Why Sales

As I transition out of nearly a decade in sales, I find myself reflecting on my experiences as a Recruiter and Account Manager

You see, I never set out to be a sales person. I will always remember having this conversation with my Career Advisor Sara Bliden, MBA at her office in Wooded Way at Stevenson University . We were looking at career options and she said, "You really should consider sales, it would give you some great experience."

I was yet another Senior in college trying to land their first job, and it seemed like getting one that was in my "field" was a bonus. I was doing an internship at CareFirst BlueCross BlueShield at the time in their marketing department (my minor) with Ranaye Weinapple and Lucia Ward-Alexander , which was an incredible experience, but I knew that I wanted to move to PA to start my life with my fiance Sean after 2+ years being long distance.

I had heard about TEKsystems before since their corporate office was in Hanover, MD (not far from SU), but it was not appealing to me to climb a corporate ladder by bidding my time and hoping that they would promote me, increase my pay, etc. I wanted to have more control than that! Through further research, I understood that a big part of TEK was their field offices and they happened to have one in Harrisburg, PA near where Sean's family lived.

The interview process was long, but I was appreciative that they were taking the time to dig into my story, why I would be good at the job (I'm pretty sure John Anderson Weston Miller still remember me telling them how I became a college golfer with 0 golf experience and how horrific that first tournament was), and ensuring I met the team to get a taste of their office culture. It was hard to understand the premise of the job: commission, spread, starts, huh? I was pretty sure it was some kind of pyramid scheme. My research had showed that they were a big name in the world of IT Services though and the people I shadowed were incredible ( Liz Davies I remember that shadow day clearly!)so I saw no reason not to try it out.

Here's what I would tell my younger self about WHY sales...

Embarking on a career in sales will be one of the most rewarding decisions for you. While it will be daunting at first, the skills and experiences you gain in sales will be invaluable and will set the foundation for success in any professional path you choose next. Among so many other things, you will cement your skills in the following:

1. Building Relationships

At its core, sales is about relationships. From day one, you will learn the importance of connecting with clients and understanding their needs. This focus on relationship-building will foster strong interpersonal skills that are essential to your career. The ability to establish trust and rapport with others is a skill that will transcend industries and will lead to lasting professional networks... and great friends too!

2. Mastering Communication

Effective communication will be a cornerstone of sales...and your life. You must articulate your ideas clearly, listen actively, and adapt your messaging to different audiences. This experience will hone into not only verbal communication skills but also non-verbal cues (the latter being highly useful with babies, I might add). As you learn to navigate conversations with diverse clients, you will become adept at conveying messages in a way that resonates, a skill that is crucial in any professional setting. It will be so rewarding to build rapport with some of the toughest hiring managers. You will also find out that toddlers are by far the most difficult audience to influence when it comes to behaviors.

3. Developing Emotional Intelligence

You will cultivate a high degree of emotional intelligence. Understanding your own emotions and those of your clients will significantly impact your success. The toughest lesson you'll learn as a young professional will be that if you don't know yourself well, you won't be able to show others who you are and what you are about. After that, you will learn to read emotional cues and respond appropriately, which will enhance your ability to connect with others. This skill will not only be beneficial in sales but also as a leader who will foster teamwork and have her fair share of conflict resolution throughout her career.

4. Cultivating Perseverance

Sales can be challenging, with rejection being a common part of the job, which is something that you are not used to. However, this environment will teach you resilience and perseverance. Learning to control what you can—your effort, attitude, and approach— will help you navigate setbacks and maintain motivation. This mindset is invaluable, as it will prepare you to face challenges in life with determination and a positive outlook. Needless to say, this will be a necessary skill to raise two very strong willed kids that are two years apart (godspeed on the whole parenting thing, my friend).

5. Gaining Transferable Skills

The skills you acquire in sales will be highly transferable. Whether you move into product ownership, management, or your dream job of being a director, your ability to communicate effectively, build relationships, and persevere through challenges will serve you well. Sales training will equip you with a versatile skill set that will enhance your employability and adaptability in a rapidly changing job market.

Phew, that was an extensive recount wasn't it? Now back to the present. I hope my lessons learned left you with a nugget or two that relates to your own journey and experiences. Today, I remind myself that hard work will never go out of style and that anything I pursue will demand a strong work ethic, a little bit of luck, and a whole lot of faith to achieve. Oh, and always do work that you are passionate about. As soon as you lose your passion for it, you lose the ability to transcend, so make sure to pivot as many times as it takes to keep that spark alive. You only live once and your career, while never above self and family, is where you spend most of your time, so make that time worth being part of your story.

With lots of love,

Wally