by Joe Bonura, CSP
Two For The Money
- Entrepreneur - Someone who makes an investment of time and capital
in a business, and takes the risk along with the responsibility
for the success of that company.
- Intrapreneur - Someone who works as an employee of an entrepreneurial
business and takes responsibility for the success of that business
as if it were his or her own company.
The Choice Is Up To You
- As a sales person, every day you are in business for yourself.
You are ultimately responsible for your own success or failure
as a company within a company – You, Inc.
- Every morning, you are out of work (especially if you work on
commission) until you sell something. Do not believe that the
company is responsible for making the money that supports you
and your family. You are!
- I often ask sales people to imagine what would happen to their
company if all of their positions were permanently eliminated.
In a very short time, their company would cease to exist.
Would You Leave A Hole?
- Ask yourself the same question: As a sales person, if you left
tomorrow, would you be missed? If the answer is no, you have some
catching up to do.
It Is Not About You
- I was working for a large printing firm in which the sales people
were having trouble making new business calls. I explained to
the sales force of 13 people that their success also insured the
jobs, salaries, and raises of their support team back in the plant.
What Are Your Numbers?
- We posted a large 4-foot by 8-foot scheduling board in the facility’s
dining area where it could be seen by all the company’s associates.
The title on the scheduling board read: Look At How Many New Business
Calls I Made For You. On the left side of the board, the names
of all of the sales people were listed, and they listed the number
of new business calls each day.
Can't Stand The Heat - Get Out Of The Kitchen
- Within four weeks, three of the sales people left the company
to make room for three new sales people who were willing to become
intrapreneurs to make the company grow.
Where Does Your Buck Start?
- Former president Harry Truman had a sign on his desk that read,
“The Buck Stops Here.” You should place a similar sign on your
desk that reads, “The Buck Starts Here.” When you adopt the attitude
that your fortune is commensurate with your efforts, the dollars
will start to flow.
Name Your Company
- When Anthem manager Jaime Lebron hires a new sales person, he
asks them to name their new corporation. He informs them that
they will each be in business for themselves.
- They have names like: Buckeye Benefits, Inc, Bonafide Benefits,
Menillo Enterprises, Inc., PDiddy, Inc., D&G, Inc. and Galeti
and Associates, Inc.
- Each sales person works to build his or her corporation within
the corporation. Low sales producers in many companies can be
hidden behind the success of the rest of the sales figures. Not
so in Jaime’s case; each sales person knows how his corporation
is doing every thirty days.
To Eat Or Not To Eat
- When I opened my advertising agency in 1972, I had $5000.00
in savings and six months to succeed or fail. With a wife, three
children, a home mortgage, and two car payments, I faced the reality
of success or failure every day.
No Excuses Here
- My boss was my P&L statement. I could not make any excuses that
the P&L would accept. I either made the numbers or I did not,
at which point, I would have been looking for another job.
The Big Payoff
- We made the numbers and became one of the largest ad agencies
in Kentucky and Louisiana billing over 14 million dollars a year.
Success Is A Habit
- The success habit was always a part of my mindset. Prior to
owning my own advertising agency, I was an intrapreneur as the
top billing sales account executive for my employer.
- I used the same skills in my own business that I used for my
It Is All In The Name
- Name your corporation, have a sign made, and put it on your
desk. Have your employer give you a separate P&L statement every
thirty days so that you can track the success of your business
within your employer’s business. Go to work every day with the
attitude that you are in business for yourself. You will immediately
begin to see the rewards of intrapreneurship.
© 1997 Joe Bonura & Associates, Inc.
To see Joe and hear one of his favorite selling tips,
follow this link to a video he created to share with folks who are
interested in making more sales, or finding a job:
Joe Bonura would be pleased for you to reprint the article text
free of charge (non-exclusively), but asks that you include his
name and contact information:
Joe Bonura & Associates, Inc.
407 Landis Lakes Court
Louisville, KY 40245
(502) 553-1746 phone
About Joe Bonura
His background is unique. Joe owned and operated
a highly successful advertising agency for 18 years. During that
time, he found his advertising campaigns were more effective when
he educated his clients in the areas of sales and service. He
conducted training seminars for his clients as added value. Word
spread that Joe was a quality speaker and more and more people
asked him to speak. The demand became so high that he sold the
agency to three of his associates to start his own speaking and
consulting company, Joe Bonura & Associates, Inc.
Joe is past President of the Kentucky Speakers
Association and a Certified Speaking Professional (CSP), a prestigious
designation earned by only 8% of the 3,600 member National Speakers
Association. Joe presently serves on the board of directors of
He is author of the audio learning systems "Three-Dimensional
Selling®" and "Turning Customer Satisfaction Into Customer Excitement®."
He is author of the book Throw the Rabbit—The Ultimate
Approach to Three-Dimensional Selling.
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