Career as Character Development
Your job doesn't define you but it does refine you.
I recently met a sales leader who was considering a career transition. His sales manager exited the organization, and his department head wanted this sales leader to enter that role. As a result, he would no longer be a commission-based sales rep but move into a more support role - coaching sales reps, setting strategy, and managing the team.
He was not energized or excited about the role, which surprised me, as I had assumed it would be an honor to be considered for a promotion. His response, however, was not what I expected. He said, “It’s just identity stuff.” This admission of struggle and uncertainty in the face of a positive career move was a stark reminder of our internal conflicts. Change is scary, even when it’s positive.
As we delved deeper into his concerns, he shared a part of his journey. He grew up in poverty and was drawn to sales because of the direct correlation between his hard work and the commission checks he received. This was not just a job for him but a means to escape his circumstances. The prospect of a new role with a different commission structure unsettled him.
After listening to him share his heart, I asked, “Is this identity or control?” He appeared a bit confused.
I shared with him that giving up control of the deal process and trusting the reps to 'do the work' requires him to relinquish a lot of control. This shift from being a 'doer' to a 'delegator' can be challenging. Delegation is not just about assigning tasks but also empowering your team, fostering their growth, and achieving better results. It's one of the most challenging and nuanced skills a leader can develop, and it's a skill that he will need to cultivate in his new role. He was unsure if he was up to the task.
He saw being a sales rep as more than just a job. It was a role that gave him a sense of control, a feeling of being in the driver's seat. He knew his job well, and the thought of relinquishing control and trusting others to do the work he had mastered was terrifying.
He saw work as a place where much of his personal identity was extrapolated from his ability to close deals, make money, and earn commission checks. I floated him this line from my free eBook.
Is the purpose of your career to define you as a person or refine you as a person?
He told me he never thought of that, which is normal. Most of us view our careers as mechanisms of definition; this is why the first question we tend to ask people after their name is, “What do you do?”
There is nothing wrong with taking pride in your work; you should. At the same time, our work should also be a vehicle for shaping our character, which only happens when we are stretched. Good times don’t produce strong people.
The last time we spoke, he chose to continue in his sales rep role, but I wonder what opportunities for growth, change, and transformation he missed out on because he did not take that next step professionally.
Your takeaway:
Am I too comfortable in my current role, and stifling my growth?
What story am I telling myself about my worth based on my job performance?
Am I using my work to prove something or to grow into someone?