So you want to go into Sales?

Sales jobs are not right for everyone, but might they be right for you? If you're not sure, the answers to these frequently asked questions may help you to decide. Continue on to dive into the intense and often rewarding industry as we provide some answers to your most probing questions surrounding the different types of sales positions and compensation models.

By Chris Alfe, Thingamajob Staff Writer

Q: I think I'd like a career in sales, but I'm not sure if I could handle the pressure of getting paid solely on commission. What if I don't do well at first?

Individual incentive programs typically involve a substantial cash or other award for exceeding projected sales by a certain amount or percent.

A: While all salespeople are held directly accountable for their performances, some organizations have greater tolerance for under-performers and are willing to coach these salespeople until they reach their goals. Others demand immediate results. If you are considering a commission-only sales position, speak privately with others in the organization to determine if the starting sales goals are reasonable.

In an effort to retain new salespeople as they get acclimated with their products/services and territories, some organizations offer a base pay plus commission compensation structure in order to help them through the lean beginning weeks or months. Other companies, in an effort to attract a broader base of sales professionals, retain this pay structure all the time and guarantee the employees a minimum base salary.

Q: What are sales incentive programs?

A: Sales incentive programs are bonus programs designed to motivate and excite the sales force. Individual incentive programs typically involve a substantial cash or other award for exceeding projected sales by a certain amount or percent. Team or departmental incentive programs work the same way, only using the performance of the entire office instead.

The earnings from these programs can contribute a large portion to a salesperson's overall compensation, so be sure to probe deeply into any such program if you are considering a sales position that features one. Ask an organizational representative how often the incentive bonuses are awarded, what the incentive cycle is (e.g. quarterly, annually), and what the likelihood is that a new employee can hit the incentive trigger early on.

Q: What are the different types of sales positions?

A: Sales positions can primarily be classified in two different ways:

Retail vs. Industrial Sales - Retail sales involves the selling of products/services directly to consumers, while industrial sales involves the selling of products/services to other businesses who'll use them to accomplish their goals.

Outside vs. Inside Sales - Outside salespeople commonly visit clients and perspective clients at the clients' place of business and are usually in charge of closing deals and maintaining the overall client relationship. Inside salespeople typically "prospect" for new clients, establish new accounts and set appointments for the outside sales force. It should be noted, however, that in some organizations these roles are switched- inside salespeople may be responsible for closing deals, for example.

Q: What is the sales support role all about? How about sales director?

Sales support professionals are usually not responsible for servicing clients directly, but instead assist them by tracking their needs, providing support materials, setting up trade shows and exhibitions, and performing other supporting functions.

Sales directors are usually former sales superstars who try to leverage their skills and experience by developing and motivating the current sales force. They, like the sales support staff, typically do not have clients of their own.

Looking to make a career move?  Create a free Thingamajob account and gain access to a wide spectrum of job opportunities from Allegis Group's diverse family of staffing companies including TEKsystems and Aerotek.