I spent this week with a sales team that was split between direct employee reps and independent reps. As the workshop began I was hard pressed to tell the two groups apart, but I figured that it would be obvious soon, as the high degree of effort required by the workshop separated the two groups based on their "investment" in the company. I was so wrong. By the end of the session one of my teammates (Todd Hendries) made the comment that it sure was hard to tell who was who. Both of the groups worked equally hard on their accounts, did equally well in their presentations and were equally committed to leveraging the IMPAX Process moving forward to augment their success. One of the most senior members of the group, who was an independent rep, shared a comment that a lot of us at IMPAX appreciate when he said, "I see now that I will use part of this process in every situation I am involved with, specifically research and business fit. I will use all of the process sometimes, in significant deals where a presentation can put me over the top". As we sometimes say, "Use some of the process all of the time and all of the process some of the time".

The CEO of this company was truly inspiring. He attended the session as an active participant and applied the process to a large prospective customer. He really put himself out there, delivering his presentation in role and soliciting the feedback of those on his team. At the conclusion of the workshop, he gave the most heartfelt and emotional wrap-up I have ever seen, thanking the group for their fantastic effort and commitment to the company and its customers. It was memorable to say the least, and many of us will not soon forget it. I now better understand why those independent reps are so devoted to that organization! Thanks for a great week!