Should you Choose a Career in Sales?

Selling is a Noble, and lucrative profession

Selling has developed into a highly respected and lucrative career. During the mid- 20th century, selling gained a bad reputation based on a very product-driven culture that led to some high pressure, sometimes unethical sales tactics. It took some time for selling to overcome the negative stigma, but by and large, selling continues to develop into a highly ethical profession.

A big reason for the transition in selling to today’s relationship based environment has been much greater competition for products. Many companies have had to find ways to add value to their products since other companies often have similar types of products. Company and salesperson ethics and services are a huge part of successful selling today. Perhaps the greatest requirement of today’s salesperson is a general interest in wanting to help fulfill the needs of others. In essence, that is what selling is about. Business prospects are looking to address a need and they want someone who can fill that need with the best value.

Probably the biggest reason many people are drawn into selling is the high earning opportunity. Selling is one of the most lucrative careers available in business. Even low-performing salespeople often make reasonable incomes. High performing salespeople do very well. Some surveys show that top performing salespeople at companies, on average, earn somewhere around $160,000 per year. Remarkably, this is slightly more than the average sales manager. Selling offers an interesting career paradox in terms of job growth. People that get into sales management usually do so because of a desire to lead, motivate, or mature. Top performing salespeople sometimes make less to move up.

Along with the great financial earning opportunities available in selling, there are also great psychic income opportunities. Psychic income is personal satisfaction or intrinsic rewards that come from accomplishments. Many salespeople enjoy the adrenaline that comes from attempting to make a sale. The thrill of getting someone to buy something is sometimes as enticing as the earning potential. Accomplishment driven people enjoy the challenge of the sale. Others enjoy the opportunity to help people fulfill their needs by making appropriate product or service recommendations

Some people avoid selling because they do not understand the wide range of career options available. Selling is not just a door-to-door business. Salespeople typically operate in four broad employment settings, including: Retail, Wholesale, Manufacturing, and Service. Jobs very in each employment setting, but include field sales, internal sales, technical sales, and more.

Probably the most important reason certain people do not approach a career opportunity in selling is a fear of rejection. Salespeople on average hear “no” four to five times before actually making a sale to a customer. This can be hard for people to get used to. Many new salespeople take it personally when they are unable to make a sale. The reality is, there are situations where people simply do not have a need for a product or service, or it is not their best value. Honest salespeople do not want to sell someone something they do not need. By viewing sales as process of fulfilling customer needs, it becomes easier to not feel personally rejected by a lost sales opportunity.

Individuals have to weight the pros and cons of selling to determine if it is the right career for them. People that appreciate an opportunity for high pay, which is often based on performance (commission-based) enjoy the lifestyle selling provides. Successful salespeople do work hard and manage their time well. The average salesperson works about 46 hours per week. Some work more some work less. Those that enjoy selling are passionate about the selling process and enjoy the time they have to work with many different customers.

Requirements for a career in selling are actually fairly open. As with any profession, the more educated and knowledgeable a candidate, the better equipped they are for success. Some industries have certification or training requirements. Many sales careers have little to no requirements for education. Sales organizations ultimately want people with the natural skills necessary for selling success, including relationship ability, service values, character ethics, and work ethic. Many companies provide product and skill training for salespeople. Approaching the selling profession with good talent and a solid educational foundation is the best formula for success.

Neil Kokemuller is an Associate Professor of Marketing at Des Moines Area Community College in Des Moines, Iowa, USA. He has a MBA from Iowa State University with a specialization in marketing. He has experience in retail sales. He also has assisted many students in choosing a career, including those interested in a career in sales.