Let’s face it—outside sales is not for everyone. Many people dive into the role with enthusiasm, only to burn out quickly or realize they’re not cut out for it. The majority of new outside sales reps struggle to make it past the first year, and most will never achieve the kind of success they dreamed of when they started.
But here’s the truth: despite the high failure rate, outside sales is still one of the few opportunities in the country where you can genuinely get rich. It’s a career where the rewards are directly tied to your performance, and the sky’s the limit for those who stick with it.
So why do so many people fail in outside sales? And what makes it such a unique path to wealth?
Let’s break it down.
Why Most People Fail at Outside Sales
- Lack of Persistence
Outside sales requires a level of persistence that most people aren’t prepared for. Cold calling, walking into businesses unannounced, and dealing with constant rejection is mentally exhausting. Many new reps quit when they realize that success won’t come overnight.
Why People Fail: They give up too soon. It takes time to build a client base, and most people don’t have the patience or grit to see it through the tough early months.
How to Succeed: The key is staying persistent. Every rejection is a step closer to a “yes,” and the reps who consistently follow up and push through the tough days are the ones who build thriving careers.
- Fear of Rejection
Rejection is a daily reality in outside sales. If you can’t handle hearing “no” repeatedly, this isn’t the job for you. Unfortunately, many people who start in sales don’t realize just how thick their skin needs to be.
Why People Fail: They let rejection get to them. Every “no” feels personal, and after a few bad days, the fear of rejection starts to outweigh their willingness to keep pushing.
How to Succeed: You need to embrace rejection as part of the process. The best salespeople see every “no” as valuable feedback and use it to refine their pitch for the next client. If you can turn rejection into motivation, you’ll thrive.
- Lack of Organization
Outside sales requires not just people skills, but excellent organizational skills. You need to track leads, manage follow-ups, and stay on top of paperwork. Many sales reps fail simply because they aren’t organized enough to keep up with the demands of the job.
Why People Fail: They don’t have a system in place to manage their prospects and clients. Opportunities slip through the cracks, and follow-up calls get missed.
How to Succeed: Use tools like a CRM (Customer Relationship Management) system to keep your leads organized. Set reminders for follow-ups, take detailed notes on every call, and be meticulous about managing your pipeline. The more organized you are, the more deals you’ll close.
- Poor Time Management
In outside sales, time is money. The freedom of working outside the office can be a double-edged sword. Without the structure of a 9-to-5 job, many salespeople struggle to manage their time effectively.
Why People Fail: They don’t treat their time as a valuable asset. They get distracted, procrastinate, or fail to prioritize the right activities—like prospecting and following up.
How to Succeed: Successful salespeople are extremely disciplined about their time. They set clear daily goals, stick to a schedule, and prioritize activities that drive results—like making calls, setting appointments, and closing deals.
- Inconsistent Prospecting
One of the biggest reasons people fail in outside sales is inconsistency in prospecting. You might have a good week where you land a few deals, but if you stop prospecting during those “good times,” you’ll quickly run out of new leads.
Why People Fail: They stop prospecting when they experience a little success, leading to dry spells and inconsistent income. This “feast or famine” cycle is common in sales.
How to Succeed: Prospecting needs to be a daily habit, no matter how well things are going. The best salespeople are always building their pipeline, so they never experience a lull in new business.
- Lack of Adaptability
The outside sales landscape is constantly changing. From shifts in consumer behavior to new technologies and products, successful salespeople need to adapt quickly to stay ahead. Unfortunately, many sales reps get stuck in their ways.
Why People Fail: They don’t evolve with the industry. What worked 10 years ago won’t necessarily work today, and reps who resist change get left behind.
How to Succeed: Be open to learning new techniques, using new tools, and staying on top of industry trends. Adaptability is key to long-term success in outside sales.
Why Outside Sales Is Still One of the Few Ways to Get Rich
Despite these challenges, outside sales is still one of the few professions where you can get rich without a formal degree or massive startup capital. Here’s why:
- Unlimited Income Potential
Unlike salaried jobs where your earnings are capped, outside sales offers unlimited income potential. Your earnings are directly tied to your performance, and the best salespeople can earn six or seven figures annually. In particular, selling merchant services provides an opportunity to earn residual income, where you get paid month after month for as long as your clients use the payment processing services you sold them.
- Residual Income
The key advantage of selling merchant services is the ability to earn residual income. Every time your clients process a transaction, you earn a percentage. This means that over time, as you build your portfolio of clients, your income grows even if you’re not actively closing new deals. Residual income allows you to create long-term financial stability, something most other sales industries don’t offer.
- Low Barrier to Entry
Outside sales doesn’t require a degree or years of specialized training. All you need is a willingness to learn, persistence, and the drive to succeed. If you can handle the rejection and keep pushing forward, you can start building a lucrative career right away.
- You Control Your Destiny
Outside sales offers freedom and autonomy that few other careers can match. You set your own schedule, work at your own pace, and control your earning potential. For those with an entrepreneurial mindset, this is one of the most appealing aspects of the job. You’re not tied to a desk or a fixed salary—your success is entirely in your hands.
Conclusion: Fail Fast, Learn, and Get Rich
The truth is, most people fail at outside sales because it’s tough. It requires persistence, resilience, and an ability to handle rejection. But for those who stick with it, outside sales offers one of the few remaining opportunities in the country to get rich without a degree, specialized training, or a large upfront investment.
If you can master the art of outside sales—especially in industries like merchant services, where you can earn residual income—the sky’s the limit. The freedom, the income potential, and the ability to build long-term wealth make it worth the effort, even if the path is full of challenges.
So, if you’re willing to put in the work and push through the tough times, outside sales could be your ticket to financial freedom. Just remember: fail fast, learn quickly, and keep going. The rewards are there for those who refuse to quit.
