A client of mine was telling me the other day about the misconception people have of entrepreneurs. He said that people see entrepreneurs as being OK with risk. But, they’re wrong he said. He said being an entrepreneur isn’t being OK with risk, it’s being OK with unpredictability.

My client nailed it.

I see sales the same way.

Putting 50%, 60%, 75%, or even 100% of your income on the line in commission isn’t risky. It’s unpredictable and it’s not for everyone.

People with amazing sense of self, confidence in their ability and drive are comfortable with unpredictability. They trust and have confidence they will deliver and can manage the unpredictable nature of starting a business or selling for a company.

Most people aren’t in sales people or aren’t entrepreneurs because they don’t like risk, it’s because they can’t handle unpredictability and that’s entirely different.

Don’t confuse risk with unpredictability.