3 Steps To Sales Career Success

By Sam Shaper

1. Break the Employee Mindset

To succeed in sales, it's essential to ditch the traditional employee mindset. Sales is a demanding field that requires resilience, perseverance, and a willingness to work long hours, especially at the beginning of your career.

In the early stages, prioritize skill development and gaining experience over earning a high salary. Be prepared to take on any opportunity that comes your way, even if it doesn't perfectly align with your ideal role. Focus on building a strong foundation of sales skills, knowledge, and processes. Once you've established yourself and achieved a proven track record, you'll be in a better position to be selective about the companies you work with and demand higher compensation.

2. Prioritize Value Over Time

Early in your career, focus on learning and development rather than maximizing your income. Invest time in educating yourself about sales, marketing, and business processes. Seek mentorship from experienced professionals and study the strategies of top performers in your company.

As you gain experience and expertise, your value in the market will increase. At this stage, you can start prioritizing your time and become more selective about the opportunities you pursue. Choose companies that align with your values and offer the potential for high earning potential and career growth.

3. Master Your KPIs

Understanding your Key Performance Indicators (KPIs) is crucial for success in sales. Learn the activities you need to perform to achieve your desired outcomes. This may involve making a certain number of calls, booking meetings, or closing deals.

While initially, you may need to follow the company's set KPIs, as you progress in your career, you can start setting your own personal KPIs based on your income goals and desired lifestyle. Remember, hitting your targets is a result of consistent effort and effective processes.

Additional Tips for Success:

• Assess Companies Carefully: Before joining a company, evaluate their management, marketing strategies, and overall offer. Ensure that their values align with yours and that they have a solid infrastructure in place to support your success.

• Source Your Own Opportunities: Don't rely solely on job boards. Network with industry professionals, attend conferences, and reach out to companies directly to explore potential opportunities.

• Choose the Right Compensation Structure: Decide whether you want to work on a salary, commission, or a combination of both. Consider your financial needs, risk tolerance, and the company's compensation structure when making your decision.

By following these steps and continuously investing in your personal and professional development, you can build a successful and rewarding career in sales. Remember, sales is a journey, not a destination. Embrace the challenges, learn from your experiences, and never stop striving for improvement.