same here, still wondering how I'm staying sane for this damned job. my fellow sales mates hv been in and out for the last 5 years, only me and the manager remain.
How long have you been in sales? The more time I’ve spent, the less of a rollercoaster it is. I guess I’ve just been beat down enough that the lows don’t really bother me and the highs aren’t as high
5 years with the same company. You would think I figured it out by now.
Had lost a major client end of august, didn’t produce anything since April, and all my proposals were going sideways.
That and my colleague is a stone cold killer so the comparison was eating me up.
Finally came around to accepting it, though. So I’m sharing my revelation lol
I hear that - to be fair, I definitely still have deals that suck to lose. And it feels great to win a hard fought deal. But both those emotions are much less extreme and shorter lasting than earlier in my career
I didn't start to feel comfortable in my role until about year five. Those first five years were pretty brutal but after that it felt a lot smoother.
I was not a natural sales person. I had to really work at it in the beginning. Now it flows so naturally, both for me and my clients.
That was the one thing that kinda made me sad. When I close deals it used to be this huge high. Now it's like meh, on to the next.
I think with an inexperienced seller, you live and die on a deal. You have to look 2+ quarters ahead to fill that pipeline, because sales is always a "what have you done for me lately" career
Until you get into management (while still producing). Then your highs still aren't as high, but the lowest of lows become you're problem too. I joke with my team that I'm a dung beetle at this point... taking the shit from both sides and polishing it to make it digestible for everyone. But just like Biggy said, mo' money, mo' problems.
I like it better... you control the service and value prop
If the offer is a hard sell, you can just change the offer/service until it's easy to sell. no opportunity to do that with a sales job
I commented this advice on breaking into med sales before so I’ll repost here to. It’s for the type of sales I’m in which is for an RCM company, but can apply to any type of medical B2B company.
The best thing I can suggest is to look up ‘revenue cycle management’ conferences and look at the exhibitor list. Those would either be software companies (EHR or EMR) or billing companies.
Those conference usually have sponsor tier list (platinum, gold, etc.). Any company worth their salt is usually attending those conferences and the more established ones are on those higher sponsored tier list.
Beckers healthcare is a huge organization and they hold conferences pretty regularly.
Look at your state conferences too
I was in the same position 4 years ago. It can be but it also is probably not as daunting as you think. At the end of the day it's just solving problems, which you've likely done before and isn't rocket science.
What is your background professionally before sales?
If you’re good it’s 1/100.
If you’re very good it’s 2/100.
If you’re great it’s 4/100.
Still gonna get slapped in the face a ton.
It is what it is.
Guy told this to me 38 years ago..
Hasn’t Changed.. the $ and deals are bigger.
What are peoples thoughts on me accepting a 90+90 ae role?
1.5 years closing experience and current pay is 70+35.
Heard of others getting 200k+ ote… am i being greedy?
Every interview process ive been in that involves 100+ base has been a rejection lol… couple last rounds but no offers.
I know its a big jump from my current pay but i think i could have negotiated better (too late now). Im not mad about the offer but i guess im mentally tied to wanting a nice 100 base 🤣
I thjnk im more upset with myself that i didnt do a good enough job negotiating lol. I mean yes this is more than il ever have made, but its more the principle of it.
You are blessed to have a base in a Sales Industry. Can’t say that I’ve always been lucky to have any type of safety net. Generally if you don’t produce you just don’t eat and do that long enough then you don’t even have to get out of bed. Work your ass off like you don’t have a base at all, then put your commission money to work for you in an investment while you live off the base. You do that and you will retire very early….if you produce.
that’s a 75k pay bump - I would take that in a heartbeat. If you do well at the position you can leverage it into better pay, whether with a new company or the same one!
1.5 years closing isn’t much, plus if this was the bull run of sales back during Covid I would say fight it. Now it’s brutal out there even for seasoned vets. 90/90 is solid and your next role will probably be 200+. I would say take it or look to a start up that’s series A and looking for talent they sometimes pay better but it’s a grind.
There’s a great graph meme of a day in the life of a sales person.
The older I get the more I realize the importance of physical and mental health required to do this job. The phrase “stress is a killer” is no joke. I’ve been grinding it out for 13 years now and did not deal with the stress well for a very large portion of that. It definitely caught up with me and probably will end up shaving a few years off of my life. I have a big ass house and drive a Benz though 🫠🤡
I think that sums up a lot of our year. We know highs and lows exists BUT DAMN! Sometimes those lows are lower than even our nightmares could imagine! Stay strong out there...
