Is a Sales Career Right for You?
A Sales career isn't for everyone. In fact, many of the people who are currently in Sales aren't succeeding; a recent study indicated that only half are making their sales quotas. So if you're already in Sales, or thinking of going into Sales, you need to know if it's the right career for you. And that's the purpose of this post.
I've compiled eight questions that assess whether you're really cut out for a career in Sales. Each question consists of a belief. Decide whether or not you agree with that belief, and then click the appropriate link. Some answers will result in a "strike" or "half a strike". If you get three or more strikes, there's a special link for you to click on.
CLICK for the first question.
Artwork by Scott Maxwell
Question #1: I am curious about other people.
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Excellent!
Conventional wisdom says that sales professionals need to be "people-people" -- extroverted, outgoing and friendly. That's not really true. In fact, many introverted people make excellent sales professionals, partly because they're better listeners.
However, whether a sales professional is extroverted or introverted, he or she MUST be interested in other people and what makes them tick. It's that curiosity that builds rapport with prospects and customers, because people tend to like people who are honestly interested in what they have to say.
CLICK for the next question.
Interesting...
So you're not ALL THAT curious about people. That's not so good if you're going to go into sales.
Conventional wisdom says that sales professionals need to be "people-people" -- extroverted, outgoing and friendly. That's not really true. In fact, many introverted people make excellent sales professionals, partly because they're better listeners.
However, whether a sales professional is extroverted or introverted, he or she MUST be interested in other people and what makes them tick. It's that curiosity that builds rapport with prospects and customers, because people tend to like people who are honestly interested in what they have to say.
Score yourself "half a strike." When you get all the way to three strikes, a Sales career is out for you.
CLICK for the next question.
Too bad.
You're not very curious about people. But you deserve some credit for being honest about it.
Conventional wisdom says that sales professionals need to be "people-people" -- extroverted, outgoing and friendly. That's not really true. In fact, many introverted people make excellent sales professionals, partly because they're better listeners.
However, whether a sales professional is extroverted or introverted, he or she MUST be interested in other people and what makes them tick. It's that curiosity that builds rapport with prospects and customers, because people tend to like people who are honestly interested in what they have to say.
Unfortunately, you're going to have to score yourself a "strike" on this one. When you get all the way to three strikes, a Sales career is out for you.
CLICK for the next question.
Question #2: I care deeply about other people's opinions of me.
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Too bad.
If you define your sense of worth based on how you assume your boss, co-workers, and customers see you, you'll be deeply hurt by anything that smacks of criticism.
Selling, and working inside a sales organization means putting your self on the line, day after day after day. You're therefore exposing yourself to a series of what's going to feel like rejection.
Unless you're very lucky, your sales career will begin to look and feel like a series of horrible and (finally) intolerable criticism and rejections.
So you have to score yourself a "strike" on this one. When you get to three strikes, you'll know that a Sales career is not for you.
CLICK for the next question.
Interesting...
You're like most people. Criticism bothers you, but it doesn't really wound you very much. However, there are some dangers for you, if you pursue a sales career. Here's why.
If you define your sense of worth based on how you assume your boss, co-workers, and customers see you, you'll be deeply hurt by anything that smacks of criticism.
Selling, and working inside a sales organization means putting your self on the line, day after day after day. You're therefore exposing yourself to a series of what's going to feel like rejection.
Unless you're very lucky, your sales career will begin to look and feel like a series of horrible and (finally) intolerable criticism and rejections.
So you have to score yourself a "half a strike" on this one. If you get to three strikes, you'll know that a Sales career is not for you.
CLICK for the next question.
Excellent!
You don't base your feelings about yourself on other people's opinions of you. That's very useful in sales because people who define their sense of worth based on how the boss, co-workers, and customers see them are always worried about rejection.
You probably realize that selling, and working inside a sales organization means putting your self on the line, day after day after day. If you're too sensitive to how you assume other people feel about you, your sales career will begin to feel like a series of horrible rejections.
You, however, have figured out that "rejection" is only a spur to do better next time. That's the hallmark of somebody who can excel at selling!
CLICK for the next question.
Question #3: Past failures do not determine future success.
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Excellent!
Top sales professionals almost always believe that "the past does not equal the future." In Sales, it doesn't matter if you lost a deal yesterday, because you're focused on winning a deal today.
By contrast, the great unwashed of the world find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk.
However, because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.
