I have always been an introvert.

So, when I landed in sales as my first job out of college campus, 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. I have had many influences over the past 30 years, but this experience fundamentally changed my thinking. And for good!

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 top things can you learn in just a year of sales?

1. Self-motivation

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

3. The art of showing up

Self-motivation

I remember my first sale. I came back to the office with a cheque in my hand. This was after 5 months on the job with zero sales.

On that day, I told everyone what a great job I did.

Meeting targets is an emotional roller coaster ride. The reality bites after hundreds of calls and customer meetings, responding to lead status, and missing the quarterly target.

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

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

• You need to convince yourself and your customer, why your product matters, and why you matter.

• 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. The customer’s mental state on any given day and influencers (salesperson has no control over these factors) will play a part in final decision making.

Usually, closing a sale is an emotional journey for a customer. The degree of emotions may vary by the nature of the product but rationality has a limited role in the final act of decision making.

A good salesperson knows this. He/she will be careful during interaction and avoid adding unnecessary emotions from his/her end.

• The salesperson must be measured and not impetuous. Any emotional response from the salesperson can lead to delays or make the customer move away.
  

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

• Respond, and not react.

Art of showing up

It took me 5 months to get my first sale. It took me another 2 months to get a small sale and another 3 months to close a bigger case.

In sales, past success does not guarantee future sales. Nor a string of failures is an indication that the future can not be better.

• A good salesperson needs to 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 or malice.
  

• Focus on the end goal. Nothing else matters.

Sales experience will make you resilient and set you up to become a great leader.