Salespeople make the world go round.
Well, they at least do something akin to that in regards to the world that is your company. They are the face of an organization and, if run well, the most influential component of marketing a company can utilize. Strong salespeople are the ones who can help a prospect experience the reality of using a product before he or she has ever been onboarded. They create a tangible storyboard through which a prospect can experience their reality having finally incorporated your product into their way of life.
They shape the perspective of your product for everyone who has yet to experience it.
Without strong salespeople, you could have the greatest product in the world and it could wind up in the hands of no one. Hence, these positions are reserved for top performing individuals who willingly take on the responsibility of so visibly and tangibly contributing to the growth of an organization.
That being said, sales is for a very special sort of person. You’re failing day in and day out, you’re grateful if even a few people are nice to you over the course of a week, and your productivity is at all times displayed for your entire team to see.
Yet numerous young professionals - whether because they’re encouraged by others or they see hints of sales success in what they’re doing already - begin to ask themselves, “Could I be good at sales?”
The more important question is, “Would you be happy as a salesperson?”
Here are a few ways to either talk yourself out of beginning a career in sales or confirm for yourself that you’re up for the challenge.
1. Do you like talking with people and building relationships?
I do too! But you’re probably more interested in account management/client success than you are in net new sales.
Sales Development Representatives sometimes make upwards of 80 calls per day, and some days maybe 3 people pick up. And yes, you have to be able to build a certain level of relation and rapport, but those calls are about communicating value quickly. There isn’t time to learn about someone’s corn-hole skills or interest in dachshund breeding. Within a short period of time, you have to identify a need and then pitch how your product will add value in relation to that need.
Set up a demo with an account executive and you’re on to the next.
2. Is SDR one of numerous roles you’re considering?
What are those other roles? What do you like about those positions? That sounds fun. Why not do that instead?
Salespeople are salespeople are salespeople. Considering a variety of sales-type roles shouldn’t be cause for alarm but when you’re considering sales and HR, or sales and analyst roles, or sales and marketing roles, it’s a moment to take pause.
Sales can be a grind. And if there isn’t an end-goal that drives you to continue to overcome hurdles time and time again, you’ll become burned out. Salespeople are inspired by some key things that aren’t always such big factors in other roles:
Overperforming by hitting and exceeding goals consistently
Communicating value as effectively and efficiently as possible (being persuasive)
Earning growth within an organization as a result of tangible numbers (rather than time at an organization, individual praise, etc.)
Do those sound like intrinsic drivers for you? Then you’re right to be interviewing for sales.
3. You’re passionate about something else but have decided to do sales?
Often, we will meet candidates who are considering sales simply because a) it could lead to good money and b) they think they could do the job. Those are the same reasons many people get into finance and then realize money doesn’t (always) buy happiness.
If aspects of sales truly sound challenging in a way that excites you, then it’s worth pursuing.
Let’s say you have a passion for non-profit. You have had trouble finding a position that pays enough, or that will commit to offer you a full-time position rather than a temp one. Do not give up on your dream to settle for something else. You will be 150% more productive in any job you have a passion for, and it’s worth fighting to get that job.
But maybe this article has convinced you that what you’re passionate about is sales? Then transform that 150% productivity into 150% to quota.
