Sales is more than just hitting targets—it’s about resilience, continuous learning, and building lasting connections. In a recent Your Future on Meritt podcast episode, Mark Colgan, Founder of Yellow O and sales consultant, shared insights from his journey in recruitment, marketing, consulting, and founding his own company. Here’s what he had to say about building a successful career in sales and beyond.

Sales: A Skill That Sets You Up for Life

Mark believes that sales is a foundational skill that applies across every area of life. “Everything in life is sales,” he explains, noting that whether you’re pitching an idea or negotiating, knowing how to sell gives you an edge. Starting in sales taught him the art of persuasion and negotiation, skills he now uses in all aspects of his career.

Embracing Rejection and Building Resilience

In his early “boiler room” days, making back-to-back calls, Mark learned to handle rejection. One of his tips? Practice asking for things in everyday settings. “Go to a coffee shop and ask for a discount,” he suggests. “The worst thing they’ll say is no.” These small rejections build confidence and teach the value of asking—key in sales.

Know Your Numbers and Focus on What You Can Control

For newcomers in sales, Mark advises focusing on what you can control: your activity. “If you’re behind target, do more,” he says. By knowing your numbers—like calls made and meetings booked—you stay proactive and maintain momentum, even when results vary.

“Always Be Connecting” to Increase Your Luck Surface Area

Mark emphasises networking, calling it “increasing your luck surface area.” By meeting people, updating contacts on your progress, and connecting others, you open doors to new opportunities. “Always Be Connecting” is his motto—a twist on “Always Be Closing”—focused on building genuine, lasting relationships.