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The Definitive Guide To Sales Part 1: Industry Overview

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I worked in sales for the better part of a decade and the skills I learned in that time are the most important ones I have in business and in life. Everything in life is sales, from companies selling you products to your girlfriend selling you on marriage. You are selling and being sold every minute of the day.

Now I’m not going to lie and tell you I liked being in sales because life in sales is hard. I don’t have to lie to you because I’m not your boss and I’m not a sales trainer. But despite how tough it was at the time, what I’ve learned from almost a decade in hard-nosed sales is invaluable. At the end of the day I came out of the meat grinder tougher, more skilled and holding a wad of cash to fund my new life.

When it comes to your mission, you’re going to need capital and you’re going to need to know how to sell. Despite the fact that it’s, sales is the best place for you to make bank and hone your craft. Sales is one of the rare industries where a guy under 30 can get his hands on the cash he needs to buy his freedom. A good salesman can make over $200,000 per year and even a half decent salesmen should be making $70,000. There are few industries that give non-specialists that kind of pay, especially young guys.

If you’re planning to go into sales or are already there, look at your time in the game as B school for hustlers. Learn how to close, learn how to service your customers and most importantly, learn how to toughen up in the face of stress and rejection. But don’t do what I did and give the corporate world most of your 20’s. Grind out a few years, hoard your money and get the fuck out.

In this four part guide I’m going to break down the game in-depth from an industry overview in this article, to what to expect from life in sales in part 2, to how to sell in part 3 and how to service your customers in part 4. I want to give you everything I know so you don’t make the same mistakes I did and so you can get the most amount of cash and skills out of your time in sales.

Now before we get into the job terminology, sales environments and breakdown of the key industries, you need to understand what sales really is:

What Sales Really Is 

Sales is manipulation. A great salesman is a great manipulator, no exceptions. The dictionary definition of manipulation is: to change by artful or unfair means so as to serve one’s purpose.”  But I would take it one step further and say that all communication is manipulation. Everything you communicate to people is to serve your purposes, how artful and how unfair you are depends on your level of skill and your ethics. Even when you’re helping others it’s only because it makes you happy. Everyone is manipulative, a good salesman is just better at it.

Sales training is nothing but learning how to manipulate others and how to lie effectively. Sales training is school for sociopaths. Everyone lies, lying is social lubricant but average people are rank amateurs, salesmen are professionals. That’s another thing your boss and sales trainers won’t tell you. All the objection management, inflection training and closing pressure you learn is not to service your clients better, it’s to make their money yours.

Now, manipulation on its own isn’t going to get you paid. What gets you paid is solving a problem. And like everyone else, your potential client will want the best product for the best price to solve his problem. Your job as a salesman is to manipulate your potential client into thinking that you have the best product for the best price. Whether you actually do is just a bonus.

Once you’ve got interest, getting someone to buy from you is just a matter of overcoming their objections which are only about two things, trust and money. Trust that you can solve their problem and whether your price is worth having that problem solved.

Does this mean you have to sell your soul to succeed?

Absolutely not, just understand that your average sales manager will expect you to do things you might not be comfortable with, but the choice is always yours. How ethical you are in solving your clients’ problems is up to you.

But make no mistake, doing the right thing will almost always cost you money, it’s cost me plenty of deals over the years. I’m not going to preach to you guys but I truly believe it was worth it. You’ll never feel good about yourself when you defraud people for a living no matter how good you are at rationalizing. Try and hold onto as much of your soul as you can. If that means you need to quietly kill a deal where the client isn’t a good fit then do it.

The Importance Of Sales

The sales force is the most important department of any company because if you can’t sell your product, you don’t have a business. Sales is the only department that generates revenue, every other department is an expense. Ironically salesmen are treated worse than almost all other employees for the very reason that they are so vital.

If the HR manager fucks up and forgets to fill the diversity quota nothing happens because her job is irrelevant. When you fuck up, companies lose money. Most companies can’t afford to have their salesmen fucking up so they drive them hard and replace them often.

Sales pays well not because its rocket science but because no one wants to do it. Most people can’t even make a cold call let alone endure one week on a high pressure floor. Your willingness to endure pain is what will get you paid.  Most people can’t handle the constant beating you have to take while still forcibly imposing your will.

