Presently being paid salary working from my home as a consultant to health and safety. Opportunity has come up as a sales associate selling and facilitating development products whereby we increase productivity and performance of people.

I have written numerous articles in the newspaper on motivation, communication, effective supervision and the importance of your people so this second venture goes with my values and beliefs. Problem is that it is cold calls, commission based. My three year goal was to do motivational speaking on mentoring, communication and subjects related. This would also be a good springboard into that goal.

Question: are companies headed the way I believe and are they paying for coaching and assistance. My perception is that 'people are your most important commody, they will either make you or break you.' Do other people feel this way. I am drawn between security of a job or a business where I can assist various companies by increasing productivity and performance of their people. scary - no salary, cold calls, recession, market. What do you think.

-- Judy Dulovic (jdulovic@attcanada.ca), March 18, 2001

Answers

Judy,

Letting go of that salary check requires a vote of confidence from yourself that:

1) The opportunity for more money is REAL. 2) People want and need the new products. 3) You are comfortable lending your reputation to the new company. 4) You have the discipline to make cold calls. If you aren't sure if you do, volunteer at a charity making outbound calls for a few weeks to test your metal. (Four hours day max, 8-20 phone calls hour is what it takes to get in. The more interesting your presentation/product the less time it will take to fill your sales funnel and the fewer cold calls you will have to make. Be sure you invest in a decent contact manager to support your efforts.) 5) The new company is a good marketing partner (advertising, etc.) If it's pure commission, have the expectation that the new company invest dollars in some type of support and lead generation. 6) Your family will support you - moving to commission sales almost always requires a ramp up period. It may take a little time to get your commissions flowing and it's brutal if your near and dear ones don't have confidence that you can do it too. Cold calling takes intestinal fortitude on some days and a negative community isn't going to be comfortable!

If the new opportunity can pass the list above, the payoff is well worth it. Tolerating the insecurity until you are solidly on your feet again in the new position will ultimately earn you FREEDOM. You'll earn a powerful sense of self confidence. You will also really understand that you've found real security - you will control your own income flow, opportunity will be your new breakfast cereal. That fear you feel will be replaced with adrenalin!

Best of luck, Barbara

-- Barbara Blackwell (bb@salesflight.com), March 24, 2001.