Accountability is Key

Who am I? 

Why do you work? The question seems easy for most of us. In my early 20s, I'd have answered quickly and accurately by saying, "I need the money." Today, however, I'm in my mid-50s and reply, "because I choose to." I would have loved to have this information I'm about to share in my 20s, as it would have saved me time and worry. However, all things work out.

I want to ask you a question. Are you in your chosen profession because you decided you wanted to do this work for the love of it? Or are you doing it because you need the money? As a result of your answer, you may decide to read further and learn more about doing what you prefer, in the way you prefer to do it.

Many people have asked me how I went from working as a salesman for corporations to becoming a consultant. I responded that I chose to leave a career I was not passionate about.  What does passion have to do with making money? 

Christopher Kies 1976

Simple, you have love in your heart when you wake up every day without dread and are excited or interested in what you will do for the next several hours. If you do not fear a tough day and understand that the challenge is just information, you'll set a frequency of receptivity. Furthermore, when you are open or receptive, new information can make it to your "thinking" brain. Now you can start having fun!

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beach drink

To clarify, I believe life does not have to be a constant state of bliss. You did not come here on earth to always be in a state of excitement. Life would be boring if you never had a challenge or failure. Imagine that you got to do anything you wanted for the rest of your life.

You'd probably be on a beach sipping a fancy drink and eating lobster. That sounds fun, but could you do that every day for the rest of your life? I didn't think so. We need to be challenged and engaged. But, we also need to understand what we prefer.  

Nice Tie, Ty! 

For example, I worked several sales jobs at companies I had no fundamental understanding of what they were asking me to sell. Every Sunday, I'd go to bed thinking how much I did not want to go to work the next day. My frequency was low and slow. As a result, I'd attracted distracted or disengaged prospects to sell my services.  Low and slow energy can only replicate the same energy.    

So, here I am, not enjoying what I did for a living and, as a result, working with clients who didn't like their jobs either. The definition of frequency is the number of occurrences of a repeating event per unit of time. I kept repeating several recurring thoughts of lack and limitation in my head. I'm not good at this job. I don't want to be here. How am I going to last as a salesperson? Did I choose the wrong career? Meanwhile, I start attracting others with the same frequency as me, and we co-create lack. It becomes a self-fulfilling prophecy.  Replication. 


It's Just Information 

In my experience, this took about 20 years to fully manifest. I had more failures than successes but could move jobs with sales wins under my belt. However, this only prolonged my suffering. Near the end of my sales career, I had a senior manager join me on a sales call at a prominent credit card company. We were sitting in the waiting area, getting ready for a meeting with the prospect. He leaned over to me and said, "doing the same thing over and over and expecting different results is the definition of insanity."

At first, I thought, what the hell is he trying to say to me? I got mad and thought, how about a bit of help here? I'm struggling, and all you want to do is tell me I'm not doing it right. I didn't like this guy. His motivational approach was empty, and he didn't offer any suggestions. We went into the meeting with low, slow energy, which was a waste of time for the prospect and us. But, I learned something. He wasn't wrong; I was doing the same thing repeatedly and expecting different results. Once I realized that the organization I was working for was not a fit, I left the company and reconnected with what I preferred.

Just because someone tells you to do something doesn't mean you have to do it. You can be decerning. My first reaction to this executive was to blame him for being a jerk and nonsupportive. It took me years of having that interaction in my head before I realized it wasn't his information but his style. I was in a low frequency, attracting like people, and I was judging the results. Accountability, it seemed, was eluding me.

recognize the sensation


The key to moving forward is when you no longer judge circumstances but recognize them and feel the sensation they provide. You now realize how things feel. The feeling and recognition will provide you with new information. As a result, the information told me that I no longer wanted to be or work in low, slow environments. It was time to do something new. Things would change forever.

Consequently, I was now in a space where people asked me to work with them. A friend I once worked with contacted me and asked me to lunch. This invitation was interesting because I hadn't spoken to this person in over 15 years. He found me on LinkedIn and sent me a direct message to get together. I was excited to see how he was doing, so I said yes.

While at lunch, he went on to tell me that he was the president of a company and wanted to have me join his team on the sales side. At this point in my career, I wasn't sure if I wanted to continue doing business development for anyone. I especially didn't want to be involved with a friend running a business and possibly put him or me in a difficult situation if I couldn't perform or meet expectations.

I want You

I explained that I was currently working for a company selling consulting services and had never sold digital marketing solutions before. Furthermore, I said I didn't want to fail and put him in an uncomfortable situation. He smiled at me and said that he wouldn't let that happen. I felt he was telling me the truth; however, I wasn't sure.

I asked how he would support me. His response was, you will not be alone, and I have your back. He stated that he wanted Christopher Kies to sell for him, nothing more and nothing less. As a matter of fact, he said, I like your type of energy for our clients and sales team. In other words, you are the product. He said we have an approach and will teach you the details, but you need to sell from your heart. You'll be very successful.

Consequently, I felt a sense of being at home. I was starting to move into a space where I could offer who I am, not just what I could give. As I negotiated my offer, there was a moment when I explained how I worked remotely and would spend little to no time in an office setting. I also gave my salary and vacation requirements and requested a guaranteed signing bonus. All he said to me was, is that all? I was stunned for a moment and answered, yes, that's all. He looked at me and said, welcome aboard!


STATE of Being

Over the next several years, I worked on understanding who I was and how I felt about doing my work. The overall experience improved my state of being. As I got comfortable with what I was willing to accept, I started to get new information. The insights I received were not instructions; they were feelings about what I preferred and didn't. My "thinking" brain did not plan out a roadmap for success. I didn't go to a website and learn the five easy steps to success. I just started recognizing how I felt when situations or circumstances presented themselves. As a result, I made better choices for myself.

Yes, there is always More

So, how did the job work out for me? I spent about five years there and sold some of my career's most significant deals and renewals. I grew in ways I never thought possible and learned how to sell with love meaningfully. But that, my friends, is a story for another time. Stay tuned!

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