If you work in sales, you already know the job isn’t always as glamorous as it looks from the outside. Yes, closing deals and earning commission is incredibly rewarding. But there’s also pressure, uncertainty, and plenty of difficult days mixed in.
No matter the industry, most sales employees run into the same challenges at some point in their career. In fact, there are several LinkedIn polls on this topic. One poll even found that 85% of salespeople failed to hit their targets.
The important thing is knowing how to deal with them – particularly before they start affecting your confidence, motivation, or performance. Here are three common issues sales employees face – and a few ways to handle them:
1. Unpaid Sales Commissions
There’s nothing more frustrating than putting weeks of effort into closing a deal, only to discover your commission pay isn’t there. Maybe it’s delayed. Maybe it’s been reduced. Or maybe it’s missing completely. Unfortunately, commission disputes are more common than many people realize.
Sometimes, it comes down to unclear contracts. It might be due to a confusing bonus structure. Other times, employees end up dealing with something more serious – like an employer failing to pay commission even after targets have been met.
If this happens, try not to rely on verbal agreements alone. Keep records of everything – sales figures, emails, contracts, messages, and any conversations related to your commission structure. It might feel unnecessary at the time. However, having a paper trail can save you a huge amount of stress later on.
It’s also worth reviewing your contract thoroughly. Many people don’t realize the details around commission payments are typically buried in the small print. So, if something doesn’t feel right, raise is with HR or your manager first. It might just be a misunderstanding that can be resolved.
But if the issue drags on, don’t ignore it. Speak to an employment specialist or get legal advice. This’ll help you understand where you stand.
2. High Sales Targets
Sales targets can be motivating – until they begin feeling impossible.
Most people in sales are used to working under pressure. It’s part of the job, right? But constantly chasing unrealistic numbers will leave you mentally drained. It’s hard to stay motivated when every month feels like an uphill battle.
One thing that helps here is breaking larger targets into smaller goals. Focus on what you can realistically achieve each day. This feels far less overwhelming – particularly if you tend to obsess over one giant monthly figure. Small progress is better. It adds up faster than you would think.
It’s also critical to work smarter – not just harder. Spending hours chasing poor-quality leads results in frustration. No surprise there. Instead, prioritize stronger prospects. Manage your time properly. Doing so makes a massive difference.
And don’t forget – the issue might not be you. It might be the target itself. If you feel expectations are consistently too high, have a conversation with management. That’s reasonable. A good employer shouldn’t want their team burnt out.
3. Constant Rejection
What’s the toughest part of working in sales? The rejection. You could do everything right. You could give a great pitch. You could even build rapport with a client. “No” might still be the answer.
That – all that work, for no reward – can wear anyone down over time.
The best salespeople aren’t immune to rejection, though. They’ve just learned not to let it define them. Most of the time, this rejection isn’t personal. A customer might not have the budget. The timing may be wrong. They may simply not be ready to commit yet. All of these are valid reasons.
Instead of dwelling on every lost sale, focus on what you learn from it. Difficult conversations do a lot – they improve your approach, sharpen your communication skills, and build resilience.
To conclude, sales is as much about mindset as it is about skill. The challenges are very real. You just need to learn how to deal with them. That lesson is what separates people who survive in sales from those who genuinely thrive in it.