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AssociationHighlights Do the Job In front of You T his past June my wife, Julie, point- ed out an interesting quote in The Wall Street Journal. It was from a book review on Chris Christie: The Inside Story of the Rise to Power, by Bob Ingle and Michael Symons. The quote that caught her eye was from Christie's mother, described as a straight-talking woman with no toler- ance for complaints from her children about their modest circumstances. His mom told him,"Christopher, do the job in front of you as well as you can do it, and your future will take care of itself. Ray Herrick Executive Vice President ray@feda.com to push the sale forward. "Too often, valuable sales (and sales management) efforts are spent on things that just aren't real and this takes away from time that could be spent on growing profitable sales, "says Ellers."To " I like that. It's simple, direct and practi- cal.There are dozens of things every day that derail our thoughts and energy away from the truly important jobs at hand, be it worries about the economy, business and family issues,or just people not responding like we think they should. It's easy to allow side issues to drain our creative energy and distract us from doing our best on the important job at hand. So today, ask yourself what is themost important job in front of you right now.Tackle it to the best of your ability and let the matter rest. Then watch your goals become reality one job at a time. "Good" and "Real"… A Blueprint for Sales Success For your business,what is good sales growth? A good new customer? A good order? Ownership, management and salespeople need to start with the same answers so that their activities and emphasis all line up, according to pro- fessional sales trainer Joe Ellers, the fea- tured speaker at the next FEDA Box Lunch Sales Seminar in Orlando, Fla., Friday, February 8, 2013. In his presen- tation,""A Blueprint for Sales Success," he will discuss the importance of incor- porating a sound sales process to boost sales efforts, which includes defining goals and identifying real opportunities 8 FEDA News & Views drive both good and real sales efforts, you need to add some sales science to the sales artistry of your team.You do this by making "process" part of your efforts.What it's not is a rigid, scripted approach that turns your team into robots—but it is an approach that allows you to drive the right activities to produce the results you want. " Key elements covered in the next FEDA Box Lunch Sales Seminar include a simplified sales planning matrix, three key planning questions,a target account list and other tools specifically for sales managers. When you put them all together, says Ellers, you get good sales results from real activities. If you would like your sales team to have a blueprint for sales success, then plan for them to attend FEDA's Box Lunch Sales program, Friday, February 8, at the NAFEM show in Orlando.Watch for your FEDA Box Lunch Sales Seminar registration mate- rials in October and call or email me with questions. Many thanks again to our good friends at Hatco Corp. / MikeWhitely, Vice President of Sales, for sponsoring FEDA's sales training speaker! u Plan to attend the next FEDA Box Lunch Sales Seminar at the NAFEM 2013 Show, Friday, February 8, 2013, at the Orange County Convention Center in Orlando (12:00 p.m. - 1:30 p.m.).