The fight within and a struggle outside: A salesperson’s dual front
The week gone by I met one of my friends who’s a software programmer. The trivial talk over cups of coffee and accompaniments seemed to race past the memory lanes. One discussion after another with little connect between the topics and then suddenly it veered to our careers. Without delving into what we discussed about his choice of occupation field, the discussion on a typical life of a sales person seemed to involve both of us. One thing which came to the forefront during that discussion was that the life of a salesperson was denominated by a constant fight within and a struggle outside.
End of the day, the performance of a salesperson is measured in numbers delivered. The quantity is the currency of measurement of one’s acumen and caliber. Did we achieve the set number or not; the quality of work behind achieving that number another bullet point in the official discussion but the bullet point would often appear as a footnote. If the number was achieved, the quality of work was worth the discussion. If the number weren’t achieved, the quality of work is an alibi or an excuse to deflect the focus from non-achievement of target, so many a times it is hardly acknowledged. There is a constant struggle to plan and then re-plan (…and who knows how many more iterations to come…) the approach to target achievement. After all not all the factors are within in your control. Competition, substitutes, new players, consumer dumping you or may be the legislations creating unfavorable circumstances all contribute to the uncertainty. To top it all, the constant knick-knacks and nudges to remind of the pit falls of not achieving the targets make the task nothing short of carrying the globe on the shoulders aka Atlas. So a constant struggle to achieve the goal.
Some of us tend to get bogged down by all this – after all we are humans. A couple of dry patches and you start questioning your ability to stand up to the task. Suddenly, motivation, self esteem, pride, self belief, confidence and inner drive seem to be like six balls in an over in a cricket match, all hit outside the ground – go search and fetch them. The questions don’t dry up, the answers certainly do. Thus starts a fight, internally, to get up the next morning, pull yourself together and get ready for one more shot – you never know when the lady luck smiles.
But can’t we change the experience to a degree better than what’s prevailing? Can there be a way to avoid the fight within but only focus on the struggle outside? Don’t know and luckily the discussions didn’t veer on that path – who knows how many more coffees and accompaniments would have given us company. Most of the people having a career in sales whom I have interacted with, seem to loathe the top down approach in managing and directing sales and sales team. But when this very bunch of people eventually reaches that stage where they are supposed to manage and direct sales processes and people, they do and repeat the same things they were made to undergo. The whole process seems like passing the parcel – I got it and so I will pass it.
It would be interesting to know if someone can change the parcel to be passed or at least the way it is passed ahead without disturbing the chain.
By: Sumit Singh
Dated : 14 January 2013
I love this write up. Why because this is personal. And for me that makes sense.
ReplyDeleteOk now what I would like my take away to be from this write up is the answer to this.
Can there be a way to avoid the fight within but only focus on the struggle outside?
My perspective on this would be I can't control anything outside but we can control our reactions. It might sound cliche but as human beings and manager we have been taught to be in control and have been told that its the key to success. We strive hard to ensure that we do everything. I think if we do all what is there to be done then we are fine. I am not a sales person but I do believe that if we are giving in our best then that's it atleast from a personal stand point.
I also believe that we constantly need to better ourselves.
The fact is that what in life of professional is tiring for him or her the need to be on an alert mode all the time. No breather.
I give myself a lot of breathers. And when I am absolutely completely overwhelmed I just tell myself before I sleep I cannot do anything more right now. That just takes me off the pressure mode. Its like imagine you have a switch off button.
Now regarding changing the parcel there are broadly two options. One that you do things yourself or two you get someone else to do what they are supposed to do. When we delegate as is commonly know in management parlance we often want stuff our way taking our focus from results to the process. Without negating the role of process I believe setting processes should be one time thing and result an ongoing agenda.
Bottom line as we often say in development sector Be the change you want to see