are they protected by the attorney-client privilege or work-product doctrine?

Manage Your Reputation With Smart Hiring Practices

The people you hire play a key role in the success and bottom line of your business. Your team often serves as the face of your company, directly shaping public perception. When customers interact with an employee, they may form an opinion about your entire brand.

USPS Considers Increasing First-Class Stamps to 95 Cents

The head of the U.S. Postal Service says the agency needs to increase the price of first-class mail stamps from 78 cents to as much as 95 cents, as it is projected to run out of cash by early 2027.