Sales Job Terminology

Inside Sales

  • Inside sales means outbound phone sales with the addition of email and Linkedin as secondary tools
  • In some cases you’ll have inbound calls but they will usually go to the senior salesmen
  • Inside sales is generally less prestigious and pays less than outside sales because almost all high level business deals are done face to face
  • Many guys never transition from inside to outside sales because they can create a great illusion on the phone but can’t present well in person
  • Inside sales also includes dealerships

Outside Sales

  • Generally you’ll need a valid driver’s license and a car although some companies give you a company car
  • You’ll usually have a higher base than inside sales plus a car and phone allowance
  • Outside sales means you’ll be responsible for a territory or region and will have access to all the potential clients in that region
  • Having a territory works to your advantage because it’s harder for other salesman to steal your clients, in inside sales territory is much more of a grey area
  • Outside sales is generally more prestigious so you’ll usually have more freedom than an inside salesman
  • You’ll generally be measured on the amount of client visits you make as opposed to the amount of calls you make
  • Many outside salesmen work from home and only come into the office occasionally
  • A friend of mine in outside sales makes over 6 figures and only works 2 days a week

Hybrid Sales

  • Hybrid sales is a combination of both inside and outside sales, it’s also the most effective type of selling there is
  • It’s primarily an inside sales role with an objective of usually 1 or 2 face to face meetings per week
  • It’s a smart position for most companies to have because it squeezes the most out of their salesman

Short Sales Cycle 

  • A sales cycle is the amount of time it takes to close a deal as well as the speed in which you get paid
  • In general the shorter the sales cycle, the less skill is required of the salesman
  • On short cycles the focus is on using pressure and emotional appeals to close deals in one or two calls at the most
  • Picking up girls is also a short sale, guys who think otherwise get friendzoned

Long Sales Cycle

  • The longer the sale, the more relationship building and servicing the client is necessary
  • In general the longer the close, the more complex the deal and the more skill needed from the salesman
  • An extreme example of a long close would be in Aerospace, these guys usually wait 3 or more years for a deal to close but can pick up a 7 figure commission when it does

Products 

  • Products are usually cheaper and require less contact with buyers, referred to as customers
  • Product-based sales generally relies on volume because the size of the deal is smaller and in many cases there is no recurring revenue

Services

  • Services cost more and require more consistent contact with buyers, referred to as clients
  • Service-based businesses usually have fewer clients but get more money per client, are harder to close and have a recurring revenue model
  • In general it’s easier to make targets from recurring revenue than from incremental, it also means you can get paid without having to do anything for that month

Hunting 

  • Many ads for salesmen will emphasize having a hunter mentality
  • A hunter is a guy who can aggressively bring in new clients
  • You should be wary of any company emphasizing a hunter mentality because it means they probably are unethical and burn through a lot of clients
  • When guys brag about being a “hunter, not a farmer” like many sales managers do, it means they rip their clients off

Farming

  • Farming is servicing your clients properly and building relationships
  • A good salesman is a mix of both a hunter and a farmer, a guy who can bring in and retain business
  • The best way to retain business is to deliver on what you promised and treat your clients well, that means if you want to keep clients don’t be a scumbag like Jordan Belfort

B2C

  • B2C means business to consumer or selling products to individuals
  • With the exception of financial services and big ticket items this is usually the lower end of sales

B2B

  • B2B means business to business or selling products to businesses
  • These deals are usually more complex, take longer to close and need more skill on the part of the salesman

Sales Job Environments

1) Boiler Room/Call Center

Expectations

  • 200 calls per day
  • 2 to 3 hours per day on the phone
  • No outside sales
  • Hit your numbers

Perks

  • None

Rundown

  • Call centers are usually run by mid size to large companies operating legally or are a department within a large company
  • Most companies use call centers as an outsourced, low-level “sales force” to sell low-margin, short sales cycle products and services in volume
  • I use sales force lightly because it’s more like a zombie army than a team of professionals with many call centers not allowing any deviation from the script
  • Boiler rooms are usually smaller organizations operating either illegally or at semi-legally

Culture

  • Horrible, call centers are suicide factories
  • Usually some kind of illegal or highly unethical activities going on (with the exception of call centers run by large companies)
  • Revolving door culture, salesmen are easily expendable and the majority quit or get fired quickly
  • Dress code is usually casual or at best half-assed business casual
  • Low quality of workers: dropouts, new immigrants, young kids
  • Management are usually human garbage who resort to tactics like fear, intimidation and yelling to motivate their staff
  • I can tell you from first hand experience what a nightmare these jobs are but they make an amazing training ground for salesmen

