I work from home for a great company. My job is to call potential clients and set up an appointment for a sales representative to come and show them the product. I get paid a commission for every appointment I set. It’s a relatively easy job as I do not have to sell anything or ask for money. I know that I have to make the calls and I even know that I have to make about ten calls in order to get a prospect to agree to a meeting. My problem is that for some reason I do not make the calls. Every day I say “today I will make 20 calls per hour,” but I end up making only five or six. This story goes on and on every day. I get distracted with reading emails, watching videos, going to the fridge ten times, calling my mother, etc. I’m really scared they will fire me but I still cannot get the job done even though I’m good at it. Why is this happening to me? Is this normal? How can I overcome this?
We have to understand what the source of this negative behavior is by understanding your internal world. There can be normal surface-level reasons for doing this, or there can be deeper reasons. We can approach this from a few angles
First, is there a general problem with concentration? Do you notice an inability to concentrate or complete tasks in other situations? If so, I would suggest you explore the possibility of ADHD. If you can generally focus on things, that means it’s not an organic problem but specific to this job and we have to explore why.
Some people are afraid of achievement and success. Sometimes people are not sufficiently connected with themselves, their abilities and potential. They may do the bare minimum to get by, therefore not achieving their full potential. You may be lacking this enthusiasm and drive to succeed.
Another obstacle may be that with sales you are met with a lot of “nos.” If nine out of every ten callers gives you a no, that would be a decently successful day of sales. So you have to realize that your goal is not to get a yes, your goal is to make the calls. Furthermore, keep in mind that the potential clients are not rejecting you, they are rejecting the product that you are offering.
Some people need external boundaries to keep them on track. There are different techniques to keep yourself motivated. One idea is to close your eyes and visualize yourself doing the job without distraction, performing nonstop and crossing those calls off your list. Another idea is to schedule breaks into your work time. You may want to work for 30 minutes, and then take a break for 10 minutes. You should schedule your time in advance, writing down what time you will work, what time you will stop, and plan what you will do during your break. When you know you have the break scheduled, it’ll be easier to make the calls during the scheduled work time.
Additionally, some people who need external boundaries require a deadline to keep them on track. Of course, one obvious deadline would be to report (every couple hours or once a day for example) to your boss how many calls you have made and how many appointments you have successfully set up.
Again, if the problem is fear of rejection, then you need to understand your internal structure in order to find out what the rooted causes of this behavior are. This exploration is best done in a therapy setting.
My question is regarding finding the right job for myself. I’m smart and a fast learner, and have a great personality so I can relate to people very well. I go to interviews and almost always get an offer, even though I don’t have the right background or a formal education. The problem is that the salaries they offer me are not what I want to make. How can I manage to get a job offer that is suitable?My question is regarding finding the right job for myself. I’m smart and a fast learner, and have a great personality so I can relate to people very well. I go to interviews and almost always get an offer, even though I don’t have the right background or a formal education. The problem is that the salaries they offer me are not what I want to make. How can I manage to get a job offer that is suitable?
You sound like a smart, capable person, but you are placing obstacles in your own way. You want a high salary without an education, so what are you doing about it? Education equals power. You have the potential, you need to prepare the groundwork. If you can manage to go forward with the education, the diplomas and the skills, then you will be on the path to success.
On the other hand, even without formal education you have a lot of potential. The jobs that you have been offered that don’t pay enough often have a lot of potential. You may be taking an entry-level job with an entry-level salary but all your assets will probably help you climb the corporate ladder. There are people that go very far without education, but everyone has to start somewhere.
I would ask why you never acquired the kind of education that would lead to the salary level to which you aspire? Did you have learning issues, a problem with delay of gratification, fear of success, or other obstacles that prevented your acquiring the education that would further your career success? Again, if any of these issues have relevance to your situation, it might be worthwhile to look internally with the hope that you could overcome these obstacles, either within a therapy setting or via other support systems.
If you would like to send in questions to Dr.Genstil, please send an email to firstname.lastname@example.org and perhaps your question will be featured in the next issue of Bizness Magazine.