In sales we typically get there for one or two reasons.

One, we exhibit the personality for sales and someone tends to pull us into it or suggest it for us. Maybe we're extroverted and easy to get along with. Life of the

party, likable, that's all good. Or we are money motivated and the other roles within the company

have a fixed income.

It might be a great income, might have little increases, but it doesn't excite us where money motivated and which

one are you here's the problem if you get pulled into sales because you're likable or an extrovert.

You still have to learn sales.

And if people tell you that it's innate,

well certain things are clearly.

I mean, I think introverted and extroverted

are rooted in innate characteristics. If your parents were introverted most likely you'll be

introverted doesn't mean it can't change it just means what comes naturally to you your instinct It just so deep and broad we tend to just glaze over it, give ourselves the credit, the benefit of

the doubt that we'll be good at it because we naturally bond with people.

But there's still a process.

There's still steps that have to be taken, hard questions to be asked.

Do we do it? The feedback that I get from most reps is it

doesn't feel authentic. It doesn't feel natural. It's not instinctual. How could

it be? There's no real reason why it would be. We have to build it up.

It reminds me of my story about getting into cross- country as a freshman in high school. Now I grew up

being pretty fast, runner, and I think every kid is pretty fast at running, but it was something that came innately to me, naturally to me.

So when I got into high school I wanted to try out for a sport and cross country was kind of the natural one.

It's running. It's just labor. It's, I hate to say there's much of a talent to it.

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