3 Ways to Get Your Sales Career Up and Running

Whether you have begun a career in sales or you wish to re-ignite the fire, there are fundamentals that must be followed and mastered to truly optimize your selling career. The allure of sales is relationships and money with little schooling required; anybody can be a salesperson. It takes drive and consistency and evolution to be a salesperson.

When you first begin in sales, you’re a blank canvas; it’s an exciting but scary time. Quell any thoughts of doubt in your head and soak up everything around you like a sponge. There are three major facets of “hitting the ground running” as it were, and these are powerful pieces you will want to revisit.

1.) Learn everything you can about the product, the competition, the competitive landscape and the different variables that give you an advantage. Knowledge is power. Knowing how and when to use it makes you powerful. Certainly, you will not want to spend your entire sales call or pitch just spouting off facts and figures, but you will use this knowledge to forge your personalized recommendation and utilize your understanding of these variables when overcoming objections. It helps to know enough about your product to be able to address customer concerns and show them specifically why what you offer is better than their current solution in that regard (or lack thereof). Sales is nothing more or less than persuasively showing the reasons for change. The better you are at showing these reasons and backing them up, the more successful seller you’ll be. The more you know about what you’re talking about, the more credible you’ll be. You’ll command respect, and people are more likely to buy from those they respect.

2.) Find out what the successful people in your field, industry, department and office are doing, take pieces of these and mold them into your own process. You’re rarely inventing any wheels; even in a brand new project, people will quickly strike oil and you can assimilate their tactics. Ask to spend time with those who are succeeding. Take bits and pieces of what they do to proficiently prospect and pitch and use their best practices as you construct your own process. There are two very important principles in selling: constructing and evolving your process and…

3.) Find results and consistency through perfecting process and evolution of approach. Study the game you’re in. Things are going to change – sometimes rapidly – so you will need to adapt your strategy based on these changes. Sometimes your commission structure will change on a monthly basis. Economical factors may alter your customers’ predicament. What won’t change is that you are paid to deliver results and be an ambassador of your business. You will add and subtract components of your sales pitch and you may find new questions that get better answers: be open-minded to taking on these new parts to your arsenal.

You will likely come out of the gates swinging and optimistic, and either have some quick success or take longer to garner results. Either way, it’s a marathon, not a sprint; pace yourself. Don’t be deluded by early wins or discouraged by defeats. Process and probability govern the sales game and you want to find the activities which give you the best chance at converting sales, what best benefits the company and what gets you paid. All of it will change over time.

To vault your sales career with the most success – or even just to recalibrate – visit and revisit these three keys while you plan your go-to-market strategy and put together the process that gives you the best chance to win!


Carson V. Heady has written a book entitled “Birth of a Salesman” and sequels “The Salesman Against the World” and “A Salesman Forever” which take the unique approach of serving as sales/leadership books inside of novels showing proven sales principles designed to birth you into the top producer you were born to be. If you would like to strengthen your sales skills, go to http://www.amazon.com/dp/B00ICRVMI2/ref=cm_sw_r_tw_dp_yGXKtb0G

Heady posts for “Consult Carson” serving as the “Dear Abby” of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving.

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://www.facebook.com/pages/Carson-V-Heady/125078150858064?ref=hl , Twitter via @cvheady007 or e-mail at cvheady007@yahoo.com or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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