In part 1 of this four part series we outlined the entire industry from top to bottom. Now that you have an idea of what sales jobs are available we’re going to get into what you need to know before taking a job, how to interview, the key workplace strategies you need to survive and exactly what to expect from life as a salesman.
Like I told you in part 1, I’m not your manager and I’m not a sales trainer so I don’t have to lie to you. This post will show you the day-to-day brutality of what to expect from life in sales. I definitely don’t recommend a career in sales but selling and servicing your customers is the most marketable skill you can learn in business. And a sales job is the quickest way for a young guy to make money without selling drugs. So here’s what you need to know:
Know Exactly What You’re Looking For In A Job
Before you start your research you need to know exactly what you’re looking for and the criteria you won’t accept eg. you want a job located downtown with a base pay of $40,000 and a company car. Your expectations should be dependent on your skill set, the more marketable you are the more you can demand.
The good thing about sales is that there are always tons of jobs available (because no one wants to sell) which gives you the power of choice. Stick to your guns on what you want and don’t let the recruiter try and sell you a job that doesn’t match your criteria, remember they are salesmen too and all they care about is getting you to sign a contract.
How To Research Jobs
Treat your job research as a full time job, if you do this you can easily have a new job within a month. You should be able to send out at least twenty resumes a day. The best site for finding jobs is indeed.com, it’s an aggregator of all other job sites.
You should also sign up with a few recruiting agencies, ideally ones that specialize in filling sales positions. Many of them will just spam blast your resume but the more options you have the better.
What You Need To Know Before Interviewing
Most of this information you can get online but some of it you’ll need a recruiter to get for you. If you’re not using a recruiter then get as much as you can online. Many times the recruiter won’t know all this stuff (because they’re not very good) so get them to ask for you and call you back when they have all the details.
Remember, when dealing with a recruiter you’re the client in the relationship so you have the power. Once you get past the introductory meeting, never meet a recruiter until you have all the details you need, many times they deliberately hold off/manipulate information to get you in the office so they can sell you in person.
First you need to find what the company is like, what the average age is, how aggressive the culture is etc. A company that sells itself as young and aggressive almost always means high pressure and unethical. The recruiter will usually give you a rundown but the website is a great place to look as well.
You want to find out what kind of guy your boss is, what his interests are, what his style is, what he likes to see in the guys he manages. Linkedin and Facebook are your friends here. Ideally you also want to know what’s required of you in terms of call time, call volume and travel time.
The most important aspect is what your OTE is (On Track Earnings) but take it with a grain of salt, unethical companies will inflate this by as much as 30%-40% in an effort to get you through the door.
Your OTE should be minimum 60k for your first year, ideally 70k or more. Glassdoor the fuck out of the job first though, this should get you an idea of salary, commission and culture. If you can’t find your job on Glassdoor then search the company’s competitors to get an approximate idea of the industry.
Find out what the top guys make, you want to hear over $200k. If you hear the top guys are only making $100k that means the company average is probably only about $50k, not good. Find what the turnover rate is, if it’s high they might not flat out tell you so listen carefully to any hesitation from the recruiter when they answer this question. If it’s a company that promotes itself as young and aggressive then I can guarantee you they will have a high turnover rate. You should try and avoid these companies if you can.
What Kind Of Job You Should Aim For
My advice is to apply for outside sales jobs at big companies. SMEs sell dreams on mobility but that’s usually bullshit. The pay is worse, the benefits are worse, they’re always at risk of going under and they will breath down your neck on targets. You also can’t hide at small companies like you can in big corporations.
Aim to stay out of phone sales if you can, phone sales is shit and once you’re in it’s harder to get out as company’s look for experience in outside sales. They don’t want 35 year old phone monkeys.
The only time large companies take inexperienced salesmen is coming straight out of university. If you’re a nice looking white kid who presents well then aim for an outside sales job with a large company straight out of school. It’s cushier, pays better and you don’t have to work as hard.
How To Interview
You want to present a well dressed, confident, aggressive alpha male, this is what every sales manager is looking for. You should always come correct in a tailored suit and tie, this doesn’t have to be expensive though, a nice suit from Zara and tailoring will only cost you about $350. I’ve been hired on site twice and at least 50% of that was from how I look. In a properly tailored suit you will look better than 100% of guys.
