Not a “Sales Guy”? Neither Am I.

July 20, 2025•3 min read

Earlier this year, I discovered I had high-functioning autism.

Much to my surprise, no one in my close circle was shocked. Small talk doesn't come easy. I'm ridiculously rigid about certain routines. And people close to me know I'm introverted, structured, analytical, and like my personal space a little more than most.

This isn't typically what you put on the target profile for your next top salesperson.

Butt, that revelation made everything click. Particularly as I look back at how I ended up building a career (and now a business) in sales, despite being the furthest thing from a "natural born salesperson."

If you're technical, analytical, or have told yourself, "I'm just not good at sales"—this story is for you.

The Quiet Guy Who Wanted to Be a Lobbyist

Twenty years ago, I wasn't closing deals—I had my eyes set on becoming a lawyer and a lobbyist. The problem? I had no college degrees, no political experience, and no connections.

So when a telesales role opened up at the U.S. Chamber of Commerce, I jumped on it as my only "in" to politics.

I remember the interview well. It was right in the middle of 100 straight days over 100 degrees in a Texas summer. I was wearing an oversized "suit" I'd bought the day before at Kohl's, sweating through it after driving 30 minutes in a car with broken AC.

And I bombed. Badly.

The kind of bomb where you know the interviewer is just being polite by continuing the conversation. I couldn't "sell this pen" and fumbled every sales question they threw at me.

But on the long walk out, the VP and I started chatting politics. I lit up. Stats, context, current events, House and Senate makeup, election strategy—I had it all. He stopped mid-stride and asked, "Think you could do that on the phone?"

I said yes. I didn't know if I could, but this was my shot.

From "Sales Misfit" to Top Performer

I knew the product inside and out. But I knew nothing about sales.

In fact, I was so nervous and embarrassed to get on the phones, I picked the cubicle furthest away from everyone else and talked as quietly as possible to avoid being overheard.

What I did have, though, was something I didn't recognize as valuable at the time: an obsession with breaking complex things into patterns and systems.

So I studied the best rep on the floor—Charles—and mimicked what worked. I used his opener, copied his rebuttals, replicated his credit card close, mimicked his tonality. Then I iterated, tested, and refined my way to my own approach.

Once I ramped up, I won President's Club and became one of only two people to hit quota every single month for three consecutive years.

I applied the same systematic approach as a sales manager, then as a junior exec, and eventually as Managing Director of the entire national small and midsize business unit.

Over 10+ years, we raised more than $100 million and never missed an annual goal.

If Sales Doesn't Come Naturally to You—Good.

Here's what I learned: You'll have to study it. But in studying it, you'll understand sales better than someone it comes naturally to.

You'll have a deeper grasp of why certain approaches work, which makes your success more repeatable and scalable.

So if you're more technical, more introverted, or more systems-driven—lean into that. Sales isn't just about charm. It's about process, empathy, curiosity, and systematic problem-solving.

And once you've built those muscles, they'll serve you far beyond business. The ability to persuade, communicate clearly, and navigate complex conversations isn't just a business skill—it's a life skill that's been invaluable for me.

The irony? I originally told myself, "I'll hold my nose and do this sales thing to get into politics." By the time I left, it was the exact opposite. I'd fallen in love with the systematic art of helping people solve problems and hold my nose to talk politics.