September 28, 2006

A professional's job is never done, but you are allowed breaks.


Sales people are classified as "exempt" employees. We are not covered under the hourly labor laws, and for good reason. If you stop to count your hours, you are in the wrong business. Our job is to get it done no matter what it takes. Being goal-oriented or goal-driven means that the clock doesn't exist. We are on a mission. Focus counts. Long hours and hard work are rewarded. Twenty-four hours in a day is about ten short of what is needed.

We have to sleep and eat, but not as regularly as those with conventional professions are used to. The general rule is, forget the schedule. Eat when you are hungry (or can sell at breakfast or a lunch) and sleep when you can't stay awake. All work and no play may make Jack a dull boy, but it will also make him number one. Health, both mental and physical, requires a break in the action. Take breaks as needed. You may have to force one every now and then. It is a good idea to take time out from cutting down trees to sharpen your ax. That is part of the business. We are in a job like no other.

Adrenaline is the drug of choice. It is more difficult than you may think to work yourself to death. In selling, you get to prove that point every day.


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