As in any profession, it it important for the rookies to seek guidance from the ones who have been around for a while and have experienced the good and bad. This helps the new person solve problems before they become headaches and even out the learning curve a bit. In sales this is especially important since most of us work on commission and don't have the luxury of a salary to keep us going while we figure it all out.
Just to be clear, there is a difference between a mentor and a sales manager. The sales manager is wanting you to sell, but because it affects their bottom line, as well as their income. In the insurance world, for instance, mangers get an "override" from the company when the producer (the agent) sells something. They want you to be successful, but mostly because it helps them be successful as well. There's nothing wrong with that as long you understand that their best interest isn't necessarily the same as yours.
On the other hand, a mentor typically doesn't have a monetary interest in your success. These are people who have been in the business for a long time and just want to be helpful. There are mentors in all kinds of organizations, such as Toastmasters, so don't feel it's just people through work that are there to guide you. A great organization is SCORE, which is comprised of a lot of former executives from an assortment of industries. These people, along with other mentors, will help you set goals, stay motivated and keep you accountable.
Side note: If they charge you a fee, they are no longer a mentor, but a coach, so be aware of the difference.
I was never formally assigned a mentor (some places will do that), but I did have a couple of older coworkers who voluntarily stepped up to the plate after seeing what a hot mess I was. The first time this happened was when I was fresh out of college and working for an insurance company selling accident policies door-to-door in rural North Carolina. "John" was probably in his late 60's or early 70's and had quite an economy with words when he was around the rest of us newbies, but when he was working with a client he would come to life. It was like waking a corpse.
One morning I was fretting over a client who had built a large privacy fence around his house, thus preventing me from accessing his doorbell. John overheard me and said, "I know that guy. You have to stand there and beat on that gate until he comes out." My thoughts immediately envisioned John standing in the heat for a few hours pounding on a gate while no one is home. Apparently John had the tenacity to do such a thing.
Years later, after I had moved to the Myrtle Beach, SC area, I had a sales manager who transitioned to a mentor-like role after I left his organization. He was a great guy who genuinely cared about my success and would give me sage advice.
About a year after leaving his group of sales people he called me to check in. I explained my situation, that I was on a very small salary with commissions that negligible at best. After listening to me whine about how people in the Peace Corps were making more money than me, he said, "Son, it sounds like you're just making money for your boss and none for you. I think I'd get the hell out of there as soon as possible before you go broke." He was right, and I did get out of there. We continued to stay in touch over the years until he passed away.
If you don't have a mentor, find one in your industry who can relate to your issues. It can make your job easier and you'll have someone to share your successes with.
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