Consult Carson 5/11: “Why am I punished for being #1?”

From today’s mailbag: “I’ve been very successful in every sales role I’ve been in, but I feel like all I attract is people picking me apart, inflated sales goals and unfair expectations while people in the middle of the pack don’t experience this. Help!”

Carson: First, I’m sorry you have had this experience. Several clichés about how people like to bring you down to their level can conceivably quell this for a moment but it certainly does not eliminate the desire for recognition, the fact you have earned kudos in your role and that this is just added frustration when you’ve already scaled a mountain! It’s like winning the World Series and being asked to play yet another game; like beating the heavyweight champ but still not being recognized as such because of this excuse or that rationale.

Let’s face it: many people, especially in a very competitive environment like sales, do not like to lose! And when you are #1, everyone loses to you. Something else you must think about is that your superiors have many more people reporting to them than just you. Often, these superiors may (unfairly) compare your results to others, hold you up as the example for them and this can cause strain between you and your peers. Furthermore, your peers may be giving all kinds of excuses as to why they cannot achieve what you do. When this happens, it can and will prompt them and others to look into every bit of what you’re doing – is it on the level? Are you playing on the same playing field? Because, if you’re not it lends credence to their own excuses. If you are playing on the same playing field and doing things legitimately, it almost confounds them more – because you’re just that good and they hate having no one to blame but themselves.

I know it isn’t easy, but you almost have to take all of the extra and sometimes negative attention as a compliment. You cannot let it bother you. Many people are waiting for you to fall or fail so they can get a crack at the top spot, and you may even drift from the top from time to time. No bother! The key is consistently following the process that brought success. A hitter in a slump does not jettison his batting stance; he works to regain the mechanics that led to a statistical surge. So must we. It is very rare that our time at the top will last forever; enjoy the time there, but learn from what got you there and continue to apply that process and improve on yourself so you may always be the best possible version of yourself.

Your success will never make everyone happy. Creation of sales goals will never be an exact science; there will be ebb and flow; you’ll break the bank one month or one quarter or one year only to be given a goal not even Superman could hit. Trust me, it all balances out. Focus on the process that leads to the prize rather than the prize, and everything will fall into place. Don’t set out to be #1 and don’t become too attached to the pole position; set out to chase the best practices of the best out there, learn from your peers and colleagues, add value wherever you go and you can minimize any animosity that others may feel toward you. Work to understand the position of your superiors and peers; offer to assist but also work to learn from them! You may be #1 but you can always be even better. Use this current feeling as the catalyst for your journey to improve even more!

And – here’s to your continued success!

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Carson V. Heady posts for “Consult Carson” serving as the “Dear Abby” of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving. You will also be directly contributing to his third book, “A Salesman Forever.”

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Carson V. Heady has written a book entitled “Birth of a Salesman” that has a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be.

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