The Politics of Sales Professionals (Yes, Recruiters Too!)

February may give birth to “Super Tuesday” each year, but there’s another political process that takes place 365 days a year in corporations across the globe that is equally interesting to me.

Of course, I’m referring to the politics of Sales Professionals (and Recruiters too).

Regardless of your level of experience and track record of success (as well as the industry and/or company you represent), you’re in your own political battle day-in-and-day-out.

The goal is to be the best you can be in your position and the prize is to keep your job so that you can continue to earn a living so that you can continue paying the bills and putting food on the table for you and your family.

It can be the toughest job in the world or the easiest. Contrary to popular belief, the choice is actually yours.

Meritocracy is a system wherein appointments are made, responsibilities are given, and rewards are dished out to those based on demonstrated ability (merit) and talent rather than by wealth (plutocracy), family connections (nepotism), class privilege, cronyism, popularity (democracy) or other historical determinants of social position and political power.

Make no mistake, if you’re in Sales you’re in a meritocratic world. Rather than succumb to the entitlement mindset of the times in which we live (by demanding more, more, more!) I suggest an easier - - and more fulfilling, personally rewarding - - alternative.

Accept your environment as well as the rules of the game and motivate yourself to be the best you can be within that framework.

Things have a way of taking care of themselves and falling into place when you fall into place yourself.

Besides, there is no financial security in finances. Money will only get you so far as it only creates a false sense of security. Real security is knowing who you are, knowing what you’re capable of, and always striving to do your best with what you’ve been given.

Isn’t having peace of mind and knowing you’re the best you can possibly be at your job more important than anything else? It should be.

At least then if you were to fail you could always look back and feel good taking comfort in the fact that you did EVERYTHING you could to be successful and to be your best.

For those in Sales, that means making cold calls even when you don’t want to, giving 110% the full work day (forget about “me” time throughout the day that can only lead to further distractions), and interacting with only those people who can make an impact on your bottom line (that means less personal emails and phone calls throughout the day).

Otherwise, on the flip side (should you fail), you’ll always ask yourself, “Why didn’t I do this?” and “Why didn’t I do that?” or “Why didn’t I try that?”

The idea of rewarding people for their own efforts is nothing new. I just wish it were used a bit more often by employers.

The “pay-for-performance” models we’ve seen over the past year or two have been impressive. For one, they still included a Base Salary instead of trying to take full advantage of a Sales employee by putting them on a Straight Commission plan. Even better was that their Commission structure was uncapped (or set with a very high ceiling).

Personally, I believe that when it’s done right it can be a powerful tool used by a company to motivate and reward their best Sales Professionals.

And when we’re motivated for the right reasons and rewarded for our hard work there’s no better professional feeling in the world!

It’s the “American Dream” experienced to its fullest!

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