2) SME (Small To Medium Sized Enterprise)

Expectations

  • 10 to 70 calls per day for inside sales
  • 5 meetings a week for outside sales
  • 1 hour plus on the phone
  • Potential for travel
  • Hit your numbers

Perks

  • Car allowance, possibly company car
  • Possibly company phone
  • Travel expenses on rare occasions when you do travel

Rundown

  • In general your earning potential will be less than a large company so these companies will sell you on the potential to move up the ranks quickly but this is usually bullshit
  • Positions are more solidified than they look and when new positions open up, many times they’ll bring in people from the outside, it really takes a lot to get off the sales floor
  • Also many SMEs operate month-to-month and always have to worry about meeting payroll
  • This means they are quicker to fire under-performing salesmen and will generally put more pressure on you than large companies

Culture

  • Culture and dress code vary but are usually less uptight than large corporations
  • Sometimes you can luck out with a fun, all guy culture especially if you’re in a branch environment without an HR staff
  • Many times you’ll be working face to face with the owner who has a vested interest in you working hard and will usually walk by your desk a few times a day to hover over you

Conclusions

  • SME’s are the most variable sales environment
  • Sometimes they will be laid back but sometimes SMEs with a small sales team will put more pressure on you than call centers because you represent so much of their revenue
  • Working in the SME is not necessarily bad but I would always choose a large company if you can get the work

3) Large Company

Expectations

  • Call volumes rarely measured
  • Call times rarely measured
  • 3 to 5 meetings per week as most large companies use outside reps
  • Expect to travel, in a lot of cases cross-country
  • Hit your numbers

Perks

  • Car allowance or company car
  • Company phone
  • Travel Expenses

Rundown

  • In general large companies are the best places to work, pay the best, have the best benefits and have the most career security
  • The downside is it takes forever to move up and you can forget about making the C Suite
  • Large companies generally sell expensive and complex products and services
  • Sales cycles are usually 6 months to a few years
  • Large companies can easily sustain these long sales cycles because they have access to a ton of cash and don’t have to worry about making payroll

Culture

  • Large company culture is boring, uptight, politically correct and usually comes with a strict dress code and code of conduct
  • Unfortunately there are plenty of HR girls and office managers named Barb or Marni wasting company money on enforcing this bullshit
  • Most non-salespeople who work at large companies are neutered, culturally white, married drones who make terrible worksafe jokes

Conclusions

  • In general large companies are by far the best places to work
  • Your salary, commission and benefits will always be highest at a large company
  • Job stability is better at a large company because they have a lower turnover rate and less chance of going bankrupt
  • You work nowhere near the owner and the revenue you bring in won’t make or break the company, this means you’ll have a much longer leash and more opportunity to hide and slack off
  • You can forget about moving up, although for our purposes you want to own your own business anyway so that doesn’t really matter

Sales Jobs By Industry

1) Direct Sales

Channel

  • B2C

Role

  • Inside Sales

Salary

  • $25,000 to $75,000

Environment

  • Call Center

Products And Services

  • Household products
  • Time-shares
  • Telecom and media subscriptions
  • Delegates for conferences
  • High interest credit cards
  • Penny stock frauding services
  • Bullshit self help products

Requirements

  • Opposable thumbs

Companies

 Job Description

  • Selling low to mid-range products and services to customers
  • Deals are usually one-offs so customer service is unnecessary
  • Direct sales is usually done through call centers but some commission-only companies let skilled closers telecommute
  • Commission only companies can afford to do this because they don’t have to pay your salary, many times these companies are at the higher end of direct sales

2) Capital Equipment

Channel

  • B2B

Role

  • Hybrid Sales or Outside Sales

Salary

  • $50,000 to $200,000

Environment

  • Large Company

Products And Services

  • Chemicals
  • Office equipment
  • Industrial supplies
  • Medical and dental equipment

Requirements

  • B.A.

