The Art and Science of Selling: Lessons Learned from 20 Years in Sales

Sales can be a challenging career that requires discipline, perseverance, and the ability to overcome rejection. In this video, Podcast Host and Investment Monitor Sales Director Charlotte Lloyd and Carson Heady discuss the nuances of a sales career, sharing insights they have gained from their own experiences in sales. Charlotte, who has been in sales for 20 years, explains that sales has taught her the value of discipline and being tenacious, while also being open-minded and adaptable. She emphasizes the importance of doing all the work necessary, even if it’s not enjoyable, to ensure successful outcomes.

Carson agrees, adding that discipline and perseverance are critical in sales, and it’s easy to get a false sense of security when starting out. He likens sales to sports, with a focus on understanding the parameters of the playing field and making small tweaks to improve the sales process. He believes that probability plays a significant role in sales, and that it’s important to understand the metrics and key performance indicators involved.

Charlotte enjoys the unpredictability of sales and the wins it brings, but she also appreciates the analytical side of sales, which she believes brings out her analytical side, even though she is typically an extrovert. She notes that AI tools are helping salespeople to analyze their whole cadence and ensure successful outcomes.

Both Charlotte and Carson agree that sales is a challenging and rewarding role that requires hard work, perseverance, and the ability to adapt to changing circumstances. They emphasize the importance of doing the work, even if it’s not enjoyable, to ensure success in the long term. Sales may be unpredictable and challenging, but it’s a field that offers many opportunities for growth and learning, making it a great career for those who are willing to put in the effort.