What is it like to work in Sales? Hear from the professionals in publishing!

Here at Inspired we recruit across a range of job roles including sales, rights, marketing, editorial, project management and more, across our four sectors – Education, Academic, Trade and Professional. We speak to professionals from entry level to director level to support them in their careers, and what we’ve seen (particularly at entry level), is that job divisions like sales can be a lot less popular as a career option, especially in comparison to editorial. We thought it might be helpful to hear from some sales professionals about their paths and what they do, to find out more about what it’s like to work in publishing sales, and see whether it could be the right move for you! 

We spoke with Rali Zapryanova, Academic Sales Consultant at Sage, Mariana Mouzinho, Sales/Account Manager at MVB Books UK and an Academic Consultant for another academic publisher. 

1. Did you always want to go into publishing?

Academic Consultant: I honestly didn’t know what specific industry I wanted to be in until I took a book-related module in my final year of my undergraduate degree, which explored the publishing/book-making industry in France from the medieval period to the modern day. I’ve always loved books and literature and knew I wanted to try and work within the creative industries somehow, but until that module, I really hadn’t conceptualised publishing as a viable pathway for me to go down. I’m glad I took that module – it really opened my eyes.

2. Did you always want to go into sales and why?

Rali: I was actually very sceptical of sales all the way up to applying for my current job. I just didn't think I'd be incredible in it, because my priority has always been helping people find what they need and not necessarily pushing things they're uninterested in. Unfortunate misconception on my part!

Amazing thing is it's not like that at all - it all very much comes down to supporting people and making sure they know about all the cool things about the books you have in your bag. And nothing feels better than helping a person discover a book they will love, especially when they start up the chat by being very sceptical.

3. What previous experience did you have?

Mariana: I worked as a bookseller for 7 years before moving into more established B2B sales roles. All of the skills of being on the shop floor, talking to customers, organising events, recommending books, have formed the background to pretty much all of my sales skills now. Bookselling is such a unique part of retail, and the knowledge and passion required (and ability to talk about things you might not have intricate knowledge of), as well as the way in which so many other admin, organisational, operational and negotiation skills can be a part of it (I was both a buyer and events coordinator), means that it can be the perfect introduction to a sales role in the industry.

4. How did you know you would be good at sales?

Academic Consultant: I love talking! Which is partially a joke, but honestly helps so much in this role. I love connecting with people and always have done. Going into sales is a great opportunity to meet so many interesting people and have fascinating conversations.

My job also involves quite a bit of travel, which initially I wasn’t overly keen about. But, since starting the role, I’ve absolutely adored it. I can’t imagine a job without travel now! I’m not someone who is great at sitting still and doing a similar sort of thing every day, and working in sales means that every day is different, for sure. The travel always helps too.

5. Is it everything you thought it would be?

Rali: It is and so much more - when I first read the job description I couldn't have imagined how perfect of a mix it was for me and what drives me to work hard.

Getting to support people, seeing their expression chance from closed-off ‘I don't think you can help me at all’, to excited ‘This is exactly what I need, I'm so glad I took this meeting’ makes me happy that I've managed to help! And meeting up with the same people a second time makes things so much more exciting, because they're so happy to see you and see what you have to show them because they know they can trust you. 

People and connection and books has always been it for me and sales people are the ones on the ground finding out how people feel about the book the most. 

6. Has there been a stand-out highlight or proudest moment during your sales career? 

Mariana: I will always hold close to my heart the regulars I had at the first ever bookshop I worked at for four years. There was a period in my life where I also did A LOT of author events in schools (sometimes up to 200 a year) and that will always be a highlight and proud moment, as nothing has ever felt quite as important as taking authors into schools to speak to hundreds of children and young people, and knowing that one of these author visits could make a huge difference in a child’s life, dreams and aspirations.

7. Why is sales a great choice for someone looking to get into publishing?

Academic Consultant: Sales is very versatile and you get to learn so many different skills that will be applicable to your future jobs in other sectors or industries. Also, I believe working in sales means you get the best holistic insight into publishing - you get to work closely with marketing and even editorial, for example; sales helps you really get to grips with the industry, and the company you work for.

It was interesting to see that all three sales professionals came from bookselling backgrounds, clearly it offers very transferable skills! So if you love getting to shout about books, supporting people and travelling, sales may be the career for you! A huge thanks to the publishing sales professionals for answering our questions. If you’d like to start or grow your career in publishing sales, do get in touch!