During school we learn that there is a direct relation between the invested effort and the grade on exam. If you work hard, there is a high probability that you will pass the exam.It’slike there is some invisible contract between an individual and society that gives a reward for hard work. This invisible contract with society providesan individual a sense of control in life.

With this belief in mind, we often start to work believing that we have ensured success if we adhere to conditions from the invisible contract. Imagine a young salesman who diligently visits customers, works on improving sales techniques, getting to know the products and targeting.He has been on the sales plan for several years and then comes the moment when he does not meet the preset goals. I don’t know anyone who has spent his professional life in sales without always being on the plan.

These moments of challenge are valuable – the individual is faced with examining the postulates of the invisible contract.The reaction can bring anger at the boss or the company because of the perception that the plan is unrealistic. Sometimes anger is directed even wider – at society as a whole. It is basically an anger due to unilateral non-compliance with the terms of the contract.

Second option is that an individual blames himself – I haven’t worked hard enough to accomplish set plans. Since he does not abide by the contract, the salesman will transfer the blame to himself.

These are the turning points in career and they can be frustrating. Sooner or later salesman comes to the realization that not everything is black and white.He will see a vague picture of reality on the horizon. This picture will become clearer and will slowly integrate itself as a new learning. Its message is simple – there is no invisible contract which alludes that the work invested always leads to good results. In other words– not everything depends on us. What is the opposite of the “you can do anything if you want it” that we sometimes come across in business literature.

Work and commitment mostly bring us to good results. But it is good to know that business comes with unpredictability and ambiguity.This is notably true in times of great change that we all are witnessingwhen those changes mean that great efforts will sometimes not lead to desired result.On the other hand, sometimes the opposite happens – to achieve a great result with less effort.

There is no such thing as invisible contract between an individual and society. Therefore, you do your best in a given moment and environment, with the desire to accomplish goals.If that doesnot happen, it doesn’t mean it’s the end of the world. This realization leads togreat relief and allows fora chance to view ourselves and the business environment in a more realistic manner.It helps us to reach new successful professional years, but also to face possible defeats.Tolerating the frustration which is created by less successful years is a prerequisite for a long-term successful career in sales.

Published in “Nedeljnik”, March 2022.