December 5, 2008 12 Comments
For two decades, my primary professional role was Sales. Yes, I did marketing as well, and some biz dev strategic stuff, and some management, but my primary role was getting business.
I succeeded. And never felt comfortable doing it.
I’d see “real” salespeople – folks who could establish rapport at the drop of the hat, or relentlessly drive a deal to its conclusion, or blast past yearly quotas by July, and I’d feel thoroughly inferior. Yet there I was, in Sales (ummm…high-end healthcare stuff, not like the guy you see over to the right!)
Over time, I came to realize that my discomfort stemmed from a mis-match – pushing a product, or hitting numbers, or winning a deal, simply didn’t drive me. I want to help people. I want to think things through, and solve problems. I care more about telling the truth than making the sale. I am an analyzer, not a promoter; a native introvert, not a schmoozer.
But, people bought from me because they trusted me. So I succeeded anyway. Until hitting the wall and finally admitting to myself, “I’m not a Salesman.”
This was a liberating realization. Now I could be free to tap into what I truly was – a problem solver. A resource-finder. A connector. A consultant. And I decided to go off on my own and create my own job/role/company built around precisely those things.
Can I sell? Actually, yes. I can be very persuasive. People listen to me and follow my advice – not because I’m a promoter, but because I’m a listener and a problem-solver. And is there a place in this shark-infested business world for someone who wants to help other people, for someone who cares about doing what’s right, for someone who wants to build a network in order to do good?
Yes, there is. And that’s why I’m sharing this. Are you mis-matched in your role, driven by something other than what that job requires? Get honest – don’t be afraid to look in the mirror and say, “I’m not a….” Then work on identifying who/what you really are, what your value-add truly is.
Perhaps you can make a new professional life for yourself. It’s worth the effort, time, and risk. And if you do it, let me know if I’ve “sold” you!