Working in sales is not for the fainthearted, anyone who's done it will know what I'm talking about, and not just because of the pressure to sell.
I fell into sales when I was an account exec at an event agency, a lot of my friends from uni went client side. I got a buzz out of setting up meetings with them and my agency. My MD at the time moved me to sales and that was it from there on in.
I must have been alright at it because I went from a graduate sales exec to head of a department in 4 years. A lot of it came naturally to me, I loved meeting new people, the thrill of the cold call, and closing deals. It's funny because my entire school life I was constantly being told to 'stop talking Jamie!' by teachers, and now I was getting paid for it. Result!
However, being in sales comes with its downsides, especially for those like me with RSD a symptom I feel strongly from ADHD.
Rejection Sensitive Dysphoria is often described as an intense emotional response to perceived or real criticism, rejection, or failure, it is common for those with ADHD to have this symptom. I certainly do, it makes regulating emotions extremely difficult not helped by the fact they are normally internally suppressed.
ADHD is a minefield with work, let's take sales, you can light up a room with enthusiasm, talk for hours with no issues at all, go to 100s of stands at trade shows, always remember little things your prospects told you, seem you're perfect for the role, then RSD strikes.
The prospect hated your pitch, they didn't email you back because of you alone, if only you had done this one thing you would have closed it, basically a constant beat down of yourself.
But a lot of this anxiety is caused by poor practice by those on the other side. We recently ran a poll on 'red flags in dating' and one of the most common was ' if they are rude to waiters' Well maybe this is the corporate version of that.
Below are some simple tips on how to treat the next salesperson you engage with. Trust me, following these guidelines will make the world of a difference and who knows you may even get a better rate ;)
1 - NEVER email ghost, this is the worst, if you don't want a product or service let that person know in a reasonable timeframe. Most sales teams have tracking on emails they will be staring at software looking for open rates, clicks etc this can send you spiralling into anxiety.
2 - Give feedback, if rejecting an offer. Was it price, was it experience whatever it was let that person know so they can improve or have something to go back to their seniors.
3 - Do not time-waste! Be honest with yourself are you really in the market for this, do you have the budget to sign off on an investment or product buy? If you don't then make that abundantly clear from the start, there's no harm in that and the salesperson will know where they stand. Sales work on forecasts, these are critical to running a business large or small pretending you are wanting something now could have large repercussions for the person on the other end of the phone.
4 - Respect people's time. If you are asking for a bespoke presentation or additional work from someone, be respectful of that. I can't tell you how many times I've worked on bespoke decks to not even get a reply from a prospect this happened only 2 months ago when I was on 'holiday'...
These are all simple and courteous things anyone can do with little to no effort. The reason I am banging this drum is I have seen my entire working life the bashing of salespeople. If anyone has seen THAT job advert from 2 weeks ago, you will know what I'm talking about #weactaullyhatesalespeople.
If you don't work in sales you might never know how it feels to work 24/7 building lists, doing research, 100s of calls 99% of them are no's, making decks with no replies and generally being looked down on by everyone even sadly some of your colleagues. It's emotional.
But hear this, it takes a real type of character to work in sales, it's an emotional headf*ck daily, highs, lows, barren summer months, endless smiles and enthusiasm. So hats off to you, this market is tough. But with everyone freaking out about AI I'd be comforted by the fact no one wants to go have lunch with a robot...
So let's all try to just be a bit kinder to those that sell, every single private company has to sell, and if they don't there’s no work, which means, well you can work that out...
And to the salespeople reading this. You are champions don't forget it. Now pick up the phone and start dialling ;)
Jamie x