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Let’s face it, since the glory days of high school it has become increasingly less important in our lives how much someone does or does not like us. However, if you are in a career you see yourself staying in for the long haul and want to make the most of it, it does matter how likable you are to your peers, manager and C-level leadership teams.

I myself have witnessed directors of multibillion dollar corporations squeeze out sales people on the front lines who they decided on both a qualitative and quantitative level not to like. Here are a few tips on staying likeable that can increase the longevity of your sales career:

1) Do your job and Drink the Kool-Aid

Seems pretty redundant and it goes without saying, however, most sales people are cut from a strong cloth of “righteous independence” with a dash of “knowing it all.” Well, be that as it may, many sales corporations have been around long enough with a strong track record for success. If you find yourself in the middle of a fortune 1000 or higher these companies have gone through their growing pains and have evolved their sales process and P&L analysis over a few decades most likely. Its not that there is not numerous alternative sales methods or behaviours or processes that will yield you results…there definitely are…its that you demonstrate buy-in.

Corporations are proud and so are the partners who have carved out successful careers and incomes and with that comes an unwavering loyalty. The last thing you should do is come in as the new person trying to disrupt a culture. So learn the model, master the model and demonstrate buy-in and commitment to the mission. Once you’ve done so it will become easier to introduce some best practices you may have picked up along the way…After all…Who isn’t going to listen the sales person who is 20% over target quarter after quarter, you win the flexibility and freedom by running the existing playbook and succeeding…the supervision decreases when you keep yourself in the black.

2) Genuinely Take Interest in the Human Side of your Peers

We all know that one guy or girl…you know who I’m talking about. The one who storms in through the door first thing Monday morning and is all business right from the get go. There is nothing worse than having your manager or colleague approach you first thing in the morning and lay into you for last weeks sales results or help in drafting a proposal etc. It takes the sincerity out of anything they do after that to demonstrate that they “care.” Please, if you are this person, put an end to it. We are all sales professionals…Don’t tell me your rapport building skills are so weak that you can’t open up to your colleagues with a “how was your weekend?” Or “I really like your dress shoes! Are those new?” Its not rocket science, it’s just good business. You will treat a prospective client you hardly know with more personal respect than your own colleagues who are right there in the trenches with you? Don’t do it!

3) Respect Your Body

Sales comes with its fair share of stressful days, weeks, months, quarters…hopefully not an entire fiscal year! It can really take a toll on a person mentally, that is why it is that much more important for us sales people to take care of our bodies! If you don’t take care of yourself, you won’t have anything left in you to take care of your clients, colleagues, family or friends! Make sure you’re getting 6.5 to 8hrs of sleep a night, I know it can be hard when the heat is on or you have a target account set to close the next day, but you have to do it. If you show up to work run down from sleeping 3 to 4hrs a night it is going to show in the quality of your work. Messing up paperwork, forgetting things, becoming that much more irritable and agitated when you’re on the phone in call block and the bull-pen is roaring with bookings. So rest up!

In addition to sleep, make sure you are making strong food choices, especially you outbound sales representatives. It is way too easy to get caught in fast food drive through, chain restaurants or the nearest hotdog stand to your next appointment. Plan ahead, prepare some clean meals Sunday night for the next 2-3 days so you don’t get caught with the ability to make excuses. Also, make sure to drink at least 3L (0.65 Gallons) a day to keep you energy up and you body running at an optimal rate.

In summary, care about you body! Care about you colleagues and care about your company and you will find yourself having more good days than bad. Sales is a great career, there are not too many places one can work and have the kind of control over their financial destiny as they do in sales, respect yourself and respect the profession and you will have staying power…because if you are happy and like what you re doing you will naturally be likeable at work.

The Axe Team