He brings up an interesting insight on sales people from this month’s Harvard Business Review.
“Salespeople are Happy Losers. Whether they know it or not, they are like addicted gamblers; they are after the thrill. On some level, addicted gamblers know that they are going to lose most of the time, but they are excited by the outside chance of winning. Salespeople share that temperament.
They are pros at losing. They are rejected at least 90% of the time, I’d say.
Why would anyone choose that job? For the chase.
I assure you, salespeople are never going to be an endangered species. There will always be people who enjoy and want this job, just as there will always be addicted gamblers.”
–Harvard Business Review, interview with psychologist G.C. Rapaille.
P.S. Another take is that some sales people are addicted to the idea that they can foment change with their products or ideas – whether it’s in the life of one person, or many. And they get a kick out of seeing that happen. That describes me, anyway. You?