Viewpoint: Healthy Identity

A healthy self-image is essential for survival in the margin.

David Sandler, founder of the Sandler Sales Institute and creator of the Sandler Selling System, wrote and taught extensively on success in the selling business. One of the keys to success as a salesperson he identified in his book You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling is to maintain a healthy self-image or self concept.

Salespeople must constantly face rejection. Successful salesmen and women separate what they do from who they are. They realize their intrinsic worth isn't dependent on their performance. As a result, they are able to face the numerous failures and rejections salespeople must face daily without loss of steam.

Margin managers also confront a challenging work environment. Like salespeople, these leaders must develop a healthy self-image or identity to thrive in the margin.

Mr. Sandler recommends that people monitor their self perception (how you feel about yourself) and plan activities that will protect and reinforce your self-image on a daily basis. He recommends keeping a daily journal or log that tracks your performance/role "score" and your identify/self-image "score" along with a to-do list that includes both work assignments and self-image builders. Proactively addressing your inner health ensures the emotional stability needed for superior performance in the margin.