Why I Love Sales

Listening to one of my favourite podcasts, The Brutal Truth about Sales and Selling, recently sparked some reflections about my career. If you haven’t tuned in yet, I highly recommend it. The podcast reminded me why I truly love the profession of sales.

For clarity, I’m referring to B2B sales—specifically from my perspective as someone with years of experience selling IT and Cybersecurity solutions.

Sales is one of those professions people are drawn to for various reasons, not least the potential to earn life-changing rewards. But make no mistake: sales is hard.

Here are just a few challenges sales professionals face daily:

• Competing fiercely with others equally determined to win.
• Constantly staying attuned to your customers’ evolving needs.
• Navigating the politics within your prospects’ organizations.
• Crafting and executing strategies—sometimes without a clear roadmap.
• Overcoming internal blockers who occasionally act more as inhibitors than enablers.
• Meeting relentless quarterly and annual targets.

Sound like fun? Perhaps not at first glance. Yet, I love it. Why? Let me share my journey and what drives my passion for sales.

My Journey Into Sales

I didn’t start my career in sales, but I’ve been in front of customers from the beginning. Early in my career, I installed and supported the computer systems I built (SCO XENIX, UNIX, and early IBM AIX, for the curious). Being on the road, solving problems, and experiencing something new every day quickly became a passion.

One pivotal moment with a particularly challenging customer taught me the importance of empathy in problem-solving. Help someone fix their issue, and you often gain a lifelong supporter.

Years later, while working as a Pre-Sales Engineer, I found myself doing more than my technical role required. Sales reps began relying on me to take the lead during customer calls, and I realized I was developing a skill set that could propel me into sales full-time.

When I finally made the leap, a Sales Director and mentor asked me, “Why do you want to be in sales?” My initial response was vague, but with his guidance, I refined my reasoning. Here are the three core drivers that fuel my love for sales.

Here’s what I discovered about why sales resonates with me.

Three Reasons I Love Sales

1. I Am Competitive

I thrive on competition and the desire to win. This trait is deeply ingrained in me, partly because of my upbringing.

As the son of an immigrant, I grew up watching my father work harder than anyone else to succeed, to overcome obstacles others didn’t face. He instilled in me the belief that effort and resilience can overcome almost any obstacle. That ethic fuels my competitive spirit, which is critical in enterprise sales.

In enterprise sales, competition is everywhere: with competitors, within your accounts, and even with yourself as you push to exceed targets. Knowing how to harness that competitive energy—and when to temper it—is a skill I’ve honed over the years. It’s a topic I’d love to expand on in future articles if there is interest.

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2. I Love the Thrill of the Chase

For me, the thrill lies in:

• Identifying the true decision-makers who hold the keys to the deal.
• Outmanoeuvring competitors and sceptics with respect and ingenuity.
• Building solutions that break internal silos and deliver real value to the customer.

It’s a rollercoaster of highs and lows, but the sense of accomplishment when you close a deal is unparalleled. It’s not just about the win—it’s about the journey that got you there.

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3. The Rewards Are Life-Changing

Let’s be honest: the financial rewards in sales can be transformative.

Few careers offer the potential to change your life the way sales can. Success isn’t handed to you—you earn it through hard work and resilience. But when you do, the rewards go beyond financial gain.

Sales has allowed me to realize dreams I never thought possible, and for that, I’m deeply grateful.

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Conclusion

These are the reasons I love sales, but everyone’s journey is unique.

What motivates you in sales? Is it the competition, the thrill, the rewards—or something entirely different?

I’d love to hear your thoughts!