Updated: Feb 22, 2019
Maybe! Is not the simple answer you may think of. As an individual, if you are not willing to make a sales call outside of office hours (9 to 5) you should not be in sales! Period. The sole purpose of being a sales professional is to make money. This will allow you the freedom to go on luxury holidays, dine at high-end restaurants, wear designer clothes, provide you with the comforts that represent your hard-earned efforts etc. The wrong reason for being in sales is to earn a base salary and do the 9 to 5!
Sales is not about base! It should be about commission (#myOpinion). These two statements are industry specific. I know from experience that some firms offer a large base with little-to-zero commission, whereas others may offer a much smaller base with the potential to earn a considerable amount more. Making the switch from the guaranteed high base to a greater earning potential with higher commission can be a challenging experience and requires calculations to be displayed with some encouragement.
As an individual sales professional, if you are working for a ‘base’ and hitting pointless KPIs just to show you are working – get out of the industry and give someone else the opportunity to earn and grow. It isn't for you!
This is something that I am not a fan of as I believe it hinders creativity and the ability to express oneself. Should you be hitting targets then I don’t believe one should be micromanaged as numbers speak for themselves, however, I am unfortunate enough to know of individuals who MUST be micromanaged. In the arena of sales this shouldn’t be the case BUT I understand it.
I do believe however that these individuals should be relieved of their positions to pursue another career. This isn’t being horrid; quite the opposite, as they most likely aren’t happy with the role in the first place. If they want to make money, I mean REALLY want to make money then there should not be a need to micromanage.
True sales is about reaping the rewards from your hard work. It is about the discipline to say no to friends and family when they want to party whilst you have commitments to clients and yourself. Sales is about going the extra mile when delivering and maintaining that line of communication. Sales is about FOCUS! With focus come the rewards.
Sometimes we don’t have a choice when it comes to socializing after ‘so-called’ office hours as it may be a work requirement, but remember that results delivered are a reflection of the effort put in i.e., if management are expecting to entertain their sales guys on an almost daily basis then they should expect results that reflect boozing almost on a daily basis.
The takeaway – Sales isn’t for everyone! If you want that 9 to 5 and need to be micromanaged it isn’t for you. You can lie to friends and family but each time you look in the mirror and sit at the desk you cannot hide from the fact that you aren’t happy.
From time to time I get sales calls offering various services for my business; some of which pitch well, especially if they manage to get me in-between online meetings and webinars. I get frustrated and insulted tho