Companies

Job Description

  • Selling capital equipment requires in-depth knowledge of the product but you usually don’t need formal training like you would for technical sales, most companies will train you in-house
  • Territory is mostly regional as opposed to cross-country
  • You can make some pretty serious dough selling equipment especially when you get into medical and dental
  • Generally you’re selling into department heads of hospitals/institutions, branch managers or purchasing managers of large corporations
  • This is a great place to aim if you’re coming out of university and can present well

3) Technical Sales

Channel

  • B2B

Role

  • Outside Sales or Hybrid Sales

Salary

  • $75,000 to $400,000+

Environment

  • Large Company

Products And Services

  • IT
  • Logistics
  • Aerospace
  • Weapons
  • Software

Requirements

  • Specialized degree for field

Job Description

  • Technical sales is similar to selling capital equipment but usually requires formal training and close collaboration with the tech guys in your company, you can’t hire any retard off the street to sell mainframes
  • Since the products are complex they tend to have the longest sales cycles of any industry
  • Tech sales also means you need to be a relationship builder and service your clients well since there are so few companies in your market
  • Tech sales pays well because the combination of people skills and tech skills is hard to find thus making you valuable
  • Tech is also a great industry for keeping customers because of the amount of friction to switch providers
  • If you sell a CRM, chances are you’re going to get at least 5 years out of that deal because the overhaul would be so costly and time-consuming for the client

4) Insurance 

Channel

  • B2C and B2B

Role

  • Inside Sales, Hybrid Sales or Outside Sales

Salary

  • $50,000 to $300,000

Environment

  • SME or Large Company

Products And Services

  • Life And Health
  • Automotive
  • Property and Casualty

Requirements

  • Industry designation
  • B.A. for larger firms

Companies

Job Description

  • As a personal lines insurance broker it’s your job to cold call potential buyers as well as tap into your family contacts to get them to buy personal policies
  • Many successful insurance brokers will have cold callers or assistants booking meetings for them but starting out you’ll have to do this for yourself
  • As an insurance broker you’re a full stop shop responsible for building and maintaining your book of business
  • Meetings are usually booked over the phone and closing is done in person
  • Generally you will be reselling policies or working directly for a major insurance company
  • The big money is in selling property and casualty insurance to businesses, like insuring buildings for example
  • Not all commercial firms are large companies, there are some high-end boutiques in the SME
  • If you can, aim to get into commercial right out of university

5) Recruiting

Channel

  • B2B

Role

  • Inside Sales

Salary

  • $50,000 to $150,000

Environment

  • SME

Products And Services

  • Staffing solutions
  • Executive recruitment

Requirements

  • Opposing thumbs

Job Description

  • Recruiters, otherwise known as headhunters get paid on behalf of companies for placing employees with them, usually a percentage of the employee’s first year salary
  • Recruiting runs the gamut from low-level staffing firms to high-end boutiques who focus exclusively on the C suite
  • Many recruitment agencies specialize in certain industries like engineering or sales
  • Recruiting is generally a high call volume industry with two different targets to sell, companies looking for employees and employees looking for companies
  • Shitty recruitment firms will take any employee and spam blast their resume to all parties concerned
  • Good recruitment firms discreetly access C suite executives and get them better job offers while they’re still employed
  • Employers pay better for these recruiters as they get access to in demand candidates they wouldn’t normally be able to recruit
  • Since recruiters only get paid when they place clients in jobs, they will tell job seekers anything to get them to sign a contract
  • Keep this in mind when a recruiter is selling you a job and especially when they’re selling you a job as a recruiter

6) Financial Services

Channel

  • B2B and B2C

Role

  • Inside Sales, Hybrid Sales

Salary

Environment

  • SME or Large Company

Products And Services

  • Financial planning
  • Commercial currency brokering
  • Investment Advice

Requirements

  • B.A.
  • Industry designations for financial planning and investment advice

Companies

Job Description

  • Your job is to make a very dirty profession seem reputable
  • Your job is to make your client’s money your money
  • Whether your client makes money for themselves just makes it easier to retain them
  • Despite all the fancy titles and designations, your job is to sell them as many products as possible and earn as much commission on each deal as you can
  • Your best clients will have the most money and the least intelligence
  • To do this you have to pretend like you know where the market is going when in reality no one does
  • If your client was smart they would put their money in low M.E.R. index funds, medium yield bonds or high interest savings accounts and not fuck with you at all
  • But since they are investing with you, that means you can put them into derivatives you don’t understand, volatile stocks and high-fee, low-performing mutual funds
  • Financial services is the only industry in the world where you can get paid for making your client’s problem worse (losing them money instead of making them money)

