“Why I’m So Interested In Selling,” An Analysis

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.”

The group is fascinating–both in their stories and in their diversity. Some have had long careers in selling, some are relatively new. Some are or have been senior executives in very large companies, some are individual contributors. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

So far, I have 51 stories (not all have been published yet). I will probably cap this at about 100 stories. But I wanted to do an interim analysis of the stories.

With ChatGPT’s help, I identified and prioritized the top 10 most dominant themes:

1. Passion for Problem-Solving: Many storytellers express a deep-seated passion for solving complex problems — both for themselves and for their clients. This theme often intertwines with a satisfaction derived from overcoming challenges and finding creative solutions to difficult issues.
2. Relationship Building and Empathy: The ability to build strong, lasting relationships with clients, understanding their needs deeply, and empathizing with their situations are frequently cited. This theme underscores the importance of human connection in sales, beyond mere transactions.
3. Continuous Learning and Personal Growth: A recurring theme is the joy of learning and personal development. The field of sales provides constant opportunities to learn — about new products, industries, and human behaviors — and many find this aspect of sales to be particularly rewarding.
4. Competitiveness and Achievement: The drive to compete and win is a powerful motivator for many in sales. This theme often includes elements of enjoying the challenge of meeting and exceeding sales targets, as well as the personal satisfaction and rewards that come from success.
5. Impact and Transformation: The ability to make a significant impact on clients’ businesses and sometimes on broader industries is a common theme. This includes transforming how clients operate, improving their efficiencies, and contributing to their success in tangible ways.
6. Autonomy and Entrepreneurship: Many stories reflect a theme of valuing the autonomy and entrepreneurial aspects of sales. This includes setting one’s schedule, developing strategies, and the sense of owning one’s success.
7. Financial Rewards and Lifestyle: While not always the primary motivator, the potential for financial rewards and the lifestyle those rewards enable is a clear theme. This includes the ability to provide for one’s family, achieve personal goals, and enjoy a certain quality of life.
8. The Joy of Helping Others: Closely related to relationship building, many in sales find joy in genuinely helping clients find solutions that benefit their lives or businesses. This altruistic aspect of sales is a significant motivator for many.
9. Adaptation and Resilience: The need to adapt to changing markets, technologies, and client needs, as well as resilience in the face of rejection and setbacks, is a theme that underscores the dynamic and sometimes challenging nature of sales.
10. The Thrill of the Chase and Closure: Finally, the process of pursuing a sale and the satisfaction of closing deals is a thrill many mention. This includes the strategic aspect of navigating sales processes and the rush of finalizing a deal.

There were also some unique themes, distinct to certain people. I think these unique themes highlight the diverse motivations and experiences that can draw people into selling and sustain their interest over time. They included:

1. Historical Influence and Legacy: A few stories reflect a deep connection to the past, whether through family influence (e.g., a family member’s success in sales inspiring them to follow a similar path) or a personal historical interest that somehow connects to their sales career. This theme suggests that for some, the interest in sales is not just about the present rewards or challenges but also about connecting to a larger narrative or legacy.
2. Psychological Fascination: At least one individual’s story highlights a specific interest in the psychological aspects of sales, such as the decision-making processes of clients and the psychological dynamics of persuasion and negotiation. This theme underscores that for some, the appeal of sales lies in its intersection with human psychology and the opportunity to apply these insights in a business context.
3. Technological Curiosity: A unique theme for some is a fascination with technology and innovation. These individuals are drawn to sales roles within tech companies or sectors where they can be at the forefront of introducing cutting-edge solutions to the market. Their motivation is fueled not just by the sales process itself but by a genuine interest in the products and technologies they are selling.
4. Cross-cultural and Global Engagement: A few stories hint at an interest in engaging with diverse cultures and global markets. This theme is unique in that it highlights a motivation to explore sales not just as a way to connect with individuals or local businesses but as a pathway to engage with different cultures and international markets.
5. Educational Empowerment: For some, the role of education and the opportunity to teach or inform clients about products or services is a distinct theme. This goes beyond the typical understanding of sales as transactional and views the sales process as an educational dialogue, where the salesperson plays a role in empowering the client with knowledge.
6. Recovery from Failure and Reinvention: A less common theme involves individuals who turned to sales as a means of recovering from professional setbacks or failures in other fields. For these storytellers, sales represents a second chance or a path to professional redemption and personal reinvention.
7. Creating Impact Beyond Sales: A unique motivation for some is the desire to create a broader impact beyond just achieving sales targets. This could involve contributing to social causes, influencing industry standards, or driving ethical practices within their field. For these individuals, success in sales is also about leveraging their position to effect positive change in the world around them.

It’s fascinating to look at who is attracted to selling and building a career around selling. Perhaps more than any other career path, selling appeals to a wide range of personalities and varied ambitions. Despite the diversity of people that are attracted to selling, they remain in selling for some common reasons, including the deep satisfaction from building relationships and having a tangible impact on the lives of those they work with and their customers. There seems to be a common narrative around the challenges, the continuous learning, and the autonomy that a career in selling offers.

While the diversity of themes reflects the individual paths and unique experiences of those in sales, the commonalities present a compelling narrative of a career that is as rewarding as it is challenging—a testament to the enduring appeal of sales as a profession that continuously evolves, adapts, and thrives on the human connection at its core.

I am continuing to collect stories and would love to include yours. If you would like to contribute, please email it to me. When complete, I will update this analysis.