When you walk in the room remember to keep that chest out, back straight, speak from the diaphragm, and give solid eye contact combined with a nice firm handshake. You can be scared shitless on the inside and feel like a little boy in your dad’s clothes but on the outside you need to be cool as a fan, that’s what sales is.
Expect to be asked about your job history, your previous salary, what your targets were and what challenges you overcame. If you have no sales background you should have a story as to why you think you would be great at the job.
When he asks you why you want to be in sales the answer he’s looking for is money, he wants guys who are hungry for money. You should also mention sports or other competitions where you’ve excelled and how that will translate to excelling at sales.
If you’ve been fired or quit your last job you should have a good story for that, even if you have to lie and get a friend to act as your reference. Getting fired is a tough position to sell yourself from. Ideally you want to be coming straight out of school or be already employed at another company.
If you’re interviewing for an SME you can lie your fucking ass off because they never do proper background checks, I guarantee they won’t call your university to see if you graduated. Barb the lazy office manager would rather go for her fifth smoke break then do the necessary due diligence.
My last 3 jobs have been built on lies, I lied about graduating university, my sales experience and the amount of money I made. For my first sales job I even invented a company and got my friend to play my ex boss.
For another I convinced my ex manager to extend the amount of time I worked for the company and the amount I made. When it comes to my survival I do what it takes. Lying also might be necessary if you have a criminal record, this is the last thing employers want to see.
Worst case scenario you get caught and don’t get the job, even then, you’re a fucking salesman, it’s your job to lie. Your resume is not a legal document so they have no grounds, plus a company wouldn’t waste their time, they would just move on. If they catch you down the road years later you’ll get fired but you shouldn’t be working a job 5 years from now, you should be working on your mission.
When it comes to large companies, unfortunately they will do a criminal background check, call your university and thoroughly check your references. They have a whole team of HR girls for that kind of busywork. Almost all of them will need to see a degree and a clean record. I’ve known many guys confined to small and mid-tier companies for these reasons alone.
You should also be prepared to sell something, a lot of sales managers will use the old school method of asking you to sell them a pen, it’s dumb but you should have at least five features and benefits of buying a pen.
When you’re interviewing, try to get an idea if you can work for this guy. All sales managers are swine but if he rubs you the wrong way off the bat that’s a really bad sign since this is him on his best behavior. Only take the job if you find the guy tolerable.
What To Expect
1) You’ll Hate Your Manager
I’ve met some of the worst examples of human garbage in my sales career, not Jordan Belfort bad but only because they didn’t have his intelligence or organizational abilities. Most sales managers are sociopaths.
I’ve had exactly one good manager, he’s a friend to this day but 9 times out of 10 your manager will lie to your face and sell you a dream that doesn’t exist. He’ll treat you like shit and instead of telling you the deal he will insult your intelligence by selling you the same way you sell your clients all day long.
To see what your manager really thinks of you watch Alec Baldwin’s phenomenal speech in Glengarry Glen Ross. A must watch movie for any aspiring salesman.
2) You’ll Hate Your Clients
Your clients won’t treat you as badly as your boss but they won’t treat you much better. You’re expendable to them and since you’re always calling from a position of weakness many won’t have a problem ordering you around like an Applebee’s waitress.
The worst offenders are low level functionaries like marketing managers or secretaries. Since they don’t have any real power they will use a sales call to posture like they do. They will act like a decision maker when the only thing they’re allowed to decide is what cake to order for staff birthday parties.
With your own business you can afford to fire your problem clients, in someone else’s business you can’t because you have targets to meet. The last thing your manager wants to hear is you turning away business.
3) You Live And Die By Your Targets
Sales pays well because it’s shit, and not just because you have to make 100 cold calls a day. Compared to the pressure of meeting your monthly target cold calling is a breeze. You think about your target in the shower, on the weekends, when you’re at family dinners, it never stops.
You’re only as good as the number you put up on the board that month. Last month means nothing, last year is a lifetime a way. You are one bad quarter away from being fired at all times, in some companies one bad month away.
