“Sales people are not born; they're made,” say experts in the industry.

People going into sales must be willing to commit to a career where rejection is the rule, rather than the exception. But, financial independence and opportunities where the sky is the limit make sales the most lucrative profession in our economy and is an integral part of every industry.

Experience is not necessarily the determining factor of successful sales people. In fact, many highly experienced sales people have limited their potential to reach the top because of bad habits they have picked up along the way. Arm-twisting type of sales is passé and has been replaced by consultative selling. This form of sales is not about convincing people to buy, but rather learning what they want, using intuition to sense where they are in the process, and above all, a willingness to serve a customer and to solve their problems.

Sales people can only guide the customer to their product or service if they listen carefully to the needs and wants of the customers. The most successful people in this profession do not have a need to be liked. High self-esteem and the ability to use your ears more than your mouth are essential tools in this profession.

Sales managers look for people who demonstrate a drive and a passion to travel different pathways always focused on achievement. Successful sales people must first build a trusting relationship with their clients, then, they must be skilled listeners, be willing to spend as much time as it takes with a prospect, and be knowledge about the product.

The client ultimately makes the final decision and a good sales person learns early in the game that not everyone will buy.

“Each company looks for different things when I recruit sales people for my clients,” says a recruiter in a staffing agency. “Many of them are looking for experience that is in some way related to the product or service of the company. Employers are also seeking individuals who are well groomed, and who exhibit self confidence.” When interviewing prospective candidates she asks questions to determine if the candidate demonstrates self-motivation.

If they don’t have the requisite experience, she looks for an eagerness in them that tells her they are ready to jump any hurdles to learn good salesmanship. She also finds that people who enjoy active team oriented hobbies tend to be more successful in sales. ´Putting candidates to a test, the recruiter asks them to pick anything in the room and sell it to her. “The best response, of course is for them to sell themselves and, they must always ask for the job,” she said.

Career Coach, Rachel Tannenbaum, uses a variety of assessments, both written and verbal, to help her clients make a decision about entering a sales career. Her coaching sessions with clients include the advice, “If you decide to enter sales, find a product or service you can be passionate about; one that makes your adrenalin flow.” She also tells them that college degrees are important and they should take courses in marketing, business, economics, finance, psychology, and public speaking.

Sales professionals have different titles based on the industry or the company they represent. Some companies prefer the title, sales associates, others, prefer account executives; but whatever the title, areas of sales have no boundaries. They include business and financial services; medical and pharmaceutical items; gift and promotional items; the food industry and related hospitality and restaurant supplies; sporting goods and recreational items; fashion and accessories; automotive areas; and commercial and residential real estate. These industries and many more are all driven by sales,

Persistence, a quest for professionalism, and eyes focused on reaching the moon will pay off for any dedicated salesperson. Sales people find that self-motivation and a belief in self make the climb to the top a great adventure and a wonderful journey.