Not you. You've figured out that failure is just a learning experience that's likely to make you EVEN MORE SUCCESSFUL in the future.
CLICK for the next question.
Interesting...
Most fairly successful people see the past as a good indicator of future success. If they've done poorly at something in the past, they assume that they'll probably do poorly at it in the future.
Unfortunately, that kind of thinking doesn't really work in Sales.
Top sales professionals almost always believe that "the past does not equal the future." In Sales, it doesn't matter if you lost a deal yesterday, because you're focused on winning a deal today.
By contrast, many people find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk.
However, because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.
Score yourself a "half a strike" on this one. If you get to three strikes, you'll know that a Sales career is not for you.
CLICK for the next question.
Too bad.
Top sales professionals always believe that "the past does not equal the future." In Sales, it doesn't matter if you lost a deal yesterday, because you're focused on winning a deal today.
By contrast, many people (including you, apparently) find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk.
However, because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.
Score yourself a "strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes.
Question #4: Success is mostly the result of luck or fate.
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Too bad.
People who believe that their status in life and potential as a human being is determined by luck, fate or divine intervention, often have a hard time in Sales. Here's why.
If you believe that a supernatural force is actively determining what happens in your life, you're providing yourself with the perfect excuse when you fail. It's not you that failed, it was "bad luck."
And if you do succeed, believing it was "good luck" strips keeps you from looking carefully at what you did right (thereby achieving the success) and reproducing those results in the future. Rather than analyzing your performance, you look for what made you "lucky" that day.
Success, in sales and in every other part of life, is the result of discipline, dedication and sacrifice -- and the decisions that you make, based on current circumstances.
Score yourself a "strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes.
Interesting...
You may want to consider dumping that belief, because people who believe that their status in life and potential as a human being is determined by luck or fate often have a hard time in Sales. Here's why.
If you believe that a supernatural force is actively determining what happens in your life, you're providing yourself with the perfect excuse when you fail. It's not you that failed, it was "bad luck."
And if you do succeed, believing it was "good luck" strips keeps you from looking carefully at what you did right (thereby achieving the success) and reproducing those results in the future. Rather than analyzing your performance, you look for what made you "lucky" that day.
Success, in sales and in every other part of life, is the result of discipline, dedication and sacrifice -- and the decisions that you make, based on current circumstances.
Score yourself a "half a strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes.
Excellent!
You've figured out that it's the effort that it's not the cards you're dealt, it's the way you play them.
People who believe that a supernatural force is actively determining what happens in their life have the perfect excuse when that fail. It wasn't them that failed, it was just "bad luck."
What total BS, eh?
Believing in "good luck" keeps people from looking carefully at what they did right (thereby achieving the success) and reproducing those results in the future.
But you've figured out that your success comes from analyzing your performance rather than worrying about all that booga-booga, mumbo-jumbo stuff.
Success, in sales and in every other part of life, is the result of discipline, dedication and sacrifice -- and the decisions that you make, based on current circumstances.
But I'm preaching to the converted, right? So 'nuff said.
CLICK for the next question.
Question #5: My ideal career is definitely in Sales.
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Excellent!
You, my friend, are one of the fortunate few who understand that a career in Sales can be one of the most rewarding experiences in life.
You've figured out that the opportunity to learn about people, and to help them succeed is something that can't be traded for anything else.
You know what it's like (or can imagine what it's like) when your customers are genuinely grateful for your help, and you know that you'll be working with them for years to come.
Not for you the hallmark of the failing sales pro, who sadly wishes he had the nerve get out of sales and do something completely different.
It's the difference between "Pursuit of Happyness" and "Death of a Salesman". You're likely to be a winner at sales and winner at life.
CLICK for the next question.
Interesting...
Would you really prefer to be doing something different? If so, then you're probably barking up the wrong tree when it comes to a career in Sales.
Top sales professionals are motivated by the opportunity to learn about people, and to help them succeed; they typically don't want to doing anything else.
Now, if you're selling something that you truly love and honestly can't really do what you'd like to do, you can still be successful at sales.
For example, you may love the ballet, and not have the physical strength to be a professional dancer. If so, you might be wonderful at fund-raising (i.e. selling) for the local ballet company.
But since your heart is not 100 percent into selling, you'll have to take "half a strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes. Too bad.
Failing sales pros often wish they had the nerve get out of sales and do something completely different. If a sales pro's ideal occupation is to play baseball, be a musician, write a novel, or do anything else that not in Sales -- they'll eventually sabotage their sales career.
