The year was 2011. I was a recent college graduate working for the first company in my professional career. I was attending a fine dining networking event when I ran into an old friend.
The old friend, it turns out, had decided to take on Wall Street after graduation and was now the head of finance for a multinational company in Miami. It sounded like he was doing great.
“Hey! Donald! It’s great to see you! What are you doing these days?!”
I clammed up because I didn’t want to tell him that I was in sales for a medical company. I was ashamed of saying I was a sales rep because, early on, it felt to me like anyone could do sales. [0:00]
Change your mindset
It took me awhile to realize that not just anyone can do well in sales. And I want to help you change your mindset, too. I want you to understand that you are important as well!
Many professional careers – medical, law, finance – require college degrees. They are critical jobs with important tasks.
Sales, however, doesn’t carry the glamour it once did. Many of us don’t even wear a suit to work anymore. Rather, it is believed that anyone who can “sell” can get a job in sales. We sit behind a computer and make phone calls … we are pushy people, bottom feeders, and we lack the ability to do anything else. [03:19]
That is how I used to feel. Now I know better.
Money
In sales, we have an unlimited level of income. After executives, sellers earn the highest incomes.
- As a salesperson, it is your job to bring money into the organization.
- Money is the lifeblood of any company, even for non-profits.
- Finance, HR, tech, even the CEO – none of them can do their job without money.
- The company cannot grow without money.
Every department needs money but only sales can deliver it. [04:38]
Certain jobs, like sales, are an asset to any company. Other positions – ones that earn a paycheck every week without bringing money into the firm – are liabilities. [06:21]
Salespeople are so important to the bottom line. The information we have is needed in board meetings because everyone wants to know what the sales pipeline looks like. They need to know. [06:52]
Education
Sales can be an easier field to get started in because it doesn’t require a lot of technical training.
It is why I do this podcast. It is why I offer training and how I am able to help companies, and their sales teams, do better.
Understanding individuals, understanding the industry, and understanding the sales process is all part of training. It increases our education.
Schools are now spending time and effort to offer sales training as a degree because they recognize the power of the sales role. They recognize how critical sales is to any organization.
The prestigious capabilities of sales is returning and it is exciting. [07:33]
Believe in yourself
I am ashamed sometimes for ever doubting myself but I learned from it. I learned and I improved and I was able to perform better as a result. Now I understand what I am truly capable of bringing to an organization and I understand how valuable I am.
Have the strong and firm knowledge and belief that you are important. Listening to this podcast, for example, shows that you have taken an interest in learning something new. Improving yourself improves the entire profession. [09:19]
I was fortunate enough the other day to be thanked by a regular listener who credits this podcast with helping him succeed. He took some of the things he has learned from our guests and from the books we’ve recommended and is currently enjoying a sales incentive trip for doing so well in 2018. [10:00]
Recognize that you are important.
You are a professional sales rep with a skill that many people do not have. Work for a company that validates your contributions and offers a product or service that you feel strongly about.
Keep learning and keep growing. Earn that unlimited income.
I want you to be successful and to find more ideal customers. Build stronger value, close more deals. Do more each and every day. [10:56]
“You are Important as Well!!” episode resources
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