From the Publisher
From the Publisher SPROUT! is about sustaining a successful career in sales and keeping it both fun and profitable. Written by two guys who have had the privilege of building sales careers that have been fun and profitable and who have each worked with thousands of successful sales people in all different stages of their careersSPROUT! combines practical wisdom with a clever gardening analogy to provide sales people with an easy to implement model for sustaining and growing their careers, while having a good time in the process.
Although all career choices present challenges for sustaining success, it seems to us that sales professionals in particular are constantly measured against very rigid, economically-driven barometers and exposed to constant internal and external competition. As a result, the potential for job burnout is very high in the sales industry. The cost to sales organizations in lost talent, rehiring and re-training negatively impacts the corporate bottom line. Unfortunately, but unmistakably, the emotional toll of burnout can be devastating to any sales professionals career.
The authors have noticed clear plateaus in the "energy" of the salespeople they have worked with. While most sales people are well schooled in the nuts and bolts of the selling process there seems to be something missing for them that can cause premature burnout. Thats where SPROUT! comes in handy. By using a Selling Garden metaphor and its accompanying mind-set, salespeople can find relief from harmful stress, and put more fun and passion into the selling process.
By following the authors simple Sales Garden metaphor, and by adhering to the user-friendly steps outlined in SPROUT!, salespeople can beat the career blues and sustain themselves for the long term, regaining their passion for sales in the process. But thats not all. Our simple formula also enables organizations to better retain precious talent, thus creating a healthy sales frameworkand healthy sales professionals -- throughout the inevitable ups and downs of a long term selling career.
All this, from seeds sowed in our Sales Garden.
About the Author
Alan Vengel is a consultant, speaker, and educator in management training and organizational development. He is a partner in Vengel Lash Associates, a San Francisco Bay Area-based business consulting firm. Vengel is also the author of The Influence Edge.
Greg Wright started his own consulting practice at the age of 27 and has 27 years in the "selling game." He spends 80% of his time with executive level sales professionals, helping them figure out how to sell core products to more customers every day. His client companies include food, medical, high tech, and energy companies. Wrights consulting firm is based in San Diego.