Sales is still a good profession

Jack Keough, Editor/Associate Publisher -- Industrial Distribution, 9/1/2005

It's never been harder being a distributor salesperson, especially in light of declining margins, stronger competition, a shrinking customer base and the Internet. Yet distributor salespeople, according to a recent poll by Industrial Distribution, continue to recommend a career in sales to college graduates entering the workforce. And not by a slim margin, either.

According to results of the poll posted on ID's Web site, a whopping 86 percent of the respondents said they would advise graduates to pursue a career in sales. (For complete survey results, click here).

More than half said they are satisfied with their compensation.

Salespeople later told us they liked selling because of the freedom they have and the joy in landing new accounts.

'There's nothing like winning over a new customer from the competition,' one outside salesperson said. 'It's like winning a big football game.'

So, what are salespeople's biggest concerns?

'The biggest challenge I face is to differentiate myself from the competition,' said one salesperson. He wasn't the only one voicing that concern. Other salespeople said they were working to find 'new and innovative ways to explain the benefits of what I have to offer my customers,' and to 'get customers to understand the value and the difference between apples and oranges.'

Several salespeople mentioned the problems they are having with time management, noting that administrative activity now accounts for 50 percent to 60 percent of their time, preventing them from focusing on sales.

Others mentioned customers moving to China, competition from national chains, slow-paying customers, and buyers who are only focused on price and not total cost savings.

Two salespeople noted lack of support from the home office and added that it was becoming increasingly difficult to stay motivated as they fight for a smaller piece of a shrinking pie.

When asked about his top concern, one salesperson wrote the following: 'The perception of a lack of professionalism, which has become typical of the sales industry. A preponderance of unprofessional order takers has created the perception that salespeople bring little or no value to the process, and are to be avoided at all costs. Truly professional salespeople suffer at the hands of this perception/reality.'

It's something to think about.

jkeough@reedbusiness.com