“Why I’m So Interested In Selling,” Inshal Khawaja

Preface: Every once in a while, by pure chance, we meet someone who is inspiring. This is my experience with Inshal Khawaja. I first met Inshal about a year ago. I was working with Howard Dover on a “business acumen” program he was introducing into the UTD curriculum in the Fall of 2023. It involved interviews of senior sales executives. Ultimately, this would be done by students.

I had piloted the concept through interviews with dozens of executives, but we needed to see how students would be able to implement the program. Inshal was working with Howard, so he assigned her to pilot the interviews (Hopefully, she has forgiven him.)

Her curiosity and drive to learn immediately struck me. As we discussed the interview, she made a number of suggestions improving the survey and interview process. To test them, I asked her to call a number of friends to test the program on them. Each was a senior sales executive responsible for $100s of millions to billions in revenue.

The interviews were to be about 30 minutes, but each person became fascinated with Inshal and her ability to “connect” with them. The interviews would last much longer than the 30 minutes, I suspect Inshal had to say, “Excuse me, but I have to get to a class…..” Each of them called me, telling me the amazing experience they had in talking with Inshal. And each intends to offer her a job when she graduates.

As I look to the future of our profession, with people like Inshal moving into sales careers, I have nothing but confidence about the future of our profession. Her story demonstrates that, vividly!

Why I’m So Interested In Selling

Sales wasn’t on my UT Dallas agenda. Marketing, sure. But sales? Not a chance. My Girl Scout cookie days had left me with a one-dimensional view of the profession – pushy salespeople and relentless pitches. That perception shattered the moment I met Dr. Howard Dover, Director of The UTD Center for Professional Sales. Dr. Dover unveiled a world of sales far removed from stereotypes, a world that piqued my curiosity and, ultimately, changed my path.

It all started my freshman year. Trading the familiar streets of Austin, Texas, for the geeky and #1 in football (haha) culture of UTD was a shock. My fear of change kept me clinging to the friends I brought from home. Days turned into weeks as I watched my roommates smiling from ear to ear when they spoke about their newfound friendships. Their beaming smiles highlighted my own sense of isolation. “Why can’t I make connections like them?” I’d ask myself, feeling stuck in a self-imposed rut.

A few years ago, the idea of joining Greek life would have terrified me and I would’ve rather climbed Mt. Everest. But stepping outside my comfort zone felt necessary. I walked into one of the recruitment events that week for a business fraternity called Delta Sigma Pi, which I am now a proud brother of. Dr. Dover, the guest speaker, discussed the concept of networking and where it has led him today. His closing words resonated deeply: “Change provides a perspective that doesn’t have to be scary and negative.” It was a call to action. So inspired, I connected with him on LinkedIn that night. Waking up to a request for a meeting in his office felt surreal. “Why me?” I thought, a mix of excitement and apprehension swirling inside me.

Nervous anticipation crackled in the air as I sat across from Dr. Dover in his office. He inquired about my career goals. Back then, social media marketing seemed like the perfect fit for my creative side – crafting catchy captions and designing eye-catching visuals. Dr. Dover, however, had a different vision for me. He unveiled a world of sales that shattered my preconceived notions of pushy pitches and relentless tactics. He painted a picture of a dynamic field, fueled by strategy and human connection. Intrigued by this fresh perspective, I mentioned my financial situation and work-study eligibility. Seizing the moment, Dr. Dover presented me with an unexpected opportunity. He offered the role of Alumni Relations Coordinator within The Center for Professional Sales. It was a chance to immerse myself in this new world, far removed from my initial social media dreams.

Now, another year has gone by and I am currently the Junior Account Manager for the UTD Sales program with plans to graduate early in the Spring of 2025. Let me tell you it has definitely been a ride and one that I absolutely do not regret.

Confidence in my potential was a luxury I never felt I could afford. My parents, immigrants who left everything behind in India and Pakistan, built their lives in America from scratch. Witnessing their relentless pursuit of the American Dream instilled a deep sense of responsibility. As their oldest daughter, I always felt a need to prove every sacrifice was worth it, a debt I could only repay with achievements. Yet, the weight of their struggle often overshadowed my own potential. Coming from a family that valued hard work over handouts, I learned giving back went beyond just money. It meant living a life that honored their sacrifices.

Sales became exactly that. It’s a privilege to help others see and achieve what others didn’t think was possible. The privilege of guiding someone towards a solution, watching their eyes light up as they see the value, that’s the fuel that drives me.

I may be new to the world of sales, but this year has been a whirlwind of growth. Every interaction, every challenge has honed my dedication, resilience, and relentless pursuit of excellence. The beauty of sales is that the learning never stops. There’s always a new strategy to master, a fresh perspective to consider, and a different person to connect with. It’s a constant journey of self-improvement, and that aligns perfectly with my desire to lift others up. A career in sales allows me to grow alongside my clients, becoming a partner in their success stories. I owe it to them to reach out, to show them the ropes, just as others have done for me on this journey.

Sales chose me before I chose it.