As an independent sales representative or one employed by a larger firm, you most likely look forward to receiving your periodic commissions, your profits, in exchange for your sales work. You have learned to expect a reward for your efforts. Regardless of the source of your paycheck, who is it that you actually work for? Many will answer that they work for their sales manager, vice president of sales or the company owner. I submit, that regardless of who signs your paycheck, in reality, you actually work for yourself. Surprised?



"Me, a sole proprietor?" you say. Yes. We are responsible for not only delivering sales results but for motivating and training ourselves, enabling the end results we seek. We are individually and personally responsible for establishing and reaching our goals, without someone else necessarily overseeing us and directing our efforts. Regardless of the programs, benefits and marketing materials available from an employer, we actually work for ourselves.

"Whatever you do, do it heartily, as to the Lord and not to men." (Colossians 3:23 NIV) What simple advice! What an attitude it will surely foster! Would such thoughts improve your performance on that next big project? Would that attitude help you to deliver your best performance at that next review meeting? Would adopting such an attitude help you in your next sales presentation? No doubt. If we go into any type of presentation with a mundane attitude or anything less than absolute belief and conviction, we will fail miserably. Your customers will sense both despair and dishonesty. However, they also will sense positive conviction and a sincere attitude. This simple biblical advice is your best sales and managerial strategy.

Nicholas Herman, a 17th century monk said "We ought not to be weary of doing little things, for God rewards not the greatness of the work, but the love with which it is performed." When we maintain an attitude like that, we discover that even the most mundane of activities have great purpose and reward in and of themselves. It's what occupies your heart that matters. What inspires and motivates you? Do you really care? Are you motivated by honorable intentions or do you harbor hidden agendas that are often perceived by your customers and others that you deal with on a daily basis? "I am so impressed by who you are that I don't really hear what you say" is an often-quoted observation that truly summarizes how your customer will respond to you. If what you are saying actually conflicts with your beliefs and motivations, your customer, sensing this duality, will dismiss your opportunity to do business with her.

Your trouble is often complicated by the fact that your customer may not be totally honest with you when she is appearing uninterested in your offer. If she perceives anything negative in you, she will say no, appear uninterested, possibly cut your presentation short; or worse... saying that she will think about it and get back with you soon.

Simultaneously, you may indeed work for a company that employs you to represent their goods and services for sale in a given territory. Employers are generally careful in their hiring practices in order to employ persons who share their general philosophy, character and vision. Company management and owners often work very hard to develop their reputation and brand presence in the marketplace. It is critical that you "buy-in" to this mission statement and branding. You must remember that you are also a component of both their reputation and that brand, and must strive to further the company's solid reputation, branding image and position in the marketplace. The attitude described earlier is the key to reaching this goal.

Remember, that in truth, we work for ourselves. We alone are responsible for what we say and do. We are responsible for our attitude and the impact of our self-projection on others. If we maintain the right spirit and are sincerely interested in the well-being of our prospect or audience, then we will genuinely present an image of ourselves and our company that others will positively respond to and engage in. Everybody wins.

Copyright 2006 Daniel Sitter