How does sales experience make you a resilient leader?

I have always been an introvert.

So, when I landed in sales as my first job after graduating from college, you could imagine my horror.

On reflection, however, it was one of the best things that could have happened in my career. A stint in sales made me a different person. Since then, I have been an ardent fan of the idea that everyone must experience sales in their career at least once.

So, what 3 things can you learn through sales experience?

1. Self-motivation.

2. Ability to “respond” and not “react.”

3. The art of showing up.

Let me do a deep dive on each of these!

Self-motivation

I remember my first sale. After five months on the job with zero sales, I came back to the office with a cheque in my hand. On that day, I told everyone how great a job I did.

Reality bites as soon as the quarter comes to an end. And they come rather quickly! These 5 months were the loneliest and scariest. You learn many aspects of life that no book or management course can teach you.

• You are alone. Your target is your target alone.

• You wake up every day, look in the mirror, and tell yourself — you are the best, and today will be better.

• You convince your customer why your product matters. However, you realize that you are the difference, not the product.

Motivate yourself and be you.

Ability to “respond” and not “react.”

There are many variables in sales. Price, features, and competition are the usual suspects. However, closing a sale is usually an emotional journey for the customer. The product may play a part, but rationality has a limited role in the final decision-making act.

A good salesperson knows this.

He/she will be careful during customer interactions and avoid adding unnecessary emotions.

• You need to be measured and not impetuous. Customer queries can be tiresome. An emotional response can lead to delays or cause the customer to move away.

• Be positive, energetic, and eager, but never bring emotion during a business transaction.

Respond, but do not react.

Art of showing up

It took me 5 months to get my first sale, 2 more months to get another small sale, and another month to close a bigger case. In sales, past success does not guarantee future success, and a string of failures is not an indication that the future cannot be better.

• A good salesperson must be at it — the next day and the following.

• Come back with fresh ideas. Show energy. Be enthusiastic. Persist!

• No amount of rejection deters a good salesperson. There is no space for bitterness.

Focus on the end goal. Nothing else matters.

Sales experience will make you resilient, instilling the traits of a great leader.