Unveiling the curtain: The top 5 reasons why sales professionals don't post content

Unveiling the curtain: The top 5 reasons why sales professionals don’t post content

By Ready For Social | Oct 23, 2023

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Putting out content on social media can be scary, especially when you’re just starting. That’s why, even though it’s the driving factor in having a memorable account, it’s often put off until the last minute. In fact, some sales professionals can be hesitant to share any content at all.

There are many different reasons for this, but there are also many solutions to combat them! In this article, we’ll explore the top five reasons behind this reluctance and shed light on how overcoming these barriers can significantly enhance a salesperson’s personal brand and career growth.

Time constraints 

The fast-paced world of sales is notorious for its relentless demands as salespeople skillfully navigate client meetings, prospecting, follow-ups, and deal negotiations. Amidst this whirlwind, finding a moment to create compelling content might seem like an Everest-sized challenge. Yet, it’s worth debunking the myth that content creation requires an abundance of time.

Not all content needs to be lengthy articles or elaborate videos; concise insights, quick tips, or personal reflections can work wonders in building credibility and connecting with your audience. You can seamlessly weave content creation into your routine by carving out dedicated intervals or making the most of automation tools. By doing so, you’ll conquer the time constraints and harness LinkedIn’s potential to amplify your personal brand and propel your professional journey forward. 

Fear of rejection 

The subtle fear of rejection emerges as a significant hurdle for sales experts contemplating content sharing on LinkedIn. This fear, rooted deep within us, combines vulnerability with the worry of not meeting the expectations of peers, mentors, and potential clients. For salespeople who excel at building relationships and persuading prospects, having their insights analyzed can be immobilizing, potentially leading to unfavorable feedback or apathy.

This fear extends beyond professional evaluations, delving into our core identity and making it an emotionally charged barrier to content creation. The competitive sales landscape intensifies this apprehension, promoting the pursuit of flawlessness and frowning upon any hint of fallibility.

However, it’s essential to recognize that this fear has a dual nature – while it can hinder the sharing of unique viewpoints and valuable experiences, it also offers an invaluable chance for growth. By embracing the potential for rejection and reframing it as a stepping stone for improvement, sales professionals can not only surmount this obstacle but also cultivate resilience that enhances client interactions and personal branding. It’s a journey of converting fear into empowerment, where each piece of content reflects courage and a willingness to learn from every response, be it agreement or constructive criticism.

Lack of content ideas 

The age-old struggle of generating captivating content poses a significant hurdle for sales pros venturing into LinkedIn. In the whirlwind of the sales domain, it’s easy to think that remarkable insights are rare. Yet, each client interaction and negotiation hold a treasure trove of stories worth sharing. Overcoming this challenge requires a mindset tweak – seeing the ordinary as extraordinary. The hurdle isn’t really a lack of ideas but rather the knack to spot potential in everyday scenarios.

These snippets can shape engaging and relatable content, whether it’s a clever solution to a client’s issue, an inventive take on objections, or a funny mishap from a pitch. Moreover, weaving personal experiences with industry pain points can be a perpetual content source. Recognizing the sales journey as a wellspring of wisdom, sales professionals can decode content creation, leveraging their experiences to bolster their personal brand and foster deeper connections with their audience.

Impostor syndrome 

Impostor syndrome, that nagging sense of being a fraud despite proof of competence, often haunts sales pros, holding them back from sharing on platforms like LinkedIn. These adept relationship builders and deal drivers doubt their ability to offer valuable insights. As they see established industry leaders in their feeds, their self-doubt grows. The fear of exposure paralyzes them, causing them to overlook their own experiences and lessons from the sales field.

Yet, impostor syndrome affects professionals at all levels. It can be eased by self-compassion and reframing. Accepting diverse journeys, embracing vulnerability, and acknowledging growth as ongoing chips away at this barrier. No matter how small, every post chips away at self-doubt, contributing to the sales community’s wisdom. Overcoming Impostor Syndrome is a courageous journey of self-discovery, letting salespeople shine as they rightfully should.

Perceived lack of value  

In an increasingly competitive digital landscape, where thought leadership and industry insights are highly regarded, salespeople might question whether their experiences and perspectives hold any weight or relevance. This self-doubt can be fueled by the seeming saturation of content from industry experts and influencers, leading to the belief that their contributions would merely add to the noise.

However, it’s crucial to recognize that every individual possesses a unique lens through which they view the sales landscape. What might appear routine or commonplace to one person can be a valuable revelation to another. By sharing even the minutest of insights, sales professionals can provide a fresh perspective, shed light on overlooked aspects, and offer practical advice that resonates with their peers and potential clients alike. In a world hungry for authenticity and real-world experiences, the perceived lack of value can be transformed into a powerful catalyst for connection, engagement, and personal and professional growth.

