Dictionary defines entitlement as: the feeling or belief that you deserve to be
given something (such as special privileges).
It is generally my goal to offer this
blog post as a means of offering a piece of advice or a little guidance from
having worked in my sales career for many years. However, this will be a bit of
a rant due to a recent bout of frustration. I hope through a small amount of
venting a lesson will still be learned.
I find the idea of entitlement, based
on the definition above, a disgusting word, attitude, thought process, ideology
and theme. Often when someone crosses my path with a sense of entitlement I can
either ignore them or move quickly past them. But, when the person is planted
firmly in my daily routine, then I grow to hold a very negative view of the
individual. And so it goes with a recent sales relationship.
Sales people must always remember that
actions speak louder than words. Working hard and working smart go
hand-in-hand. There are more senior sales people that have gone before them,
paid their dues, and can only now showcase themselves as ‘A’ level sales people
through their wisdom. Why then do some young up and comers walk around as if
the world owes them something? What dues have they paid? What wisdom do they
possess that can offer any real value to their own organization or their
client? In most cases the answer is…none.
So this week’s short post goes out to
the young lady who recently crossed my path. I believe you have a lot to offer
your organization. You seem very bright. But you have a poor attitude about
your chosen career path. Your employer does not owe you anything. You owe the
company your effort and service. You should seek and adhere to the advice of
your seniors. They have the experience to guide you through both ups and downs
as a career sales person. You have opportunities in front of you that many
other chosen professions do not offer, but unless you accept that you are a
junior in your profession, you will be passed by and I will choose another
person in your organization to serve as my primary point of contact.
As an aside to the senior level group
out there, I am not suggesting you treat your junior team with contempt or
disrespect. Teach and guide always. The juniors, like we once were, have
potential. Recognize when a junior level sales person has a sense of
entitlement and work to break them of these very bad traits. If you cannot,
well then, you should cut them loose. Nothing can hurt moral in your sales
organization more than a sense of entitlement.
Enough of my venting. Until next week,
keep on selling. Thank you.