[Sales 101] Rule #1

[Sales 101] Rule #1

Rule number one of selling is to take 100% responsibility. Tom Hopkins once wrote,

Selling is the highest paid hard work and the lowest paid easy work.

If you are not prepared to work hard, do not get into sales. I figured, if I were to work hard anyways, why not work hard in a job that pays the highest? This is what got me into sales. When you work hard, you expect to be paid well. Money is one of the biggest driving force behind every commission-based sales job. But the problem I see among many angry sales people is that they complain too much:

• Our products can't sell.
• Our delivery team sucks.
• Our competitors are better and charge cheaper.
• We are not getting enough support materials.
• The client is too demanding.
• My accounts are terrible, they don't buy.

And the hot favorite of 2008-2009:

• The economy is terrible, everybody's budget is slashed.

While all these bullshit reasons may be valid factors to a tougher selling environment, there is one point the sales person must understand. Who is responsible for your happiness? Who is responsible to ensure you get your fat commission at the end of the month?

1. Not your boss.
2. Not your spouse.
3. Not your colleagues.
4. Not your subordinates.
5. Not your friends.
6. Not your mother.
7. Not your father.
8. Not your children.
9. Not your clients.
10. Not your vendors.

You are the only one who is responsible for the FAT commission you should receive at the end of every month so that you can be happy. Selling is a job where you have to take 100% responsibility. If your commission is too low, you can do something about it. If your closure rate is too low, you can do something about it. If your client has no budget, you can do something about it. Whatever is the case, whining everyday at the pantry and at coffee shops with colleagues are not helping you to sell more. So what does taking 100% responsibility means?

• Accepting it is your responsibility to find out what is your company's competitive edge.
• Accepting it is your responsibility to make sure your company delivers its contract terms.
• Accepting it is your responsibility to keep your clients happy.
• Accepting it is your responsibility to keep your clients informed about the advantages of choosing you over your competitors.
• Accepting it is your responsibility to respond to your clients as soon as possible.
• Accepting it is your responsibility to chase your clients for payments so that you can get your commission in.
• Accepting it is your responsibility to ensure you close enough deals to support the lifestyle you want.

Be the project manager if you have to. Be the debt-collector if you have to. Be the subject-matter expert if you have to. Be the delivery man if you have to. Make no excuses. Take 100% responsibility. Because no one else is responsible for your happiness.