You may not think of yourself as a salesperson. After all, you don’t work on a used car lot or make phone calls trying to sell an insurance policy. But sales are involved in every line of business. And, after all, you don’t get a job if you don’t sell yourself in an interview.

The Cal State Fullerton College of Business and Economics is at the forefront of preparing its students – and those in the broader university community – for their sales future, whether it be in a sales career or hundreds of other careers, since there is not a single business in the world that does not require sales of some kind.

Brad Anderson, director of the college’s Sales Leadership Center, spoke with us about career paths in contemporary sales, the traits needed for sales success, the opportunities for introverts, and how sales truly are for everyone.

Why Are Sales Careers Good Paths for Recent Grads or Those Early in Their Careers?

Graduates who begin their careers in a sales position set themselves up for continued success in any area of the company they select. Sales offers a great path to a variety of positions as well as exposure to the culture and products/services of the company. It is fast-track learning for the new hire.

In addition, 70-80% of marketing majors will begin their careers in sales. According to a 2020 Sales Education Foundation study, students who graduate from a recognized sales education program advance early in their careers twice as fast as their non-sales educated peers, turn over 30% less than their counterparts, and save an employer over $200,000 within the first 12 months of employment.

In 2023, this continues to be the case. Our sponsor companies seek grads for sales jobs at a higher rate than other positions as sales remains very important to company growth.

What Do You Think Is the Most Important Trait or Characteristic a Salesperson Needs to be Successful?

A salesperson needs to display the following:

Initiative and Drive – Show the company that you are a self-starter who can work independently or in a group, and demonstrate that you will do the work with a positive attitude.

Problem Solving – Be someone who wants to investigate and solve customer problems. Solution selling is more important than selling a single product a single time. If you can solve the customer’s problems, you can build a relationship for long-term sales.

Interpersonal Skills – Be kind, energetic, and passionate about the company and its products/services. Show that you can be pleasant with almost anyone in most situations. Communication skills are essential. Don’t take rejections personally.

Willingness to Work Hard – In your first job, you will set the tone for your success. You will likely need to work harder and longer to invest in your future with the company and showcase the abilities that set you apart from others. A little investment in time and effort here will pay big dividends to future success.

Be Empathetic With Customers – Try to put yourself in the customer’s shoes and show empathy with their issues or problems. This will help you build good rapport and a lasting relationship that demonstrates customer service and success for your solutions to their needs.

Continue Learning so you do not become complacent. Learn from other associates, competitors, customers, and anyone in your network that offers new ideas or concepts. Learn hard and soft skills to improve every day.

Is a Sales Job for Everyone?

Everyone is a salesperson, they just don’t recognize or name it as sales.

Sales in its purest form is simply convincing someone to take an action (buy a product). For most people, sales is given a bad reputation because a few people use poor selling skills to “trick” customers into buying or use pressure to sell their wares.

That said, you should enjoy the work you do, or why do it for any length of time? Those who take rejection personally will not enjoy the sales effort, even if they may be able to gain an aptitude for it.

Can Everyone Be Good at Sales?

Yes, anyone can be a successful salesperson. It takes knowledge, confidence, initiative, and perseverance to be a good salesperson. One should learn the sales process and the company, and its products/services to be a good salesperson. And, there are significant rewards for successful salespeople.

Source: Bureau of Labor Statistics, 2021

Are There Different Types of Sales Jobs for Extroverts and Introverts?

The jobs for introverted people would tend to be more service oriented and relationship sales.

Here, the relationship and continual re-selling is important. This gives the customer confidence that the salesperson is acting in their interests and builds a relationship with long-term potential. Some examples are:

• Consumer products (selling to grocery and mass customers on an on-going and repeat basis, like Kellogg’s, Nestle, Abbott, PepsiCo, Gallo Wine, Southern Glazers),
• Industrial supplies (selling needed supplies for businesses that create new products/services, like Consolidated Electrical Supplies, Fastenal, Cintas, Bunzl, Grainger),
• Consumer sales (selling directly to consumers with a need, like Enterprise, Macy’s, Target), and
• Customer Services (selling a product or service with continued support, like Pape Material Handling, Daikin, Southland Data Processing, Paycom, Tech services, Bay Alarm,).

For the extroverts, more aggressive and exciting, along with rewarding, jobs may include:

• Cold-call or broker sales (like selling mortgages or services to unknown or new customers, like Orion Lending, Northwest Mutual, Nationwide, Fidelity),
• Large or lengthy contract sales (IBM, Gartner, Impact Networking, Consulting companies), and
• Single order sales (cars, industrial investments, capital equipment, real estate, solar systems, like Toyota, General Motors, Sempra Solar).

What Does Popular Culture Get Wrong about the Salesperson stereotype?

“Sales cures all. There’s never been a company, in the history of companies, that’s ever succeeded without sales” – Mark Cuban.

People tend to use this outdated stereotype as the definition of sales. It cannot be further from the truth. This myth is embedded in consumer selling of high-ticket items with little repeat or relationship required.

The bulk of dollar volume in sales is B2B (business to business) where networking and relationships are far more important. The repeat and sales cycle may also be more important. These rely on solution-selling and product/service needs. The repeat and sales cycle become more important than getting a single sale (like with the stereotype).

For More Information

For more on the Sales Leadership Center, read our articles on sales education or reach out to Brad Anderson directly at [email protected].

From a minor and a certificate in professional selling to personal development events and sales competitions that bring in scholarships, there is no limit to the opportunities this center provides the students of Cal State Fullerton.

And if you are a Southern California professional or alumni, the center is a great way to source the latest and brightest talent from the diverse and well-developed student body of Cal State Fullerton.