The Dark Side of Sales and How to Overcome It

Are you considering a career in sales? It's good to do your research and know the pros and cons. But after being in sales for over 10 years, I fail to see anyone pointing out the true Dark Side of Sales.

Are you considering a career in sales? It’s good to do your research and know the pros and cons. But after being in sales for over 10 years, I fail to see anyone pointing out the true Dark Side of Sales.

The “dark side” of sales typically refers to the negative aspects of the profession that aren’t as glamorous as closing deals and earning big commissions.

Here are some key elements:

the Dark Side of Sales - challenges and pitfalls of a sales career

High pressure and stress

  • High pressure and stress: Sales can be a high-stakes environment with constant pressure to meet targets and quotas. This can lead to stress, anxiety, and even burnout.

    What I’ve Seen: I’ve started at small companies before and the stress is definitely high to get quick results. Going for big deals that take several months to close can create high pressure. But be cognizant that sales people can’t fix a bad product market fit. A lot of times there’s just poor leadership and low lead counts so you have to pick up the phones and take action. The inaction is also adding stress to your life if you have never been an SDR before.

    How to Handle It: Exercise and Prayer has always worked for me. Get outside and go for a 30 minute walk at least twice/day when you’re under heavy stress. I also pray with my spouse and family. I pray with coworkers too that are open to that as well. Ultimately, businesses put a mix of people together that don’t all believe the same thing. Some people don’t believe in God at all and they attack people who do believe in God. And when in doubt, just take action and pick up the phone to fill your sales pipeline.

Cutthroat competition: 

  • Cutthroat competition: Sales can be very competitive, both within a company and against external competitors. This can create a dog-eat-dog atmosphere where some people resort to unethical tactics to get ahead.

    What I’ve seen: Bullying, harassment, sexual harassment, lying, stealing, cheating, sleeping with the boss because you can’t beat the best sales person, or leaders sleeping with subordinates, etc.

    How to handle it: Some of the issues can initiate from the company hiring the wrong mix of people. You’ve probably seen the video of Steve Jobs talking about A, B, & C players. Here’s a link to it here: Building a Team of A Players – Steve Jobs. Help leadership understand this sales culture dynamic and guide them to get rid of C players fast! If you’re a sales leader and need help discerning a C player from a B player, reach out to me now and book some time here: Book Me Now

Rejection: 

  • Rejection: Sales involves a lot of rejection, as not every prospect will become a customer. This can be demoralizing and discouraging, especially for those new to the field.

    What I’ve seen: A lot of new people fail to launch or give up too soon because they don’t have their mind right to make 150-750 calls/day. And they don’t last in sales that long either if they can’t hit quotas or metrics.

    How to handle it: So how can we overcome rejection? There’s a lot of popular ways to get your mind right for the rejection. I am a firm believer in the mental game of sales. So I personally visualized the Staples Easy Button being in my brain and I just hit that mental reset button after each rejection call. I was able to use that to achieve record breaking cold call activity for not one but 3 orgs.

Unpredictable income:

  • Unpredictable income: In many sales roles, income is largely based on commission. This can lead to fluctuating paychecks and financial instability.

    What I’ve seen: There are many companies that are dealing with cash flow issues. You can spot them by their comp plans. They usually have clawbacks in them. A healthy company knows that the sales people don’t have the ability to deal with clawbacks and just eat the cost if a customer has to cancel. I mean if the product is broken, and the sales person did their job, why shouldn’t they earn their commission?

    How to handle it: Do a good job of asking financial health questions on the org you are looking to join. Talk to sales reps about the comp plan and their satisfaction. And get the sales skills you need to stay sharp and improve your consistency to close and earn commissions.

Ethical dilemmas: 

  • Ethical dilemmas: Salespeople may face ethical dilemmas, such as pressure to sell products or services that aren’t the best fit for the customer, or to use manipulative tactics to close a deal.

    What I’ve seen: I fortunately have generally done my research on the orgs I am looking to sell for. I have done a reasonable job of working at places where the product works. But not all new sales people know how to do that. And this is a huge dark side of sales for the companies that are still building their product and hiring sales people too early.

    How to handle it: You can always dig into what your customer is looking for in a product and ask them how many times do they have come across the perfect product when purchasing? Or reminding them of something they purchased recently like a car or home then asking them what is wrong with it once they have had it for a while. And then share your pros and cons of your software compared to the market. But for situations where your leadership is having you be quiet about a certain subject or to intentionally hide it, ultimately you need to share that you can’t sleep at night if you do that. It’s better to get customers that know what they are up against than to lie and manipulate people.

Burnout: 

  • Burnout: The constant pressure to perform, long hours, and emotional toll of rejection can lead to burnout, which is characterized by exhaustion, cynicism, and a sense of detachment.

    What I’ve seen: In the federal market, it takes years to build a sales pipeline compared to commercial which takes just a few weeks. But burnout occurs in both places due largely to a huge lack of sales cultures embracing sales coaching and upskilling. Too many companies just hire people and yell at them to get a job done until they do burn out because they don’t have the keys to succeed.

    How to Handle It: Take a Vacation! There’s no two ways about it. Take a whole week off and go to your favorite spot. What is that for you? The beach? The mountains? Do that and recenter yourself.

It’s important to note that not all sales experiences are negative. Many salespeople find the work to be rewarding and fulfilling. However, it’s crucial to be aware of the potential downsides before entering the field.

If you’re considering a career in sales, it’s important to find a company with a positive culture and ethical practices. It’s also crucial to develop strong coping mechanisms for dealing with stress and rejection. Want to chat? Just book my calendar now!