Getting ahead in sales

Learning, leadership and risk pave the way for wealth and security

By -- Industrial Distribution, 10/1/2000

Recently, I rode along with a very competitive, somewhat ambitious, young salesperson. He wanted to talk about "getting ahead" in business. First and foremost, of course, I told him that his performance, productivity and growth in his present position are the keys to career advancement opportunities. Without that, you'll never be considered for any kind of advancement.

There are, however, certain factors that show us just how those who achieve, excel and get ahead in business-and in life, too-go about accomplishing those tasks.

Importantly, we set the "mold" early on. Those who achieve and excel most often spend time in the learning phase , between 17 and 27 years of age. In many cases, it's a mistake to take jobs in this phase with companies that don't offer extensive training opportunities. In addition to classroom development, product knowledge lectures and plant tours, it's crucial here to work for sales managers who understand that their primary responsibility is to coach and train salespeople.

If you don't acquire the skills, if you miss out on basic business expertise, if you have overlooked the understanding and internalizing of customer focus in this critical learning period, you'll pay for it the rest of your career. It's never too late to catch up, however, by taking business courses at your local college or university.

In most cases, those of us who get ahead try to find opportunities to lead between the ages of 28 and 35. The leadership phase suggests you seek and find opportunities to supervise, manage or lead a team. Those who don't find that opportunity on the job usually find it in their community. We need to discover if we have the "stomach" for a management assignment. Why chase a position for 30 years, finally get it and learn you don't like it?

Most often, the individuals who advance in the business world enter the risk phase between ages 36 and 45. Their battery is still charged. They have developed a multitude of skills and experience. Now is the time to seek out, find, ask for and get those upgraded positions and assignments. They break out from the pack, often disagreeing openly with existing methodologies, but providing workable alternatives to those systems. Some take the ultimate risk and enter a business of their own.

If you're ever to get rich, that takes place in the wealth phase , between ages 46 and 55. Everything you have ever learned and done in business should now bear fruit. If you've missed the learning, leadership or risk phases, you may achieve a comfortable, financially secure lifestyle, but you probably won't get rich.

Fifty-six to 65 is the security phase -if you have to, agree with all company programs and suggestions from your boss. Now is not the time to challenge either. And between 66 and whenever is the charity phase . You'll find you have a desire to give something back-either in time or money.

There's the road map for getting ahead in business. Where are you today? Where do you need to be and how much time do you think you have to get there?

Don Beveridge is president of Don Beveridge Jr. & Associates. He can be reached at (561) 793-4330.