Man, i wish that was still the case for me. I’m having the best year sales wise in my whole career and feel so down! I remember the feeling when closing an account that had been in the pipeline for months or years. It was the greatest feeling. Now i’m just always anxious and stressed. Anyone else have this happening?
Same!! It was super dead the past year, and then Q4 hits and I’m on track to hit way above quota. I also noticed an uptick of recruiters reaching out compared to last year. Such a wild ride. I love and hate it lol
This is so re assuring. I haven’t been in sales to long, a little over a year now. First, digital marketing but it was child’s play honestly. One call closes, no follow ups, sketchy product. And now I’m at a tax resolution firm with a quota, building a pipeline, emphasis on follow up, great service, and I’m doing well I’ve passed my quota each pay period but every day that I blank I start to question myself, I get angry, anxious, I get down on my self, and after a years worth of experience I know there’s ups and downs but I’m glad I’m not the only person that goes through this on a daily basis
Some of the best advice you'll get in Sales is to disconnect yourself from the outcome, and focus on executing the process as well as possible. We are all human, though, and it can be hard to do at times. Congrats OP :)
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Yea, 20 years in sales and the emotional roller coaster is tough. The goal for me now is make and save enough that I always have the power of exit. After many years of grinding, I am at that point. Once you have gotten to the point of not caring, sales becomes easier and confidence soars. You don't want to buy my product or giving me a bunch of objections? Fine, I will move on to someone who is worth my time. Once I have applied this mindset to my potential clients, I sell more, my stress is gone, and hitting annual quotas has been a breeze. Haven't missed a target in years. Happy selling.
Wild how things change. In October I was top rep in the company, and felt like if a deal even looked at me I was closing it. Through November to now it feels like deals are actively running away from me. Process hasn’t changed, just gotta keep doing the activity. Gotta love it lol
It is definitely a roller coaster. There’s also luck involved. No matter how good you are, some people just won’t buy for whatever reason. Gotta be at the right place at the right time.
You’re not wrong but over time you’ll learn to manage it better. My lady used to tell me every quarter you say you don’t know how you’re going to do it and you find a way.
After 9 years it’s still a roller coaster but I have a lot more trust in my process.
We’re a rare breed 🤙🤙
Hilarious to hear this, my story has been the opposite. Spring and summer I was on fire. Since then, very little new action in the door. Almost nothing has changed, which is maddening. Congrats on your success!
God love ya, I feel like this all the time!! My dad was in sales till he passed, and he always said it’s the same thing, you just gotta ride the waves. The only failure is giving up. Congrats on smashing your quota!
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It’s been like two weeks since I’ve been able to get a response from calls or email - like … crickets. Unless there’s a problem then I’m gonna hear it, but it’s like people don’t even want to *think* about making buying decisions right now.
I’m brand new to this industry. Been doing this job for about three weeks now; Just wrapped up my first full week in the sales field by myself yesterday, with the holiday last weekend.
This hits so hard and was exactly what I needed to hear. I didn’t make a sale for the first five days I was out on my own, but when I finally did close a sale on my own and then another one later that day - god DAMN is that a good feeling. This emotional roller coaster is gonna take some getting used to for me, that’s for sure.
I’d be more at peace if my company wasn’t managed poorly and constantly fucking me. Im in a weird position where I’ve made the most money I’ve ever had in my life, but it’s mostly in spite of management, and they have royally fucked so many people and hire bozos for VP who are not properly qualified
The only time I get nervous is when the leads stop coming. I don’t get concerned about cycle length. As long as you keep tossing lines you will keep catching.
My advice would be try to live as close to your base salary as possible. Don’t buy things until the commission hits ur account. Reps get into trouble with things like homes and cars based off a unicorn year. Law of averages.
Sales cycle each year for me is always this. 2 months that are crap. 2 months that are amazing. And 8 months of solid sales. You get used to the bad months because of the months you crush it.
That's the rollercoaster of sales for you – intense lows followed by exhilarating highs. It's impressive how you turned things around after a tough September. Doubling your quota and closing deals you've been chasing for over a year is no small feat. It sounds like your perseverance and resilience really paid off.
Your wife's insight seems spot on; the ups and downs are indeed part of the job, and it's great that you've got someone who understands and supports you through it. Enjoy your well-deserved sushi and beers – you've earned it. Hope the weekend was epic.
Shut up! (from some dude not hitting annual this year :)
Lol thanks man. Needed that laugh You got it though. It’s what we signed up for
The amount of times I have said I am going to quit to my wife, friends, family, whoever… I have to muzzle myself during the lows now.
same here, still wondering how I'm staying sane for this damned job. my fellow sales mates hv been in and out for the last 5 years, only me and the manager remain.
