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There are studies showing that the sales role is one of the best-paid and rewarded in the corporate world, and the modern image of the salesperson is of someone who is extremely trustworthy, knowledgeable and skilled, therefore it is no surprise that often he or she becomes part of the Board or even makes it to CEO.

Commerce and the exchange of goods and services have been the basis of mankind’s evolution, and keep growing exponentially. Each day there are new items available and we keep creating more needs. The sales role is crucial to keep the machine running and the recent growth of technology in the sales process will not reverse that but leverage it to a different level and demand of skill sets.

Despite all that evidence, there’s a general feeling that sales is a very complex activity. That it requires the use of tricks and persuasion techniques perceived as negative and creates some kind of doubtful look on those on the outside. A sort of doubt between admiration and suspicion.

Sales isn’t about tricks and isn’t for sure about a magic formula that you can use to close deals and beat targets. If you want to become a professional in sales and make it your career and passion, be aware that there are no shortcuts. There are no “step by step” guides. It will be a journey – a step by step journey, as every situation, every customer, every deal, will have its own specifics.

Things to have in mind embracing a sales career: The B2B sales world

You will fail. Be ready for that. Be attentive and watchful. Debrief and understand what you can do better in the next round.

Sales isn’t about tricks and exploring weaknesses in people but in building trust and long-term relationships, seizing opportunities, and coming across as a trustworthy expert in your field.

Don’t fall into the trap that you need to use jargon, clutter and sound pompous. Avoid complexity.

Don’t assume big numbers mean more complex negotiations or important sales skills. It’s not about the numbers themselves, but in how relevant the items become to your customers.

Empathy is key: Aim at the heart, not the head.

Sales and purchasing are key departments in any company.

Sales is not about having a textbook, even one like this. You can’t become “certified” as a sales professional (well, there might be some certifications but that doesn’t guarantee your ability and success).

Nothing is for granted. Even long-lasting customer relationships. Don’t ever sit back and relax. Competition is watching you – one false step and your loyal customer goes away and it’s not his fault. It’s your fault, for being distracted and taking things for granted.

This is an excerpt of my book “sales is my passion”, available here: http://amzn.to/2DY7nVy