Turn problems into opportunities.

Now that you know the top issues that hinder a salesperson from not posting content, let’s look at some ways to get over these roadblocks.

Klein anfangen

Embarking on the content creation journey might seem daunting, especially for busy sales pros juggling many tasks. However, conquering this challenge starts with the “Start Small” approach. Think of content creation like any skill – it improves with practice over time.

Begin by crafting brief yet impactful posts sharing quick tips, recent successes, or thought-provoking questions about your industry. These bite-sized insights need little time but boost your personal brand. Starting small builds confidence, hones messaging, and engages your audience step by step. As comfort grows, you can move to longer articles or richer content.

Remember, even experts began as beginners, and influencers started with one post. Take that initial step, embrace imperfection, and allow room to learn and grow. Do not let fear hinder you. Start small, stay consistent, and watch your content and brand thrive. 

Set realistic goals.

Setting attainable goals is a crucial step that empowers sales pros to conquer doubts and hesitations about posting on LinkedIn. By outlining clear, achievable objectives, individuals infuse purpose into their content strategy. These goals steer them toward desired outcomes—expanding networks, nurturing leads, and becoming industry thought leaders.

Realistic goals motivate by breaking content creation into manageable steps within a busy sales schedule. Tailored to individual circumstances, these objectives acknowledge time constraints while considering brand and professional growth.

Milestones breed a sense of accomplishment, reinforcing consistent content sharing and inspiring persistent network engagement. This journey of self-growth turns challenges into doable feats, molding salespeople into confident, proactive contributors in the dynamic realm of social media. 

Embrace collaboration.

Embracing teamwork can work wonders for sales pros aiming to overcome content challenges. In a world where idea exchange fuels career advancement, teaming up with peers, mentors, or industry experts brings a fresh angle and eases the content creation load. Team efforts divide the work and inject diverse perspectives, elevating content quality.

By leveraging others’ expertise, salespeople uncover hidden angles, insights, and stories. Beyond content, collaboration fosters camaraderie, knowledge sharing, and strong relationships. Joint projects, co-authored pieces, or cross-promotions expand reach, connecting sales pros with wider audiences. Collaboration not only boosts content impact but also sparks a cycle of learning, growth, and give-and-take, propelling personal brands to new heights. 

Consistency is key.

Consistency forms the foundation of a strong content strategy. Amidst a sea of information and updates, regular posting acts as a compass, engaging your audience and establishing you as a credible thought leader. Repeated exposure ingrains your insights, nurturing trust, and familiarity. Just as water shapes rock over time, consistent posting molds your personal brand into an industry authority.

A routine builds anticipation, positioning you as a reliable source of valuable information. And it’s not just about frequency; maintaining a consistent style, tone, and theme carves a distinct identity, resonating with your audience. Whether you are sharing insights, success stories, or tips, followers expect value.

This habit sparks engagement, which is vital for professional growth. Consistency isn’t just a habit; it’s a strategic approach that amplifies your personal brand, ensuring your voice stands out amid digital noise and leaves a lasting impact beyond trends.

Feedback as fuel

Feedback serves as a valuable catalyst for personal and professional growth. While we naturally appreciate praise, constructive criticism and insightful observations drive us forward.

In content creation, especially on platforms like LinkedIn, feedback acts as a guiding light, highlighting areas for improvement we might have missed. Each comment, like, or suggestion offers a glimpse into our audience’s thoughts, revealing what resonates, intrigues, and makes an impact. Instead of dreading negative feedback, we should welcome it as a chance to refine our message, rethink our approach, and enhance content quality. Every critical remark is an opportunity to evolve, turning initial efforts into polished thought leadership.

Constructive feedback isn’t a setback; it’s a pathway to authenticity and excellence. By embracing feedback, we improve our skills and deepen connections with our audience, showing we’re open, adaptable, and dedicated to delivering value. Like a blacksmith shapes iron into a masterpiece using heat, we use feedback as a forge, molding our content into engaging narratives that educate, inspire, and captivate.


In a digital age where personal branding and professional networking are integral to success, sales professionals can’t afford to remain on the sidelines. Overcoming the barriers to posting content on LinkedIn requires a shift in perspective and recognizing that your unique experiences and insights hold value.

By addressing time constraints, fear of rejection, content ideas, impostor syndrome, and perceived value, salespeople can elevate their personal brand, establish authority in their industry, and create meaningful connections that drive career growth. So, why wait? Start sharing your expertise and experiences today – your network is waiting to hear from you! 

Fotos von Jeffrey Keenan, Lucas Parker, Yasmine Duchesne, Hendrik Morkel, Brian Metzler, und Thomas Tucker