Taking Professionalism To A Higher Level

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Manufacturers’ reps come in all sizes and shapes. At one end of the spectrum you find truly professional business people. At the other end you find salespeople who pay their own expenses. Major reasons for belonging to MANA are the resources we provide to help members move up the professionalism scale. Some members take this path, others stay put.

Higher-level professionalism brings many benefits: higher quality principals, higher profits, higher value to the agency when you sell it. With rational reasons like these, why do some want to stay put? What blocks them from moving up the professionalism ladder?

Their emotional side blocks the change. Maybe they fear the challenge; maybe they lack the self-confidence. The risks overcome the rewards. Maybe they want to be perfect and that leads to the three Ps: perfection, procrastination and finally paralysis. They feel alone.

Being a MANA member provides support to help overcome these emotional obstacles, not the resources such as workshops, webinars, teleforums and publications that provide the how-to, but others. Being a MANA member means you are not alone. You belong to a community that helps you get out of the rut. Remember, the only difference between a rut and a grave is the length of the hole.

How, you ask? Call the MANA office, where real live friendly people still answer the phones, and ask for me. Join the MANA group on LinkedIn. We recently created small groups that meet monthly by phone — join one. We can connect you with a local mentor. With their support, start moving up the professionalism ladder. Let the rewards overcome the risks.

On page 9, MANA announces Charles Cohon as the new MANA President and CEO. I compliment and thank the search committee, Dave Ice, Ed Reese, John Roba and Richard Sinclair, on a thorough and outstanding job. MANA members owe a debt of gratitude to these volunteer members who spent countless hours on a search. All of us at the MANA office look forward to working and supporting Charley as he leads MANA. The search committee could not have made a better selection. Thank you!