"Job" or "Career"? The keys to the difference

Career-track employment is a wonderful thing, and I am not here to discredit it. However, I think the value of "jobs" is becoming harder to see. Case in point:

A 21 year old psychology student, Nina, took a job as a secretary in a real estate office. Her competence quickly earned her more responsibility, and within 6 months she was the office manager. At 9 months, her boss offered her tuition to get her real estate license. She did. At 18 months, she was the property manager of over 800 rental units. At 3 years, she's making more than $50,000 per year, and has minimal debt. She loves her work. The kicker? She was advised against the secretary job because it wasn't "career-track."

Similar stories can be told about the cashier at the pharmacy who became a pharmacist, the Burger King employee who now owns 5 restaurants, and the man who joined a painting crew as a second job who opened his own house painting company.

None of these people saw their employment as "just a job," and that's what made the difference. They took their work seriously, and learned to do it well. Those attitudes helped them make choices that lead to fulfilling employment, and careers that can grow as far as they want to take them.

What if you hate your job? What then? You're still learning valuable lessons. Maybe you're learning that office work is not for you, but you're also learning about the management, operations, and skills required for office work to get done. Maybe you never want to flip another burger, but you're learning about general food and health rules, team management, and the joys and challenges of serving the general public. When you have to stand in for the manager, maybe you learn that you love to supervise. Or maybe you learn that you'd rather take direction than give it.

When opportunity knocks, don't mistake him for an intruder!  Don't avoid work because it's not obviously on your career track. If there's a part-time opportunity in some area you'd like to check out, go for it! If you need a second job to make the rent, do it with pride. And if there's nothing available in your field, get a job anyway. You can apply what you learn in dozens of ways. And it just might change your life.

Is It Time To Replace Your Sales Manager?

In sales, we rely heavily on our sales managers.  They are our cheerleaders, teachers, coordinators, and team mates.  That is, they are if they're good at their jobs.  If they're bad at their jobs, they are our critics, our nightmares, our worst enemies.  Is it time to replace your manager?

Often in a sales structure, the best salespeople are "promoted" to sales manager. Sometimes it's about seniority.  Occasionally it's a question of the boss's favorite. None of these are the best way to hire a great sales manager.

The best sales managers have five primary skills:  1) They can consistently teach others to sell the product or service in a changing marketplace. 2) They are fantastic motivators of individuals and groups.  3) They always play fairly, setting a terrific example and creating a professional tone for the department.  4) They work as hard for their team as they do for upper management.  5) They would always rather help than scold everyone on their team.

If your manager doesn't meet these five criteria, all the rest of their skills really don't matter.  Daniel Pink (author of Drive, To Sell is Human, and others) explains it well.   The best performers in any sales organization take ownership of their work, feel it is important, and have the autonomy to self-manage and develop personal approaches to their tasks and environment.  If your manager can't stimulate and support these three attributes, it doesn't matter how well they know the product, how quickly they can file reports, or how well the sales force is doing today.  

Long-term success (we all want it!) comes from ownership, pride, and autonomy.  Ownership, pride, and autonomy come from being good at your job. Being good at your job comes from clear expectations, and constant fine-tuning of skill.  And fine-tuning skills comes from a supportive, objective voice confirming your strengths, and helping to develop your weaker skills.

As a sales professional, this is the boss you want, and the environment you need to do your best.  We all know it. And when we have it, we're substantially less likely to look for opportunities outside the company.  If you, the sales pro, don't have it now, it's probably time to look for an opportunity to get it. This is your career!  You want to develop as well and as quickly as time will allow.

To upper management:  I'm not saying there's no room for discipline!  (See "clear expectations" above.)  I'm reminding that carrots and sticks have gone the way of the two martini lunch.  It's okay sometimes, but it doesn't work as a primary activity. Simple compliance is out, and motivation to comply and improve is in.  If your sales team doesn't work this way, you have a problem, because the competition's team probably does.   You don't want to lose your best people to the competition!  Give your sales team the most vital benefit they can get: a terrific, qualified sales manager.