4) Lying Is Built Into Your Targets
All salesman lie, no exceptions, anyone who says otherwise is selling you. Lying is built in to your targets. To consistently hit 100% of plan you have to lie. You have to get some clients who aren’t a great fit for your product to buy or gouge your existing clients based on their gullibility. If not you’re only going to hit 80% of your target. You can’t tell the truth and hit your targets consistently.
The more unethical the company, the greater the lies expected, check out The Wolf Of Wall Street
to get an idea of the worst. Those guys were working on 100% deception.
Whether it’s outright lying or manipulating the truth it’s all the same thing. The only time you can sell without lying is when you control the targets and the product. At RLD I’m in charge which means I can be completely honest with you guys. In fact I built my whole site around being honest and I love not having to compromise myself. Do you think I could ever write an article like this if I was working in Corporate America? Not a chance.
Every day in sales is an ethical challenge. My advice to you is try and keep as much of your integrity as you can. At the end of the day you have to look yourself in the mirror and be able to sleep at night.
Lying and pushiness did not come naturally to me, my childhood was spent watching my mom give money to every homeless person on the street. Despite some of the stuff I write about on here in many ways I’m still a boy scout, I truly hate to betray people’s trust.
I would try to keep my lies small and outwork the rest of the team to make my numbers. Sometimes I would quietly kill deals when I knew it wasn’t a good fit for the guy, especially if he was a small business owner.
But when it came down to it and I was behind on my target I would do what I had to do to hit it. I’m not proud of it but when it comes down to my survival I will always do what I have to do. With that said I’m an angel compared to some of the guys I worked with who were more then happy to rip their clients faces off, it was funny to them how dumb their clients were.
I was a good salesman but I was never an elite salesman. You can’t be an elite salesman without being a sociopath. To be elite means you have to be an elite level liar and manipulator. You need to sell at least 20 % more than your fellow salesman and that means persuading people who don’t really want to buy. To be elite you need to be able to take a nice newlywed couple and shove a damaged home down their throats. Or sell a young idealistic college graduate into a pyramid scheme.
Many companies only exist because of deceptive practices, I worked for two of them. If our clients were able to see our floor and processes we would not have kept a single one.
5) Sales Is Uncomfortable
Sales is the hardest white collar job. Women will always make less than men because they can’t sell. In hard nosed financial sales we only had 1 out of 100 applications come from a woman and they never lasted more than a year.
Men make more than women not because men are smarter but because men are mentally tougher, women can’t take the beating. One week in hard nosed sales would have most women in tears. Only tough, working class girls can handle sales but most of them never make it out of the call centre environment. Middle class girls flock to cushy jobs in marketing.
Even most guys can’t deal with the discomfort of having to constantly break rapport and harass people. Fear of provoking a negative reaction in someone is normal. That’s why your entire training is based around overcoming this fear.
6) Failure Is Built Into Your Targets
Failure, like lying is built into your targets. You’re either supposed to get fired or move up, usually get fired. You’re supposed to burn out, that’s built into your targets. Your targets go up every year and eventually you won’t be able to hit them, that’s by design.
That way your book can be passed on to other guys without having to pay your salary. Then they can bring in a new, young, hungry guy for cheaper and let him build up another book of business.
Companies love to fire salesman because they inherit clients and release a salary. Especially in industries like ad sales where commissions are booked in advance. Firing salesman means you can keep years worth of future commissions. When I left ad sales I left with at least $100,000 in deals on the table that I hadn’t been paid on.
7) You’ll Burn Out
After Dealing with all this bullshit you will burn out. Most guys either quit or get fired within three years.
The standard arc is guy gets hired, he buys into the company dream but over time slowly starts to hate the company, his manager and his coworkers. By year three he’s burnt out, negative and on his way to getting canned. Then he finds another company and repeats the same process.
Some older guys are just permanently burnt out, they’ve been burnt out for the last decade. But they have a mortgage, kids, car payments and no way out. Most of these guys have major drinking or drug problems.
8) Sales Will Toughen You Up
Before I started in sales I didn’t even like calling the pizza man. I was not only raised to be extremely polite but I’m also Canadian which means that harassing random people on the phone was literally the last thing I wanted to do.
But after working close to a decade in the meat grinder I can pitch a CEO of a multi billion dollar company on advertising to a venture capitalist on investing in my tech startup without flinching. I can pitch them in the boardroom, on their way to the washroom at a conference or at their company Christmas party. After that kind of training picking up a girl off the street is a joke.
