Bigger salaries? Better commissions? Bring ‘em on! Whoever coined the phrase “less is more”, was clearly not in sales where rewards reign supreme.
A few years ago, I interviewed for a sales job with a prominent IT company. The realistic pay expectations offered were multiples higher than my current salary.
You can imagine my elation after both learning this AND being put into the company interview process. What would this new lifestyle mean? A better house, car, or schooling for my kids? “Be realistic! The job’s not yours yet!” I would tell myself. However, a couple of interviews later, I had myself fooled. The job was mine to lose.
Weeks went by with no answer. Then, BAM! Hearing the regretful words from the elusive hiring manager felt like a botched skydive. And, on came the guilt. How could I have gambled away such a bright future? It was past 9pm with a cold, pouring rain outside. I went for a run.
On a smaller scale, big sales rewards can have the same debilitating effect. Managers often want 100% of the sales force to believe they can win a prize given to only the top 5%. And, who can blame them? Inevitably, some us take the bait and chase the dream.
Salespeople need to remember that luck is, and may always be, part of our results. It’s nice to have the opportunity to win big. We just need to remember the money isn’t ours until the check has cleared.
Sincerely,