I lifted weights for the first time when I was in eighth grade, and that was also the first time that I learned about the benefits of hard work. I thought I learned the secret to life: if I wanted results, work hard. This golden goose worked every time: Slumping in baseball? Take extra batting practice and within a game or two I was out of the slump. Slipping a little bit in school? No problem – study a little extra and within a couple weeks my average was back to an A. I was so excited – I figured it all out and hadn’t even left junior high.
Well, that was during a time of my life when the longest time-period was a semester. Results came quickly, and so did improvements. My golden goose of hard work continued through high school, college, and my first job. If I wanted to change the outcome, I worked really hard and saw the results within days, or weeks at the longest.
Then I took a sales job.
I think one of the main reasons new sales people quit is because of how long it takes to see positive feedback from their efforts. Until that point in my life, I followed the formula of working hard, and seeing quick feedback. It wasn’t immediate, but it was pretty close. When I started selling, it took nine months of complete failure before I started seeing the light at the end of the tunnel. The only reason I didn’t quit was because our district manager was committed to me, and I wasn’t about to quit on her. She and my direct supervisor kept telling me that I was doing the right thing, but my years of experience told me that hard work pays off right away. I was confused, and scared. But I trusted them, and it paid off!
That was 1995-96. No smart phones. No apps. No social media. The most instant gratification we had was being able to see the scores on ESPN instead of waiting for the morning newspaper. If I was impacted then because of a lack of immediate feedback, think about the feelings new sales people today battle? We don’t wait more than 30 minutes for anything today. If we don’t see results immediately, we move on to the next thing. Today, more than ever, new sales people quit because of the long time it takes to see positive results.
Sales managers – you play a huge role, and you’ll be able to make a significant impact on your new sales people, just like my district manager helped me realize a life I only dreamed about. I would never be where I am today if I quit sales.
As a sales leader, you’ve got the opportunity to make sure someone with a bright future doesn’t give it up because they’re impatient. Take this opportunity and run with it.
