Its Sunday night, and for some reason my thoughts are turning to my dearly departed dad, who becomes more of an inspiration with each passing year.

He was a career salesperson, and he also ran radio stations and produced TV, and he was, like many who sell, an avid storyteller.

One of his tales harkens back to the time he was invited by his company, headquartered in Ft. Wayne, Indiana, to address a national meeting of the sales team, of which he was the star.

With a gleam in his eye, he said:

Ladies and Gentlemen, if Ive learned anything about selling, its this: The early bird gets the wormbut nothing else!"

Instantly, gasps could be heard in the large room. What did he mean? In a second, he explained this cryptic opener:

I dont wake up early and see a lot of prospects in the morning. I sleep late, have a nice, big breakfast, make a phone call or two, and possibly see a prospect or two a day. Thats how I like to do it, and thats the secret of my success. I sell when I feel like selling, and I dont bother if I dont feel like it!

Then, he sat down.

Stark silence ensued, and then to the dismay of management, raucous applause followed.

His words were a hit with his sales colleagues, but were not appreciated at all by the brass.

What else is new?

I share this story with you to note that nonconformists are attracted to sales work, and you cant really control what they say or do.

If youre smart, youll stay out of their way and let them make you money.

And if youre dumb, youll ask them to be keynote speakers at your sales meetings!