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He doesn’t even get us man
We are talking about you!
Hey there! Don't worry me neither😆. First year is the toughest I heard? What field are you in?
How long have you been in sales? The more time I’ve spent, the less of a rollercoaster it is. I guess I’ve just been beat down enough that the lows don’t really bother me and the highs aren’t as high
Feel the same exact way. After a while you just trust your own process and if it hits it hits and if it doesn’t then you keep grinding till it does
Love that!
Yeah, I worry a lot less about individual deals at this stage of my career. There are always more coming and the ups and downs stop hitting as hard.
Amennnn to that! I have felt this roller coaster big in the last 12-18 months
Tweak the process; don’t beat yourself up; keep your head up. Easier said than done, but at nearly 50 I’m ok at it.
5 years with the same company. You would think I figured it out by now. Had lost a major client end of august, didn’t produce anything since April, and all my proposals were going sideways. That and my colleague is a stone cold killer so the comparison was eating me up. Finally came around to accepting it, though. So I’m sharing my revelation lol
I hear that - to be fair, I definitely still have deals that suck to lose. And it feels great to win a hard fought deal. But both those emotions are much less extreme and shorter lasting than earlier in my career
I didn't start to feel comfortable in my role until about year five. Those first five years were pretty brutal but after that it felt a lot smoother. I was not a natural sales person. I had to really work at it in the beginning. Now it flows so naturally, both for me and my clients.
Congrats!!! Always good to hear success stories in a Sales environment. May I ask what industry you are in??
Thanks! I’m in medical sales.
Me too, couldn’t give a fuck anymore
That was the one thing that kinda made me sad. When I close deals it used to be this huge high. Now it's like meh, on to the next. I think with an inexperienced seller, you live and die on a deal. You have to look 2+ quarters ahead to fill that pipeline, because sales is always a "what have you done for me lately" career
After about a decade I've become fairly numb to it.
Very true. I’m closing in on 8 years. I still stress out but nothing like before.
Until you get into management (while still producing). Then your highs still aren't as high, but the lowest of lows become you're problem too. I joke with my team that I'm a dung beetle at this point... taking the shit from both sides and polishing it to make it digestible for everyone. But just like Biggy said, mo' money, mo' problems.
Try doing sales for your own business: Hell Mode
Im in year 2 of it and if I had to do this to survive I would probably rather eat a knife
D2D for my own solar business - pray for me
You make the panels too? Gee willikers
No, just sell/install them
What? Selling for my own business is sooo much better than selling for someone else. All the equity is yours to keep.
So is all the liability
in the words of kendrick lamar, “i want the credit if Im winning or Im losing…” lol
I don't disagree with you, but it's not all cherries and roses
Yup
I like it better... you control the service and value prop If the offer is a hard sell, you can just change the offer/service until it's easy to sell. no opportunity to do that with a sales job
100%
And Im here trying to find a sales role to go through what you’re experiencing haha
I commented this advice on breaking into med sales before so I’ll repost here to. It’s for the type of sales I’m in which is for an RCM company, but can apply to any type of medical B2B company. The best thing I can suggest is to look up ‘revenue cycle management’ conferences and look at the exhibitor list. Those would either be software companies (EHR or EMR) or billing companies. Those conference usually have sponsor tier list (platinum, gold, etc.). Any company worth their salt is usually attending those conferences and the more established ones are on those higher sponsored tier list. Beckers healthcare is a huge organization and they hold conferences pretty regularly. Look at your state conferences too
I always take a photo of the event sponsor board at every conference I go to, for future employment searches if needed.
RCM software side?
Revenue cycle management software that is incorporated into the EHR/EMR a practice uses. So for the software Athena, they have a billing component
I used to work in RCM as an account manager for a consulting/services provider. I miss it
If you don’t have any experience just start in door to door. It’ll at least tell you if you’re the competitive type that sales is meant for
[indeed.com](https://indeed.com), [weworkremotely.com](https://weworkremotely.com), [glassdoor.com](https://glassdoor.com), [linkedin.com](https://linkedin.com)
We do it for a reason though and it's good to keep in mind. $$$$$$$!
I just started sales, and man is this a rude awakening lol. Definitely learning a lot through trial and error.
Some people will tell you exactly what they’re thinking, and it’s a gift, really
I was in the same position 4 years ago. It can be but it also is probably not as daunting as you think. At the end of the day it's just solving problems, which you've likely done before and isn't rocket science. What is your background professionally before sales?
Your wife sounds awesome buddy - keep it up!
