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Do You Think A Career In Sales Is Hard?

Let's consider our career choices when we were younger. As a child in elementary school, most of us wanted to be the things we saw on TV, like a doctor, lawyer, policeman or a nurse. And as we got older, we considered other careers, like electrician or mechanic, or a scientist. But what about the career that we've chosen?

If I were to go to a high school or college and ask our young citizens if they had considered a career in sales, most would say that they'd rather not. However, there are many graduating business majors who are willing to settle for an "entry level sales" position, and I was one of them.

When I graduated from NC State in 1985 I had few prospects. I knew that I had to start somewhere, hoping that I'd eventually land in a middle to upper management position in a large corporation. Instead I was selling insurance policies in rural areas from dusk to dawn. Looking up the corporate ladder at the company I was working for, I noticed that I didn't care for any of my superiors. And I saw that turnover was rampant. This was not the career I had wanted.

Eventually, I decided to learn the sales process, not from one, but various employers to see how these companies worked. I also resolved to one day having my own business with my own culture, using the best things I discovered on my career journey.


But I digress. If you were to ask any of the high school or college students why they would not want a career in sales, the answer from a large number would be that it's hard. And why do they think it's hard? Because it's true. The typical 100% sales commission person on the street has to have a skill set that consists of tact, grinding it out, perseverance and work ethic, as well as a thick skin and an entrepreneurial spirit.

Like I've mentioned in a previous post, certain things are easier to sell than others. People want to buy homes, cell phones and cars, because it gives them pleasure. Personally, I enjoy buying meals, particularly from restaurants I've never been to. But there are also those things that we need to buy but don't want to buy, like insurance or dental cleanings.

Think of what you're selling and ask yourself, "Would someone save their money for six months to buy this?" If the answer is no, then you may be selling a product or service that is harder to sell. And if so, you should be getting a better compensation. Do you know why fast food clerks get minimum pay? Because they don't sell, they're order takers.

Assess your situation. Are you in sales or an order taker? Do you want to move up in your organization? Or are you an entrepreneur or business owner and have to do the sales? These are important items to consider for everyone, even if you're still in school.


Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.

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