You'll have to take a "strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question. or CLICK if you've got three strikes. Question #6: I am good at learning from my mistakes.
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Excellent!
Everybody who tries a career in Sales tries to learn from their successes. They win one deal and then try to do the same thing to win the other.
However, what separates the top sales professionals from the average ones is that the stars are superlative not at winning, but at learning from their mistakes.
You've figured out that a career in Sales means constant improvement, and the only way to accomplish that is to push beyond what's comfortable today. And that means making mistakes.
And it's those mistakes that give you the knowledge you need to take your game to the next level, right?
Here's the truth: until and unless you understand how, why and where your sales process is failing, it's impossible to correct systemic problems in your sales approach.
But you know that already, don't you?
CLICK for the next question.
Interesting...
Everybody who tries a career in Sales tries to learn from their successes. They win one deal and then try to do the same thing to win the other.
However, what separates the top sales professionals from the average ones is that the stars are superlative not at winning, but at learning from their mistakes.
A career in Sales means constant improvement, and the only way to accomplish that is to push beyond what's comfortable today. And that means making mistakes.
And it's those mistakes that give you the knowledge you need to take your game to the next level.
Here's the truth: until and unless you understand how, why and where your sales process is failing, it's impossible to correct systemic problems in your sales approach.
You haven't completely figured that out, though, so you'll have to take "half a strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes.
Too bad.
A career in Sales means constant improvement, and the only way to accomplish that is to push beyond what's comfortable today. And that means making mistakes.
And it's those mistakes that give you the knowledge you need to take your game to the next level.
Until and unless you understand how, why and where your sales process is failing, it's impossible to correct systemic problems in your sales approach.
So you've got a real problem when it comes to selling, so you'll have to take a "strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for the next question.
or
CLICK if you've got three strikes.
Question #7: Sales is convincing people to buy things they don't need.
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Too bad.
You've absorbed the biggest BS lie about Sales that bounces around in popular culture. True sales professionals NEVER willingly sell anyone anything that they don't need. Here's why.
Sales is all about relationships and relationships are all about trust. If you're trying to twist arms and hard-sell, you're sacrificing the trust, and the relationship, in order to make the sale.
And that's a very slippery slope because people consistently sacrifice trust to line their pockets are well on the way to committing fraud or other criminal acts.
Contrary to popular belief, the "sharp operator" is actually at an extreme disadvantage when it comes to being successful at an honest sales job. The reason is simple.
Most customers can "sense" when a sales pro isn't being real. That's why con-men and fraudsters prey mostly on people trying to make a fast (and illegal) buck. Birds of a feather.
So if you've got problems with this one, you've got a real problem when it comes to selling, so you'll have to take a "strike." If you've gotten to three strikes, click on the appropriate link below.
CLICK for the final question.
or
CLICK if you've got three strikes. Interesting...
It's worrisome that you believe that, even to some small degree. The truth is that top sales professionals NEVER willingly sell anyone anything that they don't need. Here's why.
Sales is all about relationships and relationships are all about trust. If you're trying to twist arms and hard-sell, you're sacrificing the trust, and the relationship, in order to make the sale.
And that's a very slippery slope because people consistently sacrifice trust to line their pockets are well on the way to committing fraud or other criminal acts.
Contrary to popular belief, the "sharp operator" is actually at an extreme disadvantage when it comes to being successful at an honest sales job. The reason is simple.
Most customers can "sense" when a sales pro isn't being real. That's why con-men and fraudsters prey mostly on people trying to make a fast (and illegal) buck. Birds of a feather.
So if you've got problems with this one, you've got a real problem when it comes to selling, so you'll have to take "half a strike." If you've gotten to three strikes, click on the appropriate link below.
CLICK for the final question.
or
CLICK if you've got three strikes. Excellent!
As you're probably well aware, top sales professionals NEVER willingly sell anyone anything that they don't need.
Sales is all about relationships and relationships are all about trust. If you're trying to twist arms and hard-sell, you're sacrificing the trust, and the relationship, in order to make the sale.
Contrary to popular belief, the "sharp operator" is actually at an extreme disadvantage when it comes to being successful at an honest sales job. The reason is simple.
Most customers can "sense" when a sales pro isn't being real. That's why con-men and fraudsters prey mostly on people trying to make a fast (and illegal) buck. Birds of a feather.