7) Advertising

Channel

  • B2B

Role

  • Inside Sales or Hybrid Sales

Salary

  • $50,000 to $150,000

Environment

  • SME or Large Company

Products And Services

  • Conference sponsorships
  • Print advertising
  • Digital advertising

Requirements

  • None

Companies

Job Description

  • The main ad sales jobs are in print advertising in magazines/newspapers, digital advertising on websites and sponsorship slots at conferences
  • Print advertising is dying a slow death except in B2B and luxury publications but digital is more than filling the space print left behind
  • Your job is selling advertising for your publisher to marketing directors of corporations or account executives at media companies
  • Ad sales is usually a hybrid role with a decent budget for wining and dining clients
  • Most ad budgets are booked by the start of a company’s fiscal or calendar year so you can expect the majority of your deals to be booked between October and February
  • Usually there is a decent amount of client management you need to do because clients always want to change their ad or complain about why it’s not performing
  • Unfortunately your product doesn’t always solve your clients problem
  • In the days of print advertising that was easy to hide but in digital it’s not and can result in you losing clients for things that are out of your hands

8) Real Estate

Channel

  • B2C and B2B

Role

  • Outside Sales or Hybrid Sales

Salary

  • $40,000 to $400,000

Environment

  • SME or Large Company

Products And Services

  • Residential real estate
  • Commercial real estate

Requirements

  • Industry designation
  • A vagina (for residential)

Companies

Job Description

  • For residential real estate your job is to sell homes on behalf of the seller and take a commission on the deal
  • There are some buyer’s agents but they are relatively rare
  • You want to get the seller to price the home at market or below to get a quicker commission
  • Most people want to price their house above market which means you could be waiting a long time when the house doesn’t sell
  • In a hot market you can make tons of cash but in a slow market you will struggle, it’s a very cyclical industry
  • For commercial real estate you’re selling buildings on behalf of businesses, there is really good money in this but it can take years to close a deal

9) Pharmaceutical 

Channel

  • B2B

Role

  • Outside Sales

Salary

  • $75,000 to $300,000

Environment

  • Large Company

Products And Services

  • Prescription Drugs

Companies

  • Merck
  • Pfizer

Requirements

  • B.A.
  • Being a hot girl, most drug reps are hot girls because they’re selling to doctors aka men

Job Description

  • Pharma reps make bank, especially if you’re selling popular drugs like Viagra or Lipitor
  • It’s primarily outside sales selling into doctors offices, and department heads of hospital
  • Similar to medical devices but less closing skill is needed because drugs are less intrusive and expensive upfront

Part 2: Life As A Salesman


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22 Comments

  1. March 29, 2015 at 9:33 am

    This is a great overall post. In sales you are definitely playing the lie game if you want to be good. You also made one very important distinction, in that if you’re in it to blatantly rip people off or be a scumbag then you won’t get very far in the long run.

    The best sales guys are a combination of bloodlust and “hunter” mentality. Thick-skinned and often charismatic. My first job was in sales, and the culture was downright miserable so I walked within 3 months to get into advertising instead.

  2. Anonymous
    March 29, 2015 at 10:27 am

    Either they Buy or Diiiiiieeeee!

  3. March 29, 2015 at 10:31 am

    Solid post man. Very comprehensive. One small suggestion – I’d like to see you add a part on online sales, copywriting, splash pages etc. – just to get your take on those subjects.

  4. thepowerbuilder1
    March 29, 2015 at 12:55 pm

    Nice post, makes me want to get back into it. Sales is a brutal industry but it is also the most profitable $$

    Best Regards

  5. Dawson
    March 29, 2015 at 1:02 pm

    Are you a wall street playboys fan?

  6. March 29, 2015 at 1:04 pm

    Wow. Quite the picture painted. Young men with enough motivation to learn independently on the Webz don’t know how good they got it. There was no un-PC medium when I was misled. I differ on the cynism, and I’m pretty cynical.

    “Everything you communicate to people sheeple is to serve your purposes, how artful and how unfair you are depends on your level of skill and your ethics. Even when you’re helping others it’s only because it makes you happy. Everyone is manipulative, a good salesman is just better at it.”

