Sales is one of the most accessible and rewarding industries to enter, particularly for those who enjoy working with people, thrive under challenge, and are motivated by results. Contrary to a common misconception, a background in sales is not a prerequisite for starting a sales career. Many successful sales professionals come from retail, hospitality, customer service, and administrative backgrounds — industries that develop the kind of communication and relationship-building skills that translate directly into sales.
The following guidance is designed to help anyone considering a move into sales to understand where to start and how to position themselves effectively.
Identify Companies and Industries You Love
Sales and business development operate across every sector. Every organisation — from large corporations to charities and not-for-profit bodies — needs people who can communicate value, build relationships, and generate revenue or funding. This means that a sales career can be pursued within an industry that genuinely interests and motivates you.
Selling a product or service that one genuinely believes in makes the process significantly more natural and authentic. When a salesperson understands, from their own experience, why a product is valuable, they are better placed to articulate that value to a prospective customer. Starting with sectors and organisations that inspire genuine interest is therefore a practical as well as a motivational consideration.
When researching potential employers, it is also worth thinking about how a particular company or sector aligns with longer-term career goals. Culture, development opportunities, and growth trajectory are all worth considering alongside the role itself.
Match Your Strengths and Personality with the Right Area of Sales
Sales is not a single discipline. There are several distinct areas, each suited to different strengths and working styles.
Account management suits those who enjoy building long-term relationships. Rather than closing a sale and moving on, account managers remain the primary point of contact for existing clients — providing ongoing support, identifying further opportunities, and ensuring customer satisfaction over time.
Commission-based sales roles appeal to those who are motivated by targets and performance-based rewards. Not every sales position is structured this way, but for individuals who are highly self-driven, a commission-based environment can be an effective and financially rewarding path.
Sales and marketing roles combine commercial outreach with communications and campaign activity. These positions suit those who want to be involved in the full customer journey — from generating awareness and leads through to conversion — and they are increasingly common as organisations look for professionals who can bridge the two disciplines.
Learn About What You Are Selling and Why It Matters
Effective selling is not about persuading people to buy something they do not need. It is about understanding what a customer actually needs and demonstrating, clearly and honestly, how a product or service addresses that need. This requires a genuine understanding of what is being sold.
Before applying for roles, it is worth researching the types of products and services sold in sectors of interest — and thinking carefully about who buys them and why. The most effective salespeople are those who place themselves in the customer's position and focus on the benefits and outcomes the customer will experience, rather than simply listing features. Understanding that distinction early is a significant advantage for anyone entering the profession.
Highlight Your Transferable Skills
A lack of direct sales experience need not be a barrier to entering the industry. Most people have developed transferable skills in previous roles that are directly relevant to a sales environment.
Communication and customer service experience — gained through retail, hospitality, call centre work, or administrative roles — are among the most valued foundations for a sales career. The ability to listen to a customer, understand their concern, and respond in a way that is clear and reassuring is precisely what sales requires.
Beyond role-specific experience, soft skills are equally important. Problem-solving, persuasion, resilience, leadership, and the ability to build rapport are all qualities that employers look for in sales candidates. These skills are developed in a wide range of contexts — in previous employment, voluntary work, and everyday life — and should be reflected clearly in any application.
Update Your CV and LinkedIn Profile
A CV and LinkedIn profile targeted specifically at sales roles will perform significantly better than a generic one. The personal summary should clearly express enthusiasm for sales and draw an explicit connection between existing skills and experience and the requirements of the roles being applied for. The covering letter should go further — demonstrating knowledge of the company and explaining why it is an attractive place to work as well as why the applicant is a strong fit.
Being active on LinkedIn is also worthwhile. Engaging with posts from people in the sales industry, connecting with professionals in roles and sectors of interest, and sharing relevant content all signal a genuine commitment to learning and developing within the field. Keeping the profile up to date, professional, and consistent with the CV is essential.
Get the Right Training
There are several routes into a sales career that can be pursued proactively, even while searching for the right role:
- University or college courses covering business, marketing, or communications
- Training with a professional body such as the Institute of Sales Professionals
- Sales apprenticeships, which combine structured learning with paid employment
- Entry-level positions that offer the opportunity to learn on the job and develop from within
For those looking to gain a professionally recognised sales qualification, Professional Academy offers ISP sales qualifications at multiple levels. These qualifications are designed to suit people entering the profession as well as those with existing experience who want to formalise their expertise. They provide both the theoretical grounding and the practical techniques to apply from day one.
How Professional Academy Supports Your Journey
Whether starting out in sales or looking to develop further, Professional Academy offers a clear pathway of qualifications to support progression at every level. The ISP Level 3 Award in Sales provides a strong foundation for those earlier in their career, while the ISP Level 5 Certificate in Sales is suited to those with experience looking to build on it with a recognised credential.
Use the Qualifications Navigator to identify the right starting point, or book a call with the Professional Academy team to discuss your options in more detail.
