Sales...A Great Profession

What’s Not to Like About Selling?

After almost 40 years in the field I can say without a doubt that selling is the greatest profession of them all. I've talked about a lot of negatives associated with sales. They include challenges like hard work, competition, rejection, change and instability that face salespeople on a daily basis. But on the other hand, there is a tremendous upside to the sales profession that puts it in a class of its own.

Skills are Industry Transferable.

Sales skills are industry transferable. Technology changes and companies come and go, but the fundamentals of selling remain the same. Sure, there are new tactics tools strategies that modify behavior and results of sales activities, but in my opinion, if you can sell widgets, you can sell do-dads. Productive salespeople are always employable.

No Limits

What excites most productive salespeople and motivates them to excellence is the fact that there are no practical limits on their earnings. Sure, some sales jobs are salary based in with bonus, quotas and other rules of compensation, but when the dust settles, salespeople are paid what they're worth. If not, the move on or are terminated. I have yet to hear an owner, manager or an executive ever tell a salesperson to slowdown. Salespeople exist to generate business and revenue and no rationally thinking business executive would ever slow down a productive salesperson.

Freedom

Most salespeople enjoy freedom that is not shared by others in the workforce. Something as simple as being able to drive to the bank or stop for coffee or to plan your day is taken for granted by salespeople. That freedom would be very precious factor to most working people. Arriving at the same office or cubicle or desk or shipping counter and doing the same exact thing every day for 40 years would have not made me happy. I have always valued the freedoms inherent with my outside sales jobs.

New Friends

An attribute of most successful salespeople, is their eagerness and ability to meet and deal with strangers. Over time, and if things go right, those strangers become friends. I once employed, a young salesman, who had never sold before. He asked me what he should do. I told him to go out and meet people. He came back and told me that there is a problem, because many of the new people he met wanted to talk about our products and services. I pointed out that what he was really doing was cold calling for new business. Meeting new friends is a great way to advance your career.

Change and Challenge

One thing about sales careers is that there is always change and challenge to deal with. Change and challenge are two of the reasons why people do not like to sell. But for those that are up for change and challenge, they are motivating factors. Selling isn't for everybody. In fact, most people would never, ever consider it. However, there are some hearty souls who thrive in this environment.

Doing Good

Mark Thelen defined selling as activity based on a fair exchange of value. After the sale is made both sides are better off. To be more specific, professional salespeople are problem solvers. Salespeople offer and deliver solutions to problems and are compensated with money. In my mind problem-solving is a do good activity.

Your Company and Your Colleagues

Another rewarding side effect for successful salespeople is the benefit they share with their company and their colleagues. Revenue generated by sales, keeps the lights on and keeps the company working. So, selling is essential for business and industry to survive and thrive. To a sales professional, that fact alone is a reward far beyond financial.

What's Not to Like?

Other than the obvious world of hard work, competition, severe rejection, constant change, and insecurity, what's not to like about selling?