Sales can be the best paid hard work or the lowest paid easy work.
To explain, the highest paid sales people work hard at their craft and perform what is necessary to make sales and earn their living.
Low paid sales people just go through the motions. They don’t work on their development and do just enough activity to deliver performance that will keep their jobs.(or sometimes not enough!)
Top flight sales people don’t necessarily work “hard”; But they do work effectively. They can’t be lazy and succeed at top levels but they also don’t need “out work their lack of skill” – which is precisely what novice/amateur sales people have to do.
Novice sales people don’t yet have the skill to work effectively and still deliver. They must work the numbers and over compensate for low conversion rates. This is of course obvious.
Now, whether the novice or amateur sales person remains amateur is dependent on the work they put in to develop themselves into professional sales people.
Amateurs practice until they get it right: professionals practice until they can’t get it wrong.
Unfortunately, many sales people don’t dedicate themselves to becoming a professional. They remain as amateurs because they are not prepared to invest in their craft.
Here’s the difference:
They don’t set a personal income goal for the year.
Their revenue/sales goal is the target that was given to them by their job.
They don’t invest in books, audio programs and seminars from their own pocket.
They only attend sales training provided by their company (possibly don’t even take notes!)
Their work space is filled with distractions.
They turn up on time and leave on time. (Or arrive late)
They don’t work on their personal development or their professional development.
Have very clear goals around personal annual income and have worked out how much they need to sell to meet that figure.
Their revenue goal is typically higher than their given target.
They read, a lot!
They invest in personal and professional development.
They contribute or volunteer to lead company sales training sessions
They don’t clock watch; they work to get the result.
They remove distractions.
They expect to grow revenue year on year and develop themselves accordingly.
It’s very easy to see who is dedicated to their profession and who is just “going about their job”.
Success is more than just runs on the board: it’s dedication to the mastery of your profession. A sense of growth in your craft and the subsequent results that follow.
If you want to succeed in sales, stop being an amateur and join the professionals.