Is a career in sales really that wonderful – Part 2


We continue the discussion from the prior briefing where Jeffrey took a barren account territory, focused on one account, built strong relationships, resulting in winning an eight-figure deal and finishing the year at 400% of quota. 


In the next sales year, Lucille, a new sales director, assumed responsibility for the region. She hired several “buddies” who had worked for her in the past. Lucille then reassigned Jeffrey’s mega-revenue-generating account to a new salesperson. This ruthless director needed to show that she could build a strong team, so she needed her new sales hires to be successful and show progress in winning deals quickly. 


The plan Jeffrey had to focus the following year on advancing the additional opportunities with his big account was destroyed. Jeffrey felt like he was robbed. He likened the evil Lucille to the devil for her unscrupulous and unethical treatment. 


Because Jeffrey spent most of the prior year advancing the major deal that he won, his pipeline was left barren. Without the follow-on sales revenue he was anticipating from his large account, his forecast showed a big fat zero for two consecutive quarters. Jeffrey was then fired for under-achieving performance. 


None of the company’s executives stood up for Jeffrey, allowing Lucille to execute her evil plan. 


Events that were largely out of his control cost him his job. Just as a career in sales can be fantastic and wonderful, it can also become a complete disaster. As Jeffrey found out the hard way, events that are often out of your control can occur along the way and force you to openly question your longevity in a sales vocation. 


Like Jeffrey, you could be riding high one year only to be cast into the danger zone the next. 


I’m DJ Sebastian, and we’ll continue our discussion on the risks of a sales career in the next briefing.