Great Salespeople Are Made, Not Born. But It Does Help to Start Early.

Q: Are great salespeople born or made?

I think they are made in SaaS — but made early.

By that, I mean the best SaaS professionals and managers I know have a variety of approaches and temperaments. Some have a very intellectual approach to sales. Some shoot a lot from the hip. Some are aggressive, others are determined (similar, but different).

But all the best ones I know started early. Often, their first job or close to it. As an SDR. As a recruiter. Maybe even outside of technology. But they started there, learning, improving, and growing.

What I do worry about is someone that later in their career that wants to get into sales because they think it pays better, or is more glamorous. I don’t see that work out that often.

Getting 50 Nos before a Yes is tough. Probably best to learn early if that’s you.

Published on April 1, 2020

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