    If transparent, win-win exchanges are manipulation, there is a good kind of manipulation. Altruism lacks the potential for nobile purpose, unlike living for oneself. Patriarchs forever. You can’t measure the riches of culture and personal sovereignty had only through cooperative conquest in money units. Is there a noble purpose in this post, or just crass manipulation of the reader?

    “Learn how to close, learn how to service your customers and most importantly, learn how to toughen up in the face of stress and rejection. But don’t do what I did and give the corporate world most of your 20’s.”

    Maybe we want to win the culture war, to position later generations to conquer our enemy of the sheeple order? I always take the philosophic view to stay grounded in my purpose, which I am only now doing with any proficiency. The technical details in this post are amazing. Very informative and pissed me off to see more of the bowels of this thing represented as my country, my economic opportunity, ultimately the context of my life not really mine. In the decline, cult of personality rules. Not an optional skill these days for a man of high culture potential. Seems like this series could become an inexpenive ebook that could generate a little income.

    Not sure what the line is between an empowering skill and a better way to lose one’s soul, but I’ll leave that to the young men to navigate. I’m trying to wrest full control of my soul after already taking a path and to make a dent on this world for my benefit and place. Hell of a game the sheeple are, and their essence permeates everywhere. I feel dirty. Shoveling works better than washing sometimes.

  7. March 29, 2015 at 3:19 pm

    @alphadarkriz: Thanks man and yep, most guys are gone within the first 3 months, at my old company we didn’t bother hiring anyone under 25 because most of them would washout, we wanted guys who were already seasoned.

    @Anonymous: unfortuantely that’s the mentality a lot of guys have, especially if they’re coming from a boiler room background

    @Mario: Thanks man, absolutely, part 3 of the series is going to be on how to sell so I’m going to get into all that good stuff.

    @thepowerbuilder 1: Absolutely its brutal, I thank God I don’t have to cold call every single day. But if you need the cash it’s the best place to be

    @ Dawson: Absolutely, they are a great resource for making money within the corporate structure. Now they do a great job at that and I’m sure have made much more money than I have but I like to try and push my guys towards owning their own thing. I value freedom over everything else. In this series I’ll give you the tools to make money in the corporate game but I always want you guys to be looking at it as a cash grab as opposed to a lifetime of servitude.

  8. March 29, 2015 at 4:23 pm

    Thanks Doug, I’m a big fan of your site btw and a lot of great points here. It’s true, there was nothing like this site or other non pc mens advice when I was 20, at that age I was completely lost. Guys are really lucky now to have all these resources.

    Agreed, there is definitely win win manipulation. The noble purpose of the post is to expose these guys to what a sales job really is. Then once they have an understanding of that, to show them how to make money but still hold on to their ethics and eventually use those same sales skills in their own business. For example, with RLD and my tech startup its the first time I believe 100% in my product. I was so happy to write the copy for my ebook because I believe in it completely and I could be completely honest in what guys should expect. I could also price the book under what its worth so guys would get more than they expected. This is just another reason why its super important to own the means of production, not only do you control your own resources but you get to set the ethical tone as opposed to some semiliterate sociopath sales manager.

    Yes I think it’s very important for our young men to understand how the world truly works if we want to have any shot at toppling this slavery system. And you’re right, with the removal of God as a focal point from people’s lives the cult of personality does rule and is our national religion. And ya I was actually thinking of wrapping this series up as a free ebook for download if you sign up for the newsletter or for cheap on kindle.

    The line is a thin one my friend. Every single day of my sales career my ethics were tested and I probably failed half the time. Its a struggle for all of us, especially when the world around you wants to keep you dumb, docile and ethically compromised. The good thing is we have the internet and we have this community of independent, free thinking men.

  9. LeRoy
    April 2, 2015 at 4:06 am

    “Sales training is schools for sociopaths” God damn… the most unfortunate truth…

    Your comprehensive article on this topic in much needed. At the age of 21 and from there on I’ve been sold to many times. Business opportunity to business opportunity… Like you, just completely lost at a young age

    It is absolutely cutthroat, and unfortunately there are plenty of ‘righteous men’ that will sell out there own people in order to make massive incomes.

    I started in Student Painters (If you are in college you probably came across this)

    Then I went into MLM’s, the ultimate cult like structure that sucks hundreds & thousands of dollars from uniformed and naive individuals. I didn’t know any better…. but this led me to the path I am on now. I suggest all readers to STRAY AWAY from this industry at any cost. The one’s who succeed are generally the most heartless.

