Lesson from Two Brothers – And What It Means for Sales

 Lesson from Two Brothers – And What It Means for Sales

An old, aged farmer handed over two land documents to his two sons. "I’m giving you two equal plots of empty land," he said. "Go and use your farming skills to grow whichever crops you choose." After speaking those words, he took his last breath.

Shortly after, both brothers decided to start farming. The elder brother bought a single variety of seed and began planting. The younger brother, however, ran a soil test first. Based on the results, he chose four different varieties that would thrive in that land and planted them accordingly.

Months later, both brothers began to see the fruits of their labour. After a few years, the elder brother was delighted to see his land full of mango trees. The younger brother, meanwhile, noticed that some of his trees had yielded nothing, while others produced mangoes and lemons.

When the harvest season arrived, the elder brother sold his mangoes and prepared for the next cycle. Knowing it would take a full year before the next harvest, he decided to relax. But he soon realised his income was limited—and seasonal. His younger brother, however, stayed busy year-round and earned a steady income by planting trees such as coconuts, lemons, and papayas.

One day, the elder brother visited him and asked, "How did you come up with the idea of planting so many varieties?" The younger brother replied, "Didn’t you read the instruction sheet Father gave us along with the land documents?" The elder brother admitted, "I ignored it." "No wonder you couldn’t do what I did," said the younger brother.

Dejected, the elder brother left. That night, a fierce storm brought heavy rain and strong winds. The next morning, he rushed to his farm—only to find many of his trees uprooted. The younger brother also lost a few trees, but he was confident the rest remained standing. His daily income, he assured himself, would not be affected.

 

 

 

 

Let’s compare this story to sales.

The elder brother didn’t test the soil. Similarly, some salespeople don’t study market potential.

The elder brother ignored the instructions. Some salespeople fail to apply what they’ve learned.

The elder brother relied on a single fruit. Some salespeople depend on just one industry.

When the market crashes—like the storm—those salespeople are hit hard. They struggle to meet their goals.

Sales isn’t only about doing business with one client or one industry. It’s about identifying new industries, new markets, and new customers. That approach not only increases sales but also strengthens a salesperson’s ability to understand different industries.

If you recognise yourself in the elder brother, you know what to do.

Hunt. Cold call. Chase new logos and new business. That’s how you’ll reach your goals—and be ready to face any storm.

M.L. Narendra Kumar