8. The 3 Ps of sales career: Persistence, progress, and possibilities

The 3 Ps of a sales career: Persistence, progress, and possibilities with Chief Sales Officer, Johanna Korhonen at Dear Lucy

Johanna Korhonen, Chief Sales Officer at Dear Lucy, has a story that spans industries, roles, and continents. From teaching in classrooms to building global sales teams, Johanna’s journey offers heartfelt, tried-and-true lessons for sales professionals navigating a rapidly evolving industry. Her insights remind us that the path to success isn’t always linear, but it’s always full of opportunities to grow.

1. Find your fit by exploring different roles

Johanna didn’t start her career in sales—in fact, she began as an English teacher. “I always thought I’d become a teacher, but after a few years, I realized it wasn’t the right fit for me,” she says. This realization led her back to university and ultimately into the fast-paced world of B2B sales. For sales professionals, this underscores the importance of being open to change. Trying different roles and industries can help you find the path where you truly thrive​.

2. Embrace rejection as part of the process

Sales, Johanna says, is mostly about hearing “no.” But it’s this challenge that makes success even sweeter. “Sales suits my personality because I love working with people and achieving goals. The rejections make the victories worth it,” she shares. For sales professionals, resilience is key. Learn to see every “no” as a stepping stone to the next “yes”​.

3. Take bold steps to expand into new markets

At Supermetrics, Johanna led teams that expanded into over 100 countries. Her approach? Dive in and learn by doing. “It’s all about action. Don’t over-analyze; start reaching out,” she advises. For sales professionals looking to enter new markets, her lesson is clear: don’t let fear of the unknown hold you back. Experiment, learn, and adapt as you go​.

4. Leverage data for smarter decisions

Johanna emphasizes the importance of using data to guide sales strategies, especially in outbound efforts. “Different markets require different approaches, but using data helps you refine your tactics and find what works,” she explains. Sales professionals can rely on data to optimize outreach, understand trends, and identify the best opportunities​.

5. Foster diversity in sales

Johanna is a passionate advocate for bringing more young talent, especially women, into sales. “I’d love to see more women aspire to careers in sales,” she says. She highlights the entrepreneurial nature of the profession: “Sales gives you so much control over your day-to-day and offers significant earning potential if you succeed.” For those considering sales, it’s a career filled with autonomy and growth opportunities​.

6. Prepare for the future with technology and balance

Looking ahead, Johanna sees AI playing a significant role in reducing the admin burden for salespeople. “The tech we have now allows salespeople to focus more on what matters—building relationships and closing deals,” she says. She also highlights the shift toward work-life balance, especially among younger generations. “The trend toward balancing mental and physical well-being is a healthy shift,” she notes. Sales professionals should embrace technology and prioritize balance to stay effective and motivated​.

Conclusion

Johanna Korhonen’s career journey is a testament to the power of persistence, adaptability, and courage. Her story inspires sales professionals to embrace change, overcome rejection, and use data and technology to drive success. Whether you’re just starting or looking to level up your career, Johanna’s insights remind us that the key to success lies in staying curious, resilient, and open to new possibilities.