The beauty of a sales career is that you’re able to get out what you put in. With relatively uncapped earning potential, the harder you work, the more successful you will be. The drawback to this element is that you’re never “off the clock” when you’re working in sales. It can be difficult to maintain an appropriate work-life balance, especially early on in your career, when you’re working to improve your practice.
While it does take great discipline, holding yourself to a schedule that allows a healthy working relationship benefits both your career and personal happiness in the long run. The three guidelines below outline how to do just that.
1. Establish boundaries and set expectations.
If you were a doctor, lawyer, or instructor, you wouldn’t allow clients to contact you at all hours of the night, or schedule meetings outside of your designated hours. You would expect them to meet you during your office hours. Determine what hours of the day you’ll be most effective working with clients and only accept meetings during those times. It’s okay to have an occasional meeting outside of regular hours, but don’t set the expectation upfront that you’re always available.
This may seem like a scary idea – giving up a meeting opportunity – but having this structure will establish an air of professionalism that will garner respect from your clients. If you start relationships with clients in this fashion, it will set a standard for how they should interact with you and vice versa. If you start your career by accepting meetings at any and all times, even if you have the good intention of showing how hard you’re willing to work, clients may continue to expect this kind of back-bending throughout your entire relationship.