All the comments and the story seem to be coming from people that have been around sales or briefly touched it but never been full in a sales position. It's definitely true that "enterprise" sales has a different sales cycle than commercial or smb. I've had seven and eight figure deals close faster than a small 6 figure deal. I also have found smaller organizations need much more care and feeding after the sale than larger companies. But of course this is not true for every organization or sale.

I empathize with his part on gear that sat there for years after the sale. Welcome to business, it happens everywhere. I've been on both the purchasing side and the selling side of it. Things just happen, just like we all mean to change the world or pick up a hobby but something else shiny gets in the way. But it's not a reason to give up on sales.

Politics are a part of everything. Engineers (or anyone) that refuse to accept this are just cutting their eyes out to spite their brain. If, on the sales side, you ignore the politics of the organization it is no wonder you struggle. The same is true for people in their own organization that can't get anything done, don't get promoted, or can't make friends.

Sales sucks. When you spend days, weeks, months, even years on a deal and you don't win you get nothing. Sometimes you even lose your job. Sales is expensive in more ways than just money or time and it is not for everyone.

I enjoyed reading your piece but the negativity in it is from frustration at lack of understanding. Just because you are not good at something does not mean it is bad or evil. I love basketball, but I am horrible at it, so I know realistically I will never be in the NBA. But because I do know what goes in to it I can truly respect those people that do. You can learn from others for things you are not good it, but why kid yourself? Focus what you are good at and become even better.

Michael Jordan was an amazing athlete, totally dominating basketball. He tried his hand at baseball and did decently but realized being just "decent" at it was all he would probably be and went back to what he excelled in, basketball.

I need to finish my book on sales and consulting geared towards engineers.