I love salespeople. BDR’s, Sales Consultants, Account Managers, Inside Sales, Outside Sales. I love them all. It takes an unbelievable amount of courage to ask people to give you money for a living. At least once a week I’ll take a cold call or reply to a cold email because I want to give someone a shot or maybe just a boost of confidence in the event they’ve been on a bad run. Last month, one guy had the best elevator pitch I had ever heard, and the next week we signed his company on as a vendor. Are cold calls worth the time investment? I don’t know, but this one sure worked!

The best thing about sales is that with clear performance expectations it is absolutely impossible to hide. If you are not meeting your quota you are on the hot seat, period. Especially if you have some kind of base plus commission set up. In one way or another I’ve been in sales my entire career. Mostly as a business owner, but also strictly as a Sales Consultant for a national home builder. I spent a year selling new homes in one of the hottest markets in the country. It was, mostly, a blast. During my first month on the job, I sold seven homes in one weekend. I remember the rush of adrenaline I felt driving home that Sunday evening. Hard to beat.