The Greatest Decision I Was Forced to Make
When I graduated college in 2011 my job prospects weren’t great. Holding a degree in English Literature didn’t make things easier. And since I had sworn off teaching it narrowed my options were even worse.
Many of the jobs I stumbled upon in my initial search were for entry level sales positions. My dad, a long-time (and very successful) sales professional warned me against these positions. He argued I didn’t have the fortitude for it, that I wouldn’t be able to withstand the constant rejection. I suppose if anyone was to know me that well it would be my dad. Even as far back as Little League he harped on me how I didn’t have the confidence. “It’s between the ears,” he would say, pointing out that everything in life stems from the mental game.
My first job search didn’t last long, helped by my uncle, I settled in an insurance consulting company where I spent the next three-and-a-half years. I eventually moved into an e-commerce start-up but, as most do, this one didn’t start up.
Four years out of college I was unemployed and back at the job search, this time with more experience and slightly more confidence but without a career focus. About a month into my unemployment I accepted an interview meeting with a large insurance carrier. I was their perfect candidate — young, hardworking, and already armed with the insurance licenses needed to sell. They didn’t have to spend any money on me! I was still unsure about the position but I took anyway, at the very least I wouldn’t be unemployed and it would limit the growing gap on my resume.
Once training was over they threw our class out on the streets, going door-to-door, business-to-business trying to sell supplemental health insurance policies. It was hard. It was terrifying. About two months in, I sat in my car and cried to myself because I was afraid to get out of it.
Finally, though, it dawned on me: the worst they could say is “no”.
“No”. “Not interested”. “Nobody wants to pay for it.” “Not at this time”. I heard those over and over again. But they stopped bothering me. I was bouyed by the “yes’s” I would get. I stopped being afraid. I would talk to anyone and anywhere. It became fun. I was good too, I achieved all the different sales awards the company offered in the first year. (My confidence was so high I remember asking a potential client out on a date — I didn’t get the acount or the date but life goes on).
I eventually left that company for another sales position but the lesson stuck with me.
Recently, a friend told me she won’t talk to or acknowledge people on the elevator (and those people won’t acknowledge her). Why not? Just say, “Hi, how’s it going?” Usually those conversations end with “Good. You?” But they could lead to meaningful connections. Take the chance. You have nothing to lose.
I took this approach to the other positions I’ve held, especially with the film festivals. If I saw a company or an individual that seemed to fit our event I would message them. Cold call — the sales rep’s most blunt weapon. The worst they could do is say “no” or simply not respond. This approach led to just one of the life changing events of the last year: I was asked to hand out awards and judge films for a student film competition. It was an amazing weekend packed with discovering new, young creators and meeting talented professionals.
Bottom line: reach out to people, especially people in your industry. You never know how one conversation can change your career or your life.
My job description might not always say “Sales Professional” but everything in business is sales. Knowing how to communicate, network, position yourself, and put yourself out there are more important than tangible skill you can list on your resume.
The sales position was the best choice I forced myself to make.
Patrick Whalen is the co-founder of the Nutmeg Institute, an MBA candidate at the University of Connecticut, and a reluctant Insurance expert. His favorite movies are Empire Strikes Back and The Sting. His Twitter account is just him “yelling” about UCONN Men’s Basketball and Football.
