Recently, someone asked me how I became successful in sales—and not just once, but in multiple roles, from software sales to recruiting and now coaching.
I’ve always said that job searching, career advancement, or negotiating your next salary or opportunity is a sales journey. I wanted to share my 4-step approach I used to become good in sales because it is easily transferable to all areas of your career—whether you’re actively job hunting, looking to advance, or navigating a shift in career direction.
But first … before I share the 4 Steps, I feel the need to share another part of my career success journey that I thought might be helpful.
As I became more successful in my roles, people around me responded in one of three ways:
They celebrated me and my success!
You know who those people are. I count my husband, parents, family and close women friends (and 2 guys) among them. Keep them close!
They decided I was a unicorn.
They assumed I had some natural-born talent or unfair edge. That sales “just came naturally” to me or that it was because I had the best territory or the boss’s ear (none of which was true!). But, by writing me off as uniquely gifted, they invalidated their potential. I wasn’t lucky. I was doing the work.
They tried to cut me down.
Not openly, but through exclusion, gossip, or dismissing my success as favoritism. Sure, it stung—but it didn’t stop me. What really stuck with me was how often these talented people would tear me and others down, instead of building themselves up. So much wasted time and negative energy.
I chose a different way. I didn’t invalidate myself when I struggled. I celebrated others when they succeeded. I kept doing the work—my way—and staying focused on what I could control.
Here’s what that looked like in practice:
The 4 Steps That Built My Career Success that You Can Swipe!
I put in the reps.
I worked evenings. I worked weekends. Happily. We talk a lot about burnout—but burnout isn’t always about hours. Burnout happens when give more than you have to give. When the work energizes you and aligns with your higher intentions, your effort feels energizing, not exhausting. PLUS … I saw results faster because I showed up and put in the reps.
I stayed flexible and adaptable.
Whether it was late-night calls or last-minute interview changes, I didn’t make it a big deal. I adjusted because I cared about the outcome—not just for me, but for the people I was helping. Being adaptable builds trust. It shows people that you aren’t just helping because it is convenient.
I wore two hats: the expert AND the newbie.
Early on, I didn’t pretend to know it all—I soaked up knowledge, asked questions, and practiced until it felt natural. But I did not stop there. Even as a top performer, I stayed curious. Every client was a chance to grow my skills of connection and service. That mix of confidence and humility made me better. We often call this feeling imposter syndrome and make ourselves wrong for it. But sometimes, keeping the “newbie hat” on—no matter how experienced you are—is exactly what creates success.
I released attachment to the outcome.
This is the most subtle shift—but maybe the most important. I was never attached to being the #1 rep or making the most money. That was never the goal. Mainly I just wanted to have fun and feel good about my day. I set activity goals to keep me focused and because I like games. Fun games like talking to more people today than yesterday or asking one more curiosity question—but it was never about chasing external success. Letting go of the outcome took the pressure off. And ironically? That became a career success habit.
Creating Your Career Success Journey from the Inside Out
We all want to feel successful in our careers. Of course we want to make good money. And yes, a title can feel like meaningful recognition for the hard work we’ve done.
But here’s the thing: money and titles come and go. And when we chase them thinking that this is the goal we are supposed to be achieving, we end up feeling empty and like we are constantly having to prove ourselves and building a career around external measurements of success.
Real career success is never about having to prove ourselves.
Your career success may be built by using a version of my 4 steps or you may have 4 of your very own (though I highly recommend swiping Step 4!).
When you create goals that feel like fun and trust that the right results will follow, then you will build career success with ease.
You stop trying to prove yourself.
You realize that your way of creating career success does not have to be filled with stress and exhaustion but can be fun and easy instead.
Bam!
