Things to get Right at FSG

Set big goals and work hard to achieve them.


New employees to FSG are welcomed to the company by CEO Bill Graham and introduced to the things you need to get right in order for personal and professional success. 

• Never Quit - This means hard work.  Getting things right requires effort.  We can’t assume that things are going to be easy and we can’t assume that things are always going to go right.  It takes hard work and effort to overcome.
• Relationships - This means saying thank you and contributing to others so that they have a reason to thank you.   Serving others builds relationships.  Gratitude to you co-works builds relationships.   Relationships will  hold us together through trying times.
• Continuous Education  - We can always be better and the way that happens is through continuous study.  Invest time and effort into books that will keep you abreast of the changing times. 
• Build something great -   Set big goals and work hard to achieve them.
• Direction - We need to know we are headed in the right direction.  Collaboration is what will help us understand where that is and how to get there.
• Profitability -  This is the win we are all looking for.  “An unprofitable corporate does nobody good, not society, not its employees, not itself; therefore it has the right and the responsibility to make a profit”
• Christian Values - Business is not everything.  Enduring values are.  Christian values inform and direct us.  Consider your faith.

ACTION POINT: Understand the hard work, relationships, self study, goals, direction, profitability and values that will contribute to your personal and professional success.

How to Build a Successful Territory

Understand how your organization works

FSG is a sales driven organization. Success begins at the territory level in the local market. Divisions are built upon successful territories and FSG is built upon successful divisions.

Building a successful sales territory requires the following:

• Educate yourself intensely. Read all that you can about your products and services. Read all that you can about the craft of selling. There is more information written on selling than almost any other subject. It is up to you to put it to use.

• Invest 60 hours a week in your career, every week. In three years and 4 months you will have enough experience to begin to master the art of sales.

• Genuinely love the customers you are calling on. Consider their needs above your own.

• Understand how your organization works, know who your key support departments and people are and what it is they do and how it affects customers.

• Know your competition thoroughly. What are they best at, where are they weak?

• Build industry allies. Your vendor relationships are every bit as important as your customer relationships. Use them wisely. Work to be smarter than they are.

• Be humble and stay hungry.

ACTION POINT: Follow the steps above to build a top tier territory.