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The B2B sales industry is poised for substantial growth in the next few years. A Forbes report projects that the industry will reach $31 billion by 2031, compared to $7.4 billion in 2022. It’s only natural that in conjunction, the number of sales-related roles across customer success, account management, and traditional sales will also increase.
But while joining a revenue organization can be an enticing career path for many new to the workforce, there are things to keep in mind to ensure the job is a right fit.
Revenue Brew chatted with business leadership coach Miranda Conlon, who has over 25 years experience in B2B sales, operations, and customer service, to talk tips for getting into a revenue organization.
Sales is the way
Even if a traditional sales job wasn’t on your vision board, Conlon said it can be a great entry point into a revenue organization, as it teaches the foundations of any sales structure and transferable skills.
“It gives you exposure to the business itself, the product, and the customer,” she said. “A lot of new hires, like just out of college or early-career people, have the opportunity to work with so many parts of the business. Sales creates that opportunity.”
Will vs. skill
Conlon acknowledged that entry-level employees are likely coming in with minimal skills and knowledge. However, if they have a willingness to learn, that can make up for that lack of experience.
“I often talk, both as a sales leader and a coach, about the difference between will and skill,” she said. “It’s particularly relevant in sales. You may not know the product, you may not know the sales process. There may not be a sales process defined, but if you’re willing to learn and try new things, you have a high chance of being successful. The skill is pretty easy to learn, especially if there’s a training team or a coaching team or both. As a sales leader, I’d say I’m looking for people who are open to learning and have the will to do so. That is more important than somebody who has this exact industry specific experience or background.”
Similarly, Conlon stresses that employees should be open to coaching to help them learn more about their role, organization, and industry.
“If you’re not open to coaching, I’m not sure sales is a good role for you,” Conlon said. “You probably are going to join an organization where you’re getting coached all the time, in a good sales organization where someone’s trying to show you different ways to do things, maybe sitting next to you while you’re on the call. You have to be comfortable with that kind of work environment. You might be sitting on an open floor where you can hear all the people around you and they can hear you. If you’re really uncomfortable with somebody doing that, it may not be the right role for you.”
Communication is key
Communication is vital for any sales-related role, especially for those working in client-facing jobs like customer success.
“You do need to be a strong communicator, both verbal and written, especially because you want to avoid misunderstandings between a customer and salesperson or the team,” Conlon said. “Both written and verbal communication is important depending on whether your job is inside or outside, like the client may never see you, but you have to be able to express yourself well if you’re going to client sessions.”
The moral high ground
Conlon highlighted honesty and integrity as two key values to have when working in a revenue organization. She stated that sometimes people assume salespeople try to “nickel and dime” when making deals, but she stresses that tactic doesn’t lead to success.
“A good salesperson knows they have to be skilled at explaining the value of what they’re selling and why the price ties to it,” she said. “It can be easy to think, ‘I just want to make this customer happy,’ but part of that integrity is understanding what’s best for the customer and also what’s best for the business. Sometimes a salesperson wants so badly to make the customer happy that they don’t propose something that is also good for the company they work for.”
Comp plans
Compensation and incentives are an integral part of any sales-based role. Conlon said it’s important to understand the organization’s compensation plan before onboarding to avoid future confusion or surprises.
“A lot of people start [sales jobs] not really understanding it and then learn later, [are like] ‘oh, there’s actually something called a clawback, where, if I earn something and then the product gets returned, for example, they actually take money back from me,” Conlon said. “Not a lot of companies do that anymore, but it still exists. So, really understanding what you’re signed up for is important.”
Update 06/23/2025: This interview has been edited since it was first published.