I first started out in Management over 40 years ago, and from many people the cry then (as it is now) is “What security can you offer me if I work for you.” And in all of that time my stock standard answer has been – “do you want security or opportunity?”
In today’s environment (at least in my opinion) we tend to hear too much about job security. I don’t believe there is such a thing. You are only as secure as your work output and ability to do the job profitably. Otherwise why would the employer want to hold onto that person, if that person is not performing to a pre-arranged standard.
So if ones performance becomes the sole pre-requisite for job security, why not take it to its logical conclusion. And many a professional does just that. In fact, the highest earners I know work on a commission basis only. The harder they work the more secure they become. Because to them, if they ever goof-off, their income drops, and their standard of living suffers.
Security must come from inside a person. Security comes from the confidence that one can handle the job at hand. And if they lose that job, they know they can maintain their existing life-style by taking advantage of other opportunities. Or perhaps even creating a new opportunity. You see, selling is the only profession I know, that presents virtually unlimited opportunities each and every day the salesperson works.
In fact, every selling presentation is an opportunity to build on security as goals are achieved and targets are met.
The professional does not stand around an wait for the opportunity to come to him. He creates his own opportunity. He always keeps things moving with a definite focus in mind.
That’s professionalism; That’s positive actions through self confidence. And self confidence is all the security a professional looks for. Remember, you can either let your circumstances control you, or you can create a new set of circumstances where you are in control of your circumstances.
We live in a free enterprise system, where all people are given the same opportunity to complete or create or to accept the status quo and stagnate. If you choose to compete in the selling profession and handle yourself at the same level and competency as everyone else in your field, then you must be satisfied with the same rewards and income they are receiving. And why settle for that?
However, if you choose to become an outstanding competitor, work, study and train yourself to become more than just average, then you are well on the way to becoming one of the select individuals who consistently create their own opportunities and control their short and long term circumstances. And you’ll not only develop much more real security, but the rewards will balance out for you as well, and in the process you will find yourself in a better , more profitable income.
32 years ago, in 1993, here in Australia, those earning $50,000 or more were in the top 3% of income earners, and at $75,000, in the top !%. And I don’t know too many in that 1% that are drawing a weekly salary, draw against commissions or even on a retainer plus commissions. Every one of them in that top income bracket creates his or her own security.
Now in 2015, here in Australia, those earning $250,000 or more are in the top 3% of income earners, and at $300,000 are in the top 1%. And again I don’t know too many in that 1% that are drawing a weekly salary, draw against commissions or even on a retainer plus commissions. Every one of them in that top income bracket creates his or her own security.
Their income and security are results and reward driven.
What’s more. The salespeople in this select group (in every organization) do so by doing the necessary, ordinary, simple things that everyone else does. The difference is, everything they do and every move they make, they do extremely well.
Professionalism comes at a price. But is also comes with unlimited rewards.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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