So you want to be in Sales?

Why Sales?

Like many people, I stumbled into sales. My journey started in retail and later moved into B2B sales—not because of a grand career plan, but because, as an early twenty-something, my priorities were simple: weekends off, a company car, and a full week off at Christmas. At that stage in life, financial obligations were minimal, and spending time with friends and family (in a cool car, of course) was my main focus.

Back then, I didn’t think about career progression, company culture, or professional development. I'll talk about these in other posts at a later time. Money was important, but I had no concept of how pay was tied to skills, performance, or results. There was no CRM system (Customer Relationship Management) just a hardback notepad (as strictly mandated by my Regional Sales Manager). Mobile phones were a future luxury( subsequent necessity?), so I called my then boss from a telephone box, which, in the peak of summer, felt like a greenhouse. The company float consisted of a handful of 10p and 50p coins, I was expected to call in once per day after my last sales call. The expectation being that this call would be circa 5.30pm. And if I was 3 hours away from home...that was just how it was.

The Early Days of B2B Sales

My first B2B sales job was selling T-shirts—in winter, during a recession. I drove around with a car full of samples, a hard-case briefcase, and a geographic call plan. I wore a suit and tie, smoked a lot, and tuned into Radio 1 as if it were my personal soundtrack to success. Did I sell? Sort of. I ensured customers had stock, showcased samples, and cold-called (which was terrifying at first). But in reality, much of my role was order-taking rather than selling. I didn’t have a real understanding of relationship-building or how it could influence sales.

Targets? I don’t recall having any. Coaching? It was basically a quick introduction when I started. Did I care about my performance? Yes, but it wasn’t life or death if I didn’t make a sale that day—or even that week. My base salary was £12,000, and my aspirations were simple: make more money, get a mobile phone, and upgrade from an LX-model car to a GLS.

However, I quickly learned that credibility with customers wasn’t just about having the right stock. To truly connect, you needed to be passionate about your product, personable, and polite. Customers responded to authenticity.

How Sales Has Evolved—and How I Evolved With It

Sales today is unrecognisable compared to my early days. What was once a transactional, product-focused process has transformed into a consultative, insight-driven profession. Today’s best salespeople are problem solvers, advisers, and trusted partners.

Technology has revolutionised the game. CRM systems track every interaction, AI provides predictive insights, and social selling is as important as cold calling once was. Sales is now about understanding data, buyer psychology, and complex decision-making processes. Relationships matter more than ever, but they are built through strategic value rather than just familiarity.

As I grew in my career, I realised that selling is a skill—one that can be honed, mastered, and continuously refined. I learned that:

• Sales is about solving problems—helping customers achieve their goals, not just pushing products. Finding out what their needs are and meeting them. Definitely to try and help your customers make money.

• Emotional intelligence is key—understanding customers, reading between the lines, and adapting to different personalities.

• Coaching and mentorship make a difference—the best sellers never stop learning, and great leaders invest in developing others.

• Success comes from resilience—rejections are lessons, not failures. To constantly consider what has worked in a particular meeting, or sales presentation is a great habit to create.

  
  

Sales: The 4th Science

Over the years, I’ve come to believe that sales should be considered the fourth science, alongside Biology, Chemistry, and Physics. It’s a discipline that requires deep understanding, continuous learning, and mastery over time—like becoming a Jedi Master.

Sales is no longer a fallback career; it’s a high-value profession where expertise is rewarded. It requires strategy, creativity, and the ability to connect with people in meaningful ways. And for those willing to commit to the craft, the rewards—financially and professionally—can be immense.

For me, what started as a job for convenience turned into a lifelong career and a leadership journey. And I wouldn’t have it any other way.