Sales Isn’t What You Think (And It Might Be Exactly What You Need)
I recently sat down with Emma Brady to talk about sales—something we haven’t given enough airtime to in the clinician transition world. And honestly? That’s a miss.
Because sales might be one of the most misunderstood—and highest upside—paths clinicians can take.
So let’s clear some things up.
First: Let’s Kill a Few Myths
Myth #1: You have to be extroverted
Nope. It might drain you more if you’re introverted, but it’s absolutely doable. You just need to know how to recharge.
Myth #2: If someone says no, the deal is dead
Not even close. A “no” is just information. It’s your job to understand where it’s coming from.
Myth #3: Sales = convincing people
This is the big one. And it’s wrong.
The best salespeople aren’t convincing anyone.
They’re educating. They’re understanding. They’re helping someone make a decision.
Myth #4: Clinicians are naturally good at sales
This one might sting a little.
Clinicians could be great at sales… but most aren’t. And many even resent it.
But here’s the truth:
You’re already “selling” every day—plans of care, home exercise programs, behavior change.
You just don’t call it that.
The Hardest Shift (No One Talks About This)
The biggest mindset shift?
You go from being the expert to being a beginner again.
In the clinic, people are excited to see you. You’re confident. You know your stuff.
In sales people hang up on you. You’re starting from scratch. And sometimes alongside people without advanced degrees.
That’s a hit to the ego if you let it be.
The people who succeed? They drop the ego, get their reps in, and build from the ground up.
The Rule That Changes Everything
If you take one thing from this, let it be this:
Control what you can control.
Not outcomes.
Not other people.
Not whether someone buys.
Just:
Your effort
Your preparation
Your communication
Your willingness to improve
That’s it.
This is true in sales.It’s also true in the clinic (whether we admit it or not).
Let’s Talk About “Commission Breath”
You know exactly what this is. That feeling when someone is clearly trying to sell you something and it just feels off. That’s “commission breath.”
The alternative? Think of yourself as an arbiter of unbiased information.
You’re not pushing.
You’re not convincing.
You’re laying out the facts and helping someone decide what’s best for them.
That’s modern sales.
It’s way closer to what clinicians already do than most people realize.
How Success Is Actually Measured
This is where things get real. Sales is numbers-driven.
Did you hit your quota?
How many demos did you book?
How much revenue did you generate?
And here’s the kicker: There is no plateau. You hit your number, and then you start over at zero, every quarter. It’s a rollercoaster.
If you hate talking about money or metrics, this can be a tough adjustment. If you like measurable outcomes and clear feedback loops? You might love it.
Who Actually Thrives in Sales?
Not who you’d expect. It’s not the loudest person in the room.
It’s people who:
Can handle rejection without making it personal
Stay analytical and curious
Are highly organized
Are willing to be coached
Can live in the gray
That last one is huge. Sales is not black and white. There’s no perfect protocol.
Sound familiar?
Integrity Matters More Than Anything
One of my favorite parts of this conversation:
You don’t have to compromise your integrity to be successful in sales.
If anything, it’s the opposite. If you’re selling something you don’t believe in? It will eat at you. The solution isn’t to “push through.” It’s to find a better company.
And one of the smartest tips I heard:
👉 Don’t just talk to current employees.
👉 Talk to people who used to work there.
That’s where you’ll get the real story.
Let’s Talk About Money (Because You Should)
You’ll see something called OTE (On-Target Earnings).
Example:
$60K base
$100K OTE
That means $40K is variable.
Here’s how to evaluate it:
Is it within market range?
Are goals aligned with how you’re paid?
How many people are actually hitting quota?
If ~60% of the team is hitting quota? That’s normal.
If everyone is? Something’s off.
If no one is? Run.
Also:
Avoid 100% commission roles
Avoid capped commission
Your earning potential is one of the biggest advantages of sales. Don’t limit it.
The Trade-Off No One Tells You About
Sales can be incredibly lucrative, but it’s a long game.
You’re not walking in day one making $150K. You’re building a pipeline, learning the craft and getting reps.
Short-term hit with long-term upside.
If You’re Curious About Sales, Start Here
You don’t need to overhaul your life overnight.
Start with:
Learning (Aspireship is a great resource)
Watching webinars (honestly better than books early on)
Practicing motivational interviewing (this is basically sales already)
And most importantly:
Start noticing where you’re already doing this work in the clinic.
Final Thought: The Saturday Test
If you wake up on a Saturday thinking about your pipeline…
Is that burnout?
Or is that drive?
Probably a little of both.
But it might also mean you’ve found something that challenges you in a new way.
Bottom Line
Sales isn’t about being pushy. It’s not about being extroverted. And it’s definitely not about convincing people.
It’s about:
Understanding
Communicating
Solving real problems
And being okay starting over
If that excites you, then it’s worth exploring.
