I’ll admit it; I am prejudiced on the subject of men and women in sales. We’ve got to continually show the love to our agents/producers/sales reps!All too often I have heard corporate home office people complain about, ”All we have to do for them and the too generous commissions they receive.”

I want to shout from the top of my lungs, “Just how long do you think you’d have a job if they weren’t out knocking on doors, making calls and stirring up sales?”Someone who has never made a living on commissions cannot fully appreciate those that do. I’ve had many jobs over a long period of time in since graduation from college years ago: high school teacher, radio announcer, life insurance agent, sales manager, home office trainer free-lance writer and executive coach.

I assure you, of all the jobs listed above, none was more demanding than selling life insurance products for more than twenty years. It gave me an insight to and an appreciation for those who make it happen on the front line, regardless of the product: real estate, mortgages, cars, televisions, newspaper ads or widgets. To do it well takes character, courage and determination. The following bullet points are relevant depending upon whether you are remunerated strictly on commissions or are paid a base salary plus commissions. Regardless, they are indicative of many situations that salespeople face.

The rewards can be outstanding:

· No limit on the amount of money you can make

· In some industries, trips to wonderful places around the country and world

· The thrill of getting an occasional ‘big one,’—The Whale

· Camaraderie with fellow sales people from your own company and friendly competitors

· Recognition when things are going well

· The insurance agent delivering a check to a widow that came as a direct result of him/her making a sale

· Turning prospects into clients and then into close friends

· Being your own boss

· Changes in the tax law that are a boon to your business and open new markets for you

· The feeling that comes from knowing you are helping provide jobs for others in the office as a result of your sales acumen

The challenges, however, are many:

· No sales = no income

· Independent contractors paying their own social security

· No paid vacations or benefits

· Do-Not-Call legislation

· While on vacation, no sales being opened or generated

· Good cases lost due to a ‘brother-in-law in the business’

· Your product not being competitive for a period of time

· Changes in the tax law that take away your market

· Working long days, nights and weekends while getting started

· Industry compliance rules  

· Keeping up with CE credits

· Competition from the Internet

· Daily rejection

· Never-ending task of prospecting for the next sale

· Work-Life balancing act while building up a clientele

· The pressure of sales quotasIt is not an easy road for sales reps. We must take the time to understand and appreciate the men and women who are marketing and selling the products that your company has to offer. It can be a lonely task and I have nothing but the greatest admiration for those who do it well. God bless these men and women who have the guts to face the world every new day with incurable optimism and a winning attitude. God bless salesmen and saleswomen. We owe them much.

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