Workplace Strategies
1) Make Your Boss Like You
The most important strategy in the workplace is having your boss like you. It’s very easy to fire a salesman and if your boss doesn’t like you it’s just a matter of time. Forget about being an alpha male, the best way to make your boss like you is to kiss his ass. Show him you have the same interests, same sense of humor, whatever you have to do. It’s a matter of your survival because your resources are at his command.
As a wise man once said: know your role and shut your mouth. When you sign that contract your role is slave, the contract might as well be written in blood. Acting defiant means nothing, you’re still a slave, it will only make things harder for you.
With that said there is a right way to kiss ass and that’s to become his friend or as close as you can. Show him you’re a cool guy but still defer to him, kissing too much ass makes you look like a bitch. You still need the guy to respect you and other salesman will hate you if they see you kissing your boss’s ass all day.
Dressing well and asserting yourself is important, you want to present the image of a winner. Many sales managers are functional sociopaths and will ride weaker salesmen with no mercy because they know they’ll take it. Don’t let yourself become the office whipping boy. Every sales floor has one, usually they have families or demanding girlfriends and can’t leave no matter how badly they’re treated.
You want to establish yourself quickly as a winner and a producer, someone your manager is afraid to lose. It will get you leverage in asking for more money as well as taking time off and having on the job freedom.
Never contradict your manager, when he corrects you on something your answer should be a stern: “will do”. Never argue and never criticize, even if he asks for criticism on some project in a meeting, keep your mouth shut.
Everything is always great, that’s what you present, the company is great, your weekend was great, your boss is great, you’re happy, you’re going to make more next month, you see a great future at the company, lie, lie, lie.
2) Hit Your Targets
The fastest way to make your boss hate you is to consistently miss your targets. That means he’s going to get shit on about your performance and then he’s going to shit on you. Shit rolls down hill. Hitting your targets is also the fastest way to get your boss to like you, see point number 1. When you hit your targets consistently you can take a shit on the sales floor if you want. A sales manager would hire Hitler if he could hit his targets every month.
The best way to hit your targets is to keep your head down and work hard. For the first few months don’t socialize too much at work and outwork every guy on the floor. Show them you have a strong middle-class work ethic, this is exactly what they’re looking for. Even if you miss your targets off the bat your work ethic will buy you a lot of breathing room.
3) Make The Guys Like You
If you’re a confident well dressed guy, other salesman will hate you for at least the first month. They will see you as competition and rightfully so, until they get to know and like you.
The guys will test you to see how weak you are, just like on the playground, most of your coworkers will be primitive retards so assert yourself early and often. With that said you should also be super friendly and nice to offset all the confidence you have, it’s really hard not to like a cool guy who is nice.
Sales culture is white, middle class and masculine. Guys who work in sales are culturally white, middle class and ex jocks. Many guys come from smaller cities or towns and move to the big city to find work in sales. So to get these guys to like you, present yourself as a culturally white, middle class, ex-jock. Even if you’re not white, show them you’re still part of their culture.
Pretend you like sports, the more you know the better. If you’re a follower of this blog you know I don’t waste time worshipping 20 year old employees who can put things in nets but the guys you’ll work with do. These guys talk sports non-stop and it’s important to pretend you know what’s going on, also your guy clients will usually want to talk sports. I used to watch highlights to get an idea what’s up. Middle class guys won’t trust you unless they think you like sports.
If it sounds like I’m telling you to live a lie, you’re right, from the suit on down, 50 hours a week you’re living a lie, in exchange you get resources.
4) Lie About Your Finances
If you don’t have money in the bank, it’s important to hide that from your boss and colleagues. If your boss knows you need money he can leverage that by leaning on you harder because he knows you can’t afford to quit.
If you’re fresh out of school, make it seem like you come from money and if you’ve had jobs before let people know you’ve saved a lot. Never ever talk about money problems or wish out loud for payday. Guys do this all the time and it makes them easy targets. If they find out you’re poor, that means they own you.
5) Don’t Buy Dreams
Your manager is your enemy, don’t believe a thing he tells you. He didn’t get to that spot by telling the truth, he got there by selling dreams and shanking salesmen in the back. He will sell you on all kinds of dreams for your future at the company, don’t believe a word, those talks are just designed to keep you running fast on the treadmill.
