The majority of salespeople do not succeed.

Most salespeople eventually move on to other careers. And many of those who remain spend their entire lifetimes chasing the brass ring, never achieving the level of success they desire.

I started selling more than 25 years ago, for the same reasons almost all of my colleagues did. I was in it for the money. I enjoyed working with people, I wanted the flexibility and freedom, but mostly it was about the money. And along the way I had enough success to begin coaching and training others.

But as I look back at all of the salespeople I have worked with, the vast majority of them eventually moved on to other pursuits. And this isn't just my personal experience. Research indicates that more than 60% of new salespeople will eventually move on to other careers. And of those that stay in the selling profession, the average tenure in any single sales job is less than 2 years. And the average income of all salespeople is barely above the national average.

How can it be that so many people who are so motivated to make money and are working so hard to achieve their dreams, end up with an essentially average income?

If you knew you were going to be average, wouldn't you do something that was more predictable and secure? Sure you would. But of course most salespeople aren't planning to be average. They just end up that way.

Supply and Demand

Because it is relatively easy to become a sales "professional," many men and women pursue this option because they lack the desire, commitment or resources to pursue an actual profession - to become a doctor, attorney, etc. The selling "profession" appears to offer the potential for rich rewards on a par with these other professionals without having to make the same commitment of time and resources.

So while the supply of doctors and lawyers is relatively tight, the supply of salespeople is practically unlimited. So business managers who are hiring salespeople end up with a healthy supply of prospects to choose from, which of course means that they can adjust their compensation downward.

Whether you are selling pharmaceuticals or vacuum cleaners, this law of supply and demand impacts you. This does not mean you can't make an exceptional income as a salesperson, it just means that the numbers are stacked against you form the beginning.
 

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