Working in Sales: Expectations v. Reality

September 9, 2020

For anyone starting in a sales role, whether you’re a recent grad entering the workforce for the first time, or an experienced professional making a career transition, it’s common to have preconceived notions of what sales is like

We are breaking down some common sales misconceptions:

1. Sales is about selling people something they don’t really want.

If you’re selling to the right people, they will want your product/service! The key to this is being able to identify who your target customers are, their pain points, and how your product can actually help them. 

You should never have to force your product onto anyone, it should speak for itself. Your role is to help guide them through the process of decision making. 

2. No one listens or responds to sales people.

Once you have someone’s attention, they will likely give you the opportunity to communicate the value of your product to them.

You should never be afraid to reach out to someone. The worst thing that can happen is that they will say they’re not interested. 

3. Good salespeople should be able to close deals quickly.

Sales is a humbling profession. You can’t expect everyone to be ready to buy your product the first time you talk to them. 

Sales cycles sometimes take a couple of weeks or even months, and that’s okay. It’s important to recognize that just because your product isn’t right for someone right now, doesn’t mean it won’t be down the road. 

4. Sales is all about the numbers.

Sure, there are generally sales quotas set by your lead that you’re expected to hit each month, quarter, etc. but at the end of the day you should be focusing on more than the numbers. 

Sales is about relationship building and keeping a positive reputation for your company. People respond well to transparency and a willingness to help, but if you’re too focused on the numbers, it will show. 

5. You have to have lots of experience to succeed in sales. 

Most SDR positions are entry-level for a reason! Once you get into the swing of things, you will craft your own style of selling and become confident in your communication skills. Experience is valuable in any position, but you have to start somewhere. 

SDR’s should be willing to jump right in and be comfortable with being uncomfortable in the beginning. 


See, now sales doesn’t seem all that bad, does it? You have control of your own destiny and the potential to be very successful. Now start selling!