The new client incentives, the team meetings, the cash bonuses are there to squeeze more juice out of you. You’re only there out of necessity. You’re a human slave. If you could be replaced by a machine or a phone monkey in the Philippines you would be without a second’s hesitation. The dream is not yours because you have no equity, it’s the company owner’s dream.
6) Save Your Money
Save your money so you don’t have to live like a slave for the rest of your life. Unfortunately most salesmen blow their money on expensive toys and live paycheck to paycheck. Build a safety net for yourself that you can invest in your business and pay for your runway.
7) Learn How To Sell And Service Clients
Selling is the most marketable and important skill I have. From picking up women to writing a sales page there is no aspect of my life that my sales training hasn’t helped me with. Despite how much I hated being in sales it has been a massive advantage to me in my business and personal life. If you’re going to be stuck doing what you hate you might as well soak up as much knowledge as you can.
8) Use Phenibut
Taking Phenibut twice a week will make selling a lot easier and for a few minutes a day even enjoyable. Add a caffeine pill in the morning and you’ll be flying. Phenibut releases GABA which relaxes you and raises your mood making it easier to sell.
My sales figures would double on Phenibut. When you watch Wolf Of Wall Street you’ll see these guys taking Qualuudes to sell better. Qualuudes like Phenibut and alcohol are GABA agonists. But instead of coke and qualuudes use caffeine and phenibut and preserve your health.
9) Get Off The Phone
Get out of phone sales as quick as you can. You’ll always be capped earnings wise, always be monitored heavily and always have to be in the office. Get into outside sales early. You make more money, you get a car and you get to work from home. I knew a guy who made six figures a year and only booked two days of meetings a week. The rest of the week he spent smoking weed and playing Xbox.
10) Plan Your Exit
Let me paint the picture, you’re a 45 year old guy bouncing from job to job every 3 years and your coworkers and manager are 10 to 15 years younger than you. Every three years you start from scratch building a new book then get fired when you burn out. You also have a mortgage, a car and a family to pay for. Eventually you develop problems with alcohol, food, cigarettes or all three.
I worked with a guy in his sixties who ended up having a stroke from all the stress. He was an overweight alcoholic who talked constantly about the glory days of his youth. All his money went to his greedy wife and kids. When he recovered after a year in and out of the hospital he was brought back on board only to be demoted to cold caller. A position that usually goes to guys in their early twenties.
He couldn’t leave because he didn’t have any savings and eventually he was fired by a manager half his age because he wasn’t even competent to be a cold caller any more. Don’t let this happen to you.
If you want to see the reality of a guy getting old in sales, watch this scene of Jack Lemmon’s brilliant performance in Glengarry Glen Ross. The sadness and desperation is palpable.
Guys rarely last at companies for more than 5 years unless they move up into management. Every salesman wants to get off the floor but only a few move up. Even then you’re still a slave, you just graduated from the field to the house. Every salesman talks about starting his own business but most never do. Most guys get a family, a car and a mortgage and become slaves for life.
Outside of myself and my business partner no one I worked with started their own business. They all got hooked on the paycheck, on the toys. Don’t sell your life away for a big screen TV. Don’t still be in sales by your 30’s. Plan your exit, know how much you need, get your business running and set a hard timeline for getting out.
11) Get Fired
Once you’ve got your exit planned out, you’ve got your cash and you’ve got your exit date, get yourself fired. Quitting is dumb when you can get fired. Not only do you get packaged out but you get months of employment insurance to help finance your business. Not that the government needs to know.
Getting fired in sales is easy. Just start missing your targets leading up to your exit date. An easy way to do that is to work on your side business at your job. I spent at least two hours a day on RLD at my last job.
With that said if you work for a good guy who has treated you well then you have to do the right thing and quit with two weeks notice. But chances are that’s not going to be the case.
Your employer and your government are your slavemasters, you should feel no shame about taking whatever you can from them. Get your freedom by any means necessary even if you have to kick, claw and scratch your way out. Get skills, get money and get out.
Stay tuned for part 3 on how to sell.
The post The Definitive Guide To Sales Part 2: Life As A Salesman appeared first on Revolutionary Lifestyle Design.