7 Reasons Sales Jobs Are Perceived Negatively by Salespeople

One of the hurdles sales managers have to overcome in recruiting salespeople is the sometimes less-than-positive image these jobs hold in the marketplace. This has improved greatly over the past few decades, but there are still some improvements to be made.

From the stereotype of the sleazy used car salesperson to the fear of unpredictable pay structures and non-existent benefits packages, the following are seven of the major reasons that sales jobs receive a bad rap in many business sectors. Check your own operation against them and you might find an area or two where you could improve.

1. High-Pressure Environments

In many companies, sales team members are often on their own when it comes to reaching goals and earning their pay, with little support and heavy demand. While successful sales staff should have the ability to thrive under pressure, constant stress can cause the most skilled of employees to burn out. One of the best ways to reduce this pressure is proper sales training and addressing common sales fears.

2. Potentially Low Pay

As markets and economies change, even the best products and services are prone to cold streaks. This causes fear that sales positions will pay poorly when compared with other jobs. Positioning your product as a market leader and your brand as an authority will help to build confidence in your team and sales applicants, as will testing applicants to ensure they have what it takes to make it (natural aptitude).

3. Complicated Commission Plans and Tiers

Sales teams have enough information to keep track of without having decipher complicated commission and pay plans. While building a system that offers significant rewards to the best performers and incrementally rewards others to encourage progress is a good idea, keep it simple enough that your sales team always knows what to expect and how to reach their next goal or tier.

4. Candidates are Uncomfortable with Hard Selling

Inc.com recently addressed the many misunderstandings about the sales process. At its core, a sale is simply a communication process. Understanding a market or client and offering a solution to needs or concerns is what sales are truly about. Proper training and explanation of your sales processes will help to alleviate concerns within applicants and your sales team.

5. Dishonest Marketing or Poor Products

Jeff Haden of Inc.com recently discussed why no one wants to make a living at a job that removes his or her honor or dignity. Ensuring that your sales process is ethical and that your products or services are something that you would be proud to sell is the first step in building a great sales team.

6. Unstable Income

This fear is particularly predominant in highly specialized or seasonal markets. One of the ways to provide a steady stream of income is to develop and market auxiliary products which can be cross-sold during the slower periods between major sales.

7. Lack of Benefits

Although sales jobs for large businesses often include 401(k) plans and other benefits, this is not the case with smaller businesses. Just as you are searching for long-term employees, most applicants are looking for jobs that will provide long-term, fulfilling work with some rewards and stability. Offering benefits packages and other perks related to performance creates confidence within your sales team that the job will always be able to address their personal needs and life events.

The good news is that all of the points above can be addressed to provide a better work environment and attract better candidates. In addition to the tips above, sales training, aptitude testing, and formal sales process development are three other ways to minimize the sometimes justified perception that sales jobs are difficult propositions.