I hear it every week from project management, accounting, and payroll. They are flabbergasted, hands on cheeks shocked, when they hear how much our top people make.
It’s a big number for sure. A few million bucks if they trip over the right deal and bring in the big customers.
And every time, I have the same response.
“We are still hiring salespeople if you want to give it a go.”
They look at me confused.
“No really, I can get you an interview.”
No one has taken me up on that.
They won’t do it.
They might say it’s because they like their job, or they enjoy their team. The real reason is they are scared.
And I don’t blame them.
They can’t handle the public humiliation, the rejection. I understand that too.
If they’re honest, they’ll just say they don’t want to, not worth it, at any price.
I’ve felt that way.
It’s not what they signed up for.
For every million-dollar earner, there are hundreds that didn’t make it through the quarter. That is a product of luck and skill. Perseverance too. The salesperson closing deals will over-index on their skill, the outsider attributes it all to luck, but I put most of it on perseverance. The ability to last, to stay in the game, will almost always lead to success.
I’ve heard it after recessions.
“You’re still here?” They’ll ask, eyebrows raised.
“Yes. Yes, I am. Masochistic as that may seem.” I’ve got the business at that point. Last man standing.
The reason successful salespeople make so much money is because they defy the odds, they are especially resilient, and they are profoundly durable.
Those traits will cost you something, but nothing close to what they are worth.
That seasoned sales executive, who has been with the company for years, has stories to tell. Probably ground their teeth down years ago, might be on the way to a fatty liver, and they did it all because defying the odds feels good.
The doggedness that helped them pick up the phone one more time is hard to find and easy to lose.
And if they didn’t do it, who would? Not the Project Manager or the Accountant. Not even the manager that approves their receipts. They won’t do it.
You will.