But that's not you at all. You really want to help the customer -- even if it means losing the sale. And the customer senses that -- which is why you're a "trusted advisor"!
CLICK for the final question. Question #8: I enjoy using technology when I work.
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Excellent!
While there's no doubt that a Sales career means dealing with people, selling in today's business world is very much a high-tech kind of job.
Most of today's sales careers live and die on the sales professional's ability to use email, messaging, and vmail effectively.
Beyond that, there's CRM, and all myriad of tools that surround it -- all of which have now been redesigned and customized to help you develop opportunities and close business.
Most sales professionals have at least a laptop and a smart phone -- and a GPS, too. You simply can't get along in most selling environments if you're not comfortable with technology.
CLICK for your final score.
Interesting...
While there's no doubt that a Sales career means dealing with people, selling in today's business world is very much a high-tech kind of job.
Most of today's sales careers live and die on the sales professional's ability to use email, messaging, and vmail effectively.
Beyond that, there's CRM, and all myriad of tools that surround it -- all of which have now been redesigned and customized to help you develop opportunities and close business.
Most sales professionals have at least a laptop and a smart phone -- and a GPS, too. You simply can't get along in most selling environments if you're not comfortable with technology.
So if you're not all that comfortable with technology, you'll have to take "half a strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for your final score.
or
CLICK if you've got three strikes. Too bad.
While there's no doubt that a Sales career means dealing with people, selling in today's business world is very much a high-tech kind of job.
Most of today's sales careers live and die on the sales professional's ability to use email, messaging, and vmail effectively.
Beyond that, there's CRM, and all myriad of tools that surround it -- all of which have now been redesigned and customized to help you develop opportunities and close business.
Most sales professionals have at least a laptop and a smart phone -- and a GPS, too. You simply can't get along in most selling environments if you're not comfortable with technology.
Anyway, if you're so techno-phobic -- how the heck did you get to this website and this blog???!!
But, assuming you're not pulling my leg, you'll have to take a "strike" on this one. If you've gotten to three strikes, click on the appropriate link below.
CLICK for your final score.
or
CLICK if you've got three strikes. FINAL SCORING:
Total up the number of "strikes" (and "half strikes") that you got, and read about your future sales career in the following list:
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UH OH. YOU GOT THREE STRIKES.
A sales career is just NOT for you. Take heart, though. There are plenty of jobs out there where you don't need to do much selling.
Unfortunately, I can't think of any right now.
The sad truth is that if you've gotten to this page, you're pretty much a loser, not just in a sales career but in life itself.
The qualities that make a sales professional successful are the same qualities that lead to success in virtually any field.
So let's hope that you were kidding and just clicked to this page in order to see what was on it.
Let's hope. Otherwise... Gee... I wish there was something else I could say.
CLICK to try the quiz again.
Congratulations!
You, my friend, are admirably well-suited for a career in Sales. You may not be perfect, but you've to the right attitude and the right beliefs that provide the groundwork and foundation for success.
That doesn't mean your success will be automatic, though. While you've got the right personality, you'll still need to learn -- and constantly improve -- your sales skills. So here's my best advice:
- If your current employer offers sales training of any kind -- take it. You can learn something valuable even from a second-rate sales training program.
- Buy a few book on selling. Start with the basics: Neil Rackham's Spin Selling and Michael Bosworth's Solution Selling. After that, you're on your own.
- Read Sales Machine regularly. I'm always posting the latest and greatest techniques and ideas when it comes to selling. So stay tuned.
Consolations!
I hate to say this, but you may find that you're going to struggle a bit in a sales career. You've got some beliefs and attitudes that are going to limit you. Take heart, though, because you're far from hopeless.
Your challenge is to change those limiting beliefs, thereby freeing the power of your other beliefs to make you successful in selling. Here's a post that can help:
- If your current employer offers sales training of any kind -- take it. You can learn something valuable even from a second-rate sales training program.
- Buy a few book on selling. Start with the basics: Neil Rackham's Spin Selling and Michael Bosworth's Solution Selling. After that, you're on your own.
- Read Sales Machine regularly. I'm always posting the latest and greatest techniques and ideas when it comes to selling. So stay tuned.
Condolences!
Ouch!You're really not cut of for a sales career, but you're not ENTIRELY hopeless. The challenge you face is that your basic beliefs and attitudes are incompatible with success in Sales.
Your challenge is to change those limiting beliefs, thereby freeing the power of your other beliefs to make you successful in selling. Here's a post that can help: