Sales for a Day

Yes, we're all in sales, but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. 

Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts. It's common for those not in sales to think the sales department will do anything for a buck. After all, they are rewarded in their pay stubs if they sell more stuff. That couldn't be farther from the truth. If you don't respect and believe in what you're selling, making numbers will be a guess at best. 

Numbers and People 

I've spent almost twenty years of my career selling myself long before selling any product or service. That isn't an easy process and the self-ringing phone has yet to be invented. Sales is not easy, but if you have the right product or service, and most importantly, support of your team and management, it can be exciting and rewarding. 

To those in sales, you have my upmost gratitude and respect. To those who are not in a sales role, I have an idea for you – try it for just one day.

You will gain a entire new perspective.

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Burn Baby Burn?

We've heard it since we were kids. It's sage advice, but not always possible in the heat of the moment. I'll tell you a quick story of when I could have burned a bridge, chose not to, and it changed my life completely. 

Over twenty years ago, I was working in an organization going through significant employee reductions. The day came when the envelope was slid toward me on the desk and I was walking to my car with eight years of my career in a box under my arm. 

Life Isn't Fair

I was hurt and angry. I could have called them every name imaginable. My choice was to take a deep breath, force my chin up, and move on with my life. It was incredibly difficult. Three years later, the company called me back and I was there for another seven. 

That original decision not to burn that bridge, propelled me into other opportunities. Most of the other people who were gassed that day, burned the bridge and the river it was on and never worked in the industry again. 

 Lessons Learned

Sometimes we get the short end of the stick and that sucks. But I learned from that experience and many since; if you are a good person and you don't stab people in the back, it will pay back huge dividends. 

I'm working on a project right now that requires me to call numerous people I once worked with, partnered with, did projects with, and I am happy to report they're taking my call. I'm not suggesting every call turns into millions nor am I saying that it's enough to move this project forward on its own.

Your Character Precedes You 

If I had been a complete jerk and burned bridges along the way, those calls would have gone unanswered. Our reputation goes farther than we even know. 

If you're human with people, respect their time, and ask for their advice, you will be surprised what happens. They will help, they will suggest ideas, and they will make other introductions for you.

If we burn bridges, we better be prepared to do a lot of swimming.

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