Sales is often a challenging path, but Lucas Hale’s journey from SDR to the go-to expert for Go-To-Market at Meritt highlights how grit, adaptability, and resilience can turn sales into a career powerhouse. In a recent episode of the Your Future on Meritt podcast, Lucas shared his insights into what it takes to succeed in sales and why grit matters just as much as experience.
Sales Skills: Why They Matter Beyond Deals
Lucas started with a background in marketing, which taught him the importance of understanding customers. But sales took him deeper, requiring him to tailor every interaction to each customer’s unique needs. “You have to be customer-obsessed,” he says, noting that these skills translate to roles across any department. Learning to sell effectively isn’t just about closing deals; it’s about creating lasting relationships and applying this understanding wherever you go.
Embracing “The Suck” and Building Resilience
Lucas describes sales as a test of resilience, with tough days of rejection that can be discouraging. He calls these moments “the suck,” explaining that every salesperson will face them. “Just keep going,” he advises, emphasizing that overcoming these challenges builds the kind of resilience and grit that separate successful salespeople from those who give up. Lucas believes that learning to push through is what truly builds strength, no matter the field.
Grit Over Experience
Lucas believes that grit outweighs experience in sales. Reflecting on his early days, balancing long shifts at a sports centre with his studies, Lucas learned that true success comes from a strong work ethic. “Your work ethic is what counts, not where you studied,” he explains. He encourages anyone aspiring to enter sales to focus on hard work, determination, and a commitment to keep moving forward—even when it’s tough.
Breaking Into Sales: Stand Out and Be Strategic
For those starting in sales, Lucas suggests tailoring your CV to highlight experiences that showcase resilience and strong communication. He also encourages networking, especially among peers, noting that those connections could open doors in the future. His advice: stand out by being authentic and strategic in how you present yourself.