We see a lot of talk about jobs in sales. There are a lot of negative things people say, but a lot of people also jump on the hype around the idea of what a career in sales could become. In this article we’re going to discuss all the details of a career in sales, and why it’s best for most people to not bother going into it.
What Exactly Is Sales?
If you look up what a sale is in the dictionary, you’re bound to find some definition like “A transaction between two or more parties in which the buyer receives tangible goods or services in exchange for money.” That is correct, but we’re focusing on sales as a career in this article. If you’ve ever interacted with a sales representative for a company, you know exactly what I mean.
The classic example I use is a car salesman. When you walk into a car dealership, the primary point of contact you’ll have when trying to buy a new car is a sales representative for that dealer. For whatever reason, this person decided that they wanted to actively try to sell something to people for a living, and they likely work off of a commission.
In short, sales is just the job where people are instigating and trying to close new transactions for whatever company they work for.
Quotas
One major part about sales is quotas. You’ll find them in most positions, and they are one of your biggest performance metrics. Basically, you have to reach a minimum number of sales in order to meet your company’s benchmarks, or you may get laid off or reprimanded. Quotas can vary wildly though, even between companies in the same industry. Some may measure quotas in terms of the total cash value you’re bringing in, or in terms of the number of units you sell. You may also have monthly, quarterly, or annual quotas.
Depending on the exact timeline, you may feel like you always have a quota you’re rushing to fill! This usually adds a sense of urgency to the role and will make it hard to step away for vacation because you’re afraid of missing a quota. However, it’s just a performance benchmark. Don’t overthink it. At the same time, based on how a company operates, it can negatively impact your job security in a big way.
Working Your Way Up
In sales, like many other fields, it’s possible to work your way up. Sometimes it can be harder to actually progress your career though. If you don’t meet or exceed your benchmarks, it will be hard to move up. The unfortunate side of sales is that you also need to play well with others and get on the good side of the people you work with in order to keep moving upward. In sales it is very easy to have your career stalled because of just one or two people who don’t like you.
Your Team Matters A Lot
The people you work with have a huge impact on your overall success in sales. They can make or break you, and if you’re not careful they can lead you into a rut. Depending on the exact industry, a lot of the time reaching quotas is a team effort. If someone on your team isn’t pulling their weight, then it makes it even harder for you to hit the bare minimums.
Another issue is your management and supervisors. In sales, you’ll frequently see people in charge “hand” sales to specific people. Usually they’re giving people a free or easy sale just because they like that person and want to help them out. It may not sound fair, but it’s part of the way the system works.
Long Hours
I think this goes without saying, but sales careers can have long and irregular hours. At the end of the day, your job is to get as many sales as possible. Depending on your customers, you will also have to adjust your schedule to when they are more likely to be buying your product. Since you’re trying to maximize your sales, you’ll undoubtedly be encouraged to put in a lot of extra hours.
There are certainly sales positions out there where you can expect a more typical work week, but don’t be surprised if you’re expected to work a lot of 10-12 hour days or work weekends. If you decide to go into sales, just make sure you find a way to pace yourself so you can avoid burnout.
Tons Of Travel
Coupled with long hours, you may have to travel for your job. You may have to cover a specific region and drive to potential customers within that area. For example, you may work for a software company and you are responsible for the entire Southeastern United States. Alternatively, you may have to travel to reach international customers. Travel is especially common in business-to-business sales. It may seem like a perk at first when you’re young, but when you want to settle down it can be a huge burden to get past. If having to travel is a deal breaker, then sales may not be for you.
Unethical Practices
I’m sure we’re all aware of the “slimy” salesman stereotype. That certainly doesn’t have to be reality, and it isn’t all the time, but it’s not a rare occurrence either. At some point, in a sales career it will be asked of you or highly suggested that you do something that breaks ethical boundaries. In order to avoid this you’ll have to be careful about the companies and management you work for. This can happen in any industry, but I find that it is a more prevalent issue in sales-focused positions.
I’ve interviewed for some sales positions before, and while most seemed perfectly upright and morally sound, there were a couple of places I interviewed at where a lot of red flags were raised! Be on the lookout and don’t sacrifice your morals for a job, it’s just not worth it.
Perseverance Through Rejection
In sales you’ll encounter a lot of rejection. If you cold-call you’ll likely be rejected far more often than not. However, even in a typical sales interaction you will still find tons of rejection. This isn’t the biggest issue as far as jobs go, but it can certainly be a deterrent. In sales you need to be able to not let constant rejection get to you, and just persevere through it until you get your successes.
The Pay
The compensation for sales jobs is all over the place, but it is usually heavily commission-based. If you think sales is just an easy way to get rich, you’re definitely wrong. Most people who work in sales make a very average, typical income. Your general sales representative or account executive doesn’t make any amount of money worth writing home about. It is long hours and hard work, but it can reliably pay the bills.
If you’re expecting to make an income that would put you in the upper class, you have your work cut out for you. Like I said, the compensation for sales is all over the place. You can technically make a lot of money in certain niches. You can become quite affluent in sales. The issue is that’s just not the norm and you will really have to work hard to get there. If your focus is only money, it’s easier to make more in finance or most STEM fields. Of course, the theoretical maximum income of a sales career could be higher. Just remember to keep a level head when it comes to compensation expectations.
Conclusion
If sales isn’t for you, that’s okay. There are tons of other great jobs out there. If, after reading this article, you still want to get into sales – great! If you’re really so interested in it that this doesn’t deter you, then you have a good shot at being able to persevere through the tough times.
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