Okay, I’m going to do my best to tackle a very sensitive topic. That’s right, money!

When I began my sales career, I earned substantially more than I had been accustomed to as a service technician. It was very exciting to be earning more money than I knew what to do with. Don’t dismay, I figured it out.

I was cranked up about my good fortune and it made me more motivated to sell. Occasionally, when it came up in conversation, I would tell people that I was motivated by money. I soon discovered that this statement turned many people off and I was expressing myself incorrectly. Being motivated by money was considered to be an evil thing to say. It has been my experience that it is a taboo topic (in Canada anyway). You do not discuss one’s financial status. People think you are money-hungry, greedy, you will do anything to make more and you don’t care what it takes or who gets hurt in the process. This is not how I feel. What I learned was that I wasn’t motivated by money I was motivated by what money could do for my family and I. Money is a medium of exchange it is either paper or coin, it does not move or motivate people!

My income determined many things; the type of car I could drive, the location and size of my family’s home, the quantity and quality of vacations that I could go on with my loved ones, the type of recreational property I could invest in, the entertainment that I could share with those I was close to, the amount of money that I could give away to important causes, the types of gifts that I could purchase for others and the quality of life that I could look forward to in my retirement. Doesn’t everyone want to provide the best they can for their family?

People tend to get paid in direct proportion to the problems they solve. Only 4% of the population likes the profession of selling. Selling can be very enjoyable although it is not always easy. Professional selling requires discipline, work ethic, commitment, problem solving abilities, people skills, drive to overcome challenges, mental toughness, managing rejection and the list goes on. Most sales professionals are doing a job that 96% of the population wouldn’t even consider. Does it not then stand to reason that we as sales professionals should be compensated extremely well for our abilities? That’s exactly why most sales people earn a better than average income and why many of the people who become millionaires today are sales professionals. So we take some abuse from those who are limited by a salary position. We may be called materialistic or money-hungry. Where do we draw the line for materialism? The line gets drawn right where the income of the person doing the criticizing stops and your income continues on. I love the people who make statements like “well money isn’t everything”. These are the same people who faithfully purchase lottery tickets in hopes of the “big score”. They also criticize you for working so hard and tell others you are just lucky when you achieve.

The most valuable thing that you have is your time. When you choose a career or business, you have chosen to trade this valuable commodity for what the position has to offer. This includes the income potential or income limitations. Money, income, commissions and/or bonuses are a by product of your efforts. The amounts earned provide us with a benchmark for how well we are doing in comparison to where we want or feel we deserve to be. If you’re going to trade your time for money it makes sense to be paid well. If you’re going to give it all you have without reservation or reluctance then know your value in advance and don’t be ashamed to ask for it and never allow anyone else to lay a guilt trip on you for your drive to achieve. This same rule applies for closing any business transaction. Know the value of what you’re selling and don’t be afraid to ask for the money.

“There is only one thing money won’t buy and that’s poverty.”

Author's Bio: 

Since founding Elite Training Systems in 2001, I have partnered with dozens of sales organizations in varying capacities to elevate individual and team performance and increase overall revenue generation and profitability. Through the delivery of public workshops and customized on-site training, I have educated thousands of consultative sales professionals using personally developed training programs. In addition, I have authored three books on the disciplines of professional selling which are available in retail stores across Canada. My company has been contracted by several organizations to develop and build customized sales training programs for internal client usage. I have worked in a one-on-one coaching capacity with hundreds of individuals to sharpen mindset, elevate sales skills, broaden business knowledge, enhance managerial abilities and implement proven strategies and processes for personal and professional success.