Member of the sales force know how important they are in the scheme of things. The deeper question is, who else knows? The district manager, for one; and that person is the key to the continuing motivation of a sales team. The district manger is the closest contact, the leader, and the mentor of the individual salesmen; the one person who knows them best.               

Whether in Montana’s open spaces or a territory as concentrated as New York City, the salesperson knows loneliness. This is a de-motivating enemy, for life on the road can be depressing. There are length, lonely auto rides, nights in small town motels, meals eaten alone, time to dwell on doubt. In big cities, these are compressed into shorter times; contacts are more numerous, but more impersonal. In either case, the isolation is oppressive to individuals on the sales force.               

Our successful sales and district mangers understand this because they’ve been through the same experience. They know the sales representative must find respite from this feeling of being alone. They know the motivation value of small sales meetings, visits and telephone calls, and a personal note or letter now and then. They recognize that national sales meetings help build motivation by assuring each salesperson that the company is effective and supportive; that product managers understand the market, and that top management understands the problems of sales personnel. And at district meetings there is the priceless renewal of camaraderie among old associates and a useful comparison of problems in comparable markets.