Get Your Sales Jersey Dirty

By Bill Farquharson, Sales Vault. Read Bill’s tip below or watch Bill here.

Good morning!

I heard an interesting comment on a conversation recently.

Someone (and I cannot recall who) was telling me how they were participating in a high school sport but not good enough to see any real playing time. When he went home at night, his dad would ask him, “Did you get your jersey dirty today?” Meaning: Did you put in some effort?

In sales, getting your jersey dirty can be interpreted as participating in some level of selling activity. Sometimes, this happens organically and without the need to plan. But it is not a stretch to think entire days can pass without your having made one attempt, sent one email, or made any sales action of any kind.

It is rather like exercising in the winter. During spring, summer, and fall seasons, it is easy to burn calories outside, what with the many options and obligations life presents. But when it gets cold, Allison and I need to make a point of asking, “How will we get our exercise today?”

For a new rep or someone purposely trying to get to the next level, sales activities are a must. Their day is built around calls, emails, and client visits. That is the nature of the beast.

But if you are legacy rep whose primary use of time is account management, you need to make a concerted effort to get your jersey dirty.

So, what’s it going to be?

Optimally, you are working to secure new business from new accounts. A second choice would be to actively seek new business from existing accounts. A distant third is the check in call to current clients.

Yes, managing your base of business is important.

Yes, it can be all-consuming.

Yes, you are hitting your numbers.

But make sure you are including some level of outgoing, revenue-generating, customer-facing, additional business stimulating sales activities on a daily basis.

Go get your jersey dirty. Every day.


Sales Vault members receive countless ideas for dirtying their jersey. Go to or call Bill Farquharson at 781-934-7036 for more information.


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