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Home » Career Resource Articles » Change Jobs Or Change Yourself?

Change Jobs Or Change Yourself?

Expert Suggestions on Preparation for Computer Based CAT-09

Change Jobs Or Change Yourself?

- by Jeffrey Gitomer

Hate your job? Things at work not going your way? Productivity down? Not earning enough? Thinking of leaving?

Here are some job realities you may want to consider before flying to another light bulb.

First, figure out the whole why. You need to take a deep look into the situation before you decide to move. What is causing these feelings of unrest or unhappiness?

Below is a list of reasons.

Don't just read those reasons. If you're unhappy at work, list the ones that apply to you and write a "why" sentence next to it.

And don't just confirm the reason in your mind. Go deeper to discover the reason behind the reason.

Here's your self-test of "why":

  • Belief system failing in product. You don't think your product is really better than the competition's.
  • Belief system failing in company. You've lost faith in the company's ability to perform.
  • Poor service after you sell it. Continuing complaint calls are lowering your morale.
  • Your boss is a jerk. For one reason or another, he hasn't earned your respect.
  • Poor management. It's acting in its own self interest (butt-covering).
  • Conflicts with coworkers or management. There's too much who-struck-John.
  • Poor training. You aren't getting adequately prepared to sell.
  • High turnover. Too many good people are leaving.
  • Too much work. You work too hard, and you don't want to put forth the effort.
  • Poor pay. There's low pay for your effort.
  • Poor working conditions. There's a lack of sales support.
  • Business hurting. The economy and sales are slower.
  • No upward opportunity. You're stuck in nongrowth mode.


Of course, the one reason you may have omitted is, it may be you.

Here's a self-test for that reason:

  • Home life problems.
  • Money problems.
  • Drinking or other self abuse.
  • Your poor attitude.
  • Your poor sales skills.
  • Your poor work habits.
  • Poor performance on your part.
  • Stress (caused by one or many of the above).


Well, that's an "ouch" test, isn't it?

Did you find your thorn? Did you discover why? Or did you already know, and I just confirmed it?

Now that your skin is crawling with the reality, what are you going to do about it?

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Not so fast there, salesboy. I'd like you to consider some deeper reflection first.

When you find your biggest reason(s) for unhappiness in your job, ask yourself "why?" four times to get to the bottom of the reason. That would be the real reason.

Let's say you selected the reason: My boss is a jerk. OK, why? "Well, for one thing, he's constantly on me to produce." OK, why? "Well, because he says I'm not seeing enough people, nor am I closing enough deals." OK, why? "Because it's harder to make sales. People aren't buying."

Sounds as if it ain't the boss after all - it's you.

That's not a boss issue. That's a training and intensity issue. All salespeople suffer from two incurable diseases:

  1. The grass-is-always-greener syndrome.
  2. The moth-to-a-light-bulb syndrome.


What are you really looking for? If you're going to switch, at least move up or forward.

Can you fix what you have?


  • What would I really like to be doing?
  • If I leave here, where will I go?
  • What risks do I take by leaving this job?
  • How will a new job get me closer to my real career goals?


If you decide to leave your job, don't leave for the wrong reasons. And don't leave the wrong way.

I have just given you the "why" formula. That will get you to an understanding of your self-thinking.

Then there's the "how you will leave" part.

Two more rules apply:

  1. Leave professionally. Give notice.
  2. Leave ethically. Give back everything. Don't take anything with you - especially customer lists or any trade secrets.


To leave or not to leave. That is the question. Your job is to find the answer - your own answer.

It's a big decision. A career decision. An advancement decision. And, yes, a money decision.

My advice: Make sure you know the real reason. And make sure you do it in a way that would make your mother proud.

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