Welcome to the
Graduate Resource Hub

What is Sales?

Sales is the process of helping customers identify and obtain products or services that meet their needs, while generating revenue for a business. It’s much more than just persuading someone to buy; it’s about building relationships, understanding problems, and offering valuable solutions. A career in B2B sales involves communication, active listening, and strategic thinking.

You’ll learn how businesses operate, how markets behave, and how to influence decisions ethically. Sales professionals work in many industries, from technology and healthcare to finance and retail, and often enjoy clear performance rewards, such as commissions or bonuses. It’s a career that develops transferable skills like negotiation, presentation, and resilience. For graduates, sales offers a dynamic path with fast growth potential, strong earning opportunities, and the chance to make a real impact on both customers and company success.

Training and Development

Most companies provide structured sales training programmes for graduates. This may include:

• Product and industry knowledge
• Negotiation and presentation skills
• Customer relationship management (CRM) systems training
• Shadowing experienced salespeople
• Role play and objection handling practice

Some employers also support external training and professional development, such as sales academies or qualifications (see below).

Typical Salaries and Packages

Graduate sales roles are among the more financially rewarding entry level careers. Packages typically include:

• Base salary: £26,000 – £33,000,  depending on sector and region
• Commission / bonuses: Often uncapped; high performers can significantly increase their earnings and in some cases work towards a role where your basic can be doubled
• Benefits: Company car or car allowance (in field roles), laptop, phone, healthcare, pension, travel expenses

Over time, successful salespeople can move into six figure earnings

A Day in the Life of a Salesperson

No two days are exactly alike, but a typical day might look like:

• Morning: Reviewing pipeline, following up on emails, prospecting for new leads
• Midday: Client meetings or video calls to present solutions and negotiate terms
• Afternoon: Writing proposals, updating CRM, preparing presentations
• Evening (occasionally): Networking events or industry functions

Sales roles are target driven, so prioritisation and time management are key.

Characteristics of a Successful Salesperson

While different industries require different knowledge, most high performers share these traits:

• Resilience: Handling rejection positively and moving on quickly
• Communication skills: Clear, persuasive, and confident
• Curiosity: Asking the right questions and really listening to customer needs
• Drive: Motivated by achieving (and exceeding) targets
• Relationship building: Trustworthy, reliable, and empathetic
• Adaptability: Comfortable with change, new technologies, and evolving markets

Working to Targets

Sales careers are performance driven. You’ll be set monthly, quarterly, and annual targets for revenue, new accounts, or product sales. This may sound daunting, but targets give you clear goals, recognition for your efforts, and financial reward when you succeed.

Professional Qualifications

Professional development is highly valued in sales, and qualifications can help you stand out. Options include:

• Level 4 Sales Executive or Level 6 B2B Sales Professional – a blend of work-based learning with study modules delivered by training providers or colleges.
• Institute of Sales Professionals (ISP) – widely recognised UK body offering accredited training and qualifications
• Sandler Training, Miller Heiman, Challenger Sales – popular international training frameworks
• Postgraduate qualifications – some MBAs offer a strong sales or business development focus

Career Path in Sales

A career in sales offers progression and variety. Typical routes include:

• Sales Development Representative  / Business Development Representative / Sales Executive
• Account Manager or Business Development Manager
• Senior Business Development Manager / Key Account Manager
• Sales Manager or Team Leader
• Head of Sales / Sales Director
• Chief Revenue Officer / Vice President of Sales
• CEO / MD

Many senior business leaders started their careers in sales because it builds commercial acumen, leadership, and customer insight.

What is the purpose of an Assessment Centre?

An assessment centre is a great way for both you and the recruiter to see if you’ve got the key characteristics needed for the job. Instead of a standard one to one interview, you’ll take part in a series of individual and group activities that are designed to let your skills show. The exercises are designed to mirror real workplace situation so you can showcase your communication, teamwork, and problem solving in action.

What makes our Assessment Centre different?

Unlike generic assessment centres, our process is designed specifically for sales roles. Our exercises mirror real sales scenarios and we give you the opportunity to learn sales theory along the way. This targeted approach means you’ll demonstrate the exact skills that matter in sales, while we assess your natural ability to connect, persuade and close. It’s a more authentic way to showcase your sales potential and find the right fit.

What to Expect on the Day

The structure will vary depending on who is running the assessment, but it’s usually a mix of group and individual tasks. You’ll take part in planning exercises, prioritisation tasks, role plays or short presentations. You’ll also have the chance to ask questions and learn more about the world of sales.

An assessment centre is an important part of the hiring process and a valuable opportunity for you to stand out.

How to Prepare

Here are some simple ways to make sure you’re ready for your assessment centre:

Understand the format. Check your invite carefully for details on how the day will run. It might be in person or virtual. Find out if there are any tasks you need to prepare beforehand.

Get clear on your why. You’ll likely be asked why you want to work in sales or what makes you a good fit. Have a short, confident answer ready that shows your motivation and energy.

Practice your communication. Sales is all about how you communicate. Use clear, confident language and listen actively. You don’t need to be the loudest person in the room, but make sure your ideas are heard.

Work well with others. Treat it as an opportunity to demonstrate that you can collaborate, listen and take the lead when needed. You’ll be assessed on not just what you say but how you work within a team.

Be yourself. Assessment centres aren’t about perfection. They are about showing your potential. Stay professional, positive, and let your personality shine beyond your CV.

Final Tips

Arrive on time and dress professionally
If attending virtually, test your technology in advance
Keep a positive and open mindset throughout the day
Take advantage of any chance to ask questions
Enjoy the experience as it’s a great way to learn and develop, whatever the outcome

Research the Company and Role

Preparation is key for any sales interview. For graduate sales jobs, clients expect candidates to understand both the company and the role in detail.

• Know the company’s offerings: Products, services, customers, and market position.

• Understand their sales model: Are they B2B, B2C, or using solution-based selling?

• Learn the company culture: Browse LinkedIn, social media, and employee reviews.

Define Your Personal Value Proposition

In sales, you’re selling value, and that starts with yourself. Prepare to communicate your strengths clearly:

• Examples of resilience, like overcoming challenges in part-time work or university projects.

• Times you demonstrated influence or persuasion.

• Personality traits relevant to sales: driven, competitive, or empathetic.

Craft a personal pitch summarising your value, concise, confident, and tailored to the role.

Practice Common Sales Interview Questions

For graduate sales roles, interviewers often focus on attitude, motivation, and communication skills. Prepare answers for questions like:

• “What motivates you to work in sales?”

• “Describe a time you overcame rejection or failure.”

• “How do you build rapport with clients?”

• “What does success mean to you in a sales environment?”

Use the STAR method (Situation, Task, Action, Result) to structure your answers effectively.

Demonstrate Commercial Awareness

Even as a graduate, clients value candidates who understand business. Showing commercial awareness sets you apart:

• How sales impact revenue and company growth

• Linking customer needs to business objectives

• Awareness of market trends affecting the company or industry

Read business news sources like BBC Business or LinkedIn updates to discuss relevant industry insights during your interview.

Adopt a Sales Mindset During the Interview

Remember: the interview itself is your first “sale.” Approach it like a client pitch:

• Build rapport: Smile, maintain eye contact, and engage actively.

• Listen carefully: Respond thoughtfully to the interviewer’s points.

• Close confidently: Thank the interviewer and express genuine interest in the role.

Follow Up Professionally

A brief, personalised thank you email after your sales interview leaves a strong impression. Reiterate your interest in the role and reference a key takeaway from the conversation, this demonstrates professionalism and emotional intelligence.