Shane Parrish

I would conclude that servicing the customer is the most common denominator shared by all great salespeople and sales managers.

The system worked.

Month by month, her sales improved.

She learned which products sold best at which parties, which demonstrations made women reach for their wallets, which neighborhoods had money to spend.

But she never got complacent.

She'd later write, nothing wills faster than a laurel rusted upon.

Every person should have a lifetime self-improvement program.

In today's fast-paced world, you can't stand still.

You either go forward or backward.

Every month, she studied what worked.

Every quarter, she refined her pitch, expanded her territory, and increased her efficiency.

She was constantly testing things, refining, and getting better.

She was evolving.

Mary Kay achieved her goal.

She became the queen of sales.

The victory was sweet.

Walking up to that stage, she was so excited.

She heard the applause, knowing she'd beaten every other dealer in the company.

She'd proven it to Beaveridge, and more importantly, to herself.

And the prize she got that year?