“Nothing happens until something gets sold”
-Ancient proverb

It’s no secret that the  job market is tough and more competitive than ever.  There is a surplus of highly educated and ambitious college graduates vying for the most prestigious positions — and this is before one takes into account the number of people already working and recent graduates from prior years who are still looking.  Let me offer you a suggestion: consider applying for a job in sales.

Time for one more call

Why sales?

If you’re looking for a solid start to your career, here are six reasons you should consider a job in sales:

• Opportunities abound — Companies in nearly every industry are begging for sales representatives who are willing to do the work.
• Results matter more than credentials — Although some do, many sales jobs don’t require a college degree.
• Independence — You’ll have a manager to hold you accountable for making the calls and booking the orders, but you manage your time.
• Exposure and education — Selling puts you in touch with a wide variety of companies in an industry or market, so you can gain a greater understanding of how the pieces fit together.  You can work your entire career in sales or sales management, but you can also gain experience and expertise for your next adventure.
• Clarity — There is a tight connection between accomplishment and income. You won’t have to wait long to know how you’re doing.
• Meaningful work — Selling successfully adds genuine value to two enterprises: your customer’s and yours.

What to look for

If I’ve convinced you that sales is worth a look (I know, I can be very persuasive), here are the hallmarks of an opportunity worthy of your consideration:

• A product you believe in — When you believe in your product and understand how it makes your customer more profitable, it’s easy to stay motivated, even when when you hear “no” repeatedly.
• A well-run, reputable organization — Avoid pyramid schemes and shady operators.  You are the first thing the customer buys, and nothing can torch your good name faster than being associated with a shoddy product or a flaky company.
• Ethical management — See above.  As the Good Book says, “Bad company corrupts good character.” If you’re going to become like the people you hang with, make sure you work with people who deal in daylight and keep their word — to their customers and you.
• Pay for performance — As I mentioned above, if you deliver value to your customers and your employer, you’ve earned the rewards.  Pro tip: You can’t buy groceries with promises.
• Clear (and reasonable) expectations — To avoid confusion, get these in writing.  You’re competing against yourself, so don’t fear stretch goals; embrace and exceed them.
• Boundaries – With more international business than ever,  sales reps have to be available to their customers around the clock.  You need to be part of a company that recognizes that you have a life that is greater than what you do for money.
• An organization that trains, develops and values its sales reps — Every man wants respect.  A company that invests in you is showing you respect — even when you’re being challenged.  Ultimately, though, your training is your responsibility.

An unsolicited testimonial

While we’re on the subject of sales training, I want to recommend the work of Jeffrey Gitomer.  I’ve never met him, and I do not get paid to recommend him,  but if your job involves selling, get your hands on his Little Red Book of Selling or at least consider subscribing to his free, weekly e-newsletter.  You’re welcome!

What sorts of traits make sales rewarding?

These are the personal attributes that I look for in a sales rep:

• Confidence – Number 1 for a reason.  If I’m going to buy from you, you must have conviction.  Sell me on you and you’ll get my business.
• Persistence and resilience — You’re going to hear every excuse in the book — all indirect ways of saying no — yet, you must keep going.  Learn to clarify intentions quickly and move on without it being the report card on you as a man.  As I have heard others say, “A fast ‘no’ is better than a slow ‘maybe.'”
• Creativity — Overcoming obstacles and solving customers’ problems both take ingenuity.
• Writing and speaking effectively — Even if you can give extemporaneous speeches in your sleep, you can always improve.  But you must want to.
• Relationship-building/rapport/genuine interest in others — People can tell when you’re in it for them rather than for yourself.
• Manners and good grooming — My grandfather owned an industrial supply business and told me, “When you’re in front of the customer, you are the company.”  Heavy stuff.  Dress appropriately for the business you’re in and the market you serve.  You don’t have to wear a tuxedo — unless you’re a game show host.

You don’t have to sell your soul

The stereotypical salesman does exist.  You know the type — the oily guys who’d sell their mothers.  But you do not have to be one of them.  The most successful sales professionals I know are practical problem solvers, creative guys who punch above their weight by helping their customers become more profitable.

Whatever line of work you’re in, my bet is there is already an element of selling in it.  If you’re a musician, your efforts to audition, to get booked, to draw a crowd all involve selling.  If you have a job interview tomorrow, you’ll be trying to persuade the hiring manager — selling him on the benefits you’d bring to the enterprise.  I  trust you get the idea.

You can go anywhere from here

One last fact: The late McDonalds’ CEO Ray Kroc got his inspiration for McDonald’s as a worldwide franchise chain while working as a milkshake mixer salesman.

So how about you?  What skills do you need to polish to pursue an opportunity in sales?  Add your comments below.