Walk Like a Giant, Sell Like a Madman

6.1. Everyone Needs at Least One Assistant

If I look back and ask, What is the main thing that has kept me alive, granted me time with my family and to travel, and still let me build a successful business?, I'd have to say it's surrounding myself with a team. A time comes in every salesperson's career when he or she says, "I'm so frustrated that I don't have time for my family, my hobbies, my church, or even time to think!" That's when you need to hire your first—or your next—assistant. That's when you need to duplicate yourself by hiring assistants who can take over the tasks that you, the salesperson, don't need to focus on.

The term assistant doesn't imply a menial job, either. Everyone has helpers. The chief executive officer of General Motors is, in effect, an assistant to the board of directors. The vice president of the United States is an assistant to the president; so are all the members of the cabinet. No matter what industry you're in, you can have other people do some things to ease your burden.

Even though I tell every salesperson I work with to hire an assistant, many of them do not follow my advice. They look at it as money coming out of their pockets. That's very short sighted. Some of my top assistants have been with me for a decade or more. I couldn't operate my business without them. I wouldn't be able to write this book without good people working with me to handle things while I take time to do this.

Do you remember the last time you visited your dentist? ...