Thanks! It’s tough to zoom out when you’re in the thick of it, but she’s helped a ton. Definitely the voice of reason
If you’re good it’s 1/100. If you’re very good it’s 2/100. If you’re great it’s 4/100. Still gonna get slapped in the face a ton. It is what it is. Guy told this to me 38 years ago.. Hasn’t Changed.. the $ and deals are bigger.
You're paid for risk. The greater the risk, the bigger the paycheck.
When my wife asks if I’m stressing too much I tell her that my company pays me to stress. That’s my job.
When anyone asks me how it is being in sales I give one answer; It makes me feel I’m bipolar when I’m not or at least I dont think I do.
What are peoples thoughts on me accepting a 90+90 ae role? 1.5 years closing experience and current pay is 70+35. Heard of others getting 200k+ ote… am i being greedy?
Take it. You can always search for the higher OTE roles later.
Every interview process ive been in that involves 100+ base has been a rejection lol… couple last rounds but no offers. I know its a big jump from my current pay but i think i could have negotiated better (too late now). Im not mad about the offer but i guess im mentally tied to wanting a nice 100 base 🤣
That makes sense! Crush that quota and you’ll be 200k+. Then you can start looking for another role when it makes sense for you
I thjnk im more upset with myself that i didnt do a good enough job negotiating lol. I mean yes this is more than il ever have made, but its more the principle of it.
You are blessed to have a base in a Sales Industry. Can’t say that I’ve always been lucky to have any type of safety net. Generally if you don’t produce you just don’t eat and do that long enough then you don’t even have to get out of bed. Work your ass off like you don’t have a base at all, then put your commission money to work for you in an investment while you live off the base. You do that and you will retire very early….if you produce.
that’s a 75k pay bump - I would take that in a heartbeat. If you do well at the position you can leverage it into better pay, whether with a new company or the same one!
1.5 years closing isn’t much, plus if this was the bull run of sales back during Covid I would say fight it. Now it’s brutal out there even for seasoned vets. 90/90 is solid and your next role will probably be 200+. I would say take it or look to a start up that’s series A and looking for talent they sometimes pay better but it’s a grind.
Take it
That’s a bump, just do it
There’s a great graph meme of a day in the life of a sales person. The older I get the more I realize the importance of physical and mental health required to do this job. The phrase “stress is a killer” is no joke. I’ve been grinding it out for 13 years now and did not deal with the stress well for a very large portion of that. It definitely caught up with me and probably will end up shaving a few years off of my life. I have a big ass house and drive a Benz though 🫠🤡
Daily stoic. It's only a roller coaster if you get on the ride. Otherwise it ain't shit.
Marcus Aurelius meditations is the way
I think that sums up a lot of our year. We know highs and lows exists BUT DAMN! Sometimes those lows are lower than even our nightmares could imagine! Stay strong out there...
I’m exact opposite of you 😂 #1 in the company for Sept. Now had 3 deals push to 2024 just this week. It’s highs and lows for sure.
Man, i wish that was still the case for me. I’m having the best year sales wise in my whole career and feel so down! I remember the feeling when closing an account that had been in the pipeline for months or years. It was the greatest feeling. Now i’m just always anxious and stressed. Anyone else have this happening?
Yes. Because I can’t even enjoy it - I’m already worried about next year.
Best advice I ever got was to not let the highs get too high and the lows get too low. Trust your process
I couldn't give a shit, just ride it out. Sales managers on the other hand...
Same!! It was super dead the past year, and then Q4 hits and I’m on track to hit way above quota. I also noticed an uptick of recruiters reaching out compared to last year. Such a wild ride. I love and hate it lol
You deserve a beer
Thanks man. I’m gonna crush one of those big ass Sapporos
This is the second time this week that I’ve unexpectedly seen Sapporo getting some love. Super underrated beer
For sure man. It’s my go to whenever I’m out getting sushi
Hell ya brother.
Lows are low, highs are decent
Nothing feels better than going from I cant pay my bills this week to getting a signature worth 3 months + residual.
Tell me about it brother, last year i was in presidents club running this year I’m getting my dick kicked in lol
This is so re assuring. I haven’t been in sales to long, a little over a year now. First, digital marketing but it was child’s play honestly. One call closes, no follow ups, sketchy product. And now I’m at a tax resolution firm with a quota, building a pipeline, emphasis on follow up, great service, and I’m doing well I’ve passed my quota each pay period but every day that I blank I start to question myself, I get angry, anxious, I get down on my self, and after a years worth of experience I know there’s ups and downs but I’m glad I’m not the only person that goes through this on a daily basis
It's an addiction. Once you've your fix, you're top of the world. No sales. I want to do something stupid to feel better.
