When you are a teenager, working for the first time, it is truly all about the money. Finally, you have some independence from your parents, and can start to buy things for yourself! As you make a little more money and get different jobs through high school, earning money gets even more exciting. The thought of providing any value to others as a teenager does not even register for most. I was part of that group. Then there was a real shift for me when I was 19 years old, thanks to my dad.
I was making $5.25 per hour working at a buffet restaurant in the summer of 1992. I was working a lot because I was off from university for a few months, and the “money was rolling in” (or so I thought). My dad was teaching an adult education class in the evenings, and connected with a man who needed some math upgrading. He was involved in an accident, and had to pursue a new career due to his injuries. The kicker was he needed his high school diploma to qualify for most jobs.
My dad could not commit to doing all the tutoring himself, so he asked if I would help at a rate of $30 per hour.
“$30 PER HOUR?” I said.
“You bet”, said my dad back.
“WHEN DO I START?” I hastily replied.
I was excited because I was going to make more money working with him in two hours a day, then I would make in eight hours per day at the restaurant!
As I started to work with the man, it soon became very clear that it would not be as easy as I thought. Just because I understood math very well, did not mean that my knowledge was going to “rub off on him” as quickly. There were some difficult days at the beginning of the process, but by the end, we were working well together. We gained a mutual respect for each other as time passed. I often caught myself thinking that this guy must have thought that I was a “know-it-all young punk”, but realistically that was not the case. He was in a jam, and I was there to help.
This was a life changing experience for a 19-year-old kid, to realize the value that I provided was much more important than the money I was receiving. It did take a while to get to that place, because all I could think about was the $60 that I made each time I saw him!
In retrospect I would have done it for free, because I changed a life. As I look back now, that is what I remember the most. The memory of the money is only for story telling purposes. I helped him get back on his feet when something terrible had happened. As a 19 years old kid, $30 per hour to me then was like $200 per hour today!
In the end, my “compensation” was that he got to start over again, and I played a small part in that.
You are not going to get paid for everything that you do in your life, that is a fact. When you realize that helping others, providing value and not always expecting something in return is a great way to live your life, it will be a real game changer. It was for me!
- When have you provided value for someone, and not even realized it at the time?
- Do you have the mindset of “what is in it for me?” before deciding if you should help somebody?
- Is it time to start giving unconditionally?
I was attending my first trade show with a company many years ago. I had just committed to move to a new city and was very nervous. Everyone was friendly, but I felt alone, and was unsure if I had made the right decision.
A fellow sales rep then approached me unexpectedly late in the first day, and took me under his wing for the rest of the event. He made me feel welcomed, and instantly put me at ease! For the next four days I had somebody that I was comfortable around, and could ask them any questions, no matter how silly they seemed at the time.
That event inspired this list, and I have always remember my colleague fondly for helping me out!
#1 Ride-A-Longs With Top Performing Sales Reps – I was just there to observe, nothing more. I once flew across the country and spent one day each with the top two performers in an organization.
#2 Working With A Mentor – It was great to have somebody to go to when I needed them, and not feel like I was being a bother. Helping me when necessary was part of the “mentor-newbie deal”.
#3 Joints Calls With A Sales Manager or Senior Sales Rep – I may have taken the lead on a call, but it was comforting to have them there if I needed any “back-up”. In the event a call was more complex, they would take the lead, and I would be there for support
#4 Guaranteed Salary and/or Commission As A New Rep – This was a game changer for me! It took all the pressure off at the start of a new role, and I could focus on learning the complete job for the foreseeable future. I had a guaranteed salary in one role for the first year and my results far exceeded budget!
#5 I have several other thoughts, but wanted to leave this one up to you. In your experience in sales, or what you have witnessed being involved in business, what else has assisted new sales reps to get acclimatized in their role?