    With that being said I am now making money generating leads for small business online at $400 a month passive income. Just a start but I am working on scaling up. And the 2 companies I work with are killing it. (might I mention you got some SEO skills). 3 years in and finally reaping the benefits of online marketing

    I have a love/hate relationships with sales, because I still feel like I am selling myself short sometimes… with that being said, this article is needed for young men & women before they consider a path of sales.

    Thanks for the awesome content Will!

  10. Andrew Miles
    April 2, 2015 at 6:32 am

    Interesting post Will. I’ve not ever spent a lot of time in a high pressure sales environment, so I definitely learned something.

    Btw, it’s “runs the gamut” not “runs the gambit”. Second bullet point under job description in the recruitment section.

  11. April 2, 2015 at 9:42 am

    Thanks and good catch, I’ll correct that.

  12. April 2, 2015 at 3:18 pm

    Thanks a lot Leroy, glad it was helpful man. Glad to see things are turning a corner for you, the more control over your own product you have the more ethical you can be.

    Agreed, sales is a love/hate thing for me as well, I hated my time in it but it made me the man I am today. With that said I love selling for this website. I would say that’s one of my favorite parts of owning a business. Complete control over the product, sales copy and method of sale. You can only be 100% ethical when you control the means of production, otherwise you’ll always be at the whim of someone else’s ethics.

  13. Anonymous
    May 6, 2015 at 11:40 pm

    Hey I appreciate your sales industry overview series.

    Do you have any additional information on sales involving the aerospace and weapons industry? Like what does the pathway for this job look like: contracting/procurement——>business development role——> business development manager ?

    Also is a business development position just another title for sales where you would get paid by being involved in getting new business and retaining clients on a performance based compensation (i.e. salary and commission)?

  14. May 7, 2015 at 9:24 am

    Thank you. I don’t have more specific info aerospace/weapons except for that I know aerospace guys need a heavy technical background and the sales skills, a rare combination which is why it pays so well.

    Yes business development is sales based, primarily in getting new clients. In a lot of companies BD positions are lower than sales positions, we used to label our cold callers business development. Thats not always the case though, some companies have their BD guys criss crossing the country going to events and conferences to generate business.

  15. August 2, 2015 at 10:58 pm

    Very well written article (and series). Great job!

  16. August 3, 2015 at 10:22 am

    Thanks brother

  17. Lion
    October 13, 2015 at 6:09 am

    apparently I can’t land a sales job to save my life. Been interviewing and no one’s hitting me back. One of the questions I get asked a lot is where I see myself in 5 years. I always tell them I see myself as a sales manager or some shit like that.

    Getting a sales job is tough. I thought it would be easy since they’re always looking for new hires since there’s such a high turnover rate.

  18. October 13, 2015 at 9:55 pm

    If you’re really struggling you can start with a call center, it’s hell but they will hire anyone and its some of the best sales training there is

  19. ANONYMOUS
    November 12, 2016 at 5:55 am

    Hey Will,

    You hint in your work that residential real estate may be a good place to build a foundation in your sales career, until you are ready to start your own business.

    Had a couple of questions:

    Is it financially doable to work as a real estate agent without having a bunch of start up capital to start with? (since there is not usually a base salary and I’m a recent grad with student loans)

    Is there a site that you suggest that can act as a more in depth in guide for getting into that industry- like how to find hot markets, information that can help lessen the learning curve, what niche areas are good to get into, etc.?

  20. November 15, 2016 at 1:34 pm

    Yes it definitely is, you don’t need any startup capital outside of getting your designation and a phone and internet connection. Usually for something as complicated as real estate, you’d want to go work for a company for a while and have them train you while getting paid for it.

    As far as a specific site, I can’t say as I’m not a real estate expert. With that said I’d check out all the top rated real estate sales books. Also check out winning through intimidation by Robert Ringer, it’s a sales book by a guy who did really well in real estate, and a lot of the tactics apply specifically to real estate. Also check out my book “How To Sell” and my article on how to start a service business here: https://revolutionarylifestyledesign.com/how-to-start-a-business/

  21. true
    December 9, 2016 at 12:11 am

    sales is a shit job.. and my managers used to say i was damn good at it

  22. December 13, 2016 at 5:37 pm

    It sure is

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