MORE GOLDEN EGGS


Te fable is a familiar one. A farmer once owned a goose that laid a golden egg every day. Blinded by greed, the farmer cut open the goose to harvest all of the eggs at once. Of course, he found nothing, and in killing the goose, ended the source of his riches. Tere are a few morals to this story. Tink before you act. Don’t be greedy. Be thankful for what you have. Don’t kill the source... and so on. All wise advice, but we want to answer the question most sales professional don’t ask. How do you get the goose?


A New Ending to an Old Fable


For many sales professionals, the fable ends at receiving the egg. In return for their selling services, they are offered what amounts to a collection of golden eggs—an expense account, a vehicle, a base salary—and these eggs are not without value. In fact, no sales professional would work without the short- term promise of at least a few golden eggs.


But the eggs are finite. With an excellent reputation and significant production, one golden egg might become three for some sales


professionals. By reaching the top of the leaderboard, three eggs might become five. Eventually, however,


the limit will be reached. When trading production for eggs, there will always be a point where no more eggs will be offered.


Heartland sales professionals don’t focus on eggs! They focus on something far more important...


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