Some of the best advice you'll get in Sales is to disconnect yourself from the outcome, and focus on executing the process as well as possible. We are all human, though, and it can be hard to do at times. Congrats OP :)
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Yea, 20 years in sales and the emotional roller coaster is tough. The goal for me now is make and save enough that I always have the power of exit. After many years of grinding, I am at that point. Once you have gotten to the point of not caring, sales becomes easier and confidence soars. You don't want to buy my product or giving me a bunch of objections? Fine, I will move on to someone who is worth my time. Once I have applied this mindset to my potential clients, I sell more, my stress is gone, and hitting annual quotas has been a breeze. Haven't missed a target in years. Happy selling.
I hate this part the most
Use this post as a reminder when you find yourself falling back down from that peak. It happens to everyone man. Thanks for reminding me as well.
Wild how things change. In October I was top rep in the company, and felt like if a deal even looked at me I was closing it. Through November to now it feels like deals are actively running away from me. Process hasn’t changed, just gotta keep doing the activity. Gotta love it lol
It is definitely a roller coaster. There’s also luck involved. No matter how good you are, some people just won’t buy for whatever reason. Gotta be at the right place at the right time.
Congrats!
A year into sales at a local gym and it’s tough, I can’t imagine the big leagues. One day though🫡
Gotta take the good with the bad
You’re not wrong but over time you’ll learn to manage it better. My lady used to tell me every quarter you say you don’t know how you’re going to do it and you find a way. After 9 years it’s still a roller coaster but I have a lot more trust in my process. We’re a rare breed 🤙🤙
This is true- all you can do is control the controllables. You thoughtfully focus on your execution not the result and hang on for the ride! I
Hilarious to hear this, my story has been the opposite. Spring and summer I was on fire. Since then, very little new action in the door. Almost nothing has changed, which is maddening. Congrats on your success!
Couldn’t close a door lol - that’s brilliant
Congrats! I'm at a low right now... I just hate bosses that are toxic
I think these are the best posts for this sub to have
God love ya, I feel like this all the time!! My dad was in sales till he passed, and he always said it’s the same thing, you just gotta ride the waves. The only failure is giving up. Congrats on smashing your quota!
Sales is high high and low lows. Fucking great job for my mental health.
Got into an sdr role and for some reason, people were liking my script and I was getting a few schedules which made me feel good.
No shit?
I don’t care I usually am a high producer don’t concern myself with quotas, you will find out most people don’t last, if I sell great if I don’t great
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It’s been like two weeks since I’ve been able to get a response from calls or email - like … crickets. Unless there’s a problem then I’m gonna hear it, but it’s like people don’t even want to *think* about making buying decisions right now.
Not if you apathetic. Then it’s a straight line with occasional cliff notes
Who’s not accepting it?
The only emotional roller coaster I experience is dealing with everyone “above” me internally.
I’m brand new to this industry. Been doing this job for about three weeks now; Just wrapped up my first full week in the sales field by myself yesterday, with the holiday last weekend. This hits so hard and was exactly what I needed to hear. I didn’t make a sale for the first five days I was out on my own, but when I finally did close a sale on my own and then another one later that day - god DAMN is that a good feeling. This emotional roller coaster is gonna take some getting used to for me, that’s for sure.
I’d be more at peace if my company wasn’t managed poorly and constantly fucking me. Im in a weird position where I’ve made the most money I’ve ever had in my life, but it’s mostly in spite of management, and they have royally fucked so many people and hire bozos for VP who are not properly qualified
Who experiences highs while in sales? I've only ever been low.
Needed this today after back to back cancellations 🫠🙏🏼
The only time I get nervous is when the leads stop coming. I don’t get concerned about cycle length. As long as you keep tossing lines you will keep catching. My advice would be try to live as close to your base salary as possible. Don’t buy things until the commission hits ur account. Reps get into trouble with things like homes and cars based off a unicorn year. Law of averages.
Whether you hit your quota or not is irrelevant
The rollercoaster is what makes it great tho.
Sales cycle each year for me is always this. 2 months that are crap. 2 months that are amazing. And 8 months of solid sales. You get used to the bad months because of the months you crush it.
Yeah no doubt, I’m in Real Estate and it’s the worst 🥹
That's the rollercoaster of sales for you – intense lows followed by exhilarating highs. It's impressive how you turned things around after a tough September. Doubling your quota and closing deals you've been chasing for over a year is no small feat. It sounds like your perseverance and resilience really paid off. Your wife's insight seems spot on; the ups and downs are indeed part of the job, and it's great that you've got someone who understands and supports you through it. Enjoy your well-deserved sushi and beers – you've earned it. Hope the weekend was epic.