Gardener grinned. “Fair enough—it’s probably

better that we start from scratch, anyway. That way

we don’t have to, ah, unlearn anything.” He paused to

straighten out some pots of perennials in a wheelbar-

row and then move it back until it was out of the way.

He wiped his hands on his pants and turned back to

Marsha. “OK, so what’s your definition of vision?”

Marsha was perplexed. “I’m not sure where you’re

going here.”

Gardener sighed. “OK. Do you have an idea of how

you want your future to be? Have you ever thought

about what you want to create with your life—with

your sales career? Have you ever thought about why

you are in this game?”

“Not really,” she answered, staring down at the

ground. “Just give me my sales goals and cut me

loose—that’s been my career!”

Gardener nodded. He was beginning to under-

stand where she was coming from. “That’s the norm.

So many salespeople go right to goals and forget what

is really driving them. Heck, it’s easy to get burned out

this way. Anyone would.”

27

Planning a Sales Garden