I’ve had the distinct pleasure to train many seller-doers. These are people who are typically very smart, hard-working and have achieved some level of recognition in their field. Many remodelers are perfect examples of seller-doer – they sell the work, then they do the work.
Their biggest challenge is usually keeping the pipeline full with new opportunities or engagements while still doing the actual work for the client.
“Chip, I’ll get to the business development work after I finish working for the client.” Intelligent seller-doers tell me this all the time, and they don’t see that it’s circular logic – a paradox. The only way their belief will work for a seller-doer is if
A) someone else brings in the new business for the company.
B) The seller-doer may tolerate extended periods with no work while they look for the next engagement.
Here’s the thing, A) indicates they are a doer, not a seller; and B) reveals they are either a seller or a doer, but never both at the same time.