Why did you take this job? Probably to make money. Maybe you liked the idea of “uncapped income”. Sarcasm. Or maybe you like the idea of moving into a management position. Or you get off on recognition and awards for your achievements. Sales is for people who like a bit of freedom to do their work and to make their own money; entrepreneurs.
No matter your reason, it’s a valid one. Wanting financial security is practical and shows you understand your priorities. The drive for advancement or recognition speaks to your ambition and desire for growth. If you value independence, you’re embracing a path that rewards initiative. Each of these motivations brings a unique strength to your sales approach. By acknowledging what drives you, you set a strong foundation for your success.
You will often hear in the interview process, and sometimes even in the job posting, that this position will be like running your own business. If you see yourself as a true entrepreneur, think of your career as your own personal business complete with mission statement, strategy, branding, and even L & D.
Let’s focus on setting your own mission statement. Set one mission statement for your time with the organization but set one for your own personal career. A mission statement is typically 1-3 sentences that defines what the organization does, why it exists, who you serve, and how you do it. Think of it as what, why, who, and how of an organization. It is the guiding light for the organizaiton.
It’s a good idea to write them down. If, over time, you feel stagnant or frustrated in your new sales role, go back and review your personal career mission statement to get on track. It could energize you and help you generate more sales or advance your career, maybe in a different direction.
An example of a personal mission statement is: My mission is to maximize commission potential by exceeding sales growth in highly targeted new opportunities in my territory. Or I am committed to advancing my skills in toll booth operations and pursuing a stable, honorable career supporting state revenue — where the only thing I collect is exact change, not unrealistic expectations.
My personal mission statement is, well, personal. But seeing as we are all friends, I will share it with you. As an independent contractor, my mission is to provide companies in the medical and pharmaceutical industry with strategic sales expertise and data-driven market research that supports informed decision-making, sustainable growth, and improved patient outcomes.
Your new organization will have its own mission statement. They will, or at least should, create a culture of working together to support the company’s mission. And this mission will usually say something to the effect of making a positive change with the product or service they provide. Training is where they first indoctrinate you with their Kool-Aid. Use this as a competitive edge when selling against your competitors but always keep a personal mission for your career so you are not sidetracked from what you really want to achieve. It is easy to get lost in the organization’s mission and day-to-day sales progress and lose sight of where you ultimately want to be in your career.
You’re in sales because of your entrepreneurial spirit. Think like a business owner. Respect the company’s culture and mission but stay focused on your own personal goals and strategy to get there. Don’t lose sight of what you want for your own personal business, and having your own personal mission statement will help you stay on track and move toward what you really want to achieve in your career. Now go make an impactful mission statement, and we can discuss strategic goal setting at another time.
During the interview process, it is common to want to put your best foot forward and impress the heck out of the organization so they hire you. But take it down a notch! Consider whether the company is a good fit for you as well. Kind of like dating! Below are five watchouts during the interviewing process, and examples of questions you could ask to gain a better understanding of what you would be signing up for.
Uncapped Commission. This means the company doesn’t set a limit on how much commission you could earn, which could be a good thing. Just make sure the company isn’t trying to hook you in. I suggest asking a few questions about the uncapped commission. Ask them to explain the commission structure and how other reps in similar territories finished the year before. When do you get paid on commission? How long is the salescycle? If they tell you the territory is generating favorable recurring sales revenue, ask whether you get the commission on this, or if it’s a house commission, meaning the company keeps it. You could find yourself managing recurring sales, but not receiving commission on them.
“The rep wasn’t working the territory.” This is one of my favorites. I have been through many interviews where the territory is so good, and the previous rep wasn’t working. Now, if I made uncapped commission every time I have heard this, I would be a millionaire! It reminds me of my dating app days, when the other person would say, “My ex-wife is crazy.” Blame shifting?! Perhaps. I would run. However, if you are truly interested in the position, do some digging to learn more about the territory’s needs and the manager’s management style. Can you give two examples of why you think the territory is unworked? What is your management style? What are your expectations for how to work this particular territory? Did the previous rep leave a pipeline to share?
Position Details Not Aligned Internally. Misunderstandings about the position can happen, especially if you’re talking to a recruiter who doesn’t have all the details. For example, the job description might list certain areas, but the manager could be looking for something different. This usually means there’s been some miscommunication between the recruiter and the hiring manager. Sometimes, the manager is even restructuring territories, so not everyone is on the same page. To avoid confusion, ask both the recruiter and the hiring manager which states you’ll be covering. Also, find out what their travel expectations are and how many days you’ll need to be in the office each week or month. Ask whether virtual appointments are allowed or if all meetings must be in person.
