I was riding to the office this morning listening to a local news/talk station and a caller to the show — an apparently racially insensitive man who owned his own paint company — was ranting about how he can’t find either “white or black” workers who want to work. He said, “when I hire a white or black man they want to come to work at 9am, take several breaks, a long lunch and knock off at 4pm.” But, he continued, “I have Hispanic workers who show up early for work, are ready to get to the job and take pride in what they do.”

This had me think about salespeople (because that’s my business.) I don’t think the issue is a black, white, Hispanic issue … I think it’s a motivation, personal accountability and self direction issue. I personally know that there are salespeople who go to work each week and turn in “call reports” showing they made 10 or 15 sales calls, but are below average performers for their organization. I also know salespeople who turn in “call reports” showing they only made 2 sales calls but are the top salespeople in their organization. The difference? The sales people who lie (are you surprised?) on call reports just want to make a living and, perhaps, keep their boss off their back (probably because they are comfortable with a cushy base salary.) On the other hand, the salespeople who only made 2 sales calls are focused on the quality of the calls and are banking that calling on the right prospects will get them one step closer to their goal. These “top performers” have a goal (self direction), are driven to accomplish that goal (motivation), and take pride in doing more than expected to succeed (personal accountability.) And this is true regardless of their ethnic background.

The owner of the paint company hired Hispanics who are motivated to have a good job … take responsibility for the quality of their work and want an opportunity to get a piece of the “American Dream.” I’m sure the paint company owner could find white, black, Asian, Native American, male, female, younger or older people with the same work ethic as the Hispanics he hired. It’s not an issue of race … it is, instead, an issue of character, pride and motivation. And you know what? It’s the same in sales and every other career opportunity in the United States. That’s why it’s the “land of opportunity” and not the “land of entitlement.”

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