With sales driving corporate profits, new sales hires are some of the most highly compensated professionals among recent college graduates. According to the Wall Street Journal, the demand for sales professionals is on the rise. As companies set aggressive goals for 2004, more salespeople are being recruited into positions at all levels.

Sales can be both a professionally rewarding and personally satisfying career choice. Today’s sales professionals are a remarkably diverse group of people who share a number of personal traits. The most successful have a strong belief in their company or product and a commitment to the needs of their customers. 

One of the best things you can do for your future is to look at the nature of the career you are considering and see if it matches your personality and work style. For example, do you have a desire for independence? Then you probably would feel stifled in a position that had strict supervision.  So, what about sales? Are the characteristics ones that meet your personal and professional needs? 

Common Characteristics of a Sales Position

Independence. Many salespeople set their own schedules and work away from a central office. While solid training, management, and ongoing professional development are characteristics of any reputable sales organization, people who are accustomed to close supervision and direction may need to adjust to the lack of structure in a sales position. 

Job Security. Since sales representatives generate revenue, their positions can be more secure than others within an organization. Salespeople also develop skills that can be widely transferable, even across industries, which enhances mobility.

Advancement. One of the most attractive aspects of a sales career is the path it provides into management. A number of recent studies indicate that a large proportion of top managers and corporate CEOs came up through the sales ranks.

Tangible Outcomes. A sales career provides immediate and tangible rewards by which a salesperson can measure progress. In addition, most successful sales organizations do a good job of recognizing the efforts of their sales force through exciting perks and benefits including bonuses, travel, and gifts.

Variety. The day-to-day life of a salesperson is rarely routine. Customers, products and services can change and that demands creativity in one’s approach to the job.

Most successful salespeople combine selling skills with a solid understanding of and interest in the product or service they represent. Suppose you love camping and hiking--you might consider selling a line of outdoor equipment. Or, if you studied chemistry, maybe you’d do well at pharmaceutical sales. If you believe in a product’s value, and are convinced of the customer’s need for it, your attitude will help you make the sale.

• What makes a successful salesperson? 
•  Self-motivated
   Goal oriented
   High self-esteem
   Product knowledge and conviction
   Competitive spirit
   Good communicator
   Genuine interest in others
   Positive outlook
   Desire for tangible rewards

What do corporate recruiters look for?

According to the National Society of Sales Training Executives, the following characteristics are considered critical to success in a sales career:

Motivation
Initiative
Job Interest
Adaptability
Intelligence
Integrity
Communication Skills
Interpersonal Skills
Planning & Organization
Flexibility

Do you have these qualities? Do you know what your strengths are and can you back them up with concrete examples? Can you look at the list and relate experiences that show you have what it takes? If you are weak in some areas, don’t worry; nobody meets all the requirements of a job. Your ability to talk with confidence and credibility about your skills and background will be the most important thing.

Compensation
Compensation packages for sales representatives vary widely across industries. Because there are so many combinations that comprise compensation packages in the sales profession, you’ll want to get out your calculator to analyze competing offers. The most common misconception among new sales hires is that the package with the highest base is the best offer. Seasoned salespeople, however, know that the real money is to be made on commissions and bonuses. Here are some important terms:

Base.  Base pay represents the minimum income you could receive. The base is determined by the sales level that an average representative achieves annually in that business. If your sales don’t reach that magic number (and you should ask what it is) you won’t be earning your keep. If you exceed that number, you may start earning commission and bonuses (see below).

Commission.  Commission is what motivates most salespeople. It is the percentage you earn of each sale you make and varies depending on the product you sell, the company you work for, and the industry you work in. Commission percentages may remain stable or vary with sales level achieved.

Draw.  A draw is a portion of pay that may be offered to salespeople to cover immediate expenses. The amount is based on a specific sales target. At some companies it must be paid back, or will be withheld from future income if sales goals are not met.

Bonus.  A bonus is additional pay that is awarded on top of base and/or commission when a specific sales target is exceeded.

Allowance.  Some companies provide a travel allowance to cover basic expenses. Other companies may provide reimbursement for mileage and other expenses.

Benefits.  Typical benefits include paid vacation, health insurance contribution, and paid sick leave.  Some companies also provide 401K (retirement) options, profit-sharing, a corporate car (or car allowance), tuition reimbursement for continuing education, and more.  Benefits can represent a significant part of a compensation package, and should be included when balancing competing job offers. If benefits have not been clearly outlined, ask for details before accepting an offer.

Perks.  Virtually all sales organizations offer perks to their sales force.  These may range from discounts on company products to corporate trips in exotic locations.  Generally the perks you receive will grow in number and significance based on your personal sales performance.

Independent Contractor.  Sales representatives who work as independent contractors are not employees of a company. They may represent products from several companies. These positions are known for both flexibility and autonomy. Independent contractors do not receive employee benefits, and they handle their own tax payments (taxes are not withheld automatically from earnings). The perks in these positions can be significant.

Remember that career exploration is all about making a good match.  Knowing who you are and what you want will get you off on the right track.