Manager Mismatch. This should be a given, but trust your gut. If you are not connecting with the hiring manager or other leaders during panel interviews, consider if this is the best position for you. Find out how closely the VP of sales works with your manager. Do they have a good relationship? These questions help you understand the sales team’s culture and are best asked by another sales rep you may ride with on a field ride day. Or connect with one on LinkedIn to see if they will answer your questions.
Where is corporate, and what the hell does it look like! You should know whether the corporate headquarters is in another country or just a short car ride away. And find out how often you need to travel there. Be realistic with yourself. Do you live in Rhode Island, and you can’t see yourself traveling to San Francisco every month? How often would I be required to travel to the corporate office? Really think about it. Also, if you have a chance to go to the corporate, take a tour if they will let you. Is it an unorganized and chaotic? Is it a tiny little headquarters?
You’ve landed your dream sales job—or maybe just the first one that would hire you. And quite frankly, you are probably ecstatic. You no longer have to endure the incessant steps of an interview process. You won’t waste endless hours putting together pitch decks for jobs you didn’t get. What a waste. And you’re probably just eager to get a paycheck.
Next up is training. Training is where the organization’s truth comes out. They had you dancing on the head of a pin trying to prove yourself for the past 4-6 weeks. Now, this is really where you learned what you really signed up for.
Early in my career, I worked for companies where the training department had travel and training agendas seamlessly lined up. And when I got off the plane to go to corporate, a black car was there to drive me. Impressive right? It set such a great first impression. I have also worked for organizations where travel was a shit show. No clear agenda, and I was told to get a taxi or Uber once I land. Which I have no problem with; though, it wasn’t as impressive as having a car and driver waiting for me. And I am pretty sure most companies don’t arrange car service anymore. Cheap.
Anyway, I greatly regretted taking the position at one of the companies I worked for. I felt this regret the very first day I arrived at corporate for training. To this day, I still wonder why the hell I didn’t leave the first day of training. The new hires, about 10 of us, were in the training room. The trainer came in and said, “We hired you because you are the best of the best.” I just got the feeling like, cringe. She added that the organization’s leaders would be watching us. We should carry ourselves in a certain way. Further, the leaders would be in to introduce themselves. Ick.
What a disaster. Here I was, 13 weeks pregnant, not that it should matter, but I was thinking this place is douchie. I have many hellish stories about this organization. I can share them later. Nonetheless, you will get a sense of its culture on your very first day of training.
Ask as many unfiltered questions about the culture as you can, that you may not have asked during the interview process, because you were so focused on showing how wonderful you were to get hired. Talk candidly with the other new hires to see what they learned during the hiring process. Learn more about the leadership team. Does the organization offer a culture of cross-collaboration? What does the corporate office look like? Is it giving vibes of inclusivity, or were leaders promoted because the culture is a “good old boys club”? If that is the case, get the hell out of there. And most importantly, can you expense the Uber Black SUV, or are you limited to the UberX? UberX, again, then get the hell out of there. Cheap.
Advice #1: Trust your gut. (Trust your gut with everything: work, relationships, Uber rides, ordering fish on a Tuesday, etc.) If you truly feel that this organization is going to be a nightmare, you are probably right. Leave. I know it will suck to go through the job search and interview processes again, but trust me. Start looking. An organization’s culture has a significant impact on your work and personal life. Don’t be complacent and think you will suffer through it. Cut your losses on the first day and continue your job search.
A career in sales can be a very exciting endeavor, and I am glad you are here!
My name is Sarrah Carmody. With a Master’s in Business and 14 years in medical sales, I’ve enjoyed exploring various aspects of the field. I started my career in advertising sales, and my first three months at Boston Market were brutal! Those Bostonian businesses ate me alive! My manager at the time pulled me into her office and said that sales may not be the career for me. I cried the entire way home.
The next morning, I woke up thinking, screw that! I am not going to let anyone tell me I can’t do something! I partnered with the best rep in the office for a month straight, twice a night, to improve my cold-calling skills. He liked to eat, so I promised him pizza in return. Within two months’ time, I sold 16 ads, surpassing everyone in the office.
That is sales. One minute you are up, the next you are down.
I am experienced and educated, and I have received awards throughout my career. Only a small percentage of sales reps make millions, but sales can be interesting, enjoyable, and rewarding.
My blog offers practical guidance for your sales career. Seasoned sales reps may also find these tips useful. I’ll share honest advice you might not hear from your company, plus the realities of sales. We’ll cover balancing independence with aligning to your organization’s goals, from getting organized to prospecting and preparing business reviews.
I haven’t made a million in commission or published a book, and I won’t promise to make you a top-earning sales rep. My hope is that you may get a tip or two from me and be inspired to keep going even on your hard days. And for making millions